Sales Manager

MARION A. JOHNSON, MBA

******.***********@*****.**

**** ****** ****** ****** 919-***-**** [H]

m

Holly Springs, NC 27540 919-***-**** [C]

PHARMACEUTICAL / BIOTECH Regional SALES MANAGER

Company Focus: Open

Consummate professional with years of successes providing highest quality functionality with

transferable skills and an exceptional track record to the pharmaceutical and biopharmaceutical sales

area. Adept in working in hospital/institutional settings with a high degree of managed care

experience. Skilled in deployment talents establish plans, goals, and processes assuring

methodologies are competitive, effective and protective of long-term success. Currently seeking an

Area Sales Manager position in the pharmaceutical industry with a progressive growth-oriented

company.

SUMMARY OF QUALIFICATIONS

• Exceptional ability to lead diverse workforces, offer innovative training and team development

curriculum through testing and assessments of training proficiency; brings unmatched commitment

to the achievement of organizational goals and objectives for all training courses for pharmaceutical

companies through product specific trainings.

•

• Balances leadership via conceptual thinking and strategic planning; successfully builds key

organizational relationships and partnerships with Specialty Representatives within North Carolina

marketplace calling upon Endocrinologist, Psychiatrists, Neurologists, Rheumatologists,

Pulmonologists, Allergists, and ENT’s, while rapidly developing a positive and productive working

environment, positioning the company as a leader in the development and implementation of its

products/practices that improve patient outcomes. Strong ability to develop and maintain long-term

relationships with key customers and patient advocacy groups is also necessary.

•

• Driver of aggressive sales and account management initiatives; consistent focus on providing the

highest standards of customer relationship excellence in hospitals, healthcare institutions or managed

care environments. Strategically partners with industry decision makers to manage relationships,

source opportunities, and build long-term viability into relationships. Consistently awarded for

exceptional promotion and selling techniques of products including: Manager of the Year Award and

President’s Circle of Excellence Award with Sepracor/Sunovion Inc.

•

• Experience at increasing levels of strategic, logistical capability, and technical project

management. In 2010, successfully ranked in Top 20% out of 66 managers. Engagement skills that

are highly adaptable, learning new procedures and processes, while quickly adjusting to changes in

schedule, team structure, assignment parameters, and organizational objectives.

•

• Aggressive self-starter, who is focused, has meticulous attention to detail, thrives in maintaining

a high level of clinical expertise by consistently utilizing all available medical information resources.

Executed the promotion and launch of successful products including: Lunesta, Pravachol, Avapro,

Metformin, Glucotrol, Cefobid, Azactam, Serzone, Execelon, Omnaris, Alvesco, and Brovana

CORE COMPETENCY AREAS

Area Sales Leadership / Diabetes / Osteoporosis / Respiratory Written / Verbal Presentations

Pharmaceutical Thorough Healthcare Industry Client-Centric Philosophy

Strategic Planning / Policy Knowledge Drug Product Selling / Therapeutic

Development Performance Improvements / Areas

Client Sales Training / Platform Penetration Outstanding Work Ethic

Training Strategic Program Implementations Entrepreneurial Attitude

Performance Evaluations / Managed Care / Long-Term Care Team Leadership / Training /

Appraisals Facilities Development

Territory Development / Business Problem Resolution Management Exceptional Interpersonal

Sales Networking / Public Relations / Social Communications

Cardiovascular / Anti-Infective / CNS Media

Endocrinology Sales / Anti-

Depressants

EDUCATION

UNIVERSITY OF PHOENIX-New Orleans PFEIFFER UNIVERSITY, Misenheimer, NC

Campus BS, Biochemistry

Masters of Business Administration

Continued

MARION A. JOHNSON, MBA

Page 2 of 2

CAREER ADVANCEMENT

INVENTIV HEALTH, Somerset, NJ

Training Specialist – Contract (2011-present)

inVentiv Health transforms promising ideas. inVentiv Health helps capitalize on ideas and accelerates with success. With 13,000 employees in 40 different

countries, inVentiv Health brings a well-informed perspective to the global crossroads of healthcare. We're inVentiv Health, and we know the way.

Advanced, adapted, and excelled with communication and presentation skills on various developmental tools and

resources of specific product training materials. Educated and trained employees and clients within various

pharmaceutical companies on platform training and media in the classroom that consistently drove awareness of the

corporate brand. Assessed training needs and developed training that utilized a variety of learning methods through

testing and administering multiple variations of assessments for overall proficiency for all training classes.

• Proactively identified needs and communicated a broader level of information to employees on

biopharmaceutical and pharmaceutical products to execute and render knowledge of product information,

warnings, and how the product can specifically support companies overall.

SEPRACOR / SUNOVION, INC., Marlborough, MA

Senior Area Business Manager – Biopharmaceutical Sales (2004-2010)

» Ranked in top third out of 66 managers – 2010.

» Won President’s Circle of Excellence – 2005.

» Awarded the Manager of the Year Award – 2005.

• Led, managed, directed, and organized a team of 12 Specialty Representatives in the North Carolina

marketplace, utilizing vast communication efforts with trained medical executives including: Psychiatrists,

Neurologists, Rheumatologists, Pulmonologist, Allergists, and ENT’s. Successfully executed the overall leadership

insights for sales team to research, evaluate, and promote specific product lines to top target customers. Various

products promoted were: Xopenex, Lunesta, Alvesco, and Omnaris. Continually reviewed, studied, and identified

pertinent clinical articles/technical information so as to be a professional and consultative resource to while

managing all products in such a way as to provide fair balance and in keeping with the guidelines established

by the company and FDA.

• Created, implemented, and managed successful strategies and tactics for the utilization of available Sales

promotional materials and/or programs. Also developed and implemented specific strategies and tactics that

secured return on investment within assigned territory.

• Developed and executed a growth plan that is aligned with divisional marketing and sales direction and that

leverages all available resources necessary to maximize the sales of products within that territory. Oversaw the

management and performance of territories, ensured the fulfillment of regional, and divisional objectives for

the securing of drug and device coverage to key accounts.

NOVARTIS PHARMACEUTICALS, East Hanover, NJ

Area Sales Manager – Senior Care Specialty Group (2001-2004)

» Ranked #4 in Senior Care Sales – 2003.

» Area finished #2 out of 26 areas – 2002.

» Increased Heart Failure market share by 9% through midyear data, Alzheimer’s market

share increased 6.3% and

Osteoporosis share increased by 2.4%.

• Performed and led a team of eight Specialty Representatives over three-state territory for the launch of a Senior

Care Specialty Group.

• Managed, directed, and implemented contacts with key Long Term Care pharmacy vendors and nursing home

chain accounts to facilitate individual target markets including: Heart Failure, Osteoporosis, and Alzheimer’s

Disease. Managed and oversaw facilitation, direction, and administration for all coaching and counseling,

performance management, efficiency, effective account targeting, and penetration and coverage for all Senior

Care Specialty Groups within assigned territory.

Various Other Employments:

INTERACTIVE MEDIA CORP., McLean, VA BRISTOL-MYERS SQUIBB

Director, Pharmaceutical / Biotechnology Practice Senior Hospital Manager / Integrated

(2000-2001) Healthcare Specialist (1995-2000)

District Business Manager – Hospital / Institutional Sales

(1993-1994)

ER SQUIBB & SONS PRINCETON PHARMACEUTICAL PRODUCTS, Columbia, SC

Associate Manager Region Operations (1991-1992) Senior Territory Sales Representative (1987-1990)

Associate Training Manager – Advanced Training

(1991) ROERIG-PFIZER PHARMACEUTICALS, Greensboro, NC

Core Sales Training Instructor (1990) Territory Sales Representative (1982-1987)

References Available Upon Request

Contact this candidate