Sales Manager
Resume:
JOHN DALTON
*** ****** ****, ******, ** 07430 ******@*****.***
DIRECTOR OF SALES
Business Development / Program Management / Product Launches / Staffing / Training / Marketing
Revenue Growth / B2B / Key Accounts / Team Leadership / Budgeting / CRM / Performance Management
I have proven success in revenue growth, planning, staff development, sales support and in-field training. Providing
leadership and performance management, I directed sales teams in highly technical and competitive blue chip pharma
markets, exceeding quotas year over year. I am experienced in new product marketing and have a track r ecord of
delivering record setting top line results. I managed sales budgets to $110M and staffs to 28. My key skills include:
Capturing new accounts and building on existing relationships
Reorganizing sales organizations after mergers and acquisitions
Developing accurate sales forecasts and effective sales presentations
Recruiting, mentoring and retaining high-performance sales teams
Directing business development and marketing initiatives to increase revenues
SELECTED ACCOMPLISHMENTS
Successfully launched specialty sales team in NYC. Pfizer had huge investment in Lipitor drug launch and wanted
targeting to high volume prescribers. Developed plan to focus on major NYC teaching institu tions and affiliated influential
MDs. Developed call cycle frequency and targeting plans with reps. Created m ost successful launch to date of any drug
and quickly took over Statin market share. Drove region to #1 in USA for market share and sales dollars.
Took District to #1 in Mid-Atlantic Region. Inherited new sales team with members from four different Pfizer divisions
and learned district had never finished we ll on revenue metrics, sitting at #20. Decided to develop new winning attitude.
Set clear district performance expectations. Created vision of what success looks like . Developed call cycles and ensured
proper targeting. Led turnaround that took only six months.
Increased market share for underperforming product 50%. Heavy competition in ED market showed Pfizer share was
eroding. Analyzed root cause as Urologists as only existing market. Looked at Revatio product, which is Viagra but
indicated for pulmonary hypertension. Trained district on Revatio, building off Viagra success. Achieved unique approach
that had not been tried before at Pfizer.
Doubled share using co-op marketing approach. Spiriva market share was flat with pulmonologists. Directed
resources to grow selected primary care physicians to increase quota. Met with Boehringer-Ingelheim district managers
that were overlapping Pfizer district. Got buy-in from Boehringer-Ingelheim DM's to target same selected top 25 primary
care targets. Increased Spiriva from 16% to 31% in 12 months.
Increased sales vs. competition through more effective training . Analysis of sales data showed increased trend of
generics taking m arket share. Determined no generic substitute for Detrol-LA. Conducted case-studies with pharmacists,
finding customers invariably say yes to generic version. Initiated dispense-as-written campaign. Trained sales on process
and reversed generic gains by 20%.
Additional Accomplishments by position and company:
Specialty District Manager, Warner-Lambert/Parke-Davis. Build new anti-infective sales team for the NY Metro area to
launch a new antibiotic. I was selected for this by my director. I was given the authority to hand pick sales reps from other
sales teams as well as new hires. Conducted the sales training for Omnicef for the new sales force. Developed a targeting
strategy and implemented the sales plan with metrics as follow up. . My sales team finished 1st in the USA for the first 2
years after the launch.
Sr. District Manager, Pfizer Inc. Had opportunity to increase Viagra Rx volume in Medicaid market. Opened formulary
with no restrictions. Implemented Medicaid blitz. Targeted Medicaid prescribers with >20% Medicaid business. Develop ed
consistent sales messaging to pull through Viagra. Increased Medicaid Total Rx volume 60%.
Sr. District Manager, Pfizer Inc. Took initiative to increase Detrol-LA and Chantix new Rx market share for OB/GYN
market. Selected eight OB/GYN groups of >2 physicians not on the reps reg ular targeted call cycles for six months. 50%
of the eight OB/GYN groups showed increased Detrol-LA and Chantix NRx's by 10%.
JOHN DALTON PAGE 2
225 Mahwah Road, Mahwah, NJ 07430 ******@*****.***
SELECTED ACCOMPLISHMENTS – CONT.
Sr. District Manager, Pfizer Inc. Faced with up to 50% of my team out, including my 2 specialty reps who call on
urologists and pulmonologists and major hospitals due to short term leave and frozen open position due to p romotion.
Pulled team together and presented them with our situation and to develop an action plan to ma intain our business for
2008. District finished off #2/10 for the first semester and #5/10 for the second semester of 2008. Frequency reports
showed that we maintained a 98-100% reach on our most profitable targets.
District Manager, Pfizer Inc. Managed change during two merger/acquisitions (Pfizer/Warner-Lambert and
Pfizer/Upjohn) and three Pfizer sales force downsizings. Led change management training. Conducted on boarding and
welcome meetings. Mentored new members. Increased frequency of inform al district meetings. Reassured reps
confidence and developed new team focus.
Sr. District Manager, Pfizer Inc. VA hospital accounts and offsite clinics were not prescribing new drug Chantix even
though it was on the national VA formulary. Every rep visit was status quo, gaining no progress and a run around.
Objective was to increase sales from $0 dollars. Regional management meeting was held with all supporti ng cross
functional groups involved with the VA account. Accepted task of NJ VA liaison to re-launch Chantix in the NJ VA's.
Expanded internal VA contacts. Had VA computer ordering system changed to display Chantix. Re-educated primary care
physicians to order the drug without approval from pulmonary
CAREER HISTORY
Senior Sales Manager, Pfizer Inc. Promoted in 2007 to focus on sales training, coaching and career development. Key
opinion marketing leader. Managed vendors on HQ initiatives. Ensured strategic alignment for co-promotion sales teams.
District Sales Manager, Pfizer Inc, 2000-2007. Exceeded quotas on sales ranging from $15M to $100M. Managed sales
activities in major teaching institutions in New York City and New Jersey. Managed team of 12 and budgets to $750K.
Specialty District Sales Manager, Warner-Lambert/Parke-Davis, 1997-2000. Established new anti-infective sales team
for New York Metro area. Managed cardiovascular sales. Provided sales training and coached reps.
Sr. Professional Sales Rep, W arner-Lambert/Parke-Davis, 1994-1996. Drove sales to neurologists, cardiologists and
primary care markets, as well as community hospitals.
Cardiovascular Specialty Rep, Warner-Lambert/Parke-Davis, 1989-1993. Directed sales, made presentations to
cardiologists in private practice and hospitals.
Sales & Operations Manager, AW Electro-Optical Inc., 1983-1989. Managed six reps for tri-state area. Evaluated new
product lines. Led trade shows. Drove sales and managed major accounts at IBM, ATT and Bell Labs. Ensured office
operations ran smoothly, including billing and shipping.
Clinical Laboratory Manager, St. Luke's-Roosevelt Hospital, 1980-1983. Managed 28 laboratory technologists. Ensured
Quality Control, Reagent inventory. Purchased capital equipment. Trained new hires and students.
EDUCATION / CERTIFICATIONS
MBA, Pace University.
BS, Medical Sciences, Wagner College.
Member of the American Society of Clinical Pathology,
Board-certified in Medical Laboratory Technology.
PERSONAL INTERESTS
Leisure activities include music and travel.
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