Sales Manager

DAVID FRANCESCHINI

*** ****** **** *********, ** 38002 901/867-5553 (Cell) 901/690-3297

abiezw@r.postjobfree.com

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Professional qualifications & experience in Sales and related responsibilities in Account Management

SKILLS & STRENGTHS SUMMARY…

• Strong background in "partnering" with accounts” to meet mutual sales objectives.

• Exceptional trouble-shooting & problem-solving skills; analytical, proactive.

• Effectively manage multiple duties and priorities.

• Effective communicator; strong written and verbal skills.

• Excellent presentation development & delivery skills with proven ability to generate leads, secure

appointments and establish repeat and referral business.

• Experienced in developing and implementing special programs & projects while maintaining routine

account management responsibilities.

• Organized and systematic in territory development with "hands-on" approach to management.

• Computer skills: experienced in MS Word, Excel, PowerPoint.

EXPERIENCE…

Senior Territory Account Manager: Johnson & Johnson PHARMACEUTICALS – Memphis, TN

2008 - Present

PRICARA a Unit of ORTHO-MCNEIL

• Calling on specialists in the Memphis area including Orthopedic Surgeons, Pain Specialists,

Rheumatologists, Neurosurgeons, Internal Medicine.

• Maintain extensive knowledge of product line: Nucynta – which is a new molecule indicated for the

relief of moderate to severe acute pain.

Achievements…

• In the 4th quarter of 2009, Territory was ranked 3rd in district

• Total of 132 prescriptions for the 4th quarter that payed out at $30 per script.

• Grew Nucynta 20% over base line versus 2nd quarter base line in 2009..

• 2nd quarter of 2009 gained knowledge through a two-week training period.

• Selling Levaquin & Aciphex, ranked number 9 out of 448 Sales Representatives in the 1st

Quarter of 2009.

SR. Territory Account Manager:DEY PHARMACEUTICALS- Memphis, TN FEB-2004 to 2008

• Called on Pulmonologists, Internists, Allergists, and family practice in Memphis and surrounding

areas.

• Maintained extensive knowledge of respiratory product line: Perforomist Inhalation Solution – new

for the maintenance treatment of COPD, ZYFLO CR – The Leukotriene Synthesis Inhibitor for

uncontrolled asthma and Epi-Pen, an auto injector for emergency treatment of allergic reactions,

anaphylaxis.

• Territory included Tennessee, Mississippi and Arkansas.

Achievements…

• Promoted to Senior Territory Account Manager in April, 2007.

• Currently ranked number 20 out of 200 Sales Representatives with Perforomist.

• Achieved status as number 40 out of 200 Sales Representatives with ZYFLO CR.

DAVID FRANCESCHINI - Page 2

• Regional Product Leader for Epi-Pen and ZYFLO CR for achieving highest territory

percent of forecast in region in the Fourth Quarter, 2007.

• Triple Crown Award Winner in First Quarter, 2006 in all products. (Achieved 100% of

forecast for all products.

• Triple Crown Award Winner in Second Quarter, 2006 for all products. (Achieved 100% of

forecast with all products).

• Pacesetter Award Winner for the highest overall Territory Account Manager Performance

nationally in Second Quarter, 2006.

• Regional Product Leader for third and fourth quarter of 2005 (Epi-Pen), the highest

percentage to forecast in the region.

• Completed Phase I, II, and III training programs at home office (Napa, California) in 2004.

• Currently averaging 8.5 physician calls per day and 2.5 pharmacy calls per day.

Territory Manager: CAPELLON PHARMACEUTICALS- Memphis, TN NOV-2002-2004

• Calling on physicians specializing in internal medicine, family practice, and general practice.

• Create relationships & rapport with pulmonologists and nurse practitioners.

• Develop and maintain extensive knowledge of respiratory product line: Liquibid D 1200 (sinusitis/

bronchitis),Rescon MX(antihistamine/decongestant),Tussi-Bid(cough suppressant/expectorant) and

AnalpramHC 2.5%(Hemorroidal Cream).

Achievements…

• Currently averaging 16- 18 physician calls and 3 pharmacy calls per day.

• Received above expectations on 6 months review,2000.00 increase in salary.

• Received salary increase at 12 month review.

Account Manager: NOVARTIS NUTRITION FOODSERVICE CO. - Memphis, TN 1998 - 2002

• Marketed & sold oral supplements, enteral formulas and specialty devices including feeding tubes,

pumps & NG tubes to physicians, nursing directors, area hospitals, administrators, and nursing homes.

• Achieved sales budget in Growth Incentive Platforms for 2001: Dysphagia Products 99.5%, Wound

Care Products 103.6%, Tube Feedings 100.4%.

• Developed & implemented strategic plans to increase sales volume.

• Biggest distributor, Hardin-Sysco was up $193,000 or 47% in 2001.

Achievements…

• Member of sales team ranked 2nd nationwide, 2000.

• Successfully secured contracts from largest distributor to carry all 12 new products

developed by Novartis in 2000.

• Increased business for Novartis, targeted & opened two new distribution channels in 1999

with lower distribution prices for customers.

Sales Representative: TROPICAL FRUIT & NUT - Memphis, TN 1997 - 1998

(Wholesale specialty foods distributor)

• Responsible for existing accounts & new business development with emphasis on determining

customers' needs to maximize account penetration efforts.

• Sales to independent and chain restaurants, hotel/motel, candy shops and grocery accounts.

DAVID FRANCESCHINI - Page 3

Achievement…

• Recognized for ability to sell a variety of products with minimal training.

Sales Representative: NABISCO BRANDS, INC. - Memphis, TN 1988 - 1997

• Sold products and displays to independent & major chain grocers, convenience stores and mass

merchandisers in Memphis area.

• Interfaced with accounts in determining promotional displays and marketing complementing store

label products to maximize sales and profits.

• Trained, scheduled and supervised a merchandising team responsible for setting-up displays, stocking

and monitoring inventory levels during special promotions.

Achievements…

• Key player in developing one of the strongest merchandising teams, regionally &

nationally.

• Secured and maintained Kroger, Piggly Wiggly and Seessel's accounts.

• Increased market share from 37% to 51% in a highly competitive market.

• Hired as Sales Associate; completed comprehensive training; promoted in 4 months.

• 1989: Highest sales over objective.

EDUCATION…

Bachelor of Arts - Criminal Justice 1987

University of Memphis - Memphis, TN

REFERENCES AVAILABLE UPON REQUEST

901/867-5553 (Cell) 901/690-3297 abiezw@r.postjobfree.com

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