Manager Sales
Resume:
Maurice P. Mulcahy
Columbus, OH 43214
*******@*****.***
SUMMARY OF QUALIFICATIONS:
Successful Implementer in Sales Force Start-Up and Expansions
Multiple President’s Club Winner at Representative and Managerial levels
Launch leader into new therapeutic areas; including Neurology (Orphan and Immunologic drugs), Rare Disease, Pain, Opioid and Injectable Medications and Device
Trained Specialty Representatives on Hub value chain and Funnel Management
Certified Instructor:
o The Challenger Sale®
o Targeted Selection®: The behavioral-based interview o Coach4Success®: The Art of the Strategic Conversation
Sales success across the following specialties: Neurology, Pain, Anesthesia, Neurosurgery, Oncology, Addiction Medicine, Rheumatology, Orthopedics, Cardiology, Asthma Allergy & Immunology, Pulmonology, Physical Medicine and Rehabilitation, Internal Medicine, Family & General Practice, and Hospital Selling; including O.R. Sales
EXPERIENCE:
TEVA Pharmaceuticals; Aug 2016 - April 2018
Regional Sales Manager; Neuroscience Division, Connecticut Region Feb '18 - April '18
1st Line Manager of Neurology Sales Team consisting of 10 Representatives o Quickly expanded strategy for rapid growth of Austedo (Rare Disease) and maintain Copaxone business
o Managed team on nuances of Central-fill (Hub) Pharmacy services between Austedo and Copaxone
o Immediately filled 2 vacancies with high-performers (White Plains, and Albany S., NY territories)
o Resigned due to inability to meet required relocation objectives Sr. Executive Territory Specialist; Neuroscience Division March ’17 – Feb '18
Realigned to Neuroscience Division after Sales Force reduction in Respiratory Division. o Led Northeast Area and Ohio Region in Copaxone (Glatiramer Acetate) Growth in 2017 selling to Neurology and Multiple Sclerosis Specialists in Columbus, OH territory. o Improved Rank for Copaxone from #109/124 (March ‘17) to #32/124 (Dec ’17) o Successfully launched Austedo (Orphan Drug for Rare Disease) in ’17 indicated for the treatment of chorea associated with Huntington’s Disease. o Led Region for Austedo prescriptions until Oct.‘17 in solo territory while competing against
'partner' territories across Region.
o Honed expertise in Central-fill (Hub) Pharmacy services Regional Sales Manager; Respiratory Division, Columbus OH Aug ‘16 – Feb ’17
1st Line Manager of Respiratory Sales Team consisting of 8 Representatives o Established leadership and gained trust across team; conveyed vision, and gained buy-in on Rapid Growth Strategy for ProAir RespiClick (60% weight), QVAR (25%) and QNASL
(15%).
o Maximized overall Portfolio Management to lead Nation in growth in 2016.
December 2016 Sales: Improved overall ranking to #5 out of 40 Regions (Started at
#22 out of 40, below Nation and Area averages)
ProAir RespiClick MS; August 2016; ranked #23 out of 40 Regions (BELOW Region and National Avg.)
Aug. 2016 TTD Quota Attainment: ProAir RespiClick 83.7%; QVAR 109%, QNASL 84.3%
Dec. 2016 TTD Quota Attainment: ProAir RespiClick 107.8%; QVAR 106.4%, QNASL 109.8%
o All Representatives in Region exceeded Quota in all promoted Products, 3rd Trimester 2016
(1st time in 2 years)
o Average 4 days/week facing customers; Coaching, Training, and Supporting colleagues’ efforts in Pulmonology, Asthma Allergy and Immunology, Pediatrics, and PCP practices. o Jan. 2017; Teva announced Nation-wide downsizing effective Feb. 2017 Kaléo Pharma, Richmond, VA April '15 – July '16
Northern Area Manager
Start-up commercial expansion launch of Evzio, the first FDA Approved auto-injector of naloxone hcl
o 1st line Leader of up to 14 Medical Sales Specialist EXPANSION territories between Chicago and Boston specializing in new medical therapeutic area of take-home intelligent auto-injector of naloxone for opioid overdose emergencies o Successfully Hire, Train and Coach MSS Team on new pharmaceutical ‘Value Chain’ including Clinical and Non-Clinical support employing a B2B Funnel Management approach o Streamlined Training for all team members on Distribution Channel including Central-fill
(Hub) Pharmacy and traditional Retail Pharmacy models o Traction Achieved: Q1, 2016: #1 (of 8) Area in 4 vs. 4 Week AND 13 vs. 13 Week Percentage Growth (58% and 121%, respectively)
o Q1 2016: #1 Area in 4 vs. 4 Week Volume Growth of 430 Evzio Rx o Q1 2016: #3 Area in 13 vs. 13 Week Volume of 1046 Rx o Q1 2016: #2 Area for Prescriptions filled through Hub Pharmacy Channel o Q1 2016: #1 Area in # of Physician referrals through Hub Pharmacy Channel o Made critical decision to roll-over only 5 of 14 MSS team from contract sales force to full- time Kaléo employees, then interviewed to backfill existing vacancies o Q2: Realigned to Midwest Area, managed 8 representatives, 6 were ‘expansion/start-up’ territories
Purdue Pharma L.P., Stamford, CT Jan '98 - Dec '14 Region Manager, East Central Region Oct '10 - Dec '14
Launched expansion Region in Q4 2010 as 2nd line Leader o Led team of 70 (7-8 District Managers and 63 Representatives) located in 8 districts including Buffalo, NY; Pittsburgh, PA; Cleveland, OH; Columbus, OH; Louisville, KY; Nashville, TN; Knoxville, TN and Charlotte, NC
o Accelerated overall ICP Bonus increase by 24.6% per representative per year over 3 years o Successfully launched Butrans® (Chronic Pain) in 2011 with consistently improved rankings over 3 years
o Delivered successful Butrans Results: Ranked #3 Region (of 9) with 12/12 growth of 22.48%; and #3 in total prescription volume through 9/14
o OxyContin® Sales Results: Ranked #7 with 12/12 growth of -4.72%; and #3 in total prescription volume through 9/14
o KPI's consistently exceeded Goal across the following parameters: Average Calls/day, Targeted Prescriber calls/day, Total Calls to Prescribers, Secondary Calls, etc. o Promoted 2 Representatives to District Manager; 2010, 2012 o Successfully Hired and Trained 3 out of 8 District Managers; 2010, 2011, 2012 o Supported 'advanced career development' of four District Managers and numerous Representatives. (No less than 5 achieved status as ‘Promotable’) Assistant Director, Field Management Development Dec '07 - Oct '10 Accomplishments and Responsibilities:
o Collaborated with cross functional departments to streamline and reintroduce New District Manager training curriculum aligned with complete job description and corporate objectives
(updated quarterly)
o Oversaw and consulted on the career development of seven Regional Field Trainers per year o Designed and Facilitated workshops at quarterly District Manager Business meetings and yearly training programs
o REMAP (Management Simulation) Trainer
o Contributor to National Sales Meeting core-team planning agenda and workshop design o Program Lead: District Field Trainer and District Manager Advisory Council o Successfully completed 'Advanced Leadership Development Program Assessment Center' conducted at Psychological Consultants Inc., Richmond, VA Senior Medical Marketing Representative July '05 - Dec '07 o Reassigned to territory as result of realignment and massive sales force reduction o Improved ranking from #249 out of 250 Representatives (July, '05) to #15 (Dec. '07) o Cancelled: President's Club, '06 and '07 due to Corporate Integrity Agreement with U.S. Department of Justice
o Assisted in New Hire Representative Training at Corporate Office o Attendee; Leadership and Business Approaches Training Program, '06 o Guest Trainer; Leadership and Business Approaches Training Program, '07 District Manager Oct '01 - July '05
o Led teams of between 8 and 10 representatives covering Eastern MA, Rhode Island and Northern CT. Promoted OxyContin, Uniphyl (for Asthma and COPD), Spectracef (Antibiotic), and Senokot Laxative line (Opioid-induced Constipation) o Realigned from Providence District to Boston District (July '04) and ranked 61out of 61 o Adapted existing strategy to maximize new opportunities and minimize challenges o Accelerated District rankings, post realignment, from #61 to #11 (Dec. '04) o 2 Time President’s Council ‘Toppers’ Club’ (Top 10%) 2002, 2003 o 2-time Regional District Manager of the Year 2002, 2003 o Platinum Club ‘President’s Council' (awarded for 2 Top 10% finishes within a 2 year span) '03 o 2003, set Purdue record with 6 out of 8 representatives finishing in Top 10% o Had at least 5 representatives promoted to the position of Medical Marketing Representative Professional Representative, South Eastern MA Jan '98 - Oct '01 o 2-time District Representative of the Year; '99, '00 o 2 Time President’s Council ‘Toppers’ Club’ (Top 10%); '99,'00 o Platinum Club ‘President’s Council (awarded for 2 Top 10% finishes within a 2 year span); '00 EDUCATION
Bridgewater State University, Bridgewater, MA
Bachelor of Science, Management Concentration; Marketing
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