Sales Manager

Tim R. Shifman

**** ******** ***** **

Rockford, MI 49341

Mobile: 616-***-**** Email: *********@*****.***

Senior Sales & Marketing Executive

Strategic Market Planning / Competitive Market Positioning / New Product

Launch

Sales Training & Team Leadership / Talent Management / New Market

Development

Top-performing, high-impact sales executive with 20+ years of progressive

experience, complemented by significant business operations

accomplishments. Recognized for ability to build, guide, and sustain

successful sales teams. Expert in capturing market opportunities, managing

top sales regions, and increasing market share. Strong presentation,

negotiation, closing, and communication skills. Successfully cultivated

top-producing relationships with clients, customers, and business partners.

Passion for taking initiative and achieving ambitious goals. Immediate

value includes a proven . . .

Track Record of Success

> Developed business strategies to increase product awareness, market

share, and company profitability.

> Identified and capitalized on new growth opportunities through market

analysis, product knowledge expertise, and keen business instincts.

> Led and trained cross-functional teams that collaborated as a focused

unit to achieve aggressive business goals and drive the evolution of

concepts into achievable business strategies.

> Consistently achieved recognition -- recipient of 2009 Account

Management Outstanding Achievement Award; 2006 Inaugural Santarus

Leadership Award; 2003 Area Manager of the Year Award; 2002 Region

Culture Award; 2001 Region District Manager "Winning Attitude" Award;

2000 and 2001 Quarterly Leadership in Action Award.

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Professional Experience

Executive Management

Santarus, Inc. . Grand Rapids, Michigan . 2004 to Present

Challenge: To accelerate sales of brand name drugs in a market dominated

by generic competition

Recruited as manager for this start-up specialty biopharmaceutical company

focused on acquiring, developing and commercializing proprietary products

that address the needs of patients treated by gastroenterologists,

endocrinologists and other physicians, generating $172M within first six

years of operation.

Regional Account Manager (2008 to present)

Promoted to RAM responsible for sales, business development, channel

development, and customer management / retention throughout Michigan, Ohio,

and Indiana territory.

. Determined feasibility and potential profitability of

contracting with MCOs / PBMs.

. Spearheaded and implemented pull-through strategies for

contracted and non-contracted business opportunities.

Achieved #1 Glumetza percentage IC attainment in nation in 2009, out of 14

account managers.

. Teamed with RSD / DSMs and developed selling strategies to maximize non-

contracted, highly profitable business.

District Sales Manager (2004 to 2008)

Recruited, hired, and developed a sales team of nine experienced,

accomplished sales professionals. Built and maintained a winning culture

within a start-up organization, and delivered record-breaking sales

results.

. Achieved 'Standing Ovation' performance review designation in 2004, 2005,

and 2006.

. Managed four 'Presidents' Club' achievers, promoted one Senior Sales

Specialist, developed two Certified Field Trainers, and mentored new

district managers.

. Successfully managed district and led Midwest Region to #1 in goal

attainment for 2005, and #2 in attainment for 2006.

. Led the nation, out of 30 districts, with zero negative

turnovers throughout 2006-2007.

. Represented Midwest Region as Sales Training Leader, created and

delivered content for training initiatives.

Tim R. Shifman Page 2

Sales Management

Aventis Pharmaceuticals . Grand Rapids, Michigan . 1997 - 2004

Challenge: Ramp up quickly and create a cohesive team, drive profitable

growth

Progressed rapidly to increased level of responsibility for providing

strategic direction, sales management, and relationship management for this

$17B global healthcare company engaged in the research, development,

manufacture and marketing of healthcare products.

Area Manager (1998 to 2004)

Successfully scaled up a primary care sales team by hiring a team of nine

sales associates within six months without compromising quality and

preparedness.

. Exceeded 100% of sales goal as manager.

. Achieved region-leading Actonel market share during product launch year.

. Ranked #1 nationally, out of 46 districts, in performance index for 2003.

. Served as Ketek regional master trainer, mentored new area managers.

. Participated in Allegra sales advisory panel and experienced manager

program.

Professional Sales Associate (1997 to 1998)

Accountable for driving sales in struggling Indiana territory, quickly and

significantly increased sales of both Allegra and Cardizem CD.

. Advanced Allegra share from district ranking of 10, out of 11, to #2 in

less than two years.

. Promoted to Certified Field Trainer within first six months of hire,

successfully training new sales associates.

. Led district in sales, increasing prescription volume 300% within nine

months.

. Transformed non-prescribing top-tier specialist to leading advocate and

national speaker endorsing Allegra.

. Nominated to participate in Career Development Center for emerging

leaders.

. Earned promotion to Area Manager in December, 1998 and relocated to

Michigan.

Retail Management

Globe Business Resources / Globe Furniture Rentals . Cincinnati, Ohio .

1991 to 1996

Challenge: To identify and rectify critical factors impacting

profitability, employee turnover, and client retention

Recruited to increase sales revenue for this publicly-traded, Midwest

furniture company, specializing in office furniture and residential

furnishing for corporate relocations.

Store Manager (1994 to 1996)

Hand-selected to manage 22 employees, including a staff of eight

salespersons for showroom and warehouse/ distribution center in

Indianapolis.

. Increased profitability and decreased turnover, exceeding sales and

profitability goals by 15%.

. Earned 1995 Midwest Store of the Year Award

Account Manager (1991 to 1994)

Managed sales and marketing initiatives, business development, and account

relationships. Sold short- and long-term furniture leases for Cincinnati

location / market.

. Awarded key accounts including Chiquita Brands and Cincinnati Bell

Information Systems

. Won multiple sales contests for outstanding achievement.

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Education

Bachelor of Science

Indiana University . Bloomington, Indiana

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