Sales Representative

*** ******* **. ** ****** HILLS, CA. *****

PHONE: 1.916.220.8669__FAX: 1.916.933.5895__EMAIL: abieev@r.postjobfree.com

ANTHONY M WHITE, MBA

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Summary of Qualifications

Management and Sales Professional with proven results in ophthalmic, cardiovascular, non-steroidal and lab

supply sales to include: intraocular lenses, pharmaceuticals and biotech products. Management expertise in

interviewing, training, coaching, counseling and negotiations. Proven ability to analyze business issues,

determine best alternatives and implement plans to reach targeted goals. Notable achievements include:

President's Club Winner, Representative of the Quarter, Sales Representative of the Year, Million Dollar Club

Member (Crystalens PCIOL), successful launch of Crystalens Five-O, Crystalens HD and Crystalens AO.

Leadership qualities include managing up, down and across matrix organizations to gain the trust and respect

of colleagues, business associates, employees, customers, senior management, exceeding financial objectives

and team leadership.

Specialties:

Entrepreneurship, client relationships, project management and contract negotiations

Professional Experience:

Bausch+Lomb Surgical

Field Sales Training Manager (October 2008-Present)

Responsible for the training and development of the Surgical Sales division: U.S, Canada and South America.

Experienced Subject Matter Expert (SME) in sales, performance based sales training, and sales management.

Focus on maximizing strengths and minimizing weaknesses of my training participants. Additional expertise

in curriculum development and train the trainer workshops.

Specialties

Curriculum Development, Creating Training Content, Delivering Training, Coaching and Sales

Eyeonics, Inc. (Now Bausch & Lomb Surgical)

Sr. Account Executive (April 2006-October2008)

Responsible for the sales, training and consultation of Crystalens to Ophthalmic Surgeons, Technical staff,

Surgical Staff and Front Office Administrators: Total Account Management

• Immediate impact on poorly developed territory-Grew new start surgeons from 20 to 52 (26 in

2007)

• Million dollar club-2007 (1.1 million in sales)-142% to plan

• Trained and developed new reps as well as Clinical Outcomes Managers 2007

• Ranked 2nd in region on sales volume 2007

• Consistently ranked in top 15 2007

• Developed key message presentation for region 2006

• Contributed to training binder for training department 2007

• Contributed several marketing pieces for product promotion 2006-2007

• Submitted educational primer to training department 2007

• Promoted to Training Manager-October 2008

Novartis Ophthalmics, Inc.

Sr. Retina Account Specialist (July 2004-April 2006)

Responsible for top tier retinal accounts within Northern California with primary focus on the account

management and advocate development of key targets within these accounts. Responsible for integration and

teamwork leveraging BRM, RSM, RSD, ASM and district counterparts to manage all customer levels and

business relations within the accounts.

• Received “Above and Beyond Award” for demonstrating a quick start for the first 30 days.

• Recognized for high activity level and focus on Top 300 National accounts within geography by

Regional Sales Director.

• Responsible for planning and organizing reimbursement overview and competitive update with

BRM and RSM on monthly District Teleconferences.

• Identified and organized Roundtable programs for key accounts to include:

• Kaiser-All Regional Retinal Surgeons from 10 facilities to include technicians and other staff

• East Bay Ophthalmologic Society-(50 Ophthalmologists and two key retinal accounts).

• Created Business Plan and Account Plans (templates) adopted by Sr. Management for the national

Sr. Retina Team

• Ranked #1 Nationally through October 2004

• Ranked #2 Nationally through October 2005

• Promoted to Senior within one month of employment

• Successfully completed Management Development Program -2006

• Participated as Break Out Leader/Class Councelor for Specialty Training, 2005

Merck & Co., Inc.

Arthritis and Analgesia, Senior Specialty Sales Representative (October 1998-2004).

Responsible for the launch of Vioxx (San Francisco Region), second COX2 (NSAID) in market with

responsibility for Rheumatologists, Orthopedic Surgeons and Pain management centers. Integrated with, and

responsible for, the coordination of 70 field reps and 4 business managers for their training purposes

regarding scientific issues and market messaging. Responsible for speaker and advocate development within

geography. Responsible for coordinating activities and business plans within the geography with extended

team in orthopedic and pain management accounts.

• Finished #3 in nation (150% to plan) #2 in District, 1999

• Incentive award winner SF region, 1999

• Numerous incentive awards in 2000-2001 (market share, percent to plan, best practices)

• Appointed to Region Field Advisory Board, 2000-2002.

• Participated in focus group sessions to assist marketing with appropriate messaging of products

• Achieved 65% market share by end of launch year (corporate goal 51%, competition launched

6mos prior)

• #2 in District, 2000

• Promoted to Senior Specialty Sales Representative, January 2002

• Finished 103% to plan, 2001

• Class counselor for new trainees/new hires- 1999, 2000

• District mentor for new representatives

• Interim manager 4th quarter 2001-1st quarter 2002-Liason responsibilities only

• Multiple Awards 2002-2003

• 1-2T 2004 ranking #1 in the Region/#2 in nation for adjusted share/share change.

Bertek Pharmaceuticals, Inc.

Territory Sales Manager (April 1997-October 1998)

Responsible for managing a territory consisting of general practice physicians, internal medicine, family

practice physicians and cardiologists within hospital institution and clinic setting.

• Managed undeveloped territory, exceeded sales call expectations first year: #3 in nation.

Immediate impact on new product market share, exceeding expectations month to month.

• Contributed to mapping of company Plan Of Aaction.

• Presidents Club, 1998

• Representative of the QTR (Third QTR 1997, Second QTR 1998)

• Appointed to Marketing Advisory Panel team (MAP)

• Education Awardee, 1998

Baxter Healthcare Corporation (Now VWR Scientific Products)

Scientific Products Industrial and Life Sciences Division, Industrial Sales

Representative (November 1992-April 1997).

Responsible for managing a territory consisting of Pharmaceutical, Biotechnology, Environmental,

Semiconductor, Medical Device and University accounts. Systems Solutions: Consistently created new

methods of selling to meet customer/corporate goals and expectations. Assisted customers to streamline their

procurement practices. Systems and services included: On line ordering through proprietary software,

custom fax ordering, custom billing, custom deliveries, and flexible contracts providing on site employment

to the customer to manage key areas of business

Sales: Initially managed a $1.5 Million territory selling 200,000+ products.

• Increased market share 30% in the first year earning rookie of the year honors.

• Promoted January 1995 to larger territory: $3.5 Million-sales, $1 Million gross profit.

• Exceeded Plan/Goals for 1993 and 1994.

• Sales Representative of the year (1994) for a sister division contributing to their success.

• Negotiated and implemented contracts.

• Worked with marketing team to acquire new vendors/products/services

Personal Information, Skills and Training

• Certified Faculty Member, University of Phoenix, 04/02/2004

Facilitator of Quantitative Analysis

• Member of ASTD (American Society for Training and Development)

• Customer oriented selling Process, Quality Selling Process, Time Management, and Strategic Selling

at Universities, Microsoft Windows (Excel, Word, and PowerPoint).

• Kappa Alpha Phi Fraternity, Inc., Vice-President, 1990, Board of Directors, 1991

Education

University of California, Los Angeles, Bachelor of Arts, English, June 1992. Course work included

Economics, Management, and Statistics.

- Employed throughout college to pay for expenses.

University of Phoenix, Sacramento Campus, MBA, June 2003.

- GPA: 3.96

References Upon Request

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