Sales Representative

Douglas A. Northcutt

**** ***** ***** ***** ( Eugene, OR 97408 ( ********@*******.***

Home: 541-***-**** ( Cell: 541-***-****

Summary

A Sales and Account Management Professional with extensive experience in

pharmaceuticals, patient care and consumer products. Strong analytic

skills; recognized for expertise in sales data analysis and ability to

develop strategic sales approach that delivers results. Skilled in

developing competitive product knowledge to effectively position lines in a

competitive market place. Adept in building relationships and delivering

value added service to meet customer needs. Flexible and adaptable:

possesses a solid track record of assuming new roles and product lines.

PROFESSIONAL EXPERIENCE

WARNER CHILCOTT, Eugene, OR 2009 - 2010

Sales Representative

Delivered sales results in GI, Urology and Primary Care offices for Over

Active Bladder and Osteoporosis medications in a large territory in Oregon

and Idaho.

. Maintained customer service and Physician relationships during transfer

of P&G products to the Warner Chilcott brand.

PROCTER & GAMBLE PHARMACEUTICAL, Eugene, OR 1997 - 2009

GI Specialist, Sales Consultant 2005 - 2009

Assumed leadership of a new, geographical dispersed territory providing

exclusive GI office coverage. Partnered with sales team to support and

provide backup coverage to Urologists and Primary Care physicians.

Products mix included prescription and OTC lines. Primary contact for POD

with Co- promotional partners. Coordinated educational and promotional

events.

. Analyzed territory performance, identified key thought leaders and

developed a targeted plan to grow sales of product line.

. Exceeded sales goals for Actonel, Macrobid, Tazorac and Asacol, receiving

Pace Setter Award for Top 40% Sales in the US for 4 consecutive years.

. Exceeded sales goals for all product lines for two years, met call

coverage goals, delivered programs and leadership to increase

organizational and business capacity resulting in promotion to Sales

Consultant rank.

. Conceived and implemented a GI Specialty Group that grew to six states.

Coordinated and planned educational and sales meeting to build team

expertise and increase sales.

. Acted as subject matter expert on data analysis and computer systems;

trained new hires and supported team as a resource.

. Coached and mentored new sales reps. Assisted in developing call plans,

called on customers with new reps and coached on data analysis

techniques.

Sales Representative 2002 - 2004

Managed a newly created territory covering three quarters of Oregon and

half of Idaho. Promoted Osteoporosis, Urinary Tract Infection and topical

acne medications. Called on Primary care, Internal medicine, OB GYNs and

Rheumatologists.

. Exceeded Sales goals for Actonel resulting in receiving the Pace Setter

Award.

. Delivered a 10% increase in six months for Actonel NRx in an Idaho area

with two years of declines. Evaluated territory performance and

identified a lack of focus on primary care physicians. Designed and

implemented a sales action plan that turned around the area.

. Partnered with co promoter Sanofi-Aventis to develop product marketing

strategies, positioning and call plan approaches.

. Developed first working relationship with Idaho Family Physician Group

and Administrator, to deliver New Algorithm for Treating Osteoporosis by

group physicians

Douglas A. Northcutt Page Two

PROCTER & GAMBLE PHARMACEUTICAL (Continued)

. Conducted Data Analysis Training for the team and worked with individual

territories to dissect data, identify key indicators and develop an

action plan.

. On boarded new hires and trained in data analysis, computer systems and

technology and call plan development.

Sales Representative, Special Project 2001 - 2002

Selected to test a targeted marketing strategy focusing on lower rated

physicians with recent grows in practices. Promoted GIO indication for

Actonel along with Macrobid and Prilosec.

. Achieved 110% of goal for Prilosec.

. Conducted user acceptance testing for new STAT database system for

physicians. Co-led training for new system at National Launch meeting.

Sales Representative 1997 - 2000

Called on physician practices and partnered with co promotional partners to

promote OTC and prescription medications.

. Exceed Sales Results for Prilosec Rx, 110% of Goal, 2000.

. Exceeded Sales Goals for Prilosec 122%, Plendil 119% and Asacol 120%,

1999.

. Project team member for testing, deployment and field training for two

sales database tools. Conducted trainings at local, regional and

national meetings.

. Discovered an error in Physician Database system preventing NP / PAs from

signing for samples and worked with Sample Administration to fix error

for Oregon Rep's.

. Co-Led Representative Training sessions during historic national

expansion of sales force.

PREVIOUS EXPERIENCE

Account Manager, Procter & Gamble Patient Care Division

. Called on Nursing homes in Oregon and part of Washington promoting a

comprehensive diapering system based on Attends product. Conducted

analysis of account systems to demonstrate cost effectiveness of the P&G

product and assisted purchasing in inventory planning. Managed a smaller

number of hospital accounts promoting special line of diapers for

preemies.

. Managed relationship with three distributors handling product line.

Educated distributor partners on product lines and coached on sales

strategies.

Account Manager, Procter & Gamble Consumer Products Division

. Managed a variety product lines and target accounts in various account

manager roles including health and beauty, paper, laundry and cleaning

products.

. As Account Manager for United Grocery and Fleming Wholesale, maintained

inventory SKUs and sold in new SKUs for a major distributor. Called on

Corporate Headquarters to drive promotional events and programs.

. Handled a portfolio of 300 products calling on chain and independent

grocers. Negotiated slotting, set design, and promotions.

EDUCATION AND PROFESSSIONAL DEVELOPMENT

Business Management, Horticulture, Oregon State University

Consultative Sales

Account Management

Merchandizing and Inventory Planning

Selling in a Managed Care Environment

Advanced Institutional Sales

Advanced Technology / Computer Training

Cardiac, Bone, Infectious Disease and GI Disease State Training

Probiotics

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