Sales Manager

Stephen M. Pickens

***** ******* **** ************, ** 38017

Phone: 901-***-**** Email: ************@*****.***

Professional Profile

Senior Sales Leader Product Launch/Expansion Pharmaceuticals and Toxicology

Results-oriented sales leader combining over twenty years of successful sales experience with expert knowledge in the pharmaceutical and toxicology fields. Strong marketing skills, territory growth and expansion experience, product launch management, sales manager training/development and management, and client-centric consultative sales. High energy and competitive individual with a reputation for creating positive, motivating environments where teams consistently achieve and exceed sales, marketing, and financial goals.

Core Competencies

۰Strategic and Motivational Leader ۰Expand Sales Force from Local to National

۰Product Launch and Promotion ۰Primary Care and Specialty Sales

۰Meet and Exceed Quotas consistently ۰Analytical and Consultative Sales Approach ۰Hire, Manage and Train Sales Leaders ۰Provide Exceptional Client Customer Service

Professional Experience

AEGIS SCIENCES CORPORATION – Nashville, TN March 2009 – present

Vice President, Sales

Aegis Sciences Corporation is a national leader in healthcare and forensic laboratory sciences – leveraging innovative technology and best practices to deliver the right information and answers to help healthcare providers, sports organizations, and employers make the best care decisions with confidence

Key leader of all company sales efforts; report directly to the Chief Business Development Officer

Lead all company growth/expansion efforts; grew team from local sales (9 Regional Sales Managers) to national sales (over 75 Regional Sales Managers)

Direct management of 2 National Sales Managers and 8 Area Sales Managers; indirect oversight of 70+ Sales Managers and 250+ Collection Technicians

Grew sample volume and revenue significantly year over year

Successfully led sales team through 2 recapitalizations/ company transactions

ALPHARMA PHARMACEUTICALS February 2006 – February 2009

District Sales Manager

Hired and developed Territory Sales Representatives in TN, LA, MS, and AR

Promoted Kadian and Flector patches to specialists including neurologists, psychiatrists, pain specialists, and general practitioners to treat patients with chronic and acute pain

Stephen Pickens – Page 2

Conduct ongoing analysis of market data to pinpoint marker trends, call activity, and sales patterns in order to grow market share

District finished 2006 ranked #2 in Central Region and #6 overall in nation; in 2007 finished #7 overall in nation

2 of 10 direct reports (Sales Reps) won Circle of Excellence; 2 promoted to Field Trainer

MYLAN-BERTEK PHARMACEUTICALS February 1995 – September 2005

District Sales Manager/National Account Manager/Territory Sales Manager

Promoted to National Account Manager, National Field Trainer in 1997 and promoted to District Sales Manager in 1999

Developed and provided leadership to 9 Territory Sales Managers in MS, TN, AR, KY

Promoted products including cardiovascular, antibiotic, anti-fungal, and anti-epileptic medications

Managed and developed business relationships with key wholesalers, pharmacies, and managed care organizations

Conducted analyses of market data to pinpoint trends, activity, and deficiencies of territory managers; lead to 50% of regional making President’s Club and Chairman’s Club

Established and developed relationships for key accounts including Humana, Blue Cross/Blue Shield, TennCare, Coventry, Walgreens, Kroger and McKesson

Evaluated market potential, worked to increase market share

Successfully added Phenytek to the TennCare formulary; implemented innovated contract strategies with TennCare

Top ranked representative in region for Maxzide sales 1996; top 5 in region for total sales 1997

District ranked Top 5 Region in 2002; ranked #2 Region Southern Division in 2003 and 2004

Prior Sales Experience

National Starch and Chemical, Memphis, TN – Regional Sales Manager (1994 -1995)

Wall Bros. Oil, Memphis, TN – Sales Representative (1988 – 1994)

Education

THE UNIVERSITY OF MEMPHIS – Memphis, TN

Bachelors – Business Administration in Marketing, May 1988

References Available Upon Request

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