Sales Manager

DEBORAH A WINTER, MBA

Sacramento, CA

916-***-**** **********@***.***

SUMMARY

Strong sales leader who has succeeded through planning, strategy, product

expertise, business acumen and a customer focused sales approach. Guided

by a dedication to improving patient care and achieving client

satisfaction. Insight into the complexities and challenges of managed

markets.

Therapeutic Expertise include: Vaccines, Injectable biologics, IV

antibiotics, ENT, Rheumatology, Woman's Health, Cardiovascular, Pediatrics,

Orthopedics, Neuroscience

PROFESSIONAL EXPERIENCE

Eli Lilly and Company-Hospital Account Manager

6/2010-Present

Fixed duration position-Selling to hospitals, VA, county clinics and

Pharmacies. Responsible

for Zyprexa Relprevv injectable, Zyprexa IM and Oral, and Cymbalta

Pfizer (formerly Wyeth Pharmaceutical)

1993-2010

1999-

2010

Specialty District Sales Manager - Managed and developed promoted sales

professionals in Nevada and California to perform at levels that exceed

corporate objectives. Key products include, Pristiq, Effexor XR, Sonata,

and Enbrel medical device injectable. Major physician focus on

psychiatrists, rheumatologists, and nurse practioners. Other customers

include: Pharmacists, Kaiser, mental health clinics, and community,

academic and federal government hospitals.

. President's Leadership Award Winner-Top 3% of DM's in Nation

. Managed and lead elite group of 12 promoted sales managers

(specialty sales force)

. Recipient of several local and regional sales management awards

. Developed one of the most talented and well respected advocate

pool in the nation

. Highest employee development and advancement statistics out of

14 managers; 50% promotion rate (10 out of 20 direct report

sales people promoted)

. Consistently achieved and maintained a high retention rate of

performing sales people in the district, along with appropriate

management of forced turnover

. Achieved #1 district rank in California for goal attainment

(2009)

. Responsible for sales and formulary acceptance at Stanford,

UCSF, UCD and other university hospitals

. Lead the number 1 rheumatology team in the Nation out of 20 from

1999-2001

. Conducted on-going area business analysis and strategic planning

for district and senior management

. Special project: Chosen by senior management for private payer

committee. Liaison between Managed Care group, government

affairs and sales

1997-1999

Regional Account Manager, Managed Care -Responsible for leading strategic

planning and tactical implementation for health plans, long term care

accounts, VA, medical groups, employer groups and trade accounts.

. Winner Radnor Cup award-Highest award presented at the zone

level

. Developed, negotiated and implemented contracts for new and

existing products

. Conducted on-going account analysis, and business development

projects with customers

. Established a disease state management program of all employer

groups connected to Pharmacy Benefit Network.

. Collaborated on a preferred TNF contract with integrated health

group in Sacramento, covering Mercy medical, Memorial Woodland,

Western Health Advantage and River City Health. Initiated a

multi-plan, pull through initiative that resulted in Enbrel

being the number one used TNF receptor

. Presented and implemented disease management and value added

programs to enhance customer relationships, gain/maintain

formulary position and increase sales

. Worked with account teams comprised of field sales, marketing,

senior management and medical department personnel

. Gained formulary acceptance of all promoted products

1993-

1997

Medical Sales Manager\ Hospital - Successfully launched Zosyn IV, Effexor

XR, Ziac, Prempro, Synvisc, and Duract. Other products include Naperland,

and Oruvail, pediatric vaccines. Accounts included office based physicians,

hospitals, county clinics and pharmacies.

. Gold Cup Award-National ranking of the top 3% of sales

representatives

. Formulary placement of Zosyn IV at the highest volume hospital

in N. California

. Consistently ranked in top percent of area sales force

. Increased market share on promoted products 4 consecutive years

. Established a solid, well respected rapport with co-workers, and

clients

. Responsible for mentor training of new representatives

Ciba Pharmaceuticals 1992-

1993

Del Monte Foods Account Manager 1988-

1992

EDUCATION

Masters of Business Administration Marketing and Management

Golden Gate University

B.A., Speech Communication

California Polytechnic University

San Luis Obispo, CA

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