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Sales Representative

Location:
Monument, CO, 80132
Posted:
May 24, 2011

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Resume:

VANESSA J. DECICCO

***** ******* **, ********, ** 80132 Cell: 719-***-**** Email:

abhgm9@r.postjobfree.com

sALES management & business professional

Sales ? Training ? Operations

EXECUTIVE SUMMARY

Assertive and high performing business professional credited with combining

sales, training and business development expertise to deliver substantial

revenue growth in highly competitive business markets. International team

leader and coach of region wide sales representatives that builds brand

value and customer loyalty. Launch experience in Urology, Neurology,

Women's Health, Anesthesia, Anti-infectives, Pain Management and CNS.

CORE COMPETENCIES

. Interviewing, Training, Coaching & Development

. Leadership & Team Building

. Key Account Management & Development

. Change Management

. Sales Presentations

. Reimbursement Management

. J Code/Buy and Bill

. Contract Negotiations

. Operations Management

. Significant Operating Room/Institutional Exposure

. Project Management

. Sales Training

RECENT EMPLOYMENT EXPERIENCE

ASTELLAS PHARMA US, Denver, CO

Sept 2003 - Present

2B pharmaceutical leader in urology, oncology, transplant, neuroscience and

cardiovascular with 1900 US employees

Regional Sales Manager - Urology Specialty Markets

Sales Manager accountable for executing business strategy based on

extensive competitive, product and market intelligence. Leading a team of

11 specialty sales representatives covering 15 states to promote continual

growth in revenue for urology products. Collaboration with area director on

advancement of key customer and business development strategies.

. Acknowledged by organization as winner of Regional Sales Award for

outstanding sales performance resulting in second organization career

promotion in 2008

. Provided strong organizational leadership and active participation in

business development that resulted in Denver Region team surpassing

forecasted product sales objective by 10% and team being rated #1 in

2007

. Developed direct reports resulting in representative promotions to

other business areas

. Recruited sales team of 11 representatives for launch of new product

. Fostered trust and respect within Region resulting in Denver Region

team surpassing forecasted product launch sales objective

. Developed and built a diverse team of direct reports while

capitalizing on strengths of individuals to drive results

. Interacted with key customers to ensure uptake of new product

. Prepared business plans and market share analysis to present to upper

management for future strategy

. Worked with area managed care team to optimize pull through

opportunities

ORTHO MCNEIL/ALZa PHARMACeUTICALS, INC, Denver, CO Aug

1999 - Aug 2003

Division of Johnson and Johnson $62B pharmaceutical leader in urology,

neurology, women's healthcare, infectious disease with 114,000 employees

Executive Sales Representative - Urology Specialty Markets

Representative charged with launching new Urology product and nurturing key

account alliances. Capitalized on innovative drug delivery system and

knowledge of infectious disease to deliver effective product presentations

and drive revenue. Ensured effective deployment of pain management samples.

. Launched Urology products to Urology, Neurology and OBGYN audience

. Anti-infective and pain management experience

. Exceeded sales goals resulting in 2 consecutive Presidents Club

attendances, quarterly MVP awards, Regional Product Awards

. Winner of two Presidents Club Awards

. Home Office Trainer for new recruits

OrGANON USA, INC, Denver, CO Jan

1997 - Aug 1999

Bio pharmaceutical company with 15000 US employees and revenue of $2693.9M

Executive Sales Representative - Hospital Accounts

Recruited to leverage formulary product position in

Anesthesiology/Urology/Oncology/Immunology markets and to drive revenue.

Employed knowledge of buy and bill contract negotiations and infusion

products to ensure sales goals were met and exceeded.

. Attended surgical procedures to develop relationships and optimize

customer engagement

. Demonstrated a drive for results by achieving 70% market share verses

national average of 52% for anesthesiology product

. Promoted oncology injectable product through use of buy and bill/J

code reimbursement program ensuring sales quota exceeded

ELI LILLY, London, United Kingdom Feb

1990 - Jan 1997

$21,836M leading research and development pharmaceutical organization with

over 39,000 employees

Project Training Manager (1996 - 1997)

Customer Service Manager (1994 - 1995)

Sales Training Manager (1993 - 1994)

Sales Representative - CNS Business (1990 - 1993)

Promoted through a series of increasingly responsible positions including

field based positions and home office based positions. Selected as a

project manager for new IT initiative for sales force. Functioned as an

expert on matters concerning contract pricing execution and distribution of

controlled substances.

. Collaborated with outside vendor for IT services

. Presented and conveyed vision, strategy and implementation tactics

that impacted field sales policy and procedures

. Introduced and implemented distribution and returned goods procedures

that amplified cost savings an estimated $50,000 a year

. Managed customer account team

. Educated Sales Representatives on product portfolio

. Winner of 'National Sales Representative of the Year' 1993.

EDUCATION AND PROFESSIONAL DEVELOPMENT

Association of British Pharmaceutical Industry Qualification (Distinction)

London, United Kingdom

Bachelor of Arts in Business Studies (Hons)

Ealing College of Higher Education, London, United Kingdom



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