Sales Manager

Doug Wynd

***** ****** ***** *****

Chesterfield, MO 63005

Telephone: 636-***-**** Email: *********@*****.***

SUMMARY

Sales person with extensive background in all aspects of selling in the

hospital, biotechnology and medical markets. Known as a leader with great

analytical and problem solving skills needed to manage a business to exceed

stretch performance goals. Extremely credible with internal and external

customers. Seeking sales position.

CAREER HISTORY

GILEAD SCIENCES, Foster City, CA 2007 - 2009

Region Director, St. Louis, MO

Directed/led biotechnology sales team in an eight-state Midwest region (WI,

IL, MO, TN, MS, AR, KS, IN).

. Successfully launched pulmonary arterial hypertension product (LETAIRIS)

to Cardiologists, Pulmonologists, Rheumatologists and Heart Failure

Centers.

. Earned 'kicker bonus' for exceeding aggressive launch goals.

. Increased market share and share growth to be top-ranked region in the

nation--winning two of the three sales contests offered post-launch.

. Rapidly turned around performance of inherited underperforming region

using situational leadership to refocus customer targeting, adjust

strategic market development and actively manage personnel.

. Developed key customer relationships among influential customer base.

. Won Exemplar's Award for leadership.

EXPRESS SCRIPTS, INC., St. Louis, MO 2005 - 2007

Senior Director (Corporate Office)

Directed National Managed Care sales force, Proposal Response Unit and

Business Planning group.

. Surpassed stretch goals for new prescription business of 131%.

. Increased gross margin from new business by $9.3M.

. Achieved 98% client retention rate for existing clients, surpassing the

goal of 92%.

. Achieved highest "Finalist Rate" and "Closed Rate" among Express Scripts'

four sales divisions.

. Re-engineered RFP process significantly improving the turnaround time,

decreasing proposal deviations and improving finalist and new business

success rates for the Company.

. Built out a Business Planning group to support prospect targeting and the

sales process.

. Championed successful corporate shift from an off-the-shelf value

proposition to a value proposition that is customized to each specific

prospects business needs.

. Negotiated and executed complex contracts with Managed Care

organizations.

MERCK & CO., INC., West Point, PA 1988 - 2005

Cardiovascular Specialty Business Manager, St. Louis, MO 2001 - 2005

Built, coached, and directed top-performing sales team in a six-state

region (NE, KS, OK, AR, MO, LA).

. Launched Zetia and Vytorin into the cardiovascular market with

Cardiologists and Endocrinologists.

. Earned top market share and market share growth among 13 regions in the

country.

. Developed key strategic relationships with influential customers

nationally and throughout region.

. Had zero negative turnover on team, the only region in the nation without

unwanted departures.

. Masters Club Winner for Top Sales / Leadership Performance.

. Winner of numerous sales and market share contests for top-tier ranking.

Doug Wynd Page Two

MERCK & CO., INC. (Continued)

Marketing Manager, West Point, PA (Corporate Office) 1999 - 2001

Developed and executed marketing strategies for promotion of Vioxx, Merck's

multi-billion dollar pain / arthritis product, to physicians, hospital

systems and Managed Care Organizations.

. Achieved the best product launch (based on dollar volume) in Merck's

history and the second best launch in the history of the US

pharmaceutical market.

. Developed marketing literature and clinical study support to pull-through

strategic initiatives.

. Designed widely-praised incentive compensation plan for field sales force

directed at attaining market leadership which lead to majority share well

ahead of industry (and internal) forecasts.

. Working in collaboration with National Account Managers, earned very

broad access and preferred formulary positions with Managed Care

customers.

. Managed a $300M sample budget and created / led a cross-functional team

to tackle production, transportation, storage and end-use issues in the

changing marketplace.

. Merck Marketer of the Year, Field Favorite and Customer Focused Awards.

District Sales Manager, St. Louis, MO 1997 - 1999

Directed a team of 15 sales representatives in Cardiovascular,

Osteoporosis, Pulmonolgy, and GI markets.

. Attained district market share higher than Region, Business Unit and

National benchmarks for each of the seven products promoted.

. Launched Singulair, Vioxx, Prilosec, Propecia, Prinivil.

. Increased overall district sales through training and coaching team on

appropriate strategic targeting, relationship selling, improved

messaging, and relentless follow-through.

. Won numerous Awards of Excellence for sales leadership and contributions

to Region, Business Unit and National improvements.

Marketing Analyst, West Point, PA (Corporate Office) 1995 - 1996

Conducted primary and secondary market research as decision support for

Merck's Institutional, Managed Care and Product Marketing teams.

. Conducted groundbreaking research on the Spillover Effect of hospital

formulary status changes on community product use. This research was the

basis for dramatic change to Merck's pricing and promotional practices in

institutional markets and managed care organizations.

. Created comprehensive monthly dashboard report for product / market

performance metrics and published recommendations used by Merck's

Product, Institutional and Managed Care Marketing teams to adjust

strategic initiatives and / or tactical plans.

. Was chosen to champion Merck's first Managed Care Profit Planning

process.

. Developed keen analytical skills and ability to decipher a multitude of

data sources to measure, track and forecast market / product performance.

Hospital Representative, St. Louis, MO 1988 - 1995

Promoted injectable antibiotics, vaccines and IV / IM products to hospitals

and residency / fellowship programs

. Achieved the highest percentage of hospitals with Mefoxin, Primaxin,

Pepcid IV and Recombivax HB all on formulary in the South Central

business unit.

. Also sold oral products for Hypertension, Heart Failure, Pain,

Arthritis, Muscle Spasm, Parkinson's Disease and GERD and a topical

treatment for Glaucoma.

. Exceeded objective for each promoted product in portfolio.

. Pulled through GPO contracts at member hospitals.

. Earned Vice President's Club Award twice.

EDUCATION

MBA, Washington University, St. Louis, MO

BSBA, Cum Laude Honors, University of Missouri, Columbia, MO

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