Sales Manager
Resume:
PETER T. SHALBRACK
***** ***** ******** ****, ******** Hills, AZ 85268
Cell: 414-***-****
Email: **********@*****.***
http://www.linkedin.com
Summary of Skills
Accomplished sales and marketing leader skilled at sales recruiting, sales training and the development
of personnel across many different disease states and sales roles. Demonstrated proficiency in strategic
planning and budget and resource allocation. Proven cross-functional abilities with co-promotional
partners, account management and home office personnel. Experienced in the following therapeutic
areas: Cardiovascular, Thrombosis, Endocrine, Diabetes, Metabolism, Rheumatology, Respiratory,
Allergy, Urology and others. Experienced in the following selling markets including Hospital “Specialty”
sales, Managed Care, Federal accounts and Primary Care.
Recognition and Awards
• Sales Champions Award Winners
2004 - North Central West Region Area Manager of the Year Award
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2003 - North Central West Region #1 Area
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2002 - North Central West Region Area Manager of the Year Award
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1996 - Olympics Trip (West Region)
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o 1983 - District Representative of the Year
• Two-Time Excellence In leadership Awards
o 2006 - Q1 Excellence in Leadership Award
o 2004 – Q3 Excellence in Leadership Award
• 2001 - Advanced Therapeutics Central Regional Special Achievement Award
• Sales Marketing Awards
1999 - Best Technical Support Award, Marketing
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1999 - Star Employee Award, Marketing
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1998 - Asthma Team Excellence Award
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• Sales Training Awards
o 2010 - STMT April Academic Achievement Award
1990 - Regional Trainer of the Year
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• Numerous Brand Contests
2010 - Plavix Non-Retail Overlay Market Share Contest
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2007 – Lovenox Market Share Contest
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Professional Experience
sanofi-aventis pharmaceuticals Phoenix, AZ 1999 – 2010
Cardiovascular and Metabolic Institutional District Manager
• Extensive experience with sanofi-aventis and its legacy organizations.
• Managed staffing, training and development of specialty/institutional representatives covering
numerous states including AZ, NV, NM, TX, WI, MN, MI, IL, IA
• Ranked #1 regionally 2002 - 2004. Numerous sales awards over 10 years in the division.
• Experienced recruiter and trainer, including the 2002 scale up covering 2 districts across, WI, MN,
MI, IL in which 9 sales representatives were effectively recruited and trained.
• Regional mentor for new managers during scale ups of 2002 and 2005.
• Developed (5) management candidates.
• Piloted district program to integrate sales of Cardiovascular and Diabetes products.
• Drove the implementation of inpatient Glycemic protocols and the conversion of Hospitals to pen
based technology.
• Implemented strategies with customers to improve hospital quality measures and outcomes.
• Conducted disease management pull through programs with acute care institutions.
• Directed efforts to successfully reverse therapeutic interchanges in key hospital systems and
institutions in both the Mid-West and Southwest.
Lead Facilitation of several Train the Trainer programs, (High Impact Selling, Integrity Selling,2 of 3
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Advanced Closing)
• Participated as member of the Lovenox Marketing Advisory Board (1999 – 2001).
PETER T. SHALBRACK Email: **********@*****.***
Rorer Poulenc Rorer Pharmaceuticals Collegeville, PA 1998 – 1999
• Product Manager, Intal and Tilade
• Established short and long term strategic direction for promoted brands.
• Developed business plans to achieve corporate objectives.
• Established sales and production forecasts and provided financial analysis related to brand
performance.
• Coordinated the execution of the business plan with field force and co-partners.
• Directed budgets and resources to achieve sales and profit goals based on corporate priorities.
• Acted as a liaison with key organizations and key market thought leaders.
• Product Manager, Lovenox
• Established short and long term strategic direction in managed care markets.
• Implemented managed market strategy.
• Coordinated the execution of the business plan with internal and external groups.
• Directed budgets and resources to achieve sales and profit objectives.
• Developed relationships with influential thought leaders.
Rorer Poulenc Rorer Pharmaceuticals Scottsdale, AZ 1996 – 1998
• Business Unit Manager of Sales Information
• Headed the development and analysis of core reports for Western BU directors and sales force.
• Supervised all sales attainment and ranking reports and administered BU bonus and commission
in a timely and accurate format.
• Managed business unit realignments, territory optimization and allocation of BU resources.
• Designed and monitored business unit sales contests.
Rhone Poulenc Rorer Houston, TX 1992 – 1996
Area Business Manager
• Directed 14 member sales teams for both Respiratory and Cardiovascular Divisions covering TX,
LA, AR.
• Managed the staffing, training and development of area personnel.
• Organized and facilitated Cross Training for sales personnel and area managers.
• Intern Regional director 1992 and 1993.
• Piloted field sales computerization process.
• Developed computerized Business Plan format for the SBU.
Previous Experience
• Manager, Sales Training
• Project leader for Initial, Advanced and Experienced representative training classes.
• Prepared oral and written developmental plans.
• Partnered with Marketing and External Agencies on development of field training materials.
• Negotiated contracts with vendors.
• Regional Trainer, SW Region
• Supervised all product training for all new hire and team leaders within SW Region.
• Led internal training teams at Initial and Advanced training classes.
• Facilitated Regional Business Team Leader Training.
• Regional Endocrine Specialist
• Regional liaison between Speakers and the Field force.
• Directed allocation of Regional Endocrine Promotional budgets.
• Planned and conducted Regional marketing programs for PMO & Hypercalcemia targeted at key
institutions for a region of 100 sales representatives.
• Guided market preparation activity for Pediatric Nocturnal Enuresis.
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• Professional Sales Representative,
• Consistently exceeded goals selling cardiovascular, respiratory, endocrine, GI and nutritional
products in office based practices, pharmacies, wholesalers, Medical Schools, Military Bases and VAs.
Education
B.A. Zoology University of Wisconsin, Madison
University of Wisconsin Badgers Football Team
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