Sales Manager

frank tepe

Email: *********@********.***

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

City: Hebron

State: KY

Zip: 41048

Country: USA

Phone: 859-***-****

Skill Level: Director

Salary Range: $175,000

Willing to Relocate

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

Operations and Distribution Executive

Twenty five years experience in the life sciences industries. Led the build and expansion of operations and support team for mid-sized pharmaceutical company. Integrated acquisitions of product lines that included extensive sales volume within contracted customer groups including federal and state programs. Highly motivated, results oriented self-starter with established leadership skills. Proven ability to direct multiple, complex organizational processes simultaneously and perform as a critical executive in multifunctional environments.

Pivotal Strengths:

C- level sales ~ P&L Responsibilities ~ Complex negotiations ~ Financial modeling ~ Acquisition valuation ~ Due diligence ~ Commercial product launches ~ ROI development and analysis ~ Product transfers ~ Excellent presentation and communication skills

Professional Experience 1987- Present

Xanodyne Pharmaceuticals Inc. Newport, KY

Executive Director, Sales Operations, Trade & Distribution 3/02 to Present

Develops and implements all distribution planning and portfolio growth initiatives for private, specialty pharmaceutical company, including direct and indirect contracting for product portfolio. Analyze and acquire needed systems for management of sales organization including all necessary FDA and DEA reporting. Built data warehouse to track and report all business initiatives to the C-Level Executives as well as sales team. Reports to COO. Extensive interface with CEO, CFO, and General Counsel.

National Sales Director, deployed first field sales team in 2002. Led the sales integration of the acquisition of Integrity Pharmaceuticals in 2004. Managed the trade integration of the product line (30+ SKU`s, CII`s and CIII`s) acquired from AAI Pharma Inc. in 2005. Grew Revenue from $21 million in 2002 to peak sales of $120 million in 2009.

Developed and deployed CRM system compliant with PDMA Regulations

National Account Coverage, (McKesson, Cardinal, CVS, Walgreens, Wal-Mart, Rite Aid). Developed the distribution plan that led to the launch ready stocking of product into 30,000 retail pharmacies and the product availability within the non-retail channel.

Channel management of the portfolio of Xanodyne products to maximize bottom line revenue and contribution.

Pricing committee member.

Group Purchasing Organization contract negotiation.

Supply Chain management, demand planning and 3PL.

Cross-Functional interaction with Finance and Marketing team to address changing marketplace demands.

Roche Pharmaceuticals Inc. 4/87 to 3/02

District Manager - Indianapolis District 7/01 to 3/02

Directed all revenue growth initiatives for District following major downsizing of organization. Contributed highest growth dollars to Business unit from smallest market. Managed team of 9 institutional and retail based sales representatives. Analyze all business opportunities and contract opportunities within the highly competitive hospital arena including oncology products.

Business Unit Training and Development Manager- Ohio Kentucky Indiana BU 6/00 to 7/01

Selected to be on team to design the national program for all management.

Developed business segmentation model for Xenical which was adopted nationally.

Developed competency model with human resources that was rolled out to all 20 business units.

Awarded Special Achievement Award for 2000

District Sales Manager - Ohio Primary Care District 5/97 to 6/00

Hired and built team of 11 Primary Care Representatives and 1 Neurology Specialist.

Launched 2 Primary Care Products, 1 Neurology Product and 1 Oncology Product.

Led Business Unit in Volume and Growth year 1 and 2.

Awarded Special Achievement Award for 1998 and 1999.

Medical Center Representative 5/90 to 5/97

Product portfolio responsibilities for institutional customers.

Contract pull through and compliance to maximize product revenue.

Awarded Special Achievement Award for 1996.

Awarded Presidents Achievement Award for 1991.

Territory Manager 4/87 to 5/90

Managed portfolio sales in combined Primary Care and Institutional Territory.

Launched retail, institutional and oncology products

Awarded Roferon-A Achievers Award for 1989.

Awarded Presidents Achievement Award for 1988.

Education

Bachelor of Arts - Major: Computer Science

Associate of Arts - Major: Business Administration

Thomas More College - Crestview Hills, KY, 1986

Worked 40 + hours per week as pharmacy technician.

Community Involvement

Hebron Fire Protection District Board Chairman 1994 - Present

St. Vincent DePaul Pharmacy Volunteer 2001-2002

Past President Immaculate Heart of Mary PTO

Volunteer American Cancer Walk for Life

Parish Volunteer

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