Sales Manager
Resume:
Nicholas Scott
***** *****'s Bend Canton, MI ****8
*******@*****.***
Top-producing professional with 11 years' experience leading sales /
account management functions for the pharmaceutical industry by generating
significant revenue growth. Successful design and implementation of sales
strategies to aggressively target and penetrate key markets /hospital
accounts. Highly effective leveraging key account relationships and
negotiation / presentation skills to surpass sales targets and service
performance in dynamic, market-driven environments. Proficient in MS Office
Suite. Core Competencies:
Building Partnerships Negotiation / New Product Launch
Presentational Skills
Managed Care Territory Account Cardiovascular Health
Expertise Management Products
Hospital Sales Product / Solution Selling Customer Needs
Approaches Assessment
Eli Lilly & Co Pharmaceuticals
Institutional Account Specialist (2008-2010)
Senior Specialty Sales (2005-2008)
Met or exceeded sales quotas 4 out of 5 years with company. Successfully
implemented sales growth strategies and developing new business. By
utilizing a focused selling technique that developed customer needs based
upon asking implication and problem questions. Focused heavily on clinical
data when information was requested which allowed for effective customer
negotiations, account management, and sales presentations for new product
launch. Leveraging relationships with key thoughts leaders to communicate
with hospital formulary committee members in order to gain approval. Work
heavily department RN managers to understand "hot buttons" of influential
thought leaders. Primary work experience in hospital Cath Lab, ER, and ICU.
Calling on EP, Interventional Cardiology and Fellows. Despite access to
some accounts were "no see", worked with colleagues on launch strategies
for new product in the retail office.
Career Highlights
- Won rookie of the year 2006
- Received outstanding performance award for portfolio achievement of 99%
to quota 2006
- Ranked 20 out of 105 for Osteo Specialist for 2007
- 2008 Area director award (resulted from Performance and Leadership)
- Promoted to Hospital Account Specialist 2008
- Finished ranked 39 out of 142 first year in Hospital division top third
- Received outstanding achievement award for portfolio 106% to quota 2009
- Led District on analyzing business forecast reports as IT champion
- Led District on Compliance initiatives such as maintain pharmacy
guidelines
- Recently selected to Leadership Development Team
- Finished quarter ranked 6th out of 142
GlaxoSmithKline Pharmaceuticals
Senior Sales Consultant (12/99-08/05)
Effectively sold in the Psychiatry and Neurology physician based market.
Calling on Community and Behavioral health clinics. Implemented educational
in-services design to increase brand awareness with RNs and Social workers.
Coordinated manage care initiatives for fellow colleagues (2004). For
example, working closely with B2B representatives to create a template of
insurance access of medications. Implementing total office call strategies
to maximize pull through. This involved educating every employee in the
office that dealt with the patient (i.e. call back RN, office manager).
- Finished ranked in top 20% of sales force 2002
- Won regional representative of the semester 2001 and 2004 based upon
high market share growth
- Won leadership award for district 2003 (voted by peers)
- Won Ruby tier award 2004. Ranked top 10% of entire sales force
- Hand Selected to Manage Care Team
- Associate regional analyst for Northern Lights Region 2004. Completed
project for the region on what impact generics have in our
marketplace
Michigan Computer Resources, Inc.
Account Manager (08/96-11/99)
Work as IT reseller for computer networking firm. Worked various accounts
for IT support, i.e. network troubleshooting.
Provided network support for Kmart vendors and sold IT equipment as
additional revenue. Establishing new business with accounts on sales
presentations. Attended multiple Trade shows to gain additional business
leads.
- Maintain and grew additional business with Kmart Corp. from $1 to $3
million in one year
- Top sales performer in company establishing new business with Haden,
Inc. and Motorola Corp.
- Train staff on technology updates and market changes
Education
Kentucky State University - Frankfort, KY
Bachelor of Arts, Mathematics 1992
Member of Men's Basketball Team
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