Sales Manager

Sterling C. Jones, MBA, CMR

**** ******* **** *** **** 314-***-**** Hm (636) 498-

0030

St. Charles, MO 63303 email:

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

SUMMARY:

. Sales Executive excelling in leadership, business development,

marketing, product launches, and key account management. Seizes market

development and growth opportunities for competitive product

positioning and market share advantage.

. Diverse marketing experience including: diagnostic imaging,

cardiology, hematology/oncology, infectious disease, surgery,

depression, vaccines, and gastrointestinal

. Excellent presentation and persuasion skills, demonstrated leadership

with a sales team, and skilled in developing long-term relationships

with customers built on trust.

. Captured a 32% market share in the 1st half of 2009 in a new sales

region with essentially no market share for previous two years; ended

the year with 34.4% market share.

. Generated $1.2M in product sales for biopharmaceutical oncology

division, surpassing goals at 112% and placing 16th out of 85

representatives nationwide for 2008, finished 2009 at 120%

. Achieved 100% formulary acceptance within 18 months for three product

launches with favorable clinical pathway positioning in most accounts.

. Managed 19 direct reports, coached and mentored staff resulting in at

least two promoted professionals for four consecutive years.

. Certified as Medical Representative meeting stringent qualification

criteria.

. Selected & completed the Emerging Leaders Program

KNOWLEDGE/STRENGTHS:

Team Building & Leadership Strategic Business Planning

Customer-Focused Consultative Selling Prospecting & Business

Development

Account Relationship Management Budget Management

Expansion/turnaround strategies

Product Launch Expertise

PROFESSIONAL EXPERIENCE

Impex Technologies, Columbia, MO 2009 to present

Director, Business Development

Work with C-level executives to develop business and marketing strategies.

Perform client presentations articulating the value proposition of product,

solution, and service offerings. Identify and qualify leads through market

research, networking, customer inquiries, and referrals. Coordinate efforts

to improve the customer experience at the point of sale.

. Act as the lead sales executive managing a team of sales professionals

promoting Impex's service & products.

. Use industry and market analysis to identify opportunities and target

areas. Help develop market entry growth strategy.

. Develop annual sales business plan including distribution strategy,

key customers, competitive strategy, business measures for high

customer satisfaction, and sales performance goals.

. Develop account penetration plan for target accounts and assist RFP

response teams.

. Analyze and recommend deal structure, pricing models and teaming

arrangements for proposals.

. Negotiate, review and execute contracts, ensuring consistency in key

terms across deals where appropriate.

WYETH, Collegeville, PA 2002 - 2009

Oncology Account Manager (PROMOTED) 2006 - 2009(~3 years)

. Responsible for developing overall strategy to include establishing group

practice therapeutic protocols, account planning and tactical

implementation; to advance the business and pull through marketing

initiatives long and short term.

. Works cross functionally between departments on defining and implementing

strategy and key initiatives.

. Built key business relationships in clinics & medical groups with medical

personnel and key influencers (CFO, reimbursement, department directors,

PharmD) Successfully provided value to the customer and exceeded goals

. Performance distinguished among top 20% in national sales force.

. Over 100% goal attainment for Torisel in 2007 & 2008; Over 120% 3rd

quarter of 2009 - trending in the top 10%

. Ranked #16 of 85 in Nation for overall Torisel

Sales 4th Quarter 2008.

. Created and implemented strategic business plans that result in volume

sales growth for products.

. Proficient understanding of physician office billing and reimbursement,

addressing issues and providing support as needed.

Hospital Account Manager 2002 - 2006(~5 years)

Therapeutic classes sold: Infectious Disease, Cardiovascular, and

Gastrointestinal.

. Exceeded sales goals at key academic, community, and government hospitals

in territory.

. Utilized contract negotiation to maintain and grow market share

. Expanded sales by developing relationships with formulary committee and

pharmacy director gaining significant formulary approvals for new product

launches.

. Performance distinguished among top 10% in national sales force.

. Achieved 139.4% of Tygacil Goal for January - September 2006.

. Area Field Trainer in 2006.

. Increased Zosyn Market Share from 7.59% in 2003 to 25.84% in December

2005.

. Most Improved Area Account Manager, STARS Award 2004 - National Rank

(January - December 2004) 19 / 123.

BRISTOL MYERS SQUIBB PHARMACEUTICALS, New York, NY 1999 - 2002

(formerly DuPont Pharmaceuticals)

Cardiovascular Hospital Sales Specialist (PROMOTED)

. Cardiovascular Hospital Sales Specialist, Rookie of the Year 2000 - 2001.

. Ranked #2 of 24 in Western Region of Specialists with less than 18 months

in position

. Exceeded sales goals and MBO's (management by objectives)

. Marketed cardiovascular diagnostic imaging agent Cardiolite (sestamibi)

to cardiologists, radiologists, nuclear technologists, and pharmacists.

. Established and supported anticoagulation clinics throughout targeted

accounts.

Neurology Sales Representative 1999-2000

. Neurology Sales President's Award - 2000.

. Ranked #1 of 54 in Western Region.

. CNS Franchise - Business Team Award - 1999

. Promoted central nervous system products to neurologists throughout

Missouri and Kansas.

. Collaborated with Parkinson's Disease Support Groups in Missouri and

Kansas

CITY OF ST. LOUIS PUBLIC HEALTH DEPARTMENT, St. Louis, MO 1994 - 1998

Program Manager

. Managed 19 employees, implemented community sanitation, vector control,

efforts for the St. Louis City Health Department. Served as program's

media liaison.

. Assisted the Environmental Health Services Director in ensuring

compliance with state and city regulations.

. Analyzed programs and recommended system revisions or other necessary

policy or procedural changes.

. Performed epidemiological studies to determine origin of suspected

communicable disease or outbreak vectors of public health importance

EDUCATION:

MBA, Fontbonne University, St. Louis, MO

BA, Biological Sciences, University of Missouri - Columbia, Columbia, MO

Completed over 100 Training Courses, certification Exams, and Advanced

Sales Classes

Contact this candidate