Sales Manager

Robert T. Hart

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Tolland, CT 06084 (860)

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SUMMARY: Innovative, adaptive Sales Manager with 20 years experience in

all facets of sales and sales leadership

with extensive background in the pharmaceutical

industry.

EXPERIENCE:

1998 to Daiichi-Sankyo Pharmaceutical, Parsippany, New Jersey

Oct. 2010 Hospital District Manager-Northeast District

Provide field based leadership to a district of seven Hospital

Representatives across seven states who

are in the midst of launching a new oral

antiplatelet therapy for patients with ACS managed with PCI.

. Worked with district to develop strategic and tactical

plans to ensure successful launch during FDA review period.

Key audience included Interventional Cardiologists and

Clinical Cardiologists within Hospital cath. lab setting.

. This resulted in product formulary addition at 75 Major

Teaching and Community Hospitals within first 6 months post

approval.

. District exceeded Nation and Region for cath. lab stocking

and hospital formulary addition.

Area Business Manager-Hospital Division

Assisted Regional Director with strategic direction to 14

Hospital District Managers and 100 Hospital

Representatives nationally.

. Played a vital role in assisting Hospital Director in

building the Hospital infrastructure to support launch of

Effient.

. Integral role in interviewing and hiring seven additional

Hospital Managers as well as 50 representatives during

division expansion.

. Worked closely with Sales Operations, Medical Affairs,

Marketing, Legal and Training to address needs of Hospital

Division.

Hospital District Manager-Northeast District

Implemented strategy and tactics to ensure sales performance

within the district. Responsible

for the development of all district personnel and training.

Played an integral part in the

launch of the new Hospital Division post-merger of Daiichi &

Sankyo Pharmaceutical.

. Created a district talent plan which culminated in the

promotion of two Hospital Representatives to Primary Care

District Managers

. Served on Performance Evaluation Task Force, Edge Task

Force and Floxin Otic Task Force

Daiichi Pharmaceutical Corporation, Montvale, New Jersey-Merged

with Sankyo

Regional Sales Manager-Northeast District

Supervised, coached and led an efficient, well trained and

effective regional sales team. Responsible for regional

recruiting, performance management and retention within the

region.

. Region was ranked first in the East for primary product

promoted. Market share exceeded the East as well as the

Nation

. Managed ten Specialty Consultants and two Hospital

Consultants

. 9 of 12 representatives exceeded the East for goal

attainment for primary product promoted

. Finished 2nd for Japan Trip Award and 2nd for Pinnacle

Award among Regional Sales Managers

Hospital Consultant-Northeast District

Sold and promoted pharmaceutical products to 28 major teaching

institutions within New England.

. Only Hospital Consultant in Region to exceed 100% of Floxin

Otic goal for Trimester One. 102.1% Floxin Otic goal and

118.3% of Evoxac goal

. Increased DDD sales volume by 339.3% at Yale New Haven

Hospital

. Obtained formulary additions for Floxin Otic at Mass. Eye &

Ear, Groton Naval Sub Base, Connecticut Children's Medical

Center, Mass General and UMASS Medical Center

. Regional Training Mentor

. Promoted to Regional Manager-Northeast

Medical Consultant-Northeast District

Responsibilities included sales and consultation of

pharmaceutical products to specialists in both private practice

and hospital setting

. Obtained formulary additions for primary product within 14

major medical institutions

. Increased DDD market share to 38% at Montefiore Medical

Center and 100% at Westchester Medical Center

. Promoted to Hospital Representative

Seven time member of the President's Quarterly Sales Club

Japan Trip-Gold Cup Top Five Incentive Winner 2000

1994- Reed Exhibition, Norwalk, Connecticut

1998 Director, Business Development

Managed and developed sales and business ventures within the

medical trade show industry.

Business ventures included launches,

acquisitions and management of Medical Association events.

. Instrumental in the development and sales management of

several high level medical events including an

Ophthalmology conference within the International Vision

Expo.

. Developed Nutraceutical business venture with Dr. Andrew

Weil

Sales Manager, Business Development

Responsible for overall achievement of sales and media products

revenue targets for new launches. Oversaw the implementation of

sales strategies, budgets, and management of business

development sales staff

. Launched FedFacilties, a 38,000 Sq/Ft trade event for the

Federal Government's facilities trade needs. First year

revenues exceeded $600,000

Member of the 100% club: 1994, 1995, 1996, 1997, 1998

Pathfinder Award 1998

1990- Johnson & Johnson, McNeil Pharmaceutical Division, Spring

House, Pennsylvania

1994 Senior Representative

Responsibilities included sales and consultation of diverse

pharmaceutical products within

office setting, community and teaching hospitals

. Launched intravenous and tablet antibiotic in teaching &

community- based Hospitals as well as office based setting

. Obtained seven hospital formulary additions for antibiotic

product in both intravenous and tablet form

. Expanded sales volume from $118,000 to $425,000 for primary

product promoted

Pharmaceutical Sales Representative

Sold seven pharmaceutical products to physicians, retailers and

wholesale accounts

. Increased market share for antihistamine product from 9% to

24% within first year

. Ranked fourth out of 78 representatives in the Northeast

Region

. Responsible for diverse portfolio including anti

psychotics, pain medication, muscle relaxants, oral

contraceptives and antihistamines

1988- Crandall-Hicks Company, Westboro, Massachusetts

1990 Connecticut Sales Representative

Sold and financed commercial lawn and garden equipment for a

wholesale distributor with

coverage for the State of Connecticut.

Increased sales from $410,000 to $1.1 Million within first year.

EDUCATION: University of Connecticut, Storrs, Connecticut

B.A. English Major / Marketing Minor, May 1988

Management Training Programs, including: Tracom Group Social

Style Training, PTS Inc.

Management Assessment, Creative Training

Solutions- Vision and Strategic Planning,

AMA Effective Management Skills, Advanced

Sales Management, Competitive Affairs Training

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