Sales Representative
Resume:
Derrick Henry
Lumberton, NJ **048
**********@*******.***
Professional Experience
FIXED-DURATION SENIOR
TRAVELING SALES REPRESENTATIVE ELI LILLY AND COMPANY
JUNE 2009 TO APRIL 2010
Primarily responsible for promotion of a new oral-anti-platelet-agent (OAP)
Effient to Interventional
Cardiologists and Clinical Cardiologists. Also responsible for promotion of
Cialis for erectile dysfunction (ED) to office-based Health Care
Practitioners
Traveling territory consisted of vacant sales territories in the
Northeastern Region, spanning from Virginia to Maine, with initial
assignments in Cherry Hill, NJ and Doylestown, PA
Key
Achievements
. Lilly Spotlight Award for Teamwork
. Lilly Spotlight Award for Accountability
. Grew Cherry Hill Cialis Share of Market by 1.6 share points from 26.1
to 27.7 in three (3) months
. Effectively launched Effient gaining acceptance with six (6) Top
Prescribing Oral Anti-platelet Practitioners in 3 months
. Grew Doylestown Effient TRx Volume Percentage by 200% over previous
territory volume
. Effectively Targeted and Developed Relationships with High Decile OAP
and ED Health Care Practitioners
. Achieved 100% Quota Attainment for Promoted Products
Senior Imaging Specialist GE Healthcare Medical Diagnostics June
2003 to November 2007
Responsible for managing four (4) major integrated delivery hospital
networks (IDHNs) within the Greater Philadelphia market, The University of
Pennsylvania Health System, Temple University Health System, Thomas
Jefferson University Health System, and Mercy Health System.
Responsible for contract negotiation with Corporate Supply Chain Service
personnel as well a responsible for building and maintaining relationships
with Key Physician Opinion Leaders at these respective IDHNs.
Responsible for the implementation of the sales and marketing strategies
for GE Healthcare Medical Diagnostics P&L with focused promotion on
cardiology, radiology, magnetic resonance imaging, and nuclear imaging
department sectors and free-standing imaging centers.
Proven track record of consistently exceeding quarterly product sales
goals, and leadership evidenced by strength relationships with key
customers, market share position, and territory profitability measurements.
Convincingly and with strength, positioned all GE and GE Healthcare
products as best in class by way of clinical differentiation and corporate
differentiation.
Selected charter member of GE Healthcare Customer Champion Pilot Program.
Responsibilities for this select role entailed representing seven (7) P&L
businesses under GE Healthcare banner. Duties involved interacting with
KOL's at major IDHNs acting as a liaison to promote GE at large within an
IDHN. This role cuts across P&L boundaries with a primary focus on
building upper-level relationships throughout an IDHN and acting as a
quarterback for GE at large.
Key
Achievements
. Pinnacle Award winner for Outstanding Sales Performance for 2005
. Pinnacle Award winner for Outstanding Sales Performance for 2004
. Consistently manage territory expenditures for maximum return on
investment
. Managed physician speaker programs and physician "Center of
Excellence" preceptorship programs
. Formal presentation before GE Healthcare Commercial Council Leaders
(Joe Hogan, CEO and CXO leaders within GE Healthcare)
Area Sales Director GE Healthcare /Amersham Health September 1998
to June 2003
Responsible for training and development of seven (7) hospital sales
professionals with a primary focus on cardiology, radiology, magnetic
resonance imaging, nuclear cardiac, and nuclear medicine imaging sectors.
Responsible for maintenance and growth of sales volume in excess of 80
million annually.
Responsible for diverse sales markets which included the Greater
Philadelphia Hospital market, the Pennsylvania Capital-District market, the
Central to Southern New Jersey markets, and Delaware. Charged with the
development and implementation of corporate sales strategies for local,
regional, and integrated delivery health networks (IDHNs) with respective
sales professionals in the above markets.
Key
Achievements
. Pinnacle Award Winner for Most Improved Sales Manager for 1999
. Successfully recruited three (3) new hires which to-date are top
performers
. Facilitated the promotion of three (3) team members to become Sales
Managers
. Terminated one (1) sales representative for sub-par sales
performance
. Developed an in depth understanding of unique differences in
geographical hospital markets
Market Research Project Manager GE Healthcare/Amersham Health March
1997 to September 1998
A corporate headquartered position, responsible for both primary and
secondary analytical and research support for Marketing Product Brand
Managers, specifically for iodinated products and medical devices.
Managed primary research projects for the four (4) major sub-division of
the US Pharmaceutical market
Assisted Product Brand Managers with Market Analytics for Quarterly
Business Reviews conducted before CEO
Responsible for formal analytical and research presentations to Sales Force
at Regional and National Meetings
Key
Achievements
. Identified a new target audience, Vascular Surgeons, for iodinated
products sales promotion
. Identified technology advances within Computed Tomography markets that
significantly advanced specialty iodinated sales volume
. Lead researcher for Omnipaque Generic Analysis committee
. Managed Research for a proposed new entrant contrast injector and,
with research findings, participated in formal recommendation to
discontinue the project
Professional Sales Representative (PSR) GE/Amersham Health
February 1985 to March 1997
Medical Center Representative (MCR)
Imaging Specialist (IS)
A field position with initial sales responsibilities for promotion of
analgesics, asthmatic medications, obstetric and gynecological medications
and imaging products to hospitals and office-based physicians, community
and regional hospitals. Initial sales territory covered four (4) Upstate
New England states, New York, Vermont, Massachusetts, and Vermont.
* Promoted to Medical Center Representative February
1988
* Promoted to Specialty Imaging Specialist March
1989
Key
Achievements
. Pinnacle Award winner for Outstanding Sales Performance for 1988.
. Seiko Award for Highest Divisional Dollar Volume Omnipaque Sales
. Highest Omnipaque Divisional Market share
. Management of three (3) major Integrated Healthcare Delivery Networks
(IDHNs), Albany Medical Center, Medical Center of Vermont, and State
University of New York Health Science Center
Labor Relations Analyst Consolidated Rail Corporation
March 1984 to February 1985
Headquartered position in Upstate (Selkirk) New York, responsibilities
entailed management of all designated "Shop Craft" tradesperson contracts.
Duties involved mediation of compensatory grievance claims, preemptive
mediation of management and union conflicts, and settlement of contract
violations. This position involved extensive research into the governing
scheduled labor agreements that regulated activities of shop craft
personnel and an understanding of National Labor Rail Board (NLRB)
precedent cases relative to those crafts.
Key
Achievements
. Achieved a 10% reduction in compensatory 403 (b) grievance claims for
Shop Craft workers
. Performed early research on caboose signal responsibilities for NLRB
landmark case between International Brotherhood of Electrical Workers
and the International Association of Firemen and Engineers
Industrial Supervisor LTV /Jones & Laughlin Steel Corporation
June 1979 to September 1982
A steel production supervisory position at LTV's flagship manufacturing
site located in Aliquippa, PA. After completion of a six (6) month
training course covering all aspects of manufacturing steel products,
appointed to supervisor position in the blooming mills, an intermediate
steel processing department. Responsibilities included management of a
skilled workforce of fourteen (14) persons for the processing of steel.
Responsibilities also included coordination with internal manufacturing
personnel to ensure efficient operation of production facilities.
* Promoted to Screening Station Supervisor November
1980
* Promoted to Top Coke Battery Supervisor April
1981
Key
Achievements
. Mastered key competencies for respective assigned positions
. At 22 years of age, successfully earned and commanded respect of a
skilled labor force with a median chronological age of 40 years and
median mill experience of 10+ years.
ADVANCED TRAINING
Insights Discovery Personal Profile and Effective Selling Training
GE Enterprise Executive General Manager (EGM) Training
TVG Marketing Research Strategies Training
Intermediate PowerPoint Presentations
Seven Habits of Highly Effective People
Consultative Training Workshop
Intermediate Excel Workbook
Advanced Presentation Skills
Building Competitive Immunity
Versatile Salesperson Training
Conceptual Selling Workshop
Train-the Trainer Seminar
Negotiation Skills Workshop
SPIN Selling Seminar
OTHER ACTIVITIES, QUALIFICATIONS & INTERESTS
GE Focus Group Participant
Personal Excellence Award Recipient
Young Adult Advisor
Prison Ministry Team Leader
Sunday School Teacher
Sporting Dogs Group Field Trainer
Corporate Sales Trainer
Education
University of Pittsburgh ( School of Law ( One Year ( Pittsburgh, PA
Lincoln University ( Bachelor of Science Degree ( Business Administration
( Lincoln University, PA
Department Honors ( Honors in Legal Writing and Research
Scholarships ( Scott Paper Leadership Award
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