Sales Manager

RICHARD E. WOOD, JR.

*** ********* ***** ********@*********.*** HOME (859) 384-

2626

Cell 502-***-****

Union, KY 41091

SUMMARY

Industry veteran who possesses proven business skills with strengths in analyzing sales data and trends to implement a

targeted sales approach within an assigned territory. I have a proven track record of developing relationships, building

rapport with customers, and leveraging those relationships for results. A results oriented individual with strong

organizational and proven leadership skills.

PROFESSIONAL EXPERIENCE

XANODYNE PHARMACEUTICALS, Newport, KY January 2006 to Present

Product Manager June 2008 to Present

As Product Manager for Oramorph SR (sustained release oral morphine tablet for chronic, moderate to severe pain),

responsible for the branding, developing the marketing strategy and the message. Highly interfaced with Medical Affairs,

Regulatory, Legal, Sales Operations, Manufacturing, Finance, and Sales in the development and implementation of sales

materials and strategies. Currently manage the medical conference exhibit booth, clinical reprints, promotional slide decks

and peer to peer initiatives for Zipsor (Diclofenac potassium liquid filled capsules for mild to moderate acute pain)

supporting the efforts of the sales force.

Account Manager February 2007 to June 2008

Successfully drove the business with wholesalers, national and regional pharmacy chains, managed health care plans and

state boards of pharmacy in 12 Mid-Western states. During this role I was selected to train field sales specialist on pain

management and the opioids market. Target, Sears/Kmart, Medicine Shoppe, Meijer, Giant Eagle, Hy-Vee and H.D. Smith,

Summa Care and Walgreens Health Initiatives are just a few of the accounts that I was responsible for. I was promoted to

a Product Manager position in Marketing.

Senior Sales Specialist January 2006 to February 2007

Successfully grew sales of Oramorph SR by leveraging customer relationships throughout a 3 state

area in the Midwest. I was promoted to an Account Manager position in National Accounts and Trade Relations.

PURDUE PHARMA, L.P., Louisville, KY June 1993 – August 2005

Medical Marketing Representative

• Assumed leadership of an underperforming territory. Evaluated territory performance, implemented a sales plan, and

rebuilt relationships resulting in 100% increase in sales within 12 months. Earned the “Comeback Representative of the

Year” (2000) award for this effort.

• Grew sales of Palladone, OxyContin, Spectracef and Senokot in hospitals, office-based clinicians and retail

pharmacies.

• Successfully launched 5 product lines with Purdue including Palladone, Spectracef, OxyContin, DHC Plus and MS

Contin 200mg.

• Successfully built and leveraged relationships within hospitals to gain formulary approvals and on-site stocking of 5

different products in multiple hospitals and healthcare institutions.

• Developed and presented seminars on abuse and diversion of controlled substances in multiple institutions.

• Twice designated “Respiratory Disease Specialist” for region. Mentored and coached other representatives on disease

states and sales approaches. Presented at district, regional and national meetings and training classes.

• Selected as “District Field Trainer” in 2000 and 2001. Worked with and coached fellow representatives.

• One of 4 representatives selected nationally to develop and define a new long-term care position known as Health

Systems Specialist. Called on VA hospitals, nursing homes, closed provider pharmacies and hospices for 3 years.

Developed innovative approaches to increase product sales in these markets.

• Exceeded sales goals to finish with top 10 rankings in all four promoted products (MS Contin, Uniphyl, Senokot, and

DHC Plus) and earn #4 ranking nationally. As result achieved the “Regional Representative of the Year”, “District

Representative of the Year” and “Toppers Club” awards.

Page 1

2

CIBA PHARMACEUTICALS, Louisville, KY November 1990 – June 1993

Medical Representative

• Representative in the Louisville and Western Kentucky area promoting Voltaren, Lotensin and Estraderm to

Orthopedic Surgeons, Cardiologists, Rheumatologist, Obstetrics/Gynecology, Family Practice, Internal Medicine and

General Practice physicians.

• Awarded the “Circle of Excellence” in 1992 as the annual sales leader for the Cincinnati district.

• Won two “Circle of Merit” awards as the top representative in the Cincinnati district for the quarter.

UAD LABORATORIES, INC., Louisville, KY May 1989 – November 1990

• Increased sales over 130% to earn the “Achievement Award” as the top new sales representative in the Central

Region.

WARREN COUNTY SCHOOLS, Bowling Green, KY Prior to May l989

• Junior High School language arts and physical education teacher. Coached junior high school basketball and high

school cross-country teams.

• Coached multiple individual state champions in cross country and track. Also coached the state championship team in

1988.

• Named the KHSAA “Coach of the Year” for girls’ cross country in 1988.

EDUCATION

BS, Western Kentucky University, Bowling Green, KY

ADDITIONAL TRAINING

Managed Healthcare Training Class with The Brooks Group, 2007

Pain Management / Palliative Care Traineeship, University of Maryland School of Pharmacy, Baltimore, MD, 2004

Respiratory Specialist Training, West Chester, NY, 2002

Respiratory Specialist Training, American College of Allergy, Asthma and Immunology Meeting, Dallas, TX

Purdue Management Assessment Center, Stamford, CT

Rheumatology / Cardiology Preceptorship, Temple School of Medicine, Philadelphia, PA

Page 2

Contact this candidate