Sales Manager

Michael Zell

***** ***** ***** ( Boca Raton, FL *3498

***/***-**** (Home) 561/543-9191 (Cell)

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

http://www.linkedin.com/in/michaelzell

SUMMARY

Accomplished sales professional seeking to utilize proven account

management and direct selling approach. Leadership ability presents an

exceptional coach and mentor. Innovative and motivational, emphasizing

strong and effective communicative skills. Highly adept at incorporating

resources to influence representatives, physicians, and related healthcare

professionals, with profitable impact on sales results.

Sales Performance ( Team Coaching, Mentoring, and Development ( Sales and

Marketing Strategy

Negotiation and Contracts (B2B) ( Sales and Product Training ( Recruitment,

Hiring and Retention

Diversified Product Responsibility - Oral, I.V., Biotech, and Device (

Budget Analysis

PROFESSIONAL EXPERIENCE

inVENTIV COMMERICIAL SERVICES

Specialty District Manager, Florida (2008-Present)

Recruited, hired, and trained 12 sales representatives for Endo

Pharmaceuticals in the arena of pain management. Successfully launched

Voltaren Gel for chronic OA pain. Product responsibility for pain solution

franchise includes Lidoderm for the treatment of postherpetic neuralgia

pain, Frova for migraines, Opana ER for the treatment of chronic pain, and

Fortesta Gel for low testosterone. Call points include Orthopedics,

Rheumatology, Neurology, Endocrinology, Pain Management and Internal

Medicine.

Leadership encompasses responsibility for Florida, southern Georgia, and

Puerto Rico. Exceeding performance goals includes the implementation of a

district plan by leveraging internal resources and aligning business

strategies relative to an assessment of individual territories.

. 2010 National District Manager of the Year

. 2011 Vice President's Best Practice Award - #1 Southern Region Sales

Rank

. # 1 Performance Rank in Nation, September, 2009-February, 2011

. # 1 Performance Rank among 9 Districts in Southern Region (3rd in

nation) June, 2008-May, 2009

. 2009 Lidoderm Masters Award - Outstanding National Sales Performance

. 2009 "Accelerate the Curve" Award for leading all districts with 124%

baseline increase

. 2008 Southern Region Sales Execution Award - Outstanding National Sales

Performance

. Led 10 representatives to National Sales Performance Awards, 2008-2012

. Endo District Manager Delegate - Sales Operations Planning 2012-2013

WYETH PHARMACEUTICALS

1990-2008

Specialty District Manager, Delray Beach, FL (2002-2008)

Supervisor of 12 direct reports with accountability for development and

resource utilization resulting in performance goal attainment and customer

advocacy with Cardiologists, Gastroenterologists, and IM. Prioritized

strategic planning with emphasis on product knowledge, competitive

analysis, and territory management. Ensured a collaborative work

environment through delegation and empowerment. Created business plan and

taught optimal marketing techniques to maximize results with Protonix,

Altace and Effexor XR.

. # 1 Performance rank of 8 Central and South Florida District Managers,

3Q, 2007-1Q, 2008

. # 7/50 Regional Performance Rank, 4Q, 2004-4Q, 2005

. # 15/50 Regional Performance Rank, 1Q, 2006-3Q, 2000

. Increased new prescription share of Protonix GI oral medication over

50%, from 13% to 20%, implementing a district reassessment 5 years into

product life cycle

. Career Ladder Advancement Awards 2003, 2006

. Directed 7 district representatives to President's Award and/or

Promotions 2003-2007

WYETH PHARMACEUTICALS

Medical Center Manager, Columbus, OH (1998-2001)

Executed job assignment in 5 teaching and 5 community hospitals relative to

sales, promotion, formulary acceptance and distribution of I.V. and

injectables. Managed daily activity of representative responsible for

residents and clinics. Oversaw local hospital rep expansion, training, and

development. Negotiated I.V. contracts (B2B); networking with P+T

committees. Developed Key Opinion Leader (KOL) advocates to present fair-

balanced disease state discussion in medical center grand rounds in

Psychiatry, Infectious Disease, and Cardiology.

. President's National Sales Award - 2001

. Raised sales of Zosyn, broad spectrum I.V. antibiotic, by 100% to

$800,000 at Ohio State University Hospitals despite interruption in

product availability

. Achieved over 90% antiarrhythmic market share for Cordarone I.V.;

including formulary approvals

. Implemented protocol change to ACLS guidelines on hospital floors, ER,

and EMS

. Increased Effexor XR market share by 30% among Medical Center

Psychiatrists and IM

. Acquired Enbrel formulary approval for Children's Hospital in the

treatment of Juvenile RA

. Protonix Trend for 10 Performance Award 1999

. Career Ladder Advancement Awards 1999, 2001

Territory Manager, Columbus, OH (1990-1998)

Successful representation of extensive product portfolio focusing on

cardiovascular disease, pain management and depression, with utilization of

sales and marketing resources. Generated a high closing ratio with the aim

to discover customer needs and goals within a diverse environment of city,

suburb, and rural healthcare professionals, while cultivating effective

business relationships.

. Regional Performance Award - Ranked # 2 Territory Representative in

Midwest Region 1993

. Achieved top 25% or better Regional sales performance rank (6x) 1991-

1998

. Promoted to Area Sales Trainer 1997-1998, leading formal corporate HQ

training and field sales evaluation

. Career Ladder Advancement Awards 1993, 1996

EDUCATION/TRAINING

Ohio State University, Columbus, Ohio

Bachelor of Science, Business Administration

Manager Initiatives, Development, and Training

Management Skills Assessment Center, Richmond, VA

Targeted Selection (Good Hiring Practices)

Exceptional Management Practices

ROI Coaching

Leadership I, II & III courses (Talent Development and Retention)

Teamwork and Mentoring

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