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