Sales Manager

MARK R. FEDELE

MARK

**** ********** ***** • Doylestown, PA 18902 • 215-***-**** • Cell: 215-***-**** • abh6t8@r.postjobfree.com

EXECUTIVE SALES & STRATEGIC LEADERSHIP IN THE HEALTHCARE

INDUSTRY

INDUSTRY

Versatile and highly accomplished executive with more than 25 years of extensive commercial experience in diverse

medical device and pharmaceutical companies. Analytical and decisive with a solid record of top performance and

proven ability in driving projects to completion through persistence and focus on immediate goals and long-term

objectives. Innovative vision enables consistent success in fulfilling company and client needs, yielding business

opportunities guaranteed to exceed expectations. Outstanding leadership and communication skills combine to

maximize performance and create positive, lasting relationships at all corporate levels. A talented team-builder and

motivator adept at developing effective teams and working environments to promote breakthrough results.

KEY QUALIFICATIONS

Business Plans • Market Penetration • Strategic Planning • Channel Development • Account Management •

Contract Negotiations • P&L • Profit Building • Cost Control • Restructuring • Distribution • Staff Management

•

Team Leadership & Motivation

CAREER HIGHLIGHTS

CAREER

Ebewe Parenta Pharmaceuticals, West Columbia, SC & Yardley, PA 2007 –9/1/2010

An $85M manufacturer that develops and markets generic injectables for use in the acute care and oncology markets.

CHIEF EXECUTIVE OFFICER

Oversees department leadership, staffing, and management responsibility for Sales, Marketing, Finance, Research &

Development, Quality, Regulatory Affairs, and Commercial Operations. Coordinates 30 associates and $10M

operations budget, ensuring effective P&L and profitability for the portfolio. Directs corporate relations with strategic

partners as well as maintains commercial activities and communications with critical customers in diverse oncology

and hospital markets. Orchestrates business strategies and objectives with Austrian headquarters, including foreign site

visits for top oncology suppliers (Oncology Supply, U.S. Oncology, McKesson/OTN). Launches up to 5 new products

annually through R&D, consistently securing double-digit market share and spearheading high productivity and

reliable supply chain processes.

• Accelerated net sales from $5M (2006) to more than $80M (2009), yielding 100% sales growth in less than 3

years, creating positive P&L via the successful launch of more than 13 products over a 30 month timeframe, and

securing double digit market share for each product.

• Secured more than 30% share on select products through savvy business negotiations and contract

agreements with Oncology Supply, the largest oncology supplier in the United States.

GeneraMedix, Liberty Corner, NJ 2004 – 2007

A $15M start-up manufacturer of generic injectables for use in the oncology and acute care markets.

VICE PRESIDENT (SALES & NATIONAL ACCOUNTS)

Conducted sales and distribution for generic injectables and niche products, which target Acute Care, Oncology,

Physician and Alternate Site Markets. Drove a select team of National Account Managers, Contract Administration,

and Customer Service Groups through effective contracting and compliance with the product portfolio. Developed

programs to ensure product pull-through in acute care markets with internal telesales representatives. Implemented

outsourced distribution agreements with third party logistics providers for generic injectable products and secured

Integrated Delivery Networks for all new product launches.

MARK FEDELE • 215-***-****

• Negotiated contracts with critical Group Purchasing Organizations and secured agreements with national

wholesalers (such as Cardinal, McKesson, and AmerisourceBergen) for effective marketplace distribution.

• Generated first year sales in excess of $10M, despite limited product portfolio.

• Key member of executive team responsible for successfully securing additional expansion funding,

allowing for essential business development and growth.

Baxter Healthcare, New Providence, NJ 2002 – 2004

A $10B manufacturer of generic injectables in vials and ampoules for hospital and alternate site markets.

VICE PRESIDENT (NATIONAL ACCOUNTS & CONTRACT ADMINISTRATION)

Led overall contract administration and negotiations for the anesthesia and critical care portfolio in acute

care and alternate site markets, as well as maintained tight business relations with senior executives in

leading national and regional Group Purchasing Organizations, Integrated Delivery Networks, and

Wholesaler and Distribution channels. Managed a $3M operating expense budget with responsibility for

$900M in contracted sales volume. Oversaw and developed a team of 30 National Account Managers and

Contract Administration personnel in the execution of all Corporate Account contracts. Established

contracting strategies and pull-through programs in collaboration with Marketing and Field Sales.

• Increased sales agreement with Premier by 20% over previous contract to $250M annual sales through adept

business negotiations.

• Enabled company expansion into the oncology market by securing an agreement with Oncology Supply,

the top U.S. oncology supplier.

• Yielded $50M in incremental business via negotiating a sole source agreement with the United States

government.

Nucryst Pharmaceuticals, Wakefield, MA 2000 – 2002

A $50M manufacturer of wound care products used in plastic surgery and burn markets.

SENIOR DIRECTOR (SALES & MARKETING)

Controlled sales and marketing initiatives and functionality for portfolio pharmaceuticals and medical device products

(including strategic planning, sales forecasting, competitive analysis, media planning, advertising, market research,

new product development, and product life-cycle management). Pioneered development of a new corporate business

model, managing accountability for category P&L and $1.5M operating budget. Directed the company’s entry into the

wound and skin care market through successful negotiation of a co-marketing agreement with Smith & Nephew, the

top manufacturer worldwide for plastic surgery and burn care products.

• Strengthened portfolio accountability and productivity gains by restructuring the marketing and sales

departments.

• Spurred 35% year over year growth by introducing pull-through programs in the acute care segment.

• Improved productivity and significant account penetration by developing and integrating Major Account

Planning Processes for all Corporate Account teams.

Bristol-Myers Squibb, Princeton, NJ 1987 – 2000

A manufacturer of prescription pharmaceuticals that works to discover and develop medicines in areas of serious unmet medical need.

CORPORATE ACCOUNTS DIRECTOR (1999 – 2000)

Supervised 8 Corporate Account Directors with a $200M sales budget and an operating expense budget of $3M.

Produced sales and marketing initiatives for Group Purchasing Organizations and Distribution Partners to drive

contracted business targeting customers in the group health, alternate site and distributor relations markets. Regulated

preferred partner contracts in acute and community markets and assisted in securing favorable contract positions for

major accounts.

MARK FEDELE • 215-***-****

• Achieved 35% growth by implementing targeted pull-through programs for distributors serving the acute

care segment and by contracting with specific Group Purchasing Organizations, which enabled the field force to

drive pull-through at the account level.

MARKETING DIRECTOR (1997 – 1999)

Handled $100M in wound care and ostomy products for hospitals and alternate site markets. Researched and integrated

diverse marketing projects in collaboration with sales and corporate account staff to benefit the product portfolio.

Increased market share by incorporating business plans highlighting product differentiation and value-added services.

• Generated $15M in incremental sales and augmented the company’s competitive positioning by successfully

negotiating 3 strategic partnership agreements.

• Spearheaded 20% growth to $100M in the acute care market segment by administering market segment

business plans.

ADDITIONAL EXPERIENCE

Bristol-Myers Squibb

Business Development Manager • Product Manager • Regional Sales Manager • Associate Product Manager • Sales

Representative & Field Trainer

Shared Medical Systems

Hospital Installation Director

EDUCATION & PROFESSIONAL DEVELOPMENT

BACHELOR OF SCIENCE, BUSINESS ADMINISTRATION, Bloomsburg University, Bloomsburg, PA

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