Manager Sales Representative
Resume:
SHELLEY M. FITCH
SACRAMENTO, CALIFORNIA 95831
Objective: To obtain a position of responsibility and challenge within the
field of
Pharmaceutical sales in an organization dedicated to
the needs of its clients.
Experience: Zogenix Pharmaceuticals
1/10 to present - Territory Manager
. Responsible for the sale of Sumavel DosePro, a needle free
delivery system for Sumatriptan, to specialty physicians
including Neurology and Pain Management. Utilized a strategic
business plan to increase units sold by 600% from quarter one to
quarter two.
. Responsible for the role of Pain Management Point Person for
West Team Lead. Point person's responsibilities include team
education to insure knowledge of the Pain Management Practice,
how to build a successful patient base, and problem solving
managed care/ workers compensation issues in order to increase
pull through of Sumavel DosePro.
Inventiv Health (contractual)
5/09 to 1/10 - Territory Manager
. Responsible for the sale of Kadian, a long acting morphine
preparation, to specialty physicians including, Pain Management
and Neurology. Have achieved quota attainment of 104% to quota
and ranked #3 in the country. Currently ranked #1 in the
nation, January 2010.
. Responsible for role of Managed Care Point Person for the
Western Team. Point person's responsibilities include team
education to insure knowledge of managed care plans and
communicating/problem solving managed care issues with
management/client.
Sepracor Pharmaceuticals, Sacramento, California
8/06 to 2/09 - Senior Sales Representative
. Responsible for the sale of Lunesta and Sepracor Respiratory
Portfolio to primary care and specialty physicians including,
Psychiatry, Neurology, Pain Management, Pulmonology, Allergy and
ENT. Have achieved quota attainment of 127% to quota QTD and
108% YTD across product portfolio. Currently ranked #2 out of
50 representatives in the area and #59 out of 450
representatives nation wide.
. Responsible for role of Managed Care Champion in the Sacramento
District. Champion serves as liaison between Organized Customer
Group and field sales to insure knowledge of managed care plans
and access to hospital and managed care pharmacy and
therapeutics committee members.
. Developed local business plans to increase market share by
outlining tactics, activities and internal/external sources of
business. Utilized a strategic business plan for the growth of
Brovana, a COPD medication, during a six month period in 2008,
achieving a 115% increase over baseline to year end.
. Accomplishments - 2007 Breathe in Success Run Through the
Warehouse Award winner, 3 2008 Applause Awards for Teamwork and
Managed Care Development, 2008 President's Circle Rank #2
Eli Lilly and Company, Sacramento, California
3/95 to 8/06 - Senior Sales Representative
. Responsible for the sale of Lilly Neuroscience products to
primary care and specialty physicians, including Ob/Gyn,
Rheumatology, Podiatry and Pain Management. Have achieved quota
attainment of 106% YTD and 101% YTD across product portfolio.
. Responsible for Managed Care Champion role in the Sacramento
District. Champion serves as a liaison between Account
Executives and field sales to insure Sacramento Team possesses
in depth knowledge of local managed care issues, formulary
availability and prior authorization process. Developed a
Managed Care Education Tool now used area wide with new hires in
Fast Start Program.
. Accomplishments - Voted District MVP 2001, Awarded Directors
Council 2002, Strattera Leadership Circle Award 2004, Designated
as new start Mentor 1999 to 2006, Winning Culture Project Winner
2005 (Developed Managed Care Tool now used for new hires in the
West Area).
Abbey Infusion /Critical Care America, Sacramento, California
9/93 to 3/95 - Account Executive (worked for both entities during volatile
buy out
period in home infusion market).
. Responsible for the marketing of home intravenous therapy
services to physicians, hospitals and managed care groups.
. Developed the first Sacramento based Orthopedic, HIV and Pain
Management programs which substantially increased and solidified
physician and community referral base. Programs increased total
revenues from $46,264 at the end of quarter two to $190,368 at
the end of quarter four.
Boehringer Mannheim, Sacramento, California
6/91 to 9/93 - Account Manager Diagnostic Systems
. Responsible for the marketing, training and servicing of diagnostic
systems to hospitals, physicians and distributors.
. Responsible for the development and growth of 7 distributor
branches through sales training and marketing programs which
substantially increased Reflotron market share. Received national
recognition for developing dealer incentive program designed to
grow instrument and urinalysis business. Through this program
urinalysis business was increased from 15 vials in a 2 month
period, to 109 vials in a 2 week period. More than 75% of this
business was new business.
Homedco Infusion, Sacramento, California
5/90 to 6/91 - Territory Account Manager
. Responsible for the marketing of Home IV Therapy Services to
physicians, hospitals, skilled nursing facilities, home health
agencies and managed care companies. Ranked #7 out of 38
representatives.
E.R. Squibb and Sons, Sacramento, California
12/88 to 5/90 - Territory Account Representative
. Directly responsible for the sale of antibiotic (including
injectables) and
generic product portfolio to retail and hospital pharmacies.
. Ranked #2 in the Area and #15 nationally. Achieved year end quota
attainment of 146% to goal across product portfolio. Ranked #2 for
President's Club and received Go Getter Runner Up Award.
Automatic Data Processing, Sacramento, California
7/88 to 12/88 - District Manager
. Established new accounts in the Sacramento area through self
generated means. Achieved 190% to quota December 1988 and achieved
104% to quota at 1988 year end (first year as a DM).
5/86 to 7/88 - Account Executive
. Responsible for client analysis, conversion, training and on-going
support requiring interaction with employers at all company levels.
Ranked #1 in the sale of additional business.
10/84 to 5/86 - Client Service Representative
. Constant use of communicative and analytical skills with clients,
outside vendors and internal departments in the resolution of
customer problems.
Education - Bachelor of Arts Degree - English, University of Santa Clara -
6/84
References - Available upon request
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