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Sales Manager

Location:
Bethesda, Maryland, 20814, United States
Posted:
March 15, 2011

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Joseph Gibert

**** ***** **.

Bethesda, MD *****

301-***-****

abhqud@r.postjobfree.com

______________________________________________________________________________________________________________________________

Senior Sales/Marketing Manager

Innovative, results driven professional with 14 years of successful, award –winning sales management

experience. Proven track record of motivating employees and leading diverse high performing teams. Extensive

experience with coaching sales representatives to uncover needs, analyze markets, and leverage relationships.

Directed team selling interactions with physicians in the hospital and retail markets resulting in several formulary

wins and consistent goal achievement. Sole responsibility for directing teams on high profile products including

Rocephin®, Versed®, Toradol®, Tamiflu®, Kytril®, Mycamine®, and Boniva®. Utilizes outstanding leadership

skills to guide high impact teams to overcome customer challenges and sell products that deliver excellent

patient care. Additional areas of expertise include:

Sales Management Product Launches Market Analytics

Leadership Training Managed Care

Interviewing Building Teams Business Planning

Managerial Courage Budget Utilization Strategy Implementation

Innovation/Vision development People Development Marketing expertise

Genentech/Roche Career Highlights

• Marketing Product Manager- helped CellCept® Brand team deliver $250MM above budget.

• Mycamine®-2009-17 hospital conversions. #1 in the nation. $3.3MM sales. 139% goal attainment.

• Hired over 30 people- Developed and promoted 7 people to new corporate opportunities.

• Hospital Formulary wins at Johns Hopkins and MedStar increased sales 2MM.

• Multiple year end sales awards winner. Special Achievement Awards and President’s Club.

• Division Sales Manager Representative to Vice-President Advisory panel.

_____________________________________________________________________________________________________________

Genentech-Member of the Roche group 1992-

2011

Roles:

Hospital Division Sales Manager

2005-2011

Coached hospital representatives to achieve sales goals .Responsible for: field coaching reports, budgets,

performance reviews, meeting content, tactical execution.

• Directed 10 member Hospital team, Maryland/D.C./Virginia/Delaware/West Virginia.

• Markets: Infectious Diseases (Mycamine®)/Tamiflu®, Osteoporosis (Boniva Oral®/Boniva Injection®).

• 2008 Mycamine®-17 hospital conversions. #1 in the nation. $3.3MM sales. 139% goal

attainment.

• Launch Preparation: ProCath® (Dialysis), Actemera® (Rheumatoid Arthritis), Mircera® (Anemia).

• Special Achievement Award 2006 and 2008.

Marketing Product Manager 2009

Selected for Corporate Rotation-Full Marketing Product Manager responsibilities.

• CellCept® revenue success: 50% increase over budget. $500MM protected against generic

erosion.

• Navigated Legal, Regulatory, Reimbursement, Managed Care, Distribution, Trade and Account

Management to pull through strategic plan to exceed revenue goals for the CellCept® brand

• Coordinated Speaker recruitment, training and program implementation. Led to over 25 product

programs across the US.

Division Sales Manager 2001-

2005

Coached hybrid team of retail and hospital sales representatives to achieve sales goals.

Responsible for: field coaching reports, budgets, performance reviews, meeting content, tactical execution.

• Directed 10 member Hospital and Retail Team Washington D.C. 2005 #1Tamiflu 5.6MM.

• Markets: Infectious Disease (Rocephin®)/Tamiflu® Anti-Emesis (Kytril®), Obesity (Xenical®),

Cardiovascular Disease (Posicor®), CAD (Ticlid®), Diuresis (Demadex®).

• Developed MedStar Corporate/Roche business team. Increased Rocephin® sales from $500K to

$1MM in 2004.

• Special Achievement Award 2003 and 2004.

Business Unit Manager

Promotion: Market analysis via reports and data retrieval. Reports to Business Unit Director.

2000-2001

• Intensive Market analysis and report preparation for Division Sales Managers

• Allocated/Negotiated $500k budget for 10 Division Sales Manager.

• Led 100+ sales people through downsizing as Acting Business Unit Director.

Division Sales Manager 1996-

2000

Promotion: Coached representatives with Baltimore community and teaching hospitals to achieve sales goals.

• Markets: Infectious Disease (Rocephin®), Pain Management (Toradol®), Sedation

(Versed®/Romazicon®).

• Orchestrated challenging Johns Hopkins Rocephin® formulary win.

• 1997-1999 Division Sales increased from $6.6MM to $8.4MM.Exceeded goal.

• Special Achievement Award 1996, 1997, 1998.

Bio-Science Sales Representative

Promoted to work as Specialty representative in new HIV market.

1995-1996

• Launched Invirase® for HIV/Aids. #1 HIV treating territory in the nation.

• Influenced Whitman Walker Aids Clinic and NIH®. Key Aids Thought leaders and community treating

physicians.

Medical Center Representative 1994-

1995

Promoted: Sales/Contract pull-through in teaching institutions.

• Accounts: Children’s, Washington Hospital Center, Prince Georges Hospital Center.

• Markets: Infectious Disease (Rocephin®), Sedation (Versed®/Romazicon®), Pain Management

(Toradol®/EC-Naprosyn®).

• Increased sales 40K PG Hospital-Rocephin® formulary win utilizing antibiogram software

tool.

• Special Achievement Award 1995.

Division Sales Representative 1992-

1994

Achieve sales goals in community hospitals and physician offices

• Frederick Memorial Hospital Rocephin formulary win. Increased sales $100K.

Education Vanderbilt University, Nashville, TN B.A. Communication Studies

Develpment

Emotional Intelligence Think like a Buyer Situational

Leadership

360 Feedback Dealing with Unacceptable Behavior

Afterburners

Ethnographic Study Essentials of Communication/Collaboration First Break all

the Rules

DSM I II III training Leading teams in Color Insights

Discovery



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