Sales Manager

SALES PROFESSIONAL

Highly accomplished, dynamic Sales Professional with proven record of

leading strategic planning efforts, driving ROI and sales results, and

advancing organizational goals in pharmaceutical industry. Able to identify

and take advantage of emerging market trends, develop business growth

opportunities, and manage multiple projects with competing priorities and

deadlines. Consistently rated exceeds expectations in year-end performance

reviews.

CORE COMPETENCIES

Competitive and Market Analysis Business Development

Relationship Building Customer Training and Education

Requirements Gathering Consultative Selling

Customer Retention Sales Forecasting

Marketing and Advertising Programs Process Improvements

EXPERIENCE

WYETH PHARMACEUTICALS

Wyeth is one of the world's largest research-driven pharmaceutical

companies.

Long-Term Care / Market Strategic Assessment Project Lead (2009), 129%

sales increase

Institutional Account Manager, Long-Term Care Specialist (2008-2009),

ranked 8 of 49

Lead Market Strategic Assessment Project for Relistor, an injectable

biologic, overseeing advertising / marketing efforts and consumer programs.

Calls on key accounts and physicians to sell Relistor across select

markets; focusing on long-term care facilities, hospice, geriatrics,

internal medicine, nurses, and pharmacy providers. Educates physicians,

nurses, and medical assistants in forming new regimens for long-term care.

Represents company and promotes Relistor at conferences. Develops advocates

for product.

. Served on team that launched new division to sell Relistor and related

products.

. Conducted market research on emerging pharmaceutical markets to

determine strategy for targeting physician specialties and trade

associations.

Hospital Account Manager, Women's Health Care (2001-2008)

Sold women's health products (Premarin, Prempro, and Lybrel) to residents

and key faculty in the OB/GYN, Endocrinology, Internal Medicine, and Family

Practice specialties. Collaborated with fellow area account managers and

representatives to ensure maximum sales results. Mentored sales

representatives by coaching in sales and presentation skills. Represented

company at conferences and assisted in Resident Reporter program.

. Contributed to increased sales by serving on 2007 Contraceptive Field

Advisory Board and developing promotional product materials.

. Achieved a goal attainment high of 108% for promoted products in 2006.

. Received multiple awards for sales performance, including Above and

Beyond Certificate of Accomplishment (2007) with 96-108% goal

attainment, President's Leadership Award for Top 5% in Sales (2002),

and President's Achievement for Top 10% in Sales (2001).

. Developed advocates at leading teaching institutions to include

Stanford University, University of California at San Francisco,

University of California at Davis - Kaiser, and University Medical

Center - Las Vegas.

. Obtained formulary status of products at Stanford University, Santa

Clara Valley Medical Center, and University Medical Center - Las

Vegas.

Additional assignments:

. District Coordinator - Portland, Oregon Market (2002): Served as

Acting District Manager. Worked with office-based representatives to

improve selling skills, evaluated performance in the field, and

established action plans for high-prescribing physicians by analyzing

and interpreting sales data.

. Area Account Manager / Field Trainer (2001-2003): Provided training

and coaching to develop and motivate area account managers in

achieving goals / objectives in hospital setting.

Area Account Manager, Kaiser and Managed Care Accounts (1998-2001)

Sold Wyeth's entire portfolio of products that include Premarin/Prempro

(osteoporosis), Enbrel (rheumatoid arthritis), Effexor XR (antidepressant),

Zosyn (antibiotic), Cordarone IV (anti-arrhythmic). Interacted with OB/GYN,

Internal Medicine, Family Practice, Surgical, Rheumatology, Infectious

Disease, Psychiatry, and Cardiology specialists at Kaiser to drive sales

and business development. Created business plans outlining strategies and

actions to maximize ROI.

. Spearheaded first successful Women's Health Symposium for Kaiser

Northern California utilizing Wyeth advocates. Contacted and secured

nationally renowned speakers.

. Placed Wyeth products on preferred drug lists and created educational

pamphlets by cultivating partnerships with managed care accounts.

. Worked with representatives on pull-through programs for Wyeth

products. Held regular meetings and dinner programs to increase

physician awareness of products.

CAREER NOTES: Prior experience as Territory Manager / Sales Representative.

EDUCATION AND TRAINING

STATE UNIVERSITY OF NEW YORK, ALBANY, NEW YORK

Bachelor of Science, Chemistry

Certified Medical Representatives (CMR) INSTITUTE

Long Term Care . Disease Management . Principles of Pharmaceutical

Management

Managing Business Communication . Managing People

Human Body Pathology & Treatment . Introduction to Pharmacology

Professional development:

Presenting & Coaching for Results . Building Competitive Immunity .

Negotiations

Influence . 7 Habits of Highly Effective People

Contact this candidate