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Sales Manager

Location:
Cumming, Georgia, 30041, United States
Posted:
March 21, 2011

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Dwight G. Fierle

**** ***** **** *****

Cumming, Georgia 30041

(770) *** - **** home (770) *** – **** office

abhpzx@r.postjobfree.com

SUMMARY OF QUALIFICATIONS:

- Numerous successes and proven “know how” in launching new novel therapies and

technologies. Assertive management and sales leader able to make long term

commitment

- Sales and marketing professional with proven abilities in developing new product

Key Opinion Leaders, territories, sales, training, management, and reimbursement.

ACHIEVEMENTS:

-2009 and 2010 Recipient of the Special Recognition Awards by Senior Management

-2007 High Achiever Award

-2000 Duragesic Partnering and Sales Excellence Award

-1999, 1998, 1997 and 1996 Teal Diamond Award Recipient

-Recipient of 20 Excellence Awards

-Distinguished Salesperson Award / Biosphere Award Winner

-Presidents Cup Award Winner / District Sales Trainer.

PROFESSIONAL HIGHLIGHTS:

Bayer Diabetes

Tarrytown, New York 03/08 to present

Senior Key Account Manager / Southeast

- Interim Area Managed Care Sales Director with 7 Sr. Account Manager direct reports

covering Eastern United States

- Developed pull-through strategy / template to drive accelerated business results in our

preferred status account wins

- Extensive National relationships specific to Regional Medicare MAC’s, State

Medicaid’s “WellCare and AmeriGroup” BCBS Association and numerous Blue’s and

National Payors.

- Ongoing Society participation with Case Management Society of America. In an effort

to be informed on most disease states along with new technologies and therapies

- Developed KOL strategy in an effort to drive Technology and Therapy recognition both

clinically and financially “reimbursement” within the Payor and Provider community.

- Utilized clinical successes to drive Utilization Management awareness in an effort to

develop appropriate protocols while driving feasibility and pharmacoeconomics of the

technology and therapy.

- Team lead on several Corporate Marketing, Clinical and Sales leadership initiatives to

develop reimbursement strategies and field messaging for the Provider and Payor

community for two recent FDA approved technologies.

- Accelerated successful business results pull through focus at BCBS of FL through

4QFY10 at 19.5% market share growth

- Accelerated successful business results pull through focus at AL PEEHIP through

4QFY10 at 27% market share growth

- Recent formulary wins resulting in exclusivity or a 1 of 2 preferred status: BCBS of FL,

BCBS of AL, AL PEEHIP, Florida Health Care Plans, Perform Rx / iCore and

Independent Blue Cross formulary wins.

Medtronic Diabetes

Northridge, California 08/01 – 03/08

Corporate Account Manager / Southeast

- Successfully implemented positive commercial reimbursement guidelines for new CPT

codes in Alabama, South Carolina, Georgia and Tennessee for new technology and

therapy within the chronic disease of diabetes.

- Established favorable reimbursement guidelines with all Medicare MAC’s and

Medicaid’s within the Southeast States along with Managed Medicaid such as

AmeriGroup, WellCare and Centene “CMO’s and MCO’s”.

- Accelerated business growth by successfully executing several multimillion-dollar

contracts in the States of Georgia, Alabama, South Carolina and Tennessee, which

has resulted in positive business results of high teens for growth. FY06 $30 million.

- Business acumen on how to drive successful business results through utilization of the

appeals process and business model of profitability for launching new technology and

novel therapies, which has driven successful results in accelerating prescribing habits

and positive reimbursement guidelines.

- Created positive and favorable relationships at the senior management level with all

key payors such as BCBS of GA, BCBS of TN, BCBS of SC, BCBS of AL, Medicare,

all Medicaid’s, key Endocrinology Groups and developed Key Opinion Leaders within

the Southeast.

- Developed relationships with employer coalitions and large employer groups such as

City and County municipalities, Southern Company, Delta, Home Depot and the 10

City Challenge

- Coordinated VIP tours of our corporate headquarters in order to solidify relationships,

build product champions, influence prescribing habits and drive positive

reimbursement guidelines.

- Effective communicator at the Director and Regional Director level which disseminates

to the field sales force in order to drive corporate strategic directives.

- Work closely with all Field sales teams in driving positive business results in order to

meet their AOP through joint field days within key accounts and educating office

personnel on reimbursement and payor issues.

- Member of South Carolina Managed Care Alliance Lobbyist Group which influences

statewide policy through legislation.

Ortho Biotech / Johnson & Johnson

Raritan, New Jersey 8/98 – 8/01

District Manager / Atlanta District

- Through my leadership I was able to successfully develop, coach and train four

Territory Managers and promoted into leadership roles within the organization.

- Established relationships and developed product champions with thought leaders

within the oncology arena, Medicare, Medicaid and Managed Care Medical Directors,

CAC members within the Southeast region of the United States

- Utilized the appeals process in order to drive positive reimbursement guidelines

- Completed fiscal year 2000 with excess of $44,000,000 in sales

- Took 24th. ranked District “Procrit” to currently 1st. out of 35 districts

- Took 25th. ranked District “Duragesic” to currently 1st. out of 35 districts

- Launched 2000 Franchise expansion with having three Product Specialists promoted

- Successfully managed 14 Product Specialists with the advancement of five Reps into

leadership roles

- Territory consists of: Georgia, Alabama, Mississippi and North Florida

- Successfully implementing strategic selling and management practices

- Established and maintaining excellent relationships Nationally with top thought

Leaders in the Specialties of: Oncology, Orthopaedic, Pain Management, Radiology

and OBGYN

Ortho Biotech / Johnson & Johnson

Raritan, New Jersey 6/96 – 8/98

Surgery Product Specialist

- Successfully launched new surgery indication for PROCRIT

- Influenced regional Medicare to reimburse based on hands on approach

- Promoted to above position based on performance

DePuy Orthopaedics

Warsaw, Indiana 1/94 - 6/96

Sub Distributor / Independent Contractor

- 1995 Sales of 1.4 million

- Increased market by 63%

- GPO and IDN negotiating experience

Smith & Nephew Richards

Memphis, Tennessee 11/91 - 12/93

- Independent Contractor / Sales Associate

- Developed territory from $30,000 in orthopaedic sales to over $550,000.

- High Sales quota achiever.

EDUCATION:

State University of New York at Brockport

Bachelor of Science degree

Business Administration / Marketing

Dale Carnegie Institute

Sales Course [sales talk champion]

Group Leader / Instructor nominee trained / Management Seminar

REFERENCES: Excellent references available.



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