Sales Manager

ALISA ARKENBERG-BUCCOLA

**** *. ***** ***** **** 949-***-****

Scottsdale, AZ 85266 abkebz@r.postjobfree.com

SUMMARY:

Results-oriented, innovative Regional Manager with a proven track record and over 12 years of diverse

pharmaceutical experience in sales and US managed markets. Successful management, hospital, quality, and

contracting experience in the therapeutic areas of allergy, anti-infective, CNS, cholesterol, GI, hepatitis, pain,

respiratory, and women’s health. Customer-focused and skilled at developing relationships and strategic

partnerships that have resulted in mutually beneficial outcomes for the corporation and the customer.

EMPLOYMENT:

Schering Plough/Merck March 2004 – present

Regional Marketing Strategist (Corporate Marketing)

• Serve as an internal (Sales Director, National Account Directors and Account Executives) and external

consultant (health plans, medical groups and coalitions) in the assessment, development and targeting of

appropriate marketing and sales strategies and implementation of service agreement contracts

• Working with the Nevada Health Care Coalition to develop and implement an obesity disease management

program including a value based benefit design around pharmaceuticals

• Developed marketing platform for Ryan/Rhedi initiative to educate physicians around long acting

contraception resulting in increase Implanon market share

• Created migraine toolbox for implementation in a workplace setting to decrease the rate of absenteeism

• Currently working with Planned Parenthood to deploy an HPV marketing initiative to reach women 19 -26 in

the college setting and educate the population around the importance of vaccination and follow up dosing

• Implementing a pharmaceutical adherence initiative with a large medical group in Nevada to increase

appropriate utilization of medication in the diabetic population

• Created quality initiative for cardiovascular disease and asthma for United Healthcare of Nevada that is being

implemented in July to increase appropriate utilization of medication and decrease emergency room visits

Senior Customer Marketing Manager (US Managed Markets 2006 - 2009)

2008 President’s Club Award, 2007 Excellence Award, 2007/2008/2009 Envision Award

• Cultivated and leveraged branded and non-branded resources and develop innovative marketing initiatives to

increase company relevance with managed care customers and field sales

• Created and implemented successful quality initiative with Sharp Community Medical Group resulting in a

14% increase in percentage of patients who achieved their LDL goal

• Collaborated with Greater Newport Physicians on the development of a cholesterol quality initiative that

resulted in a 22% increase in the percentage of patients who achieved their LDL goal

• Initiated unique asthma quality initiative with Med Impact resulting in a 15.8% increase in percentage of

patients utilizing appropriate asthma therapy

• Created initiative to increase the relevance of long term contraception in the family planning arena doubling

the sales of Implanon on a monthly basis six months post initiation

• Implemented a collaborative asthma quality initiative with Health Plan of San Joaquin and Stockton Unified

resulting in a 20% decrease in emergency room visits and a 12% decrease in absenteeism

• Developed a cultural competency platform to enhance partnerships and drive disease management awareness

with the overall goal of increasing the level of health care in diverse populations

• Developed regional platform for field managed care and pharmacy training

• Developed and initiated PacifiCare Asmanex pull-through project resulting in a 2.5% share increase

• Created and implemented Asmanex pull through initiative at Bristol Park Medical Group resulting in a 25%

prescription volume increase in the first month of implementation

• Successfully orchestrated Anthem Blue Cross Nasonex initiative resulting in $3.4 million of revenue

• Medical group team member for evaluation of company entrance into medical groups

• Saphris strategy targeting access and reimbursement team and quality team member

• Therapeutic areas of responsibility: respiratory, allergy, CNS, cardiovascular, hepatitis, contraception

ALISA ARKENBERG

Page 2

District Manager (Field Sales 2004-2006)

• Hired, trained, and developed 12 district sales representatives

• Increased call average to over 10 calls per day with 3 of 4 sales forces

• Successfully integrated with managed markets through increased communication and strategic account

planning

• Mentor to incoming managers (2005 and 2006)

• Selected as participant for CEO “Turnaround” meeting

• Selected to pilot “Managing for Effectiveness”

• Brand team member for Vytorin (2004) and Nasonex (2005) and incentives board (2004 and 2005)

• Selected by RD and VP for Clarinex tactical action team

• Customized territory organizational plans and regional guidelines to insure strategic call reach and frequency

• Implemented strategic plans to surpass sales goals on a consistent basis

• Therapeutic areas of responsibility: allergy, cholesterol and respiratory

Endo Pharmaceuticals November 2001 – March

2004

District Manager

Presidents Club for top sales (Lidoderm total prescriptions) in 2003

• Successfully launched primary product, Percocet 325, doubling sales YTD (2002/2003)

• Tripled sales of secondary product since take over of district in 2001, placing 2 nd in the Region for

• 2002 with an 80% increase in total prescriptions in 2003

• Created applicant guide and 90 day evaluation that was implemented nationally

• Created, rolled out, and implemented MRI sales aid for primary product

• Developed and implemented national action plan for Lidoderm and Percocet Hospital Unit Dose

• Worked with ZS International to optimize territories

• Key member of Percocet Advisory Board

• New manager mentor for all new manager hires since June of 2002

• Therapeutic area of responsibility: pain management

Janssen February 1998 – November 2001

Trainer/Hospital Specialist

District Presidents Trophy for top sales nationally of total portfolio (1999 and 2000)

• Established Risperdal Solution on formulary and implemented drug utilization review at major accounts

• Developed physician ROI tracking system to insure territory profitability

• Member of Topamax and Reminyl advisory board to support brand management

• Strategically partnered with Medical Science Liaison and Reimbursement Management to drive sales

• Planned and conducted district journal club and institutional representative meetings

• Successfully completed Johnson and Johnson management development

• Appointed District and Regional Trainer to hire and develop new sales representatives

• Placed Aciphex on KPC GERD algorithm to increase group product utilization

• Increased product index by 8% in 1998, 10% in 1999, 14% in 2000 and 17% in 2001

• Attained 2.5% market share with new product within five months of launch (Aciphex)

• Created counterpart and district business plans implemented nationally

• Therapeutic area of responsibility: GI, CNS

EDUCATION:

Bachelor of Science in Business Administration with an emphasis in Finance and Marketing (3.84 GPA).

University of Southern California (1994)

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