Sales Manager

James p. shelley, jr.

*** ***** ****** ****: 415-***-****

Haverford, PA 19041 abyl7q@r.postjobfree.com

Summary

Goal driven Sales Professional with a solid history of sales success and

consistent market share growth selling pharmaceutical products to

physician specialists and primary care. Diverse experience includes

working with physician offices, hospitals, state and federal government.

Develops successful customer relationships by determining customer needs

and producing desired outcomes. Strong sales data analysis and territory

management skills coupled with consistent and thorough follow up.

Professional Experience

Astrazeneca - Wilmington, DE

Executive Pharmaceutical Sales Specialist (2007 - 2012)

The development of the Roxborough and Mainline, PA and Dover, DE

Territories to achieve sales goals for key AstraZeneca respiratory, pain

and CNS products, namely: SYMBICORT, VIMOVO, and SEROQUEL XR.

Understand current customer relationships, determine customer status,

create sales strategies, advance customer loyalties for AstraZeneca

products.

In addition, the need to collaborate on sales projects with district team-

mates and HQ-based sales, brand marketing and legal / compliance

personnel to achieve sales goals and establish AstraZeneca products in

the marketplace.

. #1 Territory in District for YTD Portfolio Sales 2011 "CIRCLE OF

EXCELLENCE" as of 11-2011

. #1 Territory in District for VIMOVO (AZ's newest) product sales

throughout the year 2011.

. Sales recognition from Regional Sales Director for collaboration with

Hospital Sales Specialist to achieve strategic hospital formulary win for

SYMBICORT.

. The Area Sales Director acknowledgement of my sales achievements.

. The Regional Sales Director for my division cites my outstanding

sales performance".

Astrazeneca, Wilmington, DE

Managed Markets Sales Training Leader (1999-2007)

Created and implemented on a local, regional, and national level, the

managed markets sales training programs which challenged, interested, and

developed the skills of the Managed Markets Account Directors for

AstraZeneca

Developed and administered managed market sales training programs for

specific managed market sales and brand segments within AstraZeneca, e.g.

The Business of Behavioral Healthcare.

. 2006 key data benchmarks showed AstraZeneca Account Directors increased

their "favorable" position with Managed Market Medical Directors. This

was also a sales training benchmark and credited to the Managed Markets

Sales Training Programs.

. Recognition from Regional Account Director and immediate Supervisor on

The Business of Behavioral Healthcare training for Account Directors

. Appreciation noted from the Vice President of Sales and Sales Training

Department Director at AstraZeneca for outstanding training

. Recognition from Sales Training Department Head and immediate supervisor

for Medicare Part D training for AstraZeneca internal personnel

. Award for Managed Markets Sales Training that caused Business Center

Customer Impact

AstraZeneca, Wilmington, DE

National Account Director - Department of Defense (1997-1999)

Learned access process and worked within the Federal Government and the

Department of Defense system to establish AstraZeneca products and

achieve national or regional formulary status for key products in 120

Military Treatment Facilities throughout the country.

Developed desirable work relationships with "key" DoD personnel

Once awarded formulary approval, develop national "pull-through" programs

for AstraZeneca sales representatives to implement.

. Achieved national formulary status for Prilosec( for a 3 year contract

award (sole and exclusive)

. Developed national "pull-through" program for Prilosec( with AstraZeneca

sales force ($80+MM)

Other Related Experience

AstraZeneca, Wilmington, DE

Regional Sales Manager, Marketing Product Manager, National Hospital Sales

Manager, District Sales Manager. Hospital Sales Representative.

Education

Bachelor of Arts, Biology Major, Microbiology Minor, University of Rhode

Island, Kingston, RI

Professional Development

Academy for Healthcare Management (AHM 530) - Network Management in

Managed Care Organizations

Academy for Healthcare Management (AHM 520) - Health Plan Finance and

Risk Management

Academy for Healthcare Management (AHM 510) - Managed Care Governance and

Regulation

Academy for Healthcare Management (AHM 250) - Introduction to Managed

Care

Express Scripts, Inc: PBM Preceptorship

Negotiating Contracts I and II - Max Bazerman J.L. Kellogg Graduate

School of Management at Northwestern University

Miller and Heinman's Large Account Management Process

Contact this candidate