Sales Manager

Craig E. Bailey

***** **** ***** ***** ****** Chapel, Florida 33544 813-***-****

abmaje@r.postjobfree.com

SALES - SALES MANAGEMENT - ACCOUNT MANAGEMENT

Highly committed professional with a successful background in sales of oral

and injectable medications to multiple specialties (Gastroenterology,

Urology, Oncology, Orthopedic, Cardiology and Rheumatology) and direct

contracting with hospitals and managed care organizations. Recognized over

14 year career through multiple promotions of increasing responsibilities.

Proven ability to exceed job performance expectations, sales quotas, and

increase bottom line profits. Natural leader who excels in market

analysis, strategic planning, talent management and building teams that

outperform the competition.

AREAS OF EXPERTISE

Contract Negotiation Closing the Sale

Reimbursement Urology, CNS and Oncology

Key Account Management Gynecology and Rheumatology

Market and Competitive Analysis Diabetes, Gastroenterology and

MCO, HMO, and Hospital Rebating Nephrology

Medicaid and Medicare Recruit, Hire and Talent Management

Specialty Pharmacy and Long Term Care Lead and Develop Winning Teams

Budget Management

TAKEDA PHARMACEUTICALS NORTH AMERICA, INC., Lake Forest, IL 2008 -

Present

(Formerly TAP Pharmaceuticals)

Sr. District Sales Manager

Oversaw team of eight sales representatives in South Florida responsible

for sales goal attainment with insomnia medication and launch of new

product in Rheumatology market. Developed and executed strategic business

plans and utilized available resources to meet district business

objectives. Led sales representatives' professional development and talent

management.

. Identified gaps in team's performance and designed improvement plan

that significantly increased team's daily call activity (39%), number

of prescribers seen (81%), and maximized budget to gain greatest

return on investment.

. Sustained weekly sales growth above company average during new product

launch.

. Developed strategy that earned #1 ranking in Area (out of 15

districts) by overcoming multiple challenges in a generic-dominated

insomnia market place.

TAP PHARMACEUTICALS, Lake Forest, IL 1996 -2008

Sr. Regional Account Executive, 2006 - 2008

Promoted from District Sales Manager in 2006. Gained or improved formulary

access and increased sales of gastroenterology and oncology products with

all payor segments in the Florida market. Evaluated and negotiated

profitable contracts with accounts through consultative selling and

building strong customer relationships with key decision-makers.

. Excalibur Guild award winner for performance against peers in

exceeding both volume and market share goals (Regional Ranking #2 of

8).

. Negotiated new contract with Av-Med Health Plans which increased

profits by $800K and provided a competitive advantage for

gastroenterology franchise.

. Closed exclusive contract for oncology franchise with Florida Health

Care Plan which generated additional $500K in annual sales.

. Secured Florida Medicaid preferred formulary status three years in a

row resulting in annual sales of $22M and maintaining a 60% market

share.

District Sales Manager, 2003 - 2005

Promoted from Managed Care Executive in 2003. Led, motivated, recruited

and developed 10 sales representatives focused on exceeding sales goals of

existing and new products in gastroenterology and pain management.

. Two-time Excalibur Guild award winner for performance against peers in

exceeding both volume and market share goals (Regional Ranking #2 of

11 both years).

. Increased district gastroenterology franchise sales 52% over three

year period ($21M to $32M).

. Secured formulary access in 100% of the 19 community based hospitals

within the district.

Managed Care Executive, 2001 - 2003

Promoted from Sales Representative in 2001. Oversaw all aspects of sales

and contract negotiations with accounts. Created and implemented account-

specific initiatives that increased sales and market share of

gastroenterology and oncology products.

. Designed and implemented pull-through programs for gastroenterology

products which increased sales with national accounts 12% ($800K).

. Negotiated contract with Health First Health Plan which generated

gastroenterology product sales of $1.1M.

. Increased gastroenterology product sales in Long Term Care accounts by

8% ($112K), breaking $1.0M sales barrier.

. Gained formulary access with WellCare/StayWell for gastroenterology

and oncology products through focused negotiations and building key

relationships within account.

Sales Representative, 1996 - 2001

Sold gastroenterology products to multiple specialties

(Gastroenterologists, Rheumatologists and Cardiologists). Increased sales

volume and market share to physician and hospital customer base through

clinical differentiation and consultative selling.

Customer service, strong closer, problem solver, goal oriented, driven,

focused, hard work, relationships

. Excalibur Guild award winner for performance against peers in

exceeding both volume and market share goals (National Ranking #19 of

452).

. Secured exclusive formulary status with 100% of hospital accounts (4).

. Strong sales performance versus annual sales goals: 112%, 109%, 97%,

and 101% respectively.

B.A. in History, University of South Florida, Tampa, Florida

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