Sales Representative

Michael A. Nedzesky

** ***** ****

Cranberry Twp., PA 16066

Cell Phone: 412-***-****

abmcku@r.postjobfree.com

EXECUTIVE SUMMARY:

I have over 21 years of experience in multiple areas including: sales,

sales management, hospital sales, and corporate account management in the

pharmaceutical, biotechnology, and business product industries. I have a

proven, documented track record of sales achievements and leadership having

consistently performed in the top 10% of commercial operations throughout

my career. I possess a thorough knowledge and expertise of reimbursement

policy, Medicare policy, private payer policy, contracting, and the

business operations of integrated health systems. Expertise with

injectable and IV drug reimbursement and insurance policy within hospitals,

in-patient, and out-patient cancer clinics. I successfully launched 17 new

pharmaceutical and biologic products throughout my career. Proven

demonstrated strengths in developing long-term customer relationships,

teamwork, leadership, and mentoring field based sales representatives.

AWARDS AND RECOGNITION:

. ImClone Systems, Ranked 1st in National Area Sales Achievement - 2009

. ImClone Systems, Ranked 2nd in National Area Sales Achievement - 2007

. Enzon, received "Special Achievement Award" for Top National Area Sales

Achievement - 2004

. Amgen, received "Presidents Award" for Top National Area Sales

Achievement - 1999, 2001, 2002, 2003

. Amgen, received a "National Stock Option Award" for creating and

implementing a new sales training curriculum

. Amgen, received "Outstanding Achievement Award" for performance during

Amgen Management Program

. Wyeth District Ranked 2nd in Sales 1997, I was nominated for the "Golden

Circle Management Award"

. Wyeth, Ranked 1st in Hospital Sales 1995, received "Gold Cup Sales Award"

for Top Sales Achievement

. Wyeth, Ranked 1st in Field Sales 1994, received "Gold Cup Sales Award"

for Top Sales Achievement

. Pitney Bowes, received "Pacemaker Award" for Top Sales Achievement -

1990, 1991, 1992

. Pitney Bowes, Ranked 1st in "Leased Contracts" and number of installed

orders - 1991, 1992

. Pitney Bowes, received "Outstanding Achievement Award" at the Aberdeen

Wood Executive Sales Training Institute

. Geneva College Master in Organizational Leadership, GPA: 4.0

. Participated in National Football League try-outs - 1988, 1989

. First Team Division II All-American - Football - 1987, 1988 - Team

Captain 1987, 1988

. First Team Division II All-American - Track & Field - 1987, 1988 - Team

Captain 1987, 1988

PROFESSIONAL EXPERIENCE:

Eli Lilly/ImClone Systems Inc. - Pittsburgh, PA

12/04 - Present

Associate Director - Key Accounts (01/07 - present)

Collaborate with policy makers and practice managers within Integrated

Health Systems, Premier Cancer Centers, and Private and Public Payer policy

makers to strategically position products for favorable clinical pathway

utilization. Develop long-term partnerships and maintain positive public

relations with oncology directors, pharmacy directors, oncology pathway

directors, key administrators, researchers, and oncology key opinion

leaders within assigned area

. Create channels for marketing and open access for product sales promotion

within assigned geography

. Develop national thought leaders for product research, disease management

consultation, and speaker advocacy

. Communicate with oncology management team on drug policy coverage, market

trends, and competitor activities

. Successfully completed the ImClone Executive Management Leadership

program

. Assist with interviewing potential new hire sales candidates and mentor,

coach, and assist with training new hires

. Business Acumen Board member involved with the development, training,

launch, and implementation of the new

Eli Lilly/ImClone national sales force computer automation system

. Adherence to corporate governance and all FDA and OIG compliance and

regulatory policies and guidelines

ImClone Systems Associate Director - Payer & Research Initiatives (12/04-

12/06)

Worked with Regional Private and Public Payer policy makers and Integrated

Health Systems IRB committees to create open access for sales and marketing

promotions as well as initiated and gained approval for phase 3B and phase

4 clinical trials and pharmacoeconomic research protocols

. Created channels for marketing and opened access for product sales

promotion within assigned geography

. Developed national thought leaders for product research, disease

management consultation, and speaker advocacy

. Responsible for the coordination, implementation, and accruement of

clinical trials in assigned geography

. Involved in the development and implementation of a national disease

management head and neck cancer registry

Enzon Pharmaceuticals Inc. - Pittsburgh, PA

12/03 - 12/04

Specialty Account Manager - Corporate Accounts

Created channels for marketing and opened access for product sales

promotion within the clinical pathways with Regional Private and Public

Payers, Regional Integrated Health Systems, and Regional Specialty

Pharmacies. Developed long-term partnerships with directors,

administrators, researchers, and key opinion leaders, within assigned

geography

. Identified contracting and partnering opportunities with key customers

within assigned geography

. Developed business plans, created marketing strategies and tactics, and

implemented national marketing programs

. Facilitated the development and initiation of pharmacoeconomic research,

outcomes research, and clinical pathways

. Involved in the development and implementation of a national disease

management organ transplant registry

Amgen, Inc. - Pittsburgh, PA

12/98 - 12/03

Health System Manager - Corporate Accounts

Created channels for marketing and opened access for product sales

promotion within the clinical pathways with Regional Private and Public

Payers, Regional Integrated Health Systems, and Regional Specialty

Pharmacies. Developed long-term partnerships with directors,

administrators, researchers, and key opinion leaders within assigned

geography

. Assisted with the oversight of field personnel activities related to all

national sales and marketing initiatives

. Prepared and negotiated corporate product contracts with integrated

health systems and premier cancer centers

. Developed national thought leaders for product research, disease

management consultation, and speaker advocacy

. Supervised educational grants, research grants, and promotional funding

budgets within accounts

. Assisted oncology & nephrology hiring managers with interviewing and

screening new hire candidates

. Mentored, coached, and trained, new hires nationally, conducted training

during national marketing meetings

. Board member on a national, new product clinical oncology advisory

committee

. Board member on a national, new product reimbursement advisory committee

. Created and implemented a national educational preceptorship program

entitled, "The Business of Oncology"

. Developed and implemented a North East Region oncology business

consultants board

Wyeth Pharmaceuticals - Pittsburgh, PA

05/93 - 12/98

Area Manager (12/95-12/98)

Managed 10 pharmaceutical sales representatives on the implementation of

national product marketing strategies in Western Pennsylvania.

Consistently demonstrated leadership and success within the Northeast

Region and exceeded all national sales and marketing product goals and

personal objectives

. Motivated Sales Representatives to build a team approach to consistently

achieve top sales performance

. Set expectations, established a clear vision, and maintained

accountability with sales team

. Developed sales representatives within their current roles by appropriate

coaching and counseling

. Conducted employee annual performance reviews, competency assessments,

and field activity performance reports

. Communicated corporate policies and procedures, managed personnel issues

and implemented corrective counseling

. Screened, interviewed, and hired new employees and evaluated current

employees for promotions

. Forecasted, managed, allocated, and reconciled marketing product budgets

within district

. Compiled and analyzed area sales data to track product market share

growth and sales trends within district

. Reviewed and approved business plans, expense reports, vacation requests,

productivity reports, and funding requests

. Implemented problem-solving, marketing, and return on investment

strategies within district

. Lead multiple national sales meeting break-out sessions on selling

skills, marketing programs, and product utilization

. Assisted with formulary acceptance and negotiating product contracts with

regional hospitals and health systems

Wyeth Hospital Sales Representative (11/94-12/95)

Responsible for increased IV product sales and market growth within the

University of Pittsburgh Medical Center, VA Hospitals, West Penn Hospital,

West Virginia University Hospitals, Mercy Hospital, and Allegheny General

Hospital

. Developed and fostered partnerships with department directors,

administrators, and thought leaders within accounts

. Negotiated and assisted in the writing of product contracts for

hospitals, pharmacies, and in-patient clinics

. Implemented, managed, and directed educational programs and research

initiatives for all targeted customers

. Developed national thought leaders for product research, disease

management consultation, and speaker advocacy

. Interim Area Sales Manager, of the Pittsburgh Lederle District from

September 1995 - November 1995

Wyeth Pharmaceutical Sales Representative (05/93-10/94)

Responsible for increasing product sales and market share growth in

physician offices, pharmacies, and local hospitals

. Developed and fostered relationships with key physicians, pharmacists,

nurses, and office managers within all targeted accounts

. Consistently met and exceeded all marketing objectives, product quotas,

and subjective goals

Pitney Bowes Inc. - Mailing Division - Pittsburgh, PA

07/88 - 05/93

Senior Sales Representative

Responsible for corporate public relations, positive sales growth, and

customer satisfaction within Western Pennsylvania territory. Developed new

business through the use of cold calls, telemarketing, referrals, and

product demonstrations

. Developed business plans, created marketing strategies and tactics, and

implemented national marketing programs

. Prepared and negotiated sale and lease product contracts with large

business targeted accounts

. Scheduled and oversaw product delivery and installation, consistently

maintained 100% customer satisfaction

. Consistently exceeded sales quota and subjective evaluation criteria

. Assisted in the hiring and training of new outside sales representatives

. Promoted from Outside Sales Representative to Senior Sales

Representative, June 1991

ADDITIONAL EXPERIENCE:

Waynesburg College - Waynesburg, PA

08/99 - Present

Adjunct Faculty Instructor

Currently employed part-time as an educator, teaching and facilitating

weekend courses in Marketing, Principles of Management, Principles of

Leadership, Business Finance, Organizational Behavior, and Sales Management

in the Waynesburg College undergraduate and graduate degree programs

. Develop the curriculum and syllabus for assigned courses

. Provide students with course outlines that support the learning

objectives set forth in the course syllabus

. Create an effective learning environment through the use of a variety of

instructional materials and methods

. Facilitate learning through workshops, projects, and class room

discussions

. Assess student performance, growth and development, and maintain grade

records

. Collaborate in the development and continued assessment of course

materials and learning outcomes

EDUCATION AND TRAINING:

Geneva College - Beaver Falls, PA

. Master of Science in Organizational Leadership, December 1998

The Dale Carnegie Management Training Course - Pittsburgh, PA

. Effective Speaking, Leadership, and Human Relations, May 1996

Geneva College - Beaver Falls, PA

. Bachelor of Science in Business Administration, May 1988

References Furnished Upon Request

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