Sales Representative Manager
Resume:
John M. Pagnanelli
Irwin, PA *5642
724-***-**** (cell)
*******@*******.*** (e-mail)
________________________________________________________________________________________________
PROFESSIONAL PROFILE
- Dependable, ethical, results-oriented and highly-motivated sales professional
- Over 20 years of Pharmaceutical sales achievements, promoting 44 products in 12 therapeutic areas with 7 product launches
- Proven track record of maximizing sales and market share goals
- Years of experience has resulted in a high level of industry, product, competitive, customer and territory knowledge
- Ability to understand and address both scientific (B.A. in Chemistry) and business (MBA) needs
- Excellent communication, organization, time-management, relationship-building, analytical, planning and computer skills
- Highly skilled working in a collaborative team environment, both in a corporate and academic setting
- In fourth year as facilitator, coordinator, leader and emcee of weekly 100-member church men's group
EXPERIENCE
Ventiv Health U.S. Sales – Pharmaceutical Sales Representative since 1997
Nov 1997- Dec 2009
inVentiv Health - Pittsburgh, Beaver, Washington, Mon Valley, Greensburg, Johnstown
February 2009 -
December 2009 Pharmaceutical Sales Representative - Bristol-Myers Squibb
- Achieved$10.8M (4.5% increase) Plavix sales through 3Q 2009
- Achieved $1.9M (5th in region) Avapro/Avalide sales through 3Q 2009
- Achieved 114% call plan attainment
- Coordinated sales efforts with 10 reps (5 territories) and 2 specialty reps
- Products/Therapeutic Areas: Plavix (antiplatelet); Avapro/Avalide (hypertension).
- Contract terminated by Bristol-Myers Squibb
inVentiv Health - Pittsburgh, Greensburg, Uniontown, Johnstown, Sharon, Washington
January 2008 -
December 2008 Pharmaceutical Sales Representative - Alpharma
- Territory ranked #2 in district in Flector Patch Total Rxs
- Achieved 100 call plan attainment
- Products/Therapeutic Areas: Flector Patch (analgesic).
- Contracted terminated due to Alpharma acquisition by King
inVentiv Health - Latrobe, Indiana, Johnstown, Somerset, Connellsville
July 2006-
November 2007 Pharmaceutical Sales Representative – Novartis
- Territory ranked #1 in district in Diovan/Diovan HCT total market share
- Achieved 50% Diovan market share, vs. national average of 40%.
- Products/Therapeutic areas: Diovan, Lotrel, Exforge, Tekturna (hypertension)
- Contract terminated by Novartis
Ventiv Health U.S. Sales - Greensburg, Johnstown, Huntingdon/Lewistown
September 2004 -
March 2006 Pharmaceutical Sales Representative – Bristol-Myers Squibb / Boehringer Ingelheim
- District ranked #1 in nation in call attainment (2005)
- Territory ranked #1 in district in call attainment (2005) – large sales territory
- Products/Therapeutic areas: Tequin, Cefzil (antibiotics); Mobic (arthritis).
- Contract terminated by Bristol-Myers Squibb
Ventiv Health U.S. Sales - Pittsburgh East/South
April 2001-
September 2004 Pharmaceutical Sales Representative – Bayer – (attended Pitt evening MBA program)
- District ranked #1 in nation in Avelox market share (Dec., 2003)
- Territory ranked #5 in nation in Avelox market share (Dec., 2003)
- Products/Therapeutic areas: Avelox, Cipro (antibiotics)
- Contract terminated by Bayer
Ventiv (Snyder) Health U.S. Sales - Pittsburgh/East
May 2000-
April 2001 Pharmaceutical Sales Representative – Novo Nordisk – (attended Pitt evening MBA
program)
- District ranked #1 in nation in market share of all products (Dec. 2000)
- Products/Therapeutic areas: Prandin (Type 2 diabetes); NovoPen 3, Novolin insulin (Type 1
- Contract terminated by Novo Nordisk
Snyder Healthcare Sales - Pittsburgh North, Monroeville, New Castle, Indiana
January 1999 -
May 2000 Pharmaceutical Sales Representative - Searle
Managed large sales territory; position involved extensive palmtop computer usage.
- District ranked #1 in nation in Daypro market share (1999).
- Products/Therapeutic areas: Daypro (arthritis); Celebrex (arthritis).
- Contract terminated by Searle
Snyder Healthcare Sales, Pittsburgh South/East, Latrobe, Uniontown, Mon Valley
November 1997-
December 1998 Pharmaceutical Sales Representative/District Trainer - Zeneca
Managed sales territory while coordinating efforts with three (3) other Zeneca reps.
- District ranked #1 in nation in quota achievement, 1st and 2nd quarter - 1998.
- Products/Therapeutic areas: Zestril; Zestoretic; Sular (hypertension); Accolate (asthma).
- Contract terminated by Zeneca
Innovex, Inc. - Greensburg, Monroeville, Uniontown, Mon Valley
December 1996-
October 1997 Pharmaceutical Sales Representative - Schering Specialty
Organized, developed and managed sales territory. Created excellent rapport with over 400
physicians and their staffs. Coordinated sales efforts with five (5) other Schering and
Key counterparts. Position involved extensive laptop computer usage.
- Attained 67.6% Claritin market share (increased 9.5 market share points in 5 months)
- Attained 32.8% Vancenase market share (increased 21.5 market share points in 5 months)
- Attained 5.7% Cedax Susp. market share (increased 3.5 market share points in 5 months)
- Attained 2.6% Cedax Caps market share (increased 1.9 market share points in 5 months)
- Gave presentation on key technical study at Schering/Innovex Plan-of-Action meeting.
- Products/Therapeutic Areas: Claritin; Vancenase (allergy); Cedax (antibiotic).
- Contract terminated by Schering
R.L.Polk & Co. - Johnstown, Sharon, Butler, Washington, Altoona & New Castle, PA
February 1996-
December 1996 Advertising Sales Representative/Assistant Manager
Contacted 20-30 business and professional firms daily; responsible for the sale of City
Directories, in-column listings and advertising space to new and repeat customers.
Holy Family Church - Latrobe, PA
January 1994-
December 1996 Administrator/Annual Fund Development Officer
Provided administrative and management support to priests in day-to-day operation of parish
serving 1,800 families. Served as Parish Council President; supervised production and publication
of Parish Family Album. Recruited, trained, and motivated fund raising teams.
Syntex Laboratories Inc. - Indiana, New Kensington, Oil City, St. Mary’s
September 1989-
October 1993 Pharmaceutical Sales Representative
Organized, developed, and managed large rural territory. Created and maintained excellent
rapport with more than 400 physicians and staffs. Implemented corporate marketing plans.
Successfully introduced new products while consistently servicing key accounts. Coordinated
sales efforts with other divisional representatives.
- Ranked #1 in Regional Sales in 1993; achieved 135% of quota (four products); consistently
generated $2 million in annual sales.
- Attained 99.9% administrative accuracy; developed regional administrative procedures
- Won National, Regional, and District sales awards.
- Successfully introduced Ticlid (Product Launch Award), Toradol (highest district market
share), and Synarel (275% of quota).
- Served as Pittsburgh Product Manager for Ticlid; created learning module and study
outline used at Regional meeting.
- Products/Therapeutic Areas: Naprosyn (arthritis); Anaprox (analgesic; amenorrhea);
Toradol (analgesic); Ticlid (stroke); Cardene (hypertension, angina); Tri-Norinyl
(oral contraceptive); Femstat (vaginal candidiasis); Synarel (endometriosis).
- Syntex dissolved after Roche takeover
Wyeth Laboratories - Morgantown, Parkersburg, WV; Cumberland, MD
April 1985-
January 1989 Pharmaceutical Sales Representative
Independently manage large sales territory. Developed marketing plans and strategies.
Averaged 8-10 calls per day promoting wide variety of products. Developed strong rapport
with physicians, allied health professionals, and wholesalers. Maintained continuous record of
sales volume increases; achieved one of highest sales volume territories in United States;
consistently exceeded market share goals.
- Products/Therapeutic Areas: Isordil (angina); Orudis (arthritis); Ativan (anxiety);
Surmontil (depression); Sectral (angina/hypertension); Cordarone (arrhythmias).
- Wyeth dissolved after merger with Ayerst
Knights Inn - Greensburg, PA
December 1983-
May 1985 Assistant Manager
Supervised staff. Directed front desk activities of 109-room inn. Trained new employees.
Coordinated front desk activities with other departments. Balanced cash and prepared
bank deposits. Prepared direct bill statements for credit card accounts.
Environmental Monitoring Service - Indianapolis, IN
October 1981-
May 1983 Environmental Chemist
Analyzed water, sludge, soil, and oil samples. Co-supervised lab activities on second shift.
Trained new employees. Conferred with management to resolve testing problems.
EDUCATION
University of Pittsburgh – Master of Business Administration (Self-financed MBA)
August 2000 -
August 2003 Joseph M. Katz Graduate School of Business (Evening Program)
Concentration: Planning and Strategy, Marketing, Economics, International Business
Westmoreland County Community College - Latrobe, PA (1998-2000)
President's List: Business Administration
Butler University, Indianapolis, IN - Completed fourth year of pharmacy curriculum (1978-1981)
Saint Vincent College, Latrobe, PA
B.A. in Chemistry (1977), along with a broad liberal arts education
Senior Thesis: "Water Analysis: An Ecological Approach".
Self-financed college education. Positions included:
Pharmacy Technician, Eastside Prescription Shop, Indianapolis, IN (5/81-10/81)
Resident Assistant (R.A.) Butler University, Indianapolis, IN (1/81-5/81)
Pharmacy Technician, Torrance State Hospital, Torrance, PA (5/80-9/80)
Bottler, Latrobe Brewing Company, Latrobe, PA (summers & part-time, 1974-1980)
OTHER
- Facilitator, coordinator, leader and emcee of weekly 100-member church men's group (4 years)
- Served on church council for 8 years (2 years as president; 2 years as vice-president)
- Recruited, trained, motivated and an active member of church fund-raising committees
- Supervised production and publication of two church pictorial directories
Contact this candidate