Sales Manager
Resume:
Richard (Rick) W. Nelson, R. Ph.
Flemington, NJ 08822
Home: 908-***-****
Cell: 908-***-****
E-mail: *********@*******.***
Objective
To make significant contributions to challenging problems by applying my experience,
knowledge and skills in Managed Markets while utilizing my interpersonal
communication skills.
Career Summary
I have 20 years of experience working in the pharmaceutical industry with 15 years
focused on the challenges of Managed Markets. I am a practicing pharmacist holding
licenses in New Jersey, Oklahoma, and Pennsylvania.
Experience
Richard Nelson and Associates
January 2010 – Present
Consultant
Consulting with pharmaceutical companies in the area of managed markets.
Relief pharmacist working for CVS Pharmacies.
GfK Healthcare, Princeton, NJ
July 2008 – December 2009
Associate Vice President
Managed Markets expert working with qualitative and quantitative teams.
Projects included message testing, focus groups, forecasting, concept testing, and
value propositions related to managed markets which generated revenues that
totaled over $1,000,000.
Facilitated account reviews with account managers to identify Managed Market
opportunities at pharmaceutical and biotech companies.
Developed and implemented GfK’s strategy for the new Managed Markets
Practice Area.
Designed, created and presented GfK’s Managed Markets University, a primer
used as a value-added program to educate clients about opportunities and issues
related to Managed Market segments.
PharmaStrat, Flemington, NJ
June 2005 – July 2008
Team Leader
Responsible for addressing the customer’s needs in the evolving Managed
Markets arena.
Executed market analysis and strategic consulting specifically in the area of
marketing to Managed Care Organizations and Customer Segments. Revenues
totaled over $1 million.
Supervised and trained a team of market research analysts
Served on the leadership team to develop and approve new sales offerings.
Sanofi-Aventis, Bridgewater, NJ
July 2000 to June 2005
Senior Manager, Healthcare Systems Marketing
Joined newly formed corporation to build the Health Care Systems Marketing
department.
Planned and executed pre-launch tactics and strategy of two new products;
KETEK (anti-infective) and ALVESCO (asthma) in Managed Markets.
Exceeded post-launch access of 48% of commercial lives during the first six-
month.
Managed budgets and other resources relative to assigned segments.
Served as resource of internal constituents on managed healthcare evolution and
issues including delivery and rollout of Macro environmental Overview.
Responsible for the annual employer-focused publication State of Healthcare In
America.
Contributed content for account management training.
Chaired Legal Review Committee whose responsibility is to ensure all department
projects are reviewed by legal department in a timely manner.
Boehringer Ingelheim, Ridgefield, CT
February 1999 to July 2000
Associate Director of Marketing, Managed Care
Promoted to newly created position. Worked closely with key business units to
execute integration strategy.
Assumed responsibility of Aggrenox (anti-platelet agent) in MHC arena- 2000
Sales of $110 million.
Created Marketing Plan and Implementation of Stroke and COPD Disease
Management Programs.
Increased sales of respiratory products by in MHC ahead of plan-Total 1999
Budgeted Sales $450 million.
Developed 1 and 5 year Business Plans, MHC marketing budget, MHC marketing
operational budget.
Established BI MHC in Top 10 ranking by Pharmacy Directors (Scott Levin).
Boehringer Ingelheim, Ridgefield, CT
June 1997 to February 1999
Marketing Manager, Managed Care
Responsible for development and implementation of value added programs in the
respiratory market, BIPI’s largest therapeutic market.
Coordinated with personnel at Roxane Labs, a BIPI subsidiary, in the area of HIV
as it relates to Managed Care.
Launched Flomax (BPH agent) in MHC arena-Total 1998 Sales $60 million
Expanded total anticholinergic market in MHC-Total 1998 Sales $350 Million
Created branding strategy for MHC respiratory value-added programs
Team leader responsible for facilitating the development of MHC Marketing Plan
1999.
Represented MHC Marketing on Integration Team to incorporate Roxane Labs, a
wholly owned subsidiary into BI.
Eli Lilly and Company, Indianapolis, IN
January 1986 to June 1997
Healthcare Client Executive, Employer Health Care Initiatives
Responsible for the planning, targeting, and implementation of Lilly’s entrée into
the Employer market. Developed marketing material and adapted interventions in
depression and diabetes.
Coordinated the implementation of these programs at Fortune 500 Company
worksites in the Midwest and East Coast resulting in stronger working
relationships with corresponding HMOs, which prevented the removal of Lilly
products from formularies.
Developed marketing plan to launch new sales group
Developed marketing material to support group
Acted as Account Manager for Eastern US
Prevented removal of Prozac from MCO in Midwest
Marketing Manager, Integrated Disease Management (IDM)
As a key member of a new owned subsidiary of Eli Lilly, helped develop plan to
generate revenue streams by managing disease states with defined outcomes
instead of selling “pills”.
Responsible for the formation of IDM’s marketing plans and market research
initiatives. Worked with the product development teams to translate clinical
interventions into a marketable format.
Developed marketing initiative for antibiotic capitation program, increase annual
sales by $800,000.
Worked with Group Health of Puget Sound to develop a diabetes-behavior
modification program.
Marketing Manager, Managed Care
Facilitated the expansion of the Business Unit from 5 Account Managers to forty-
five. Responsibilities ranged from designing of marketing literature to
implementing laptop computer systems and developing education/value added
programs.
Developed and implemented customer-focused program that increased H2 sales at
two accounts by $1 million.
Adapted program for MHC sales force
Associate Manager, Marketing Communications
Responsible for sample accountability and reconciliation of approximately one
third or 500 sales representatives. Trained sales representatives in sampling
procedures as dictated by federal guidelines and corporate policy.
Sales Representative
Sales territory incorporated a portion of metropolitan Oklahoma City and rural
areas of southeastern Oklahoma. Product responsibilities included Humulin,
Axid, Ceclor, and Darvocet N 100. Customer base encompassed physicians in
family practice, internal medicine, diabetology, and pediatrics. Collaborate with
Diabetic Nurse Educators to instruct patients in all aspects of diabetic care.
Exceeded sales quota in 2 years and ranked in top third of district for the other 3
years.
Served on Juvenile Diabetes Board of Directors
Educational Background
Southwestern Oklahoma State University
BS Pharmacy and Minor Chemistry
Professional Affiliations
Registered Pharmacist in New Jersey, Oklahoma, and Pennsylvania
Board of Directors-Juvenile Diabetes Association of Oklahoma
President of Barrington Homeowners Associations
Toastmasters International-Distinguished Toastmaster Level
Publications
How Companies Consider Value in Health Policy and Design-The American College of
Occupational and Environmental Medicine
References available on request
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