Sales Manager
Resume:
LEROY OROZCO
Corona, CA **883
*******@*********.***
Sales Management Executive
Highly accomplished sales manager with a consistent track record of proven
success within the pharmaceutical industry in both the hospital and retail
environments. Proven success in building and coaching sales teams leading
to documented sales results and career development for team members.
Demonstrated ability to resolve complex business challenges and implement
successful solutions. Optimistic and creative leader with a laser focus on
tactical execution and delivering results. Well rounded management style
creating common vision and positive relationships through teamwork and
collaboration. Able to analyze data with advanced skill.
PROFESSIONAL EXPERIENCE
Genentech, Inc (Formerly Roche Laboratories, Inc as of 2009)
Hoffmann-La Roche Inc., Nutley, New Jersey
Managed Care and Customer Operations (MCCO) South San Francisco, CA - April
2010 to June 2010
. Managed project which involved over 700 Roche agreements with key
payers, pharmacy benefit managers, wholesalers, specialty pharmacies,
and other managed care and government accounts that needed to be
assigned to Genentech
. Member of Core Team for Humana Commercial contract offer development
and contract execution
Regional Business Manager, Western Region - February 2005 to present
. Develop and initiate strategic direction, and implementation of
tactical execution for 10 divisions consisting of 76 primary care
representatives and 18 institutional sales representatives
. Perform ongoing coaching and counseling with DSM's around
identification of business opportunities and HR issues with
representatives
. Analyze and interpret regional sales data, and subsequently partner
with management and field staff to capitalize on opportunities which
support regional business objectives
. Consistently create innovative and strategic data reports for field
staff using Business Objects
. Manage a multi-product promotional budget of $2M across 10 divisions
. Annually develop and implement regional business plans for strategic
accounts
. Craft and execute Regional incentive contests to reward and recognize
performance at the representative and management level in the 8
Western States.
. Interface weekly with various members of account management, marketing
teams, and executive leadership in the corporate office
Notable Achievements and Results
. Special Achievement Award for outstanding Regional Leadership
(Multiple Award Winner 2005-2008)
. Tamiflu T1 2007 National Contest - Achieved # 1 rank among 7 Regions
. Boniva Challenge of Champions 2007 - Achieved # 1 rank among 7 Regions
. Achieved #1 overall rank in the Nation in 2007 among 7 Regions
. Achieved a 2008 year end rank of #2 for our top POA product, Boniva
Oral
. Achieved a #1 rank among 7 Regions for 2009 for Boniva Injection
. Currently tracking at an overall rank of #1 for all POA products
combined for 2010
Division Sales Manager - January 2001 to June 2005
. Led team of representatives in the anti-infective market and anti-
emetic market in both the retail and hospital markets.
. Organized and delivered product training and development for new
hires.
. Identified, developed and presented contract proposals to targeted
hospital accounts within Division. Recognized as top DSM for contract
initiation.
. Managed product budgets to maximize opportunity and ROI.
. Consistently led and motivated sales staff to higher levels of
discretionary performance.
. Assigned as advisor to national team for field sales informatics to
redesign field data reports.
Notable Achievements and Results
. Special Achievement Award (2002) for outstanding Business Achievement
. Regional Cup Winner 2002 - Awarded to second place division in region
. Xenical Sales Contest Winner - Division ranked number 1 in nation for
the four month contest held in 2002
. Special Recognition Award 2002 - 500 Stock Appreciation Rights (SAR's)
awarded to top DSM's in the nation
Pharmaceutical Sales Representative - September 1990 to December 2000
Medical Center Representative - June 2000 to December 2000
Primary Care 3 - April 1999 to June 2000
Primary Care 1 - September 1990 to July 1998
. Promoted variety of pharmaceuticals to physicians and hospitals
. Coordinated continuing education programs for targeted customers
. Developed antibiogram as a selling tool, which gained the attention of
the Rocephin marketing team and was eventually rolled out to the
Nation.
Notable Achievements
. Special Achievement Award for outstanding division leadership (1999,
2000)
. Special Achievement Award for outstanding customer focus (1996, 1997)
. Outstanding Group Sales Award (1993) for excellence in group selling
Kos Pharmaceuticals Inc., Miami, Florida
Cardiovascular Specialist - August 1998 to March 1999
. Promoted cardiovascular agent to targeted cardiologists
EDUCATION
University of La Verne, La Verne, California
M.B.A. - Graduated May 1999
Concentration in Managed Care
Whittier College, Whittier, California
B.A. Biology - Graduated May 1987
California State University of Fullerton, Fullerton, California
APICS Certification - Completed December 1989
References available upon request
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