Sales Representative
Resume:
GABRIEL MARTINEZ, MBA
****************@*****.*** 6832 Citrine Dr., Carlsbad, CA
PROFILE
Adept business developer with exceptional communication skills, both
oral and written, and proven leadership, business acumen and excellent
negotiation and problem resolution skills responsible for launching Oak
Investments, Inc. and delivering $25 million in revenue in 18 months. A
highly experienced sales and marketing professional with comprehensive
strategic planning and implementation skills, and $160 million in total
sales improvement added over 10 years at Schering Biotech, seeking a
position where these skills will add similar or greater value.
EXPERIENCE
01/09-Present, Managed Care Advisor, United Healthcare - HMO
Conduct sales presentations, group meetings, provider in-services and
health fairs. Establish productive relationships with providers and
community leaders. Generate health insurance sales by building rapport
with health professionals, ipa's and medical groups. Promote member
retention by resolving inquiries and proactively communicating with
current customers. Create comprehensive reports that provide production
data and measure results of growth objectives. Review formularies, co-
pays, deductibles and state Medicaid and Managed Medicaid benefits.
Assist billing departments in resolving reimbursement and client related
issues. Develops action plans to implement objectives associated with
opportunities and threats
o Top Supplemental Sales - 09'
03/06-12/08, Investment Advisor, Oak Investments, Inc. - Real Estate
Finance and Securities Investments
Real Estate: Explained contract language to clients; provided
interpretations and revisions. Negotiated leases and acquisitions.
Reviewed purchase contracts, title insurance and associated records.
Advised on financing for real estate projects. Analyzed and negotiates
the terms of loans, such as pricing special conditions, interest rates,
etc. Responsible for monitoring and evaluating the credit-worthiness of
clients and prospects. Determined cash-flow, risk and rate of return
for large commercial loans. Trained and developed over 50 sales agents
by setting performance expectations and monthly reviews. Oversaw monthly
and quarterly financial reporting, working in conjunction with
accounting. Securities: Referred investors to financial advisors (Axa)
for customized tax-efficient financial plans utilizing defined benefits,
deferred compensation plans, buy-sell agreements, business succession
plans and life insurance.
o Increased annual sales by 40% in 07' to $500,000 in team commissions.
o Exclusive representative for 5,000 member real estate investment group
06/96-02/06, Specialty Sales Representative, Schering Biotech/
Pharmaceuticals
Promoted Four Times within 10 year period: ________________
Promotion 4
1/0-02/06, Infectious Disease Sales Representative, Schering Biotech -
Virology Division
Reviewed clinical studies and highlight important points including study
flaws such as lack of statistical significant findings, improperly
powered data or a poor study design. Responsible for new business
development, sales retention and bottom line revenue growth of largest
hospitals in the country. Organized journal clubs, speaker programs and
grand rounds at hospitals, universities and general community. Provided
reimbursement assistance to case managers and providers. Created
referral network to treatment centers. Execute promotional programs
including speaking events and symposiums. Setup journal clubs to keep
informed on latest advancement in field.
o Maintained 85% market share at UCLA and 80% market share at Cedars
Sinai 90% market share at Kaiser.
o Increased utilization at Cedars by 30% by developing Fred Poordad as a
National Speaker.
o Consistently ranked in top 10%.
Promotion 3
01/00-1/04, Oncology Sales Representative, Schering Biotech - Oncology
Division
Reviewed clinical studies with oncologist and acted as resource to them
by keeping the apprised of latest clinical published data relevant to
chemotherapy. Performed vertical and horizontal selling in hospital and
clinical setting Founded monthly GI case-study meetings for community
physicians. Provided clinical support to nursing staff as well as
reimbursement assistance to physicians and staff. Developed referral
pattern to specialists. Increased utilization through strategic
educational programs throughout medical community. Organized journal
clubs and symposiums to keep community updated on most recent research
and clinical significant data.
o Most growth in 03' for any territory (80th to 1st ).
o Ranked in top 10%. Monthly sales volume achieved - $ 2 Million
Promotion 2
02/98-12/99, Respiratory Sales Representative, Schering/ Key
Pharmaceuticals
Manage hospital accounts by providing cardiovascular supplies.
Increased hospital formulary access to products through contract
negotiations with director of pharmacy. Detailed pulmonologist,
allergist and family practitioners. Promoted managed care value added
services at local medical groups.
o Responsible for retaining greater than 85% antihistamines market share
in territory.
o Obtained synergy award for managed care collaboration (KOSMC Award).
o Acted as representative for local medical group managed care initiative
- Health Care Partners
o Rookie of the Year Award - 98" (of 175 rookies). Ranked in top 10% of
division.
Promotion 1
06/96-1/98, Primary Care Representative, Schering Pharmaceuticals
Called on office-based physicians, detailed antibiotics, allergy
medications and antihistamines to general practitioners, allergist and
pediatricians. Developed and implemented an effective business plan,
utilizing effective selling techniques and marketing strategies to create
and expand product utilization. Promoted from contracted sales force,
Innovex, to a Schering Plough as direct employee.
o Responsible for having InterValley Health Plan add our antibiotic to
their formulary through effective pull-through of P&T members in 97'.
EDUCATION/ LICENSES
UCLA, BS, Psycho-Biology, 1991-1995
University of Redlands, MBA, 2000- 2002
Life and Health Insurance License, 0G22546
Securities 7 & 66, License
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