Sales Management
Resume:
Dean H. Baker
Pine Brook, NJ *7058
Office: 973-***-****
***********@***.***
Cell: 201-***-****
***********@***.**********.***
Sales . Sales Management . Integrated Health Systems . Institutional and
Hospital Sales
BioPharma .Pharmaceuticals .Injectables . Oral Solids . Devices
Professional Summary
Accomplished management professional with a proven ability to grow a sales
and marketing organization utilizing my over 20 year documented history of
successful sales achievements, sales management and marketing experiences
in highly complex and specialized marketplaces. Experienced in
CNS/Neuropsychiatry, Female health, Rheumatology and Hospital sales force
start up.
. Results driven, award winning, sales director with documented success in
strategic planning, budgeting, personnel management, contract
negotiation, sales force restructure, interviewing, coaching, and
teamwork
. Expertise leading sales teams in rapidly obtaining hospital formulary
approvals for new product launches while implementing highly effective
pull-through strategies
. Experienced in managing the "buy and bill" process and product launch for
three device products (FluMist , Synvisc , and the Norplant System ) as
well as infusion center and home health J code billing for Tygacil IV
. Exceptional ability to identify, hire, coach, develop and promote 35
hospital account managers to positions of higher responsibility
. Management experience in direct and matrix organizational reporting
structures with strong problem solving, analytical, organizational and
business planning skills, with an ability to manage multiple projects in
fast paced, deadline driven environments
Qualifications/Skills
. Rated "exceeds expectations to exceptional" on the past 14 of 15 annual
performance evaluations
. Successful and extensive product launch experience (22 products in 23
therapeutic areas)
. Extensive therapeutic class and physician subspecialty experience as well
as Key Opinion Leader identification and development across all
specialties
. Management experience in the highly competitive and restrictive, NY, NJ,
PA, CT, and DE markets with a diverse customer base, including
Institutional, Office-Based, Managed Care, Long Term Care, Integrated
Healthcare Systems and LTACH customers
. Highly competent in adapting to new technologies by serving as area
management IT applications trainer for Wyeth and Co-promotion partners
. Highly skilled understanding of the Infectious Disease, Surgery, Primary
Care, Emergency Medicine, Psychiatry, Gastroenterology, Cardiology,
Palliative Care, Pain Management, Pediatrics, Gynecology, Pulmonology,
Pharmacy, Anesthesia, Nephrology, Rheumatology and Family Practice
marketplaces
. Experienced in sales and product launches in the following therapeutic
areas:
Analgesics, Antibiotics, Antidepressants, Antiemetics, Anti-
inflammatory, Biologicals, Cardiovasculars, Contraceptives, Devices,
Hormone Replacement Therapy, Hospice products, Infant Formula, Low
Molecular Weight Heparin, Maternal Vitamins, NSAIDS, Vaccines,
Viscosupplementation devices, Weight Loss
Professional Experience
Wyeth Pharmaceuticals (Pfizer Acquired) - Hospital Accounts Sales Director-
NJ/PA 1997 - Nov. 2009
Leader of Account Management sales teams of 10-15 Hospital Account
Managers. Directed all promotional activities and executed sales strategy
in Institutions, Trade, Long Term Care and Managed Care markets.
Responsible for growing sales of 5 major products with approximately $40MM
in gross sales in addition to managing promotional budget in excess of
$700,000 and a compensation budget in excess of $1MM. Position included
managing the CNS Psychiatry specialty sales team, Managed Care, and Trade
sales teams during 1997-2001 and launching the biologic product Enbrel
prior to the development of the Rheumatology specialty sales team.
Incentive compensation for this position based on dollar sales
achievement.
. Led the Northeast Business Unit for Tygacil IV antibiotic Dollar Volume
and Market Share for 17/18 sales quarters since product launch
. Tygacil Shares 25% higher than National and Northeast Business Unit
average. District share 5.5%, Region 4.3%, Nation 4.4% thru Q3 2009
. Awarded one of only four Hospital Accounts Excellence awards in 2008 for
outstanding top 10% national sales performance and impeccable management
skills and leadership skill demonstration
. Awarded Presidents Golden Circle sales performance award in 2006 for top
2% Rank in the Nation and #1 Rank in Northeast Business Unit
. Awarded Vice Presidents Talon award in 2006 for top overall sales in the
Northeast Business unit
. Nominated for Presidents Golden Circle award in 2000
. Appointed as the Regional liaison Field Input Team member to assist
headquarter sales and marketing teams in product launch strategy
development for Tygacil and Relistor due to prior launch successes
. 2007 Northeast Business Unit Doing It Right Award for collaboration
. Altace Top Cardiovascular Sales Performance Award in 2001
Wyeth Pharmaceuticals - Brand Managers Residency Program-Protonix IV
(Oct. 1999- Aug. 2000)
Selected by the Vice President Sales and Marketing to participate in a
Manager in Residency rotational Product Management program. Rotation
consisted of a 4 month in-house and 6 month field, rotational marketing
assignment to assist in the promotional material development and product
launch for Protonix IV a new intravenous gastroenterology product.
. Authored the launch meeting leaders and representative meeting guides
. Participated in Protonix IV strategy, tactical, war game and copy
clearance meetings
. Led regional launch meetings
. Presented launch meeting strategy to Executive Management Committee
Wyeth Pharmaceuticals - District Sales Manager- Feminine Products Group-
NYC/CT/NJ 1989 - 1997
Managed a team of 12-15 specialty sales representatives responsible for
sales of Contraceptives, Diet Drugs, Hormone Replacement Therapies, and
Prenatal Vitamins.
. Women's healthcare Performance Leader Award 1996
. Presidents Ideas In The Workplace Award in 1995 for significant cost
savings idea; implementation resulted in corporate savings in excess of
$100,000 and the granting of a significant cash award
. Nominated for Golden Circle award in 1994
Wyeth Pharmaceuticals - District Sales Manager- Therapeutics Group -NYC
Metro 1987 - 1989
Managed a team of sales representatives responsible for sales of
Antipsychotics, Anxiolitics, Biologicals, Cardiovasculars, and Non-
Steroidals.
. 1990 Developed Norplant "Train the Trainer" national program in
conjunction with Planned Parenthood Federation of America
Education
Adelphi University, Garden City, NY
Bachelor of Science-Biology Major: Microbiology; Minor: Business
Administration
Wyeth Professional Development
Management Development Program Hospital Account Director Level 3
Coursework in CMR for Managers
Coursework American Management Association program for Managers
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