Sales Representative
Resume:
MELVIN TARVER, JR.
Oswego, IL 60543 ******.******@***.***
VP OF SALES
Biotech & Medical Devices
Top-performing senior management leader with experience in specialty
markets, sales training, primary care sales and managed care within highly-
competitive environments. Change agent with talent for collaborating with
executive level management on sales force expansions and new product
launches. Creative thinker with ability to see the "big picture" and foster
atmosphere for positive corporate culture. Innate ability to motivate and
empower high-performance sales teams in accomplishing corporate goals and
objectives. Highly skilled in negotiating key contracts and partnering to
build long-term relationships and generate bottom-line profitability.
Key Competencies include:
Strategic Selling and Pull-Through Supervision, Coaching and Development
Planning Market Penetration and Product
Relationship Building and Retention Positioning
Sales/Marketing Management Budgeting, Forecasting, and Reporting
New Product Launches and Continuous Process Improvements
Introductions Incentive Compensation Programs
Compliance and Regulatory Training Project and Resource Management
Sales Presentations and Contingency Competes with Assertiveness and
Planning Integrity
Highly Adaptive and Forward Thinking
Disease Management includes: Cardiovascular Disease, Neurology Oncology,
Respiratory Disease, Endocrinology, General Surgery, Pain Management,
Orthopedics, Infectious Disease, Hepatitis, HPV and Dermatology.
PROFESSIONAL EXPERIENCE
CV THERAPEUTICS, Inc., Palo Alto, CA (HQ) 2003 - 2009
SR Area/ Regional Business Director Chicago, IL
Direct, lead, and coach divisional managers throughout the country and
Midwest Region. Manage budgets of up to $400,000 annually. Develop business
plans for regional sales requirements to ensure revenues goals are met.
Initiate and orchestrate national, regional, and divisional sales meetings.
Create and manage incentive compensation and contest plans. Assumed role as
National Sales Director in 2008.
. Integral member of core commercial development team tasked with
creating sales infrastructure.
. Responsible for Commercial Development initiatives like in-licensing
and co-promotions.
. Recruited and hired all divisional sales managers nationally; hired 70
cardiovascular account specialists and institutional cardiovascular
account specialists for hospital launch throughout the US.
. Devised and integrated enhanced tactics for territory alignment,
physician targeting, product training, sales reporting, compensation,
and subsequently improved synergies with sales and marketing teams.
. Responsible for the pre-market brand strategy and market research for
Ranexa.
. Involved in the development of sales aids, promotional tools and
marketing projects with vendor agencies from concept to implementation.
. Received an exceeds expectations on last 2 performance evaluations.
. Highest region in the country with incentive compensation dollars
earned 2008.
. Ranked #1 in regional growth for Ranexa Nrx and Trx (2008); achieved
highest growth in nation (2007). Attained #2 in the country and
finished #1 with Ranexa unique prescribers (2006) - Ranexa Nrx and Trx.
. Developed and implemented hospital / institutional cardiovascular
account specialist competencies for recruiting / deployment along with
hospital formulary approval strategies for cardiovascular specialists.
. Strategically partnered with cardiovascular devices for better patient
outcomes in catheter labs.
hoffmann-la roche, Nutley, NJ (HQ) 2002 - 2003
Regional Business Manager, Chicago, IL
Directed sales and forecasting analysis functions in Midwest Region.
Supervised 10 District Managers and 110 Primary Care Representatives across
Michigan, Wisconsin, Illinois, Indiana, Kansas, Missouri, and Iowa.
Facilitated detailing workshop for PONV and re-launch of Kytril. Managed
specialty alternate market field force (OPAT) outpatient antibiotic therapy
(home infusion & long term care) for Rocephin. Initiated regional contract
strategies.
. Developed, approved, and implemented all regional contracts including
clients such as Hospital Systems, Integrated Delivery Networks, and
Group Purchase Organizations.
. Played key role in launch of Pegasys (injectable for hepatitis) and
Kytril's new indication, P.O.N.V in 5-HT3 Marketplace.
. Collaborated with the Diagnostic Team to increase diabetes awareness
and improve disease management.
. Responsible for directing Account Managers to impact payer information
with the top National Manage Care plans.
. Accountable for formulary status with Medicare and Medicaid.
SEARLE / PHARMACIA CORP, Chicago, IL Peapack, NJ and Los Angeles, CA
1994 - 2002
District Sales Manager/Associate Product Manager, Chicago, IL (1998 - 2002)
Oversaw implementation of sales strategies along with professional
education and sales training. Initiated customer focus projects and
incorporated culture of high performance and teamwork. Point DSM for
DCU/Tac-U meetings. Leveraged all corporate resources to capitalize on
business opportunities.
. Developed and implemented Marketing Strategies for Covera HS
. Served on the Marketing Advisory Counsel for the cardiovascular
franchise.
. Managed the development of marketing tools with measured R.O.I.
. Worked with Key Account Managers to develop sales aids, promotional
materials, and value added services targeted to drive sales growth in
Managed Markets.
. Promoted six sales representatives within four-year period to District
Manager and A&P Team Members.
. Successful in gaining managed care formulary status as preferred Cox II
with Caterpillar/Restat. Tasked with evaluating / restructuring managed
care and key account strategies throughout Illinois and Iowa.
. Played pivotal role in producing zero unwanted turnover rates in
historically high turnover district.
. Served as Field Management Advisor for new Pharmacia Sales Incentive
Program.
. Orchestrated and hosted two marketing counsel meetings with Top 40
specialists in Chicago.
. Winner of "Celebrex Pride Widen the Gap Contest" and "Sum It Up
Contest" (2000 and 2001).
. Instrumental in increasing COX II portfolio market share by 18% in
2002. Exceeded budget for Celebrex, Ambien, and Covera HS. Two-time
winner of Midwest Regional POA II Award.
. Finished as only district with positive spread out of 8 districts
(52/48) - Celebrex versus Vioxx. Inherited a district ranked 8/8 and
transformed ranking / status to top 2 to 4 districts annually within
nine months.
Fast-track promotion through a series of increasingly accountable positions
over four-year period as:
Regional Account Specialist / District Training Specialist / Consultant &
Medical Sales Rep /
Senior Medical Representative / Medical Sales Representative II
. Exceeded budget for Ambien and Covera-HS during 1998. Ranked in Top 5%
with Ambien percent-to-budget in region. Ranked in Top 5% with Covera-
HS percent-to-budget in country (#1 in first quarter).
. Achieved highest market share growth in district in 1998; Nrx share of
28% Daypro; Nrx share of 5.6% Covera-HS; Nrx share of 93.5% Ambien.
Four-time recipient of district TPP award: 104%, 91%, and 97%.
THE PURDUE FREDRICK COMPANY, Norwalk, CT (HQ) 1990 - 1994
Hospital Sales Representative, Los Angeles, CA
Contacted teaching institutions at County USC, L.A. Ortho, VA long Beach,
and Broadway Hospital to obtain formulary approvals and pull-through
status. Enrolled and monitored three physicians in HPV clinical trials.
. Ranked in Top 25 regionally in sales for all Rx products and attained
#4 in region for OTC Betadine promotions. Additionally secured top 25%
nationally in sales of cancer pain management products.
. Recognized as #1 in district for Trilistate retail stocking promotion;
#2 in district for OTC promotions; and top district performer with
retail pharmacy promotions.
. Gained formulary approval for 100mg M.S. Contin at four hospitals,
including: Good Samaritan Hospital, Huntington Memorial, California
Medical Centers, and Harbor UCLA.
Previously held roles as:
o Senior Territory Manager/ Hospital Sales Rep, beecham laboratories,
Bristol, TN
o Sales Representative, rjr nabisco, Torrance, ca
EDUCATION & TRAINING
Bachelor of Science - Business Administration
CALIFORNIA STATE UNIVERSITY AT LONG BEACH
Professional Development Courses:
Center for Creative Leadership - San Diego, CA (2008)
Quest Executive Coaching Program (2006 & 2007) ? Toastmasters Training
(2006)[pic]
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