Sales Manager

Phil Martiszus

Email: abpdnz@r.postjobfree.com

Address: **** ********** *****

City: Weldon Spring

State: MO

Zip: 63304

Country: USA

Phone: 636-***-****

Skill Level: Experienced

Salary Range: $60,000

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

Phillip K. Martiszus

Weldon Spring, MO 63304 - 636-***-**** - abpdnz@r.postjobfree.com

Management, Sales, and Business Development

Award-winning sales career across broad national industries, markets, and accounts. Participation in multiple new product launches, an outstanding record of achievement in complex account management, with experience in direct sales, marketing, and service/support. Successful track record of identifying and capturing market opportunities to accelerate expansion, increase revenues and improve profit contributions. Accomplishments -

Leadership - Achieved low turnover rate by initiating strategy to empower representatives by developing selling skills, improving team coordination, having each representative create a professional and business development plan, resulting in multiple representative promotions and advancement, as District Sales Manager.

Team Development - More than 50% of reps achieved Winner Circle in 2005 and 2006.

Exceeding Goals - Received Ruby Award 2005 and Emerald 2006 exceeding set district sales and corporate goals, as DSM.

Cost Reduction - Reviewed $8 million in expenses and averaged 15% expense reduction in different categories as business consultant.

Areas of Expertise

Market Share Growth Account Development & Management Team Leadership

Competitive Market Intelligence Territory Planning & Management Sales Team Training

New Product & New Service Introduction Customer Relationship Management Recruitment /Hiring

Professional Experience

Kindred Healthcare, Inc., St. Louis, MO, 2011-Present

Long-term acute care hospitals providing aggressive, specialized interdisciplinary care to medically complex patients who require extended recovery time.

Account Executive, Hospital Division

Oversee market place analysis, development and execution of new business plans for referral hospitals. Marketing to physicians, clinical, and non-clinical staff in accounts. Assist with sales skill development of clinical liaisons and patient assessors. Work with other sales team members focusing on accounts where high-touch customer interaction is essential to business retention and expansion. Complete clinical assessment of referred patients to determine acuity for admission.

Grew referrals and admission 50% in 2012 by providing marketing leadership to assigned facilities enabling them to meet objectives.

Drove admission increase 20% in 2011 by supporting hospital leadership and marketing teams through active participation in the design, modification and implementation of marketing initiatives.

Increased conversion of referrals to admissions 50% in 2011 by collaborating with hospital's leadership team and marketing staff, implementing collaborative marketing efforts to achieve admission volume and lead census.

Scholastic Book Fairs, Inc., Fenton, MO, 2010-2011

Publicly traded large international publisher.

Sales Manager Mid America Region, Book Fair Division

Led team of 23 sales consultants to exceed goals through the execution of over 10,000 fairs. Led initiation of business plans, training and development for each consultant. Coordinated fair execution with 6 branch locations, 2 field sales managers and field sales representative. Identified performance issues, initiated performance improvement plans and implemented progressive discipline including termination decisions.

Presented a cohesive "face" of the company to the customer by coordinating with sales executives, inside sales, and customer care.

Exceeded fair count and revenue goals.

Expense Reduction Analyst, Springfield, MO, 2007-2010

Business consulting company.

Concentrated on Central and Southern Missouri targeting companies with gross revenues of $5M-$100M such as telecom, freight, insurance, and outsourced services reviewing operations for cost savings.

Business Consultant /Owner

Achieved client acquisition via multiple marketing processes including cold calling, referrals and networking with CEOs and CFOs. Coordinated all aspects of the project processes between analysts, clients, stakeholders, and suppliers. Ran RFP process for clients to compare vendors and present results to client decision makers. Implemented changes. Tracked results for 1-2 years. Handled marketing, finance, taxes, and full P&L responsibility for PKM Inc.

Gained 9 clients from manufacturing, printing and wholesaling houses.

Reduced premium costs 10% for non-profit manufacturing association with projected increase of 15% by changing insurance carriers to one with more benefits and less cost.

Cut freight costs 15% by using RFP to obtain competitive bidding for manufacturing company in Missouri.

Reduced print cost by 10% and improved contract terms for business journal publisher by using RFP process resulting in change of vendor.

Glaxo Smithkline Inc., Research Triangle Park, NC, 1989-2007

Global pharmaceutical Fortune 500 company.

FULL LINE DISTRICT SALES MANAGER, Springfield, MO, 2005-2007

Challenged to merge central nervous system (CNS) and respiratory selling teams into new district, managing portfolio of 7 products. Worked closely with strategic account and regional marketing mangers to implement key initiatives, including current or new business plans and strategies and new partnerships within the sales region. Regularly monitored and enforced the adherence to compliance and company policy. Developed district budget. Held $275K budgetary responsibility of team of 12.

Built team resulting in -

Winner Circle Emerald recipient Regional Rank of 1 from a field of 13.

Exceeding of quota 4 quarters of 2006.

Advair "Turn Up the Volume Challenge" National Winner Wave I & II.

Tasked to learn 4 additional products/disease states, customer base/intricacies, and analyze data.

Identified need for increased funds for representative activity, doctors to be added to CNS speaker list, and new hospital coverage.

Added two speakers to the regional CNS speakers' list.

Respiratory District Sales Manager, Springfield, MO, 2003-2005

Selected to build new respiratory district. Served as regional leader for Flonase working with cross-functional teams to identify best practices, opportunities and threats affecting market share. Communicated competitive market intelligence to brand teams and management. Worked on strategic alliance with Astellas to sell Vesicare. Led district sales force activities, including hiring, training, development, performance evaluation, and compliance to corporate policies. Held budgetary responsibility of $225K with team of 15.

2005 Winner Circle Ruby Recipient Regional Rank of 2 from a field of 13 by developing sales team to support the solutions selling model.

Improved coordination of hospital call coverage eliminating duplication of representative efforts and increased hospital sales.

Achieved National winner of Flonase new market share increase of 2% in fall of 2005.

Created regional award system to identify and implement best practices. Initiated conference calls with regional medical scientist to improve product and resource knowledge. Presented national and regional marketing plans every 6 months.

Respiratory District Sales Manager, Edmond, OK, 2000-2003

Turned around low performing district by initiating district business plans and strategies that fostered customer relationships and maximized profits. Proactively identified key targets in district and developed plans to influence prescribing habits to gain competitive advantage. Held budgetary responsibility of $200K.

Implemented changes that took district ranking from bottom 25% to top 50% nationally and in region by increasing sales of all products:

Sector Winner Winter and Spring quarter 2002 for Advair market share change.

Sector Winner Summer quarter for increasing Advair market share ranking.

Sector Winner Winter and Spring quarter 2003 for driving Advair market share.

Led District in data analysis and business plan creation that improved call coverage, routing, and sampling activities. Increased calls to doctors, pharmacies and hospitals generated higher market shares for all products.

Other Pharmaceutical Company Sales Positions held -

Glaxo Wellcome, Medical Center Rep, St. Louis, MO, 1998-2000. Launched Lotronex.

Glaxo Wellcome, Cerenex Division Representative, Belleville, IL, 1996-1998 Launched Imitrex, Amerge, Wellbutrin XL, and Zyban Served on Southern Illinois Epilepsy Foundation Board.

Burroughs Wellcome, Medical Center Rep, Chicago, IL, 1993-1996. Launched Mivacron and Nuromax.

Burroughs Wellcome, Division Representative, Southern Illinois, 1989-1993.

Highland Manufacturing Plant Supervisor, Highland, IL, 1988.

Education

BBA, McKendree University, Lebanon, IL, 12/1987. AS & AA, Belleville Area College, Belleville, IL, 5/1985. Worked full-time to pay tuition.

Computer experience - Microsoft Office: Word, PowerPoint, Excel, Numerous CRM programs, SalesForce.com, In-house databases.

Professional Development

Management: Blanchard Situational Leadership II, Emotional Intelligence, GSK Targeted Selection Interviewing.

Sales: Sandler Sales Program, GSK Sales Training Program, Xerox Sales Training Program, Negotiation Skills for Professionals.

Health Care: Rush University Hospital Preceptorship, Harvard Psychiatry Preceptorship, MINCEP Epilepsy Care Preceptorship, Multiple Anatomy and Physiology Courses within the GSK Sales training curriculum.

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