Sales Representative

CHARLES F. HALL

*** ******* ***** ************, *** Jersey 08081

609-***-**** ********@***.***

QUALIFICATIONS SUMMARY

Motivated, top-ranking Specialty Sales Representative with proven ability to promote pharmaceutical

products and medical services through consultative selling techniques. Strengths include highly

effective cold calling techniques, assessing customer needs and market demands, implementing

innovative business strategies, and successfully driving sales in highly competitive territories.

Analytical and resourceful with exceptional prospecting, presentation, and interpersonal skills.

PROFESSIONAL EXPERIENCE

DESIGNS FOR HEALTH, Suffield, CT

Professional Sales Health Educator, 2010 - present

Detail primary care physicians, chiropractors, nutritionists and naturopaths in the Philadelphia,

Pennsylvania metropolitan area on over 250 nutritional supplements for multiple therapeutic

indications. Promote metabolic testing and electronic medical record keeping services as well as

practitioner educational opportunities. Represent company at local seminars and conventions.

HEALTHDRIVE MEDICAL AND DENTAL PRACTICES, Newton, MA

Clinical Services Representative, 2009-2010

Promote and sell dental, optometry, podiatry, audiology physician services and electronic medical

records (EMR) system into over 400 nursing homes in Pennsylvania.

Administer contracts for physician services to Nursing Home Administrators and Directors of Nursing.

Coordinate implementation of physician services with physicians and key nursing home personnel.

Report daily results and correspondence directly to Vice President of Corporate Development.

JOHNSON & JOHNSON: MCNEIL PEDIATRICS, Fort Washington, PA and Titusville, NJ

Specialty Pharmaceutical Sales Representative, 1996-2007

Detailed neurologists, psychiatrists, and select pediatricians in New Jersey on analeptic (Concerta) and

antipsychotic (Risperdal) medications. Also promoted topical antibiotics (Floxin Otic and Ocuflox) to

pediatricians as well as smoking cessation supplements (Nicotrol Patch and Nicotrol Inhaler) and

muscle relaxant (Flexeril) to family practitioners and internists.

Promoted complete product line to pharmacists throughout the sales territory.

Initiated and conducted 4-6 physician speaker programs annually.

JOHNSON & JOHNSON: MCNEIL CONSUMER & SPECIALTY PHARMACEUTICALS, Fort Washington, PA

Pharmaceutical Sales Representative, 1988-1996

Introduced family practitioners, pediatricians, obstetrician/gynecologists, gastroenterologists,

orthopedic surgeons, and oral surgeons in New Jersey and Pennsylvania to more than 25 medications in

25 different therapeutic categories.

Solicited pharmacists to exclusively stock prescription medications. Promoted product line to staff

physicians and residents at community hospitals to gain formulary status.

Established and maintained relationships with 15 managed care organizations in order to obtain

coverage policies on medications.

Coordinated agendas and supervised sales team for local medical conventions.

DELAWARE VALLEY HMO, Concordville, PA

Physician Recruiter, 1986-1988

Solicited primary care physicians and specialists in the Philadelphia area to provide services for

Delaware Valley HMO. Initiated contact, scheduled appointments, and secured contracts with

physicians.

DELAWARE VALLEY HMO: MERCY HEALTH PLAN, Upper Darby, PA

Marketing Representative, 1985-1986

Promoted multiple health care services to medical assistance recipients. Established rapport with local

physicians and pharmacies.

Taught accident and health provisions to sales representatives. Assisted in managerial duties as needed.

SIGNIFICANT SALES ACHIEVEMENTS

Market Share Growth Leader Johnson & Johnson: MCNEIL PEDIATRICS, 2007

Increased Concerta ADHD Medication market share by 3.5% for the 2007 calendar year. Exceeded year-

end territory market share goal by 2.5%. Attained year-end market share goal within the first 6 months of

2007. Achieved 140% of Performance Quotient for 4th Quarter 2007.

President’s Club (Aristeia Award) Winner Johnson & Johnson: MCNEIL CONSUMER & SPECIALTY

PHARMACEUTICALS, 2004, 1992

Recognized with this prestigious award for outstanding overall performance among more than 300 sales

representatives for CY 2004 and CY 1992.

Multiple Sales Incentive Contest Winner Johnson & Johnson: MCNEIL CONSUMER & SPECIALTY

PHARMACEUTICALS, 1988-2007

Won 9 national sales incentive contests in 6 different product categories (analeptics, antibiotics,

analgesics, antihistamines, anti-diarrheals, and dietary supplements) within a 500-member sales force.

Fleet Safety Incentive Award Johnson & Johnson: MCNEIL PEDIATRICS / MCNEIL CONSUMER &

SPECIALTY PHARMACEUTICALS, 1991-2007

Awarded annual bonuses for maintaining an accident-free, safe driving record with a fleet vehicle.

Sales

Rankings

Ranked 3rd out 60 representatives nationwide in monthly sales (Designs for Health, August 2010)

Ranked 6th out of 60 representatives nationwide in monthly sales (Designs for Health, September 2010)

Increased overall Northeast Region ranking from 53 of 59 (Q3 2006) to 29 of 59 (Johnson & Johnson,

Q4 2006).

Ranked 14 of 59 in Northeast Region Share Change Rank for Concerta (Johnson & Johnson, Q4 2006).

Ranked 19 of 49 overall in Northeast Region (Johnson & Johnson, CY 2004).

Increased overall Northeast Region ranking from 33 of 49 (Q1 2004) to 15 of 49 (Johnson & Johnson,

Q3 2004).

Ranked 7 of 49 in Northeast Region Share Change Rank for Concerta (Johnson & Johnson, Q3 2004).

Ranked 6 of 49 in Northeast Region for total prescriptions for Flexeril (Johnson & Johnson, Q1 2004).

Ranked 15 of 46 in Northeast Region Share Change Rank for Floxin Otic (Johnson & Johnson, Q4

2003).

EDUCATION AND TRAINING

WEST CHESTER UNIVERSITY, West Chester, PA

Bachelor of Science in Marketing

Vice President, Marketing Society

JOHNSON & JOHNSON CAREERTRAC REPRESENTATIVE DEVELOPMENT PROGRAM

Certified Medical Representative (CMR)

Completed courses in Pharmacology, Pathology, Musculoskeletal System, Digestive System, and

Managed Healthcare.

DELARK SALES SEMINAR, Philadelphia, PA

Advanced sales training in assertiveness, oral communications, negotiating techniques, and time

management.

TOASTMASTERS INTERNATIONAL CLUB #4887, Moorestown, NJ

Enhanced proper public speaking techniques and effective communication skills.

Delivered planned and impromptu speeches on various topics to an audience of up to 50 members

biweekly. Evaluated and mentored speakers.

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