Michael W. McMeley

**** **** ******** abk566@r.postjobfree.com C: 417-***-****

Springfield, Mo. 65807 H: 417-***-****

HOSPITAL, BIOTECHNOLOGY / PHARMACEUTICAL, NATIONAL ACCOUNT

SALES

Experienced and successful account management and sales professional with a record of stellar

performance in exceeding sales goals, cultivating solid customer relationships and developing high

performing hospital accounts. Proven problem-solving orientation with the ability to assess marketplace

dynamics, leverage clinical knowledge, influence customer decisions, and ability to capitalize on business

opportunities in order to deliver exceptional results. Successfully launched 10 new drugs into the market.

Achieves consistent results in the hospital and surgical environment through evidenced-based medicine

selling, development of high-level customer relationships, exceptional organizational skills, effective

targeting, and the development and implementation of effective strategic initiatives.

PROFESSIONAL EXPERIENCE

STANLEY BLACK & DECKER, New Britain, Ct

2009 - Present

National Business Development Manager, Mass-Merchant Channel, Springfield, Mo

Responsible for selling Stanley Black & Decker products and promotional programs through the

headquarters of Wal-Mart, Target, Sears, K-Mart and Meijer. Key responsibilities include developing all

aspects of account-specific programs including; financial analysis, feasibility studies, full analytical

program profiles, forecasting, product program sell-through and follow up analysis.

• Within first quarter in position, developed relationships with key account buyers and laid the

groundwork for account growth in 2010

• Resolved longstanding product fulfillment issues with Wal-Mart, saving $160,000 in current

business

• Initiated 4 Sears line reviews which will result in an additional $300,000 in annual sales

• By 2nd quarter 2010, increased Wal-Mart product distribution and total sales by $250,000

SEPRACOR PHARMACEUTICALS, INC., Marlborough, Ma

2004 - 2009

Respiratory Therapeutics Specialist, Springfield, Mo

Demonstrated understanding of market dynamics by driving sales of new Schedule III sedative hypnotic,

Lunesta (eszopiclone), by ranking in top 20%. Leveraged relationships and knowledge of the hospital

selling environment by securing Xopenex on critical care pathways and established as “standard of care”

for the largest health care system in Springfield. Accepted additional responsibilities in CNS sales force

by calling on and driving sales of Lunesta in the neurology market.

“Mike has demonstrated the ability not only to build strong relationships but additionally leverage

them to achieve results” – Area Business Manager, 2006

Awards: (12 total) Sales Performance Reach Award – Exceptional territory sales performance

Awards: (2 total) Sepracor Team Leadership Award

Michael W. McMeley

Page 2

Aventis Pharmaceuticals, Bridgewater, NJ 1991

- 2004

Hospital Sales Specialist, Advanced Therapeutics and Oncology Division, Springfield, Mo. (1994-

2004)

Promoted to the new hospital sales division for demonstrated sales performance. Successfully launched

new injectable biologic, Lovenox (enoxaparin) for the prevention of deep vein thrombosis. Within the

first year of launch, developed and penetrated the orthopaedic surgical market that eventually led to two

of my hospital accounts being ranked nationally as Top 10 performing hospitals. Successfully launched

four additional indications for cardiology, general surgery, orthopaedics, and treatment of DVT and

solidified as standard of care. Additionally, launched Rilutek (riluzole) for ALS/Lou Gehrig’s disease and

Zagam (sparfloxacin) oral antibiotic and ranked in the Top 10%.

“Mike successfully took an underperforming territory and turned it around to produce steady sales”

- Area Business Manager, 1995 Annual Performance Review

• Award: Sales performance, 2001 Aventis Presidential Ring Club

• Award: Sales Performance, 2000 Aventis Presidential Ring Club

• Award: Sales Performance Award 1996, rank 3/110 for overall territory sales performance, 168%

quota attainment

• Built two hospital accounts into National Top 10 performing hospitals

• Developed a pharmacist DVT certification program for utilization by the St. Louis area

• Grew and maintained a 99% market share with key promoted injectable product

Respiratory Sales Specialist, Springfield, Mo 1991

– 1994

Generated increased market share with respiratory portfolio, Azmacort (triamcinolone acetonide), Slo-Bid

(theophylline). Successfully launched three new products; Nasacort (triamcinolone acetonide), Dilacor

XR (diltiazem), and Tilade (nedocromil sodium). Significantly increased product acceptance through the

physician specialists.

• Led the Kansas City Area in sales which resulted in a promotion into the hospital division

• Led the Kansas City Area in sales of newly launched mast cell stabilizer, Tilade (nedocromil

sodium)

• Exceeded expectations in the areas of total sales, daily call averages, call frequency, team

leadership, and administrative responsibilities.

EDUCATION:

B.S., Animal Science. Pre-Vet, General Business, Truman State University, Kirksville, Mo

INDUSTRY ENDORSEMENTS

“While representing his company and products very well, Mr. McMeley has also demonstrated to my managers

and me that he is a man of integrity. He has fostered a long-term successful partnership with my organization

through his honesty, his hard work and responsiveness to issues, and his personal commitment to St. Johns as

his customer. I enjoy working with Mr. McMeley and have the highest personal and professional respect for

him.” ~ CW Powell, R.ph, M.S., Director of Pharmacy, St. Johns Hospital, Springfield, Mo.

“I can honestly say that Mike is one of the best sales associates I have encountered. He was not only extremely

knowledgeable about his product, but also knew his competitors’ products as well. Whenever he made a claim

about his product, he was able to back it up with good data” ~ Robert C. Lavender, M.D., Professor of

Medicine, University of Arkansas for Medical Sciences

“Mike is always professional, a good listener, courteous of a physician’s time and is more than up to date on the

medications he represents. My recommendation is without reservation or hesitation and could not be stronger”

~ John L. Putnam, M.D., Orthopaedic Surgeon

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