Sales Representative
Resume:
MARIAN A. CARTWRIGHT
**** ***** **., ********, ** 92009
******.*****.**********@*****.***
SUMMARY
Specialty Sales Professional with a proven track record of developing
clients and driving business in the healthcare industry. Seven-time
national Achievement Award winner. Extensive expertise promoting products,
presenting clinical information, analyzing sales data to achieve goals,
knowing managed care plans' formulary status, managing territory, and
creatively identifying marketing opportunities. Strong presentation,
leadership and communication skills. Outstanding ability to establish
rapport and build relationships. Professional reputation for excellence
and high standards.
PROFESSIONAL EXPERIENCE
GlaxoSmithKline
Senior Executive Clinical Specialist, NeuroHealth, Oceanside, CA
2006 - 2010
NeuroHealth specialty division pharmaceutical sales representative in
Southern California territory, with $4 million in annual sales. Promoted
Lamictal, Wellbutrin XL, Requip, Vyvanse, Treximet, Imitrex, Diastat.
Customer base consisted of 150 accounts including neurologists,
psychiatrists, pharmacists, and large specialty medical groups. Disease
state expertise: epilepsy, bipolar/unipolar depression, Parkinson's
disease, RLS, ADHD, migraine.
. Achieved consistent, superior sales performance, ranking in the top
10% nationally by using customer-focused selling techniques including
rapport building, identifying opportunities and trends in each of 5
markets, and focusing on business plan performance objectives.
. Monitored sales activity reports monthly and interpreted territory
data to determine the most strategic tactics and goals, which
contributed to exceptional sales from key accounts.
. Collaborated with team counterpart and 3 team members on all aspects
of field work: routing plan, targeting frequency, core messaging,
sample allocation, speaker programs, key account lunches, and
formulary coverage which led to award-winning sales performance
rankings.
. Initiated division Resource Directory project that streamlined the
speaker program planning process and increased face-to-face selling
activity time for clinical specialists. Compiled information for 200
regional speakers into electronic files incorporated into
Speakerforum.
. Selected as Specialty Associate Trainer for West Sector, 1 of 8 in
nation. Delivered training initiatives to NeuroHealth clinical
specialists at district and national meetings, expanding rep knowledge
base.
. Provided guidance and inspiration for division clinical specialists by
sharing personal strategies for career success through 2 specialty
communications, an "Encore Winners' Experience" newsletter, and a
sales training CD titled "Windshield Time."
Senior Executive Sales Representative, Allen & Hanburys, San Diego, CA
1997 - 2006
Respiratory division pharmaceutical sales representative in Southern
California territory, with $3 million in annual sales. Promoted Advair,
Serevent, Flovent, Ventolin, Flonase, Augmentin, Imitrex.
150-account customer base consisted of Pulmonologists, ENTs, Primary Care,
Internal Medicine,
and Pediatricians. Disease state expertise: asthma, COPD, rhinitis,
bacterial infections, migraine.
. Maintained an 11-calls-per-day metrics quota by following sales call
process for 90% of calls with pre-call planning, post call review,
proper call routing, and tailoring call to customer need.
. Managed $25,000 annual territory budget effectively by determining
expenditure allocation based on maximum ROI productivity and using
approved resources accordingly.
Marian A. Cartwright Page 2
Senior Executive Sales Representative, Allen & Hanburys (continued)
. Educated health care providers about product features and benefits by
regularly presenting approved product information, disease state
knowledge, research study results and managed care updates.
. Planned and executed 34 successful speaker program events that
increased customers' knowledge of disease states. Achieved 100%
attendance in 90% of programs due to conscientious follow up.
. Displayed leadership and professional expertise by mentoring 6 new-
hire territory sales representatives. Demonstrated total office call
techniques and physician detailing, reviewed customer profiles and
sales data, described data analysis process, and explained budget.
. Launched new products to key target accounts by completing training
modules, becoming proficient in product knowledge, role playing and
account targeting.
. Formulated a "Targeting Cookbook" for district members, a summary of a
step-by-step process to extract significant data from prescriber sales
reports, which dramatically streamlined sales data analysis process
for the team and improved efficiency for the district.
. Strengthened leadership and presentation skills while serving in 2
training roles, Associate Trainer at corporate headquarters and
District Trainer in region.
Executive Sales Representative, Glaxo Pharmaceuticals, Atlantic City, NJ
1994 - 1997
Pharmaceutical sales representative in Southern NJ territory, with $2.5
million in annual sales. Promoted Zantac, Zinacef, Fortaz, Valtrex,
Zofran, Imitrex, Ceftin. 150-account customer base consisted of
gastroenterologists, general surgeons, IDs, oncologists, primary care
physicians, and hospitals - teaching and community. Expert in disease
states: GERD, infectious disease, PONV, migraine, respiratory disease.
. Achieved formulary acceptance of IV antibiotics at community hospitals
by promoting the products and negotiating pricing with hospital key
opinion leaders and P & T committee.
. Utilized videos, teleconferences, and speaker programs in 48 'Value
Added Programs' which cultivated professional relationships and
increased selling time with physician client base.
. Served as Delaware Valley District Imitrex champion. Made 12 product
presentations throughout the year to district.
Professional Sales Representative, Glaxo Pharmaceuticals, Atlantic City, NJ
1988 - 1994
EDUCATION
Bachelor of Business Administration, Marketing
Temple University, Philadelphia, PA
AWARDS
Achievement Award Winner of National Recognition Program - 7 times (top 6%
- 10% in nation)
Awarded Encore Winner 5 consecutive years
Winner of Top Regional Sales Rep of Quarter - 7 times
"Passion Award" Recipient - 2007
National recognition for significant performance progress and operational
excellence
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