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