Sales Manager

SCOTT PATTERSON

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

Matthews, NC 28104 919-***-****

http://www.linkedin.com/in/scottpattersonlinkedin

SUMMARY

Highly successful Hospital Pharmaceutical and Device Sales Professional.

Top sales achiever with 36 hospital wins - formulary wins, exclusive

product agreements, and contract wins.

PROFESSIONAL EXPERIENCE

SCHERING-PLOUGH, Charlotte, NC April 2005 - March 2010

Hospital Sales Specialist (January 2007 - March 2010)

Territory: Charlotte, NC to Greenville, SC

Disease States: Cardiovascular, Respiratory, Contraceptive device

sales

Accounts: IDN (Integrated Delivery Networks), mid-size, and large super-

system

hospital accounts

Departments: Cath-lab

Pharmacy

Pulmonology

Cardiology

Asthma

Outpatient

OB/GYN

Endocrinology

Respiratory

Internal Medicine / Family Medicine / OB/GYN - Residents &

Attendings

Selected achievements:

. #1 by a wide margin in division (of 12 reps in 6 states) with 18

Contract wins, 6 Formulary, and 10 Exclusive Product Agreements

(automatic substitutions).

. Continuously recognized for account successes, leadership, and

teamwork from national directors, national account managers,

marketing directors, division managers and peers.

. Initiated Albuterol substitute from Pro-Air to Proventil HFA for the

Carolina Care employee pharmacy (30,000 employees).

. Assisted national account manager with Avelox formulary win at

Carolina Medical Center (CMC).

. Developed and presented divisional power-point presentation and

workshop on how to obtain a formulary win, 1st qtr. POA, 2009; and

how to obtain an auto-sub, 3rd qtr. POA, 2009.

. Organized and facilitated eight, three hour, FDA regulated training

programs to certify Surgeons on Implanon surgical device.

. Hosted and presented product and cardiovascular disease power-point

training program for CMC internal residents off site.

. Hosted numerous off-site journal clubs with Greenville Memorial,

Spartanburg Regional (SRHS) and Carolinas Medical Center residents.

. Presented 30 minute power-point presentation on cardiovascular

disease and related products to 45-50 SRHS residents and faculty.

Senior Pharmaceutical Representative (April 2005 - January 2007)

Responsible for selling four products to urologists, pulmonologists, ENT,

cardiovascular, ER, internal medicine and primary care physicians as well

as hospital responsibility for Maria Parham, Granville Community, and

Person Memorial Hospitals.

Formulary wins -Avelox (Moxifloxacin):

. Granville Community Hospital, Oxford, NC.

. Person Memorial Hospital, Roxboro, NC.

Key achievements:

. Promoted to Hospital Specialist and relocated to Charlotte, NC, 2007.

. Appointed hospital responsibilities for Avelox I.V. / P.O. and Cipro

I.V. / P.O.

. Portfolio quota attainment 107.9%, 2006.

. Ranked #1 in Division, #1 in Region and top 7% in nation (37th out of

525 pharmaceutical representatives), 2005.

BAYER PHARMACEUTICALS, Raleigh, NC October 2001 -

January 2005

Schering-Plough Acquired Bayer in January 2005; Selected to join Schering-

Plough

Pharmaceutical Representative

Developed and implemented business plans, analyzed and interpreted

available market data, developed strong rapport with accounts and developed

strategies to increase revenue.

Key achievements:

. Took territory that was in last place in division to 1st place in just

over a year's time.

. # 1 sales team for Ciprofloxacin and Moxifloxacin, April-June, 2002.

. Avelox RTI Sprint Contest Winner for increasing total script growth of

Moxifloxacin for Zone, Dec., 2002.

. Participated in the launch of two products: Vardenafil and

Ciprofloxacin XR.

MAXIM GROUP (Aerotek), Raleigh, NC

September 1997 - September 2001

Account Sales Manager - Application Programming / Development (August 1999

- September 2001)

Made consultative, business-to-business (B2B) outside sales presentations

to senior level managers of small, medium, and large companies in the

Research Triangle Park (RTP). Also responsible for management of in-house,

I.T. office recruiters.

Key achievements:

. Grew territory from a weekly profit of $500 to $8,000 in the 1st year

(average $420,000)

. Top 10 sales in country, Maxim Group, 2000.

. Maintained highest profit margin in office, Maxim Group, 2000.

Sr. Technical Recruiter- Engineering, IT Networking (September 1997 -

August 1999)

Responsible for conducting interviews and negotiating all aspects of I.T.

contracts including salary, bonuses and benefits for RTP fortune 500

companies i.e. Nortel, IBM, Bayer, MCI, Ericsson.

EDUCATION

Western Carolina University, Cullowhee, NC 1993-1997

B.S. Business Administration in Sales / Marketing, 3.5 GPA in Major

Relevant Courses:

Personal Selling (SPIN Selling)

Organizational Behavior

Computer Information Systems

Marketing

Research Marketing Management

Consumer Behavior

Channels of Distribution

Business Communications

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