Sales Representative
Resume:
Eve E. Marcolina
Hatboro, PA *9040
215-***-**** ******@*******.***
PHARMACEUTICAL SALES PROFESSIONAL
Award-winning. Pharmaceutical sales and marketing professional with
extensive experience in product launches and expansion across multiple and
diverse market bases. A territory entrepreneur with a demonstrated track
record of superior presentation skills combined with in-depth knowledge of
treatment protocols and order-sets for specific disease states and
conditions. Utilize a consultative selling approach incorporating an in-
depth understanding of medical terminology while mentoring junior sales
staff.
AREAS OF EXPERTISE
. Leadership, Coaching & Motivating skills .
Excellent written and oral communication skills
. Ability to achieve short and long term company goals .
Territory financial management
. Ability to handle multiple projects .
Strategic Planning
. Computer-based systems . Managed care
knowledge
PROFESSIONAL EXPERIENCE
SCHERING-PLOUGH PHARMACEUTICAL COMPANY, Philadelphia, PA 2005 - 2008
A global, research-based pharmaceutical company employing 55,000 with
$12.5B in revenue.
Pharmaceutical Sales Representative
Territory included Northeast Philadelphia and surrounding areas calling on
Urologists selling antibiotics and men's health products. Marketed to
Primary Care Physicians selling cardiovascular, asthma and allergy
products, and antibiotics.
. Received the Corporate Sales Incentive Award for outstanding
achievements and accomplishments during the 2007 sales year.
. Ranked 78th (of 525) for total portfolio goal attainment for Q1/Q2
2008.
. Ranked 88th (of 525) for total portfolio goal attainment Q1/Q2 2008.
. Ranked 6th (of 525) for Vytorin and 17th (of 525) for Zetia July
2008; 3rd (of 59) in region.
. Exceeded goal attainment every period 2006: 105% average attainment.
. Exceeded national attainment average, Q1/Q2 2008.
. Selected by District Manager as Avelox product expert for Philadelphia
district (2007).
. Volunteered as managed care liaison for Philadelphia district (2007):
Helped Philadelphia district understand formulary restrictions by
developing managed care analysis of SP products in the geography.
. Selected as district trainer for new representatives, focused on
Schering-Plough products, managed care and territory analysis.
FIRST HORIZON PHARMACEUTICAL CORPORATION (SCIELE Pharmaceuticals),
Philadelphia, PA 2003 - 2005
Sciele Pharma, Inc. is a pharmaceutical company specializing in sales,
marketing and development of branded prescription products focused on
Cardiovascular, Gastroenterology, Women's Health and Pediatrics.
Specialty Pharmaceutical Representative
Hired to develop expansion territory promoting Sular, Nitrolingual
Pumpspray, and Robinul Forte to cardiologists, internal medicine, and
primary care physicians and Women's Health Care and Pain medications to
OB/GYNs in the greater Philadelphia area. Mastered knowledge of highly
competitive cardiovascular/anti-hypertensive market, angina therapy, and
gastroenterology.
. Received District Representative of the Year award for outstanding
achievements and accomplishments during the 2003 sales year.
. Nominated for National Rookie of the Year 2003 (1 of 4).
. Launched 3 new products: Prenate Elite, Optinate and Triglide.
Achieved 9.3% market share in 8 weeks with Prenate Elite.
. Partnered with Pharmacy Director at Albert Einstein Medical Center to
implement therapeutic interchange for Sular saving the hospital over
$350,000 in 2003.
. Finished 1st in district cardiovascular sales in Q4 2003.
. Attained 106% for cardiovascular products Q1 2004; ranked 1st in
district, 6th (of 62) regionally.
. Won District Cardiovascular Contest Q2 2004; ranked in Top 10%.
. Doubled district market share average for Sular in 2005 (.32 vs. .16).
. Penetrated Cardiac Catheterization Labs and Cardiac Rehabilitation
Centers to promote Nitrolingual Pump Spray.
. Served as Managed Care Liaison for my district to optimize access.
Eve E. Marcolina Page Two
PROFESSIONAL DETAILING INC., Philadelphia, PA 2000 - 2003
PDI is a contract service organization that provides sales and marketing
support to both established and emerging US based biopharmaceutical
companies.
Pharmaceutical Sales Representative, First Horizon Pharmaceuticals,
Philadelphia, PA
Collaborated synergistically with First Horizon Pharmaceutical Company.
Hired to promote Sular, Nitrolingual Pump spray, and Robinul Forte to 150
cardiologists, primary care physicians and Gastroenterologists in
Philadelphia and surrounding areas.
. 1 of 30 (of 500) representatives nationally selected for this
contract.
. Targeted high prescribing physicians based on market share potential,
access and managed care opportunities.
. Mastered challenging Cardiovascular, Hypertension, and Angina
marketplace.
. Reversed downward prescription trend for Sular within six months of
assuming responsibility.
Pharmaceutical Sales Representative, Bayer Pharmaceuticals, Bucks County,
PA
Marketed Baycol, Avelox, and Cipro to over 160 primary care, specialists,
and pharmacists in Bucks County, PA.
. Increased market share for Avelox to Top 10 % nationally (1.11% to
4.35%).
. Ranked 1st (of 6) in Market Share attainment (8% vs. 5% nationally).
. Boosted Cipro market share from > 2% to < 50% during 2001.
. Organized and participated in 14 preceptorships with high decile
physicians.
. Won 10-week market-share contest 3 times for Avelox/Baycol.
HORIZON BLUE CROSS BLUE SHIELD OF NEW JERSEY, Philadelphia, PA, Burlington
County, NJ 1998 - 2000
Horizon Blue Cross Blue Shield of New Jersey is a not for profit service
corporation with over 4700 employees and 3.6 million members. It is the
states largest health insurer.
Provider Relations Liaison Specialist, Horizon Healthcare
Recruited, Credentialed and serviced physicians (all specialties) for the
Horizon BCBS provider network. Trained and educated office and billing
staff on all policies and procedures. Worked as a liaison between the
physicians and the managed care company.
. Recruited physicians in Pennsylvania and New Jersey managed 13
hospitals in PA and NJ.
. Exceeded annual quota for enrolling and credentialing new physicians
in the managed care network in Bucks County in 1999.
. Maintained all existing physicians and enrolled and credentialed new
physicians in Burlington County, New Jersey 1999.
. Provided office site visits, CLIA certificates and credentialing
paperwork, worked with offices to be compliant.
. Worked as a liaison between the practitioner network, medical
management, claims, member and provider services.
. Prepared and presented at regional practitioner and informational
seminars.
Horizon Healthcare 1998
Sales Executive
Marketed HMO and POS products to small to mid-sized companies by cold
calling, prospecting and self-generation of leads in the Philadelphia and
surrounding areas.
. Finished at 140% of annual quota 1998.
. Highest number of renewals and files.
. Top sales producer 5 out of 8 months.
. Developed training programs for the sales and broker representatives
on the managed care products.
.
EDUCATION
M.S., Health Services Management, New School University, New York, NY.
BS, Psychology, Syracuse University, Syracuse, NY.
Full Tuition Athletic Scholarship
Schering 7 Step Sales Process
Needs-based Selling
AWARDS & ACHIEVEMENTS
Spotlight on Performance Award (12 consecutive months - 2007) District
Representative of the Year (2003)
Awarded full tuition athletic scholarship to Syracuse University. High
School All-American Swimmer; NY State Champion 1984, Big East and Eastern
Collegiate Swimming Finalist 4 yrs. Nominated and inducted into New York
State Hall of Fame 1997.
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