Manager Sales
Resume:
ROBERT SUMMERS, R.Ph.
Island Address
**-**** ******* **. ***** 913-***-****
Mililani, Hi 96789 Home E-Mail: abnv1l@r.postjobfree.com
Mainland Address
th
**** *. *** ******, ***. 434,
Overland Park, KS 66223
SUMMARY
I am a successful, bottom-line oriented individual with a broad background in Managed Care, Account Management,
Sales Management, Product Development and Business Development. Experienced with strategic accounts, payers
and providers. Pharmacy licensure provides immediate customer credibility and gives me the ability to quickly identify
customer motivation to develop strategies and tools, to create partnerships between J&J and our customers. My
successes in sales and sales management also position me well to create and execute successful account level pull-
through programs.
PROFESSIONAL EXPERIENCE:
Johnson & Johnson Inc. January 1999 –Present
Ortho McNeil/Janssen Pharmaceuticals division of Johnson & Johnson
Strategic Market Director
Kansas/ Nebraska/NewMexico/Oklahoma August 07- Present
o Gained preferred position for Aciphex on Blue Cross Blue Shield of Oklahoma formulary
o Gained exclusive formulary position on Presbyterian healthcare for Aciphex.
o Renewed Presbyterian contract for Ortho Evra, Ortho Lo, Concerta, Procrit in addition to signing a
new 5 year master agreement for J&J.
o Gained preferred status for Concerta at Value Options New Mexico.
o Gained Exclusive preferred status for Aciphex at Blue Cross Blue Shield of Kansas and had a
NDC block added to Nexium.
Hawaii/California Jan. 2005 – August, 2007
o Worked closely with HMSA to grow Aciphex position and to maximize HMSA rebates- generated
$3MM/qtr. incremental revenue over current quarterly purchases.
o Developed, negotiated and signed new contract template for all J&J Pharmaceutical business with
Blue Cross Blue Shield of Hawaii. This has been used by J&J as a standard template for all
contracting with this customer for all Johnson & Johnson divisions.
o Responsible for strategy and business development with Aetna and Blue Cross.
o Secured Medicare contract with Blue Cross Blue Shield Hawaii to add 5 J&J products to formulary.
Multi-Million $$ impact on revenue.
o Negotiated and signed a contract for Ditropan XL with HMSA, the largest health plan in Hawaii.
o Responsible for pull through at 5 Orange County Medical Groups including SCAN and Cal Optima.
o Exceeded sales goals and ranked in top ten of U.S. Market Directors.
o Grew PPI share in Hawaii to two and a half times U.S. National goal to maximize HMSA rebates
o Appointed as the OMJ Medical Group “consultant” for Medical Group Strategy development across
U.S.
o Piloted Strategic Leadership Development Program for top Account Directors in Johnson &
Johnson.
Janssen Pharmaceutica
Senior Strategic Account Manager California Jan 1999 – Dec. 2004
Developed, launched and implemented Janssen Managed Care Initiative in California. Established
o
business strategy for Physician Medical Groups and Health Plans.
Achieved formulary status for all Janssen products at all of my accounts
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Influenced Aetna National HMO formulary decisions through a strong relationship with Regional
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P&T members.
Co-Developed and instructed the Janssen Strategic Account Manager training program for new
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Account Managers. SAM101 was kicked off in December 02.
Co-developer of Janssen “eie” branding program to strengthen Janssen customer relationships.
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Member of Marketing VP’s “Managed Care Advisory Board”, which is a conduit to boil up new
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sales ideas and to provide feedback on current programs.
Responsibility for Aetna West Coast, Wellpoint/Blue Cross and HMSA in Hawaii in addition to 8
o
Medical Groups.
Train Janssen sales team on managed care skills to improve their effectiveness in the highly
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competitive California environment.
Achieved highest Aetna US Healthcare, resulting in 66% share growth over past 2 yrs.
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Drove Millions of Dollars of Janssen sales and achieved highest market share in country for
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primary product.
Awards/Recognition
Inducted into Cambridge Who’s Who Registry of Executives, Professionals and
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Entrepreneurs in July 2008
Received the Ortho McNeil Janssen Account Manager of the Quarter for the Mid West
o
nd
2 Quarter 2008.
Received the Ortho McNeil Janssen President’s Award for top “Account
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Manager/Director” in the West Coast. March 2007.
Awarded the 2006 Ortho McNeil Janssen Presidents Award for Account
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Manager/Director for the United States
Selected for Advanced Management Leadership training reserved for the top Senior
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Ortho McNeil Janssen Account Directors. Sept. 2006.
Recognition by Sr. VP of Managed Care OMJ, for Account Director partnering with HMO
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customer. Dec. 2005.
Promoted to Director Strategic Markets. Jan. 2005.
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Awarded the Janssen President’s Award for “Account Manager/Director of the Quarter”
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for West Coast. Dec. 2003.
Received the Janssen Presidents Award for Account Manager/Director of the year 2003.
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Received promotion to Senior Strategic Account Manager position. Jan. 2003.
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Received the Janssen Western Regional Business Director Award for “Account
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Manager/Director of the year”. Dec. 2002.
Rated top Strategic Account Manager in the West by Customer Satisfaction Survey for
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2002.
Cypros Pharmaceutical Corporation.
February 1996-January 99
Marketing Manager
o Established new product launch strategy.
o Developed a complete marketing program for current products including a
Full-range of support materials for sales force use.
o Created sales force training program on selling techniques and product knowledge
o Managed key account relationship with industry leaders in Nephrology (Cleveland
Clinic) and Gastroenterology (UCLA).
o Conducted international expert panels for nephrology and gastroenterology.
o Developed nephrology and gastroenterology White papers (2) and CME programs.
o Developed and managed Marketing Dept. budget
Eli Lilly & Co.
Jan 1989-Jan 1996
Strategic Account Manager/Diabetes Eli Lilly (North Carolina) Oct. 1994 - Jan. 1996
Developed a critical partnership with Duke University and University of North Carolina
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Piloted Account Management strategy.
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Served on the board for an N.I.H project to improve diabetes care for minorities in the U.S.
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Partnership relationships resulted in sales growth of 106% of goal.
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Western Regional Sales Manager-Pacific Biotech Division. -(California) June 1992 - Oct. 1994
o Managed Sales force of 6 representatives within a 26 State Region.
o Developed Regional Marketing strategy.
o Increased regional sales 21%.
Manager, Business Development MDD Division -Eli Lilly Corp. (In.) March 1991- June1992
Developed strategic plan for Diagnostic and Device Division and evaluated the fit of new
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acquisition opportunities. Acquired opportunities within business plan
Completed sale of Blood Glucose technology to Minimed for closed loop
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system, which would allow connection of glucose monitoring to infusion pump.
Managed 1year effort to merge Lilly diagnostics division with Eastman Kodak Diagnostics- Change
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in Lilly direction precluded completion of deal.
Completed strategic plan to reorganize diagnostic side of MDD division including Hybritech and
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Pacific Biotech
Initiated and completed market assessment of Diagnostic Division to
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determine hold or divest strategy for Hybritech/Pacific Biotech.
Marketing Manager, Eli Lilly & Co., Elco Division- (Indianapolis) 1/89-2/91
o Established new division of Eli Lilly and Launched Direct 30/30 Blood Glucose Monitor
o Developed Product launch program and all marketing materials
o Developed strategic plans, selected advertising agency, budget development and management
o Attained business plan sales goals in first year after launch
Boehringer Mannheim Diagnostics (Indiana)
May 1984 - Jan 1989
Manager, New Product Development, Diabetes Division 6/87-1/89
o Directed Product Design, engineering and chemistry for 3 new blood glucose monitors and reagent
strips including patent filings for new technology
o Developed products generating sales revenue of $300MM/yr
o Managed Research and Development staff of 30 engineers/chemists
Product Manager, Diabetes Division 9/85 - 6/87
o Marketing responsibility for promotion of two Medical Diagnostics to Physicians and Nurse
Educators.
o Developed sales tools to support sales force selling efforts including journal advertising,
promotional coupons, literature and Public Service Announcements
o Designed and managed a $1.25MM advertising budget.
o Product line grew an average of 25%/yr. during tenure in position.
Sales Representative Diabetes Division 4/84 - 9/85
o Successfully sold Diabetes/ Urinalysis products to Endocrinologists, Diabetologists, and
Nurse Educators
o Increased Territory sales from $600K to $1.2MM, boosting territory
nd
ranking from 50 of 120 to #1 in 2 Qtr, 1985. Territory continued to rank in
top 10 each month until promotion to Product Manager
nd
o Top sales rep in country 2 . Qtr. 1985
Veterans Administration Hospital; Kansas City, Mo.
Sept. 1978 - April 1984
Clinical Pharmacist/Consultant
Review/change Intern/Resident medication regimens to reduce drug interactions and control costs
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Completed design and implementation of hospital-wide Unit Dose medication program for a 400-
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bed hospital. Implemented on time and under budget.
Received a Superior Performance Award from Director of VAMC Kansas City
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EDUCATION:
University of Kansas, Lawrence Kansas (1973-1978)
Bachelor’s in Pharmacy- May 1978
Elected Class President, School of Pharmacy, 1975
Registered Pharmacist 1978 - Missouri & Kansas
Capella University, Minnesota, MN, (2008-2010)
Masters in Business Administration, Healthcare Management -Expected date of Graduation 2010
MEMBERSHIPS:
American Pharmaceutical Association (APHA) 2008
Hawaii Pharmaceutical Association (HPA) 2008
Kansas Pharmaceutical Association (KPA 2008
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