Sales Manager

LOYCE A. PICKETT

Clarksville, MD 410-***-**** ( **************@*****.***

Summary

Senior Sales Professional with extensive experience in customer

relationship management, solution selling and sales presentations. Proven

abilities in time and territory management and strategic planning resulting

in increased market share and revenue growth. Adept at sales tracking

systems, account plans and cross functional team building. Excellent

relationship building, analytical and customer service skills.

Metric Based Accountability Contract Negotiation

Consultative Selling Product Launches

Experience

ASTRAZENECA PHARMACEUTICALS, Wilmington, DE 1999 -

2009

Hospital 1-A Pharmaceutical Sales Specialist (2007 - 2009)

. Implemented sales and brand strategies to gain formulary acceptance

and increase market share of antipsychotic, gastrointestinal,

statin and asthma products in teaching and communities hospitals in

the Greater Baltimore Area.

. Identified and developed key opinion leaders as regional and

national speakers for peer-to-peer educational programs. Team

leader of all pull through activities for products on formulary.

Presented and negotiated product contracts with key pharmacy

directors and clinical pharmacists.

. Gained formulary acceptance of cardiovascular and antipsychotic

products on formularies at Mercy Medical Center and University of

Maryland, 2009

. Appointed Corporate Mentoring Team, 2009

. Being The Best Award, 2009

CNS Specialty Care Sales Specialist (2005 - 2007)

. Implemented sales and brand strategies to increase market share of

antipsychotic to psychiatric specialists.

. Distinguished Performance Rating, 2005 & 2006

Long Term Care Pharmaceutical Specialist (2003 - 2005)

. Implemented sales and brand strategies to increase market share of

antipsychotic and gastrointestinal products to long term care

health care professionals.

. Collaborated and supported pharmacy and nursing professional

association's educational programs to increase awareness of

psychiatric and gastrointestinal disease states.

. Seroquel Market Leader, 2004

. Field Training Associate, 2004

. Career Ladder 4 Advancement, 2003

. Customer Solutions Champion, 2003

LOYCE A. PICKETT 410-***-****) PAGE 2

Hospital 1 Pharmaceutical Sales Specialist (1999 - 2003)

. Implemented sales and brand strategies to gain formulary acceptance

and increase market share of general, regional and local

anesthetics and pain products, antipsychotic, antibiotic and

respiratory products to anesthesiologists, pain management health

care professionals, infectious disease and pulmonary care

specialists in teaching and community hospitals in the Greater

Washington D.C. area.

. Presented and negotiated product contracts with key pharmacy

directors and clinical pharmacists.

. Organized and supported disease management educational programs for

physicians, residents, nursing and pharmacy staff.

. Team leader for all pull through activities of products added to

hospital formularies.

. Circle of Excellent - President's Club

. Sales Leader Award

BECTON DICKINSON & COMPANY 1998 - 1999

Managed Care Regional Account Manager

. Negotiated contracts for insulin syringes and diabetes diagnostic

products with regional managed care companies. Account

responsibilities included United Health Plan, Aetna Health Plan,

Keystone Blue Cross Blue Shield, Tricon Blue Cross Blue Shield,

MAMSI and disease management companies.

. Bill Little Cup Award, 1998

. Negotiated a $3 million dollar insulin syringe contact with Aetna

Health Care

Health Insurance Association of America, Washington, DC 1995 -1998

Legislative Director (1996 -1998)

. Managed state government relations in mid-western states.

Manager, State Affairs (1995 - 1996)

. Managed state government relations in northeastern states.

SYNTEX LABORATORIES, INC., Palo Alto, CA 1982

-1994

State Government Affairs Manager (1990 - 1994)

. Managed state government relations in northeast and Mid-Atlantic

States.

HMO Sales Specialist (1986 - 1990)

. Implemented sales and brand strategies to increase market share to

managed care healthcare providers. Promoted cardiovascular,

women's health, HIV, allergy and pain products.

Pharmaceutical Medical Representative (1982 - 1990)

. Implemented sales and brand strategies to increase market share of

cardiovascular, women's health, allergy and pain products to

primary care health care professionals.

LOYCE A. PICKETT 410-***-****) PAGE 3

EDUCATION

B.S., Health Science

California State University, Northridge CA

Awards

Columbia, Maryland Chapter of Links President's Award, National Black

Women's Health Project from Maryland Delegate Salima Marriott

Membership

Healthcare Businesswomen's Association, Alpha Kappa Alpha Sorority,

Baltimore Symphony Associates

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