Sales Marketing

E n o c h S t r o l l o

**** ********** **. ********, **. 32750 Phone- 407-***-**** -

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

www.linkedin.com/in/estrollo

A senior executive with exceptional business development experience.

Recognized as an industry expert in the area of direct sales, contract

sales (to include all sized Managed care and pharmaceutical companies) and

marketing. Extensive experience in management, operations and

business/service development.

Skills / Overview:

Pharmaceuticals and Biotech - Sales Management - Market Share - P&L -

Pharma contracting (Trade Relations) - Payer Contracting - Business

Development - Sales Training - Marketing - Branding - Consulting - Pre-

Launch Strategies - Team Building - Presentations - Webinars - Trade Events

HISTORY

BIOPLUS SPECIALTY PHARMACY SERVICES 2001-

2010

Vice President of Sales and Marketing

. As a start up, grew the sales team to 25 inside and 5 outside.

. Took BioPlus from start up to $100 Million in revenue in 7 years

. Created standards and policies for interviews, hiring and training that

led to a 60/40 sales team compared to sales industry standard 80/20.

. Negotiated and signed contracts with Pharmaceutical companies for

adherence, marketing and other related services leading to 20% increases

in revenue.

. Built the network of Payer contracts including preferred agreements with

Humana and MaineCare.

. Created and maintained web site www.bioplusrx.com, which increased

traffic 10-30% monthly.

. Branded BioPlus leading to national RFP recognition from pharmaceutical

companies, managed care organizations, PBM's and employer groups.

. Physician practice specialist in Gastroenterology, Neurology,

Nephrology, Oncology, Infectious Disease, Internal Medicine,

Rheumatology and Dermatology

. Innovated marketing plans with Pharmaceutical companies to co-promote

which increased gross profits on specific items 25-50%.

. Participated in pharmaceutical advisory boards and assisted in pre-

launch strategies.

. Created the RXAssist program(s) and grew our partnerships and helped

differentiate our company thus increasing our incoming sales

opportunities by 40%.

. Acted as patient financial coordinator to assist patients in financial

need thus keeping BioPlus aligned with prescriber offices to ensure

complete prescription pull through and longevity.

. Managed the profit lines on all products to ensure margins of 15-18% in

a 2-5% industry.

. Created and managed numerous multi-media outlets including Twitter,

Facebook and LinkedIn updating on company and industry information with

the goal of direct to consumer market strength.

. Performed several Webinars on managed care trends.

. Developed all marketing programs including monthly mass marketing which

showed 10% increases in new referrals

PRIORITY HEALTHCARE

1997- 2001

Account Executive

. Overachieved expected call minimums by 100%

. Sold services of Priority Healthcare at national trade shows selling to

physicians and nurses from across the country.

. Set appointments with physicians and mid-levels to present services and

evaluate patient and office needs

. Increased sales territory to $19 million dollars in 3 years.

. Secured customers physician offices from NYU, Columbia University and

large independent practices.

. Responsible for having Priority Healthcare named preferred pharmacy for

a 25 physician clinical trial based in Columbia University.

. March of 2001 - set company record for prescription sales.

. Created personalized marketing programs based on specific interests of

regions, states and offices.

. Detailed prescribers and mid-levels on new medicines

EDUCATION

Clonlara High School - Ann Arbor, MI

Belford University - BA Business Administration

1. Sales Seminar - Fred Pryor Seminars - 2000.

2. How to Supervise People - Fred Pryor Seminars - 2001.

3. Conflict Resolution - Fred Pryor Seminars - 2001.

4. Financial Statement Analysis - SkillPath seminars - 2006.

5. Powerful PowerPoint Presentations - Compumaster course - 2006.

6. Excellent Excel Spreadsheets - Compumaster course - 2007

AWARDS

7. MarCom Creative Awards - Gold winner for Excellence in marketing and

communication

8. Hermes Creative Awards - Gold Winner Excellence in marketing

9. Health Awards - Bronze winner - web site design and health services

10. Presidents Circle - 1999, 2000, 2001 Priority HealthCare

11. Sales Rookie of the Year - 1998 IVOne / Priority Healthcare

ORGANIZATIONS

- N.A.S.P. - National Association of Sales Professionals

- Association of Oncology Social Work

- Case Management Society of America

- AMCP - Academy of Managed Care Pharmacy

- ONS - Oncology Nursing Society

REFERENCES

Karen Daugherty, NP, Chapel Hill GI

Ron Hamm, EVP Sales and Marketing Three Rivers Pharmaceuticals

Becki Carroll, Trade Relations, Intermune

Gregg Taboh, Custom meds, VP

Linda Quinn, Business Coordinator, Benmark

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