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Sales Manager

Bay Shore, New York, 11706, United States
May 25, 2010

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Celeste A. Mihalo

*** ******** ***** *** *****, NY 11706 (401)***-****


Professional Healthcare Representative with biopharmaceutical sales experience and a consistent

record of exceeding sales quota’s within my territory. Plan and execute effective business strategy

and maintain effective long term customer relationships at all levels including KOL’s. Plan and

facilitate technical and educational support to Hospitals, Medical Centers, Pediatricians and

Specialty Physicians. Understand reimbursement and formulary procedures, develop and

implement solution strategies to ensure consistent customer satisfaction and product pull through.

These skills, as well as being strongly results driven, have lead to achieving sales targets and

numerous sales awards. My goal is to successfully execute the challenging roles and

responsibilities of this position and to continue the success of the division and the team.


Novartis, Greensboro, NC 2/2008 – 6/2009

Senior Territory Manager

Experienced selling animal health medications and surgical devices to Veterinarians in the

following areas: Dermatology, O/A, Parasitacides, Suture and Surgical sponges.


• Increase territory Market Share by developing and updating a Territory Business

Plan, manage budget, provide educational support, utilize marketing and other

company resources, support all team efforts.


• Grew territory 115% from $950,000 to $1.1 m in the first year

• Ranked 28/108 Nationally, 3/9 Divisionally

Sanofi Pasteur, Swiftwater, PA. 12/1998-2/2008

Professional Biological Sales Specialist

Experience selling biologicals and pharmaceuticals to the following customer segments:

Hospitals, Medical Centers, Pharmacies Urologists, Oncologists, Pediatricians, Primary Care

Physicians, National Buying Groups and have experience with formularies, contracts and

customer reimbursement.


• Developed quarterly and annual Territory Business Plan which led to an

increase in sales and market share.

• Educated medical staff, both hospital and office based, on new products,

CDC and state recommendations which lead to an increase in sales and

market share.

• Identified and developed speakers for new product launch which lead to

increased sales and Advantage Incentive Award.

• Provided competitive feedback to Management as well as reimbursement

and managed care issues to insure product implementation.

• Selected by Division Manager as “Divisional Point Person” to represent

team at Marketing meetings, give new direction to team on sales strategies

and provide coaching and mentoring to insure team sales and success.

• Nominated by Manager as “Guest Trainer” for product knowledge and

Immunology, provided training on a National level to new hires.

• Assigned “Team Mentor” to provide education and training for new hires

increasing their skill sets and sales performance.

Sales Successes and Achievements:

• 2008 Peak of Excellence Award (Top 10% of Regional sales force),

nomination process by RM, DM and peers for performance and


• 2007 Achieved 125% and 145% quota for targeted products.

• 2005 Advantage Incentive winner (Top 15% National Recognition).

• 2005 Promoted to Professional Biological Product Specialist for sales

performance and territory objective attainment.

• 2004 North Eastern Alliance award (rank 7/50) for exceeding yearly sales

objectives and quotas.

• 2001-2005 Member of the 100% Club.

• 2001 STAR Award – Field Training (Ranked #1/35 by training Dept.).

• 2001 Promoted to Biological Product Specialist for sales performance and

territory objective attainment.

• Successfully launched 3 new products in my territory 2001-2007.

increasing territory sales and market share.

• Numerous other sales awards and achievements.

Laboratory Corporation of America, Uniondale, NY 9/1991- 7/1996

Manager of Long Term Care, NY State

Experienced in sales for Long Term Care accounts and account maintenance. Was the

primary liaison between customer and laboratory, responsible for all aspects of LTC/SNF

customer account care including technical and billing accuracy.


• Assisted Sales Representatives with closing sales to Long Term Care


• Managed activities of Draw Stations and Phlebotomists, insuring proper

scheduling of patient visits, blood work, billing accuracy, test turn around time

and training new personnel.

• Thorough understanding of clinical testing and procedures.

• Timely reporting of results, communication of test results and specimen


• Performed Serology, RIA, ELISA testing, insured proper documentation of

testing, QC and results reporting.

Success and Achievement:

• 1991-1992 Lab Technologist.

• 1992-1994 Promoted to Customer Accounts.

• 1994-1996 Promoted to Manager, Long Term Care Dept.

• Implemented Monthly Departmental Meetings - increased communication

between Phlebotomists and Management.

• Created Hospital/ LTC Facility Nursing Station Reference Guide – quick and

easy reference guide for Nurses and Physicians to reference billing information

and contact numbers.


Molloy College, Bachelor of Science, Biology, Rockville Center, N.Y.

Maintained 2 jobs while attending college full time.


• Business and Territory Analysis, Understanding Personality Styles

• Evidence Based Selling, Presentation Skills, SPIN selling

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