Sales Representative

CHARLES F. HOWARD

217-***-**** **** Piper Glen Dr. Springfield, IL 62711 email:*********@*******.***

SPECIALTY PHARMACEUTICAL SALES PROFESSIONAL

New Market Penetration Strategic Business Management Territory Development

Accomplished sales professional with track record achieving top results for industry-leading

pharmaceutical companies. High-performing, award-winning producer with repeated success launching

new products, setting accounts up for buy & bill, developing competitive markets, and driving formulary

wins to grow market share and maximize sales. Innovative business strategist and territory manager

adept in targeted action planning, goal setting, and physician relationship building. Personable,

persuasive communicator with strong motivational and presentation skills. Proficient in Microsoft Office

Suite: MS Word, Excel, PowerPoint

Core Competencies

Hospital / Institutional Sales Medicaid /Medicare Reimbursement Acute Care Accounts

Specialty / Primary Markets Revenue & Market Share Growth Managed Care Expert

Physician Relations Business Development / Expansion Sales / Product Training

Health Systems of Care Strategic Sales / Marketing Planning Buy & Bill

PROFESSIONAL EXPERIENCE

JANSSEN PHARMACEUTICA, SPRINGFIELD, IL 1993-Present

CNS Executive Sales Representative, Springfield, IL (2009 – 2010)

Sales of Concerta and Invega to Pediatrician, Family Practice Physicians and Child & Adolescent

Psychiatrists.

Took territory from ~169th to 28th of 300+ sales representative in < 6 months

CNS Area Business Specialist, Springfield, IL (2004 – 2009)

Manage sales of Risperdal Consta & Invega Sustenna (Long acting injectables) by building relationships with

CEO’s, CFO’s, Medical Directors, Billing Directors, Intake Coordinators, Case Managers, Social Workers,

Nurses, and Psychiatrists.

Maintain high call frequency and assist accounts in development of improved practice operations

surrounding psychiatric injections, including development of written injection protocols.

Possess a vast knowledge of the payer landscape in Illinois including Medicaid, managed Medicaid, State

Funded Assistance Programs, Medicare (Parts A, B, C, and D) and private payers. Knowledge of Buy and

Bill

Develop speaker physicians and coordinate related programs (ground rounds, roundtables, and

teleconferences for Psychiatrists and Nurses).

Partner with consumer and trade advocacy organizations to support mutual goals and to affect access to

medications on a clinic, local and state level.

Executive CNS Institutional Representative, Springfield, IL (2003 – 2004)

Manage sales of Risperdal & Risperdal Consta (Long acting injectable)

Maintain high call frequency and assist accounts in development of improved practice operations

surrounding psychiatric injections, including development of written injection protocols.

Launched Risperdal Consta in the State Of Illinois State Hospital

State of IL Hospitals Risperdal Market Share > 45% with 5 antipsychotics on Formulary

CHARLES F. HOWARD 217-***-**** PAGE TWO

PROFESSIONAL EXPERIENCE (CONTINUED)

Senior CNS Institutional Representative, Springfield, IL (1998 – 2003)

Manage sales of Risperdal

Key Account Manager for all State of Illinois Hospitals both MI and MR/DD facilities.

Formulate and execute business plans. Launch new products and new product indications.

Led sales of Risperdal, Concerta & Topamax to all State of Illinois Hospitals both MI and MR/DD facilities.

1999 Advisor to CNS Institutional Representative Seminar.

2000 Key driver in making Risperdal the first choice antipsychotic in the State of IL State Hospital.

Professional Sales Representative, Springfield, IL (1995 – 1998)

Led sales of Risperdal & Paxil to all Psychiatrists, and Nurses

CNS Sales Representative, Springfield, IL (1993 – 1995)

Manage sales of Risperdal and Paxil to Psychiatrists, and Nurses

10 Hospital Formulary wins in < 4 months including Danville VA & State of IL Hospitals

Formulate and execute business plans. Launch new products and new product indications.

Key Achievements

Currently Ranked top 10% of 300+ sales representatives.

3 Times Recipient of District Representative of Year Award (2004, 2001 & 1995)

2 Times Received Regional Representative of the Year for North Central Region (2001 & 1995).

Winner of 4 President’s Cycle Awards (2001, 1999, 1995, & 1994).

Leader of The Pack Award – 5 years of outstanding and consistent performance (2003).

Leader of the Pack Award – 177 PQ Ranked #1 of 65 Institutional-Reps. (2001).

Winner of the Field Sales Director Award Ranked #1 of 400+ Reps

Lifetime Achievement Award – Over 10 years of outstanding and consistent performance (2007)

Winner of the “Bring it Home” Award (2001).

Launched 8 new products: (Paxil, Risperdal, Reminyl, Topamax, Concerta, Risperdal Consta, Invega,

Invega Sustenna)

Consistently achieved highest call activity in district and earned recognition for completing highest

number of speaker programs via strategic territory management and physician relationship building.

Two time winner “Partnering Excellence” award – Leadership in forming strategic partnerships across

J&J, with customers and advocacy and exceeding sales expectations (2002 & 1998).

EDUCATION/PROFESSIONAL DEVELOPMENT

CERTIFIED MEDICAL REPRESENTATIVE

B.A. in Biology, Central Methodist College, Fayette, MO

Contact this candidate