Sales Manager

Ronald Staggs

** * ********** ***, *******, NY **228 716-***-****

***.******@*****.***

Sales Manager

Growth Strategies / Key Accounts / Launches / Business Development / Market

Penetration / CRM Technical & Consultative Sales / Turnarounds / Field

Operations / Training / Budgets / Team Building

An award-winning top performer, I consistently exceeded sales quotas

individually and as a team leader for Pfizer and Novartis. Calling on

specialty physicians, surgeons, hospitals, pharmacies and teaching

institutions, I forged and maintained profitable, long-term alliances,

improving market share and enhancing territory performance.

Revitalizing sales teams, redefining target customers and enhancing sales

closing techniques, I have taken territories from last to first in their

respective regions. A quick study with a strong technical proficiency, I

easily made the move from a Patriot missile officer to a pharmaceutical

sales rep. I am capable of successfully:

< Driving sales and maximizing competitive advantage in challenging

markets

< Developing and implementing strategic growth plans and alliances

< Understanding markets, customers and competition

< Training and mentoring sales teams to increase productivity

< Forging strong relationships with new and existing customers

I earned a BS in Business Administration with a concentration in

Management from the University of Tennessee. Rated the most tactically and

technically proficient officer in a brigade of over 150 officers, my

Patriot Battalion Commander stated that I was the #1 company grade officer

he had observed in his 19-year career.

Selected Accomplishments

Boosted sales closing ratio, leading district to #1. Underperforming

Novartis district was ranked #7 of nine in region. Identified inability to

close sales as underlying cause for poor record. Coached team to ask for

business after articulating product features and benefits. Directed

district to first in region with new product and #2 overall.

Achieved 549% of launch quota. Prior to launch of Pfizer antibiotic,

assigned to new territory with no established customer relationships. Used

local reps as conduit to hospital physicians and pharmacy personnel. Built

relationships, provided essential product knowledge and utilized key

opinion leaders to tout antibiotic.

Revitalized sales team performance to leapfrog 27 territories. Novartis

team was consistently under quota, dysfunctional and could not work

together. Laid out expectations and consequences for non-compliance.

Instilled sense of teamwork and strengthened team functional skills. Led

team from last to 15th in region of 42 territories.

Took dormant territory from last to top 10%. Pfizer territory had finished

prior year last in region of 82. Forged relationships and made numerous

sales presentations. Focused on product benefits and closing techniques.

Moved territory to top half by end of first year, #24 next year and fourth

in third year.

Redirected sales focus, gaining formulary status in seven hospitals. Sales

for Pfizer launch product, Lyrica, were flat. Discovered specialty reps

were not calling on major hospitals. Made this a priority. Visited

hospitals with reps. Within three months, added product to major Buffalo

hospitals. Exceeded sales quota 20%.

Career History

Account Manager, Healthcare, Language Line Services, 2009-Present. Manage

$3.9M+ portfolio in multi-state territory. Produce growth through

promotions to C-level contacts. Defend and maintain margin dynamics of

portfolio. Initiate and implement sales/marketing strategies. Respond to

RFIs/RFPs. Create contract offers.

District Sales Manager, Novartis Pharmaceuticals, 2007-2009. Led

implementation of national/regional strategies. Recruited, hired and

trained personnel. Managed efficient and effective account targeting.

Increased District closing rate from under 10% to over 50%. Coached

representatives to run territory as own business. Managed team of 12.

District Sales Manager, Pfizer, Inc., 2006-2007. Implemented

national/regional product line strategies. Managed effective account

targeting and coverage. Increased utilization of key opinion leaders to

increase impact on local physicians and increase sales. Won VP Management

Award, District of the Year award twice, plus others.

Assistant Regional Manager, Pfizer, Inc., 2004-2006. Developed and led new

hire/phase six training for eight districts with 80+ sales reps. Prepared

and presented to key opinion leaders/accounts. Finished #1 Region in Area.

Earlier with Pfizer: Senior Institutional Healthcare Rep, Institutional

Healthcare Rep and Sales Rep, 1995-2004.

First Lt. (P), U.S. Army, 1991-1995. Served two tours of duty in Saudi

Arabia.

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