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Sales Manager

Goshen, KY, 40026
November 27, 2018

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Wayne T. Skelton

Kentucky 502-***-****

Senior District Sales Manager/Key Account Executive

20+ Years of Experience in High-Visibility Medical & Pharmaceuticals Sectors

Entrepreneurial, growth-minded District Sales Manager proven in driving sales to unprecedented success. Demonstrated expertise in medical and pharmaceutical industries, including managed care/reimbursement, compliance requirements and healthcare regulations. Specializing in strengthening relationships with physicians and medical leadership to gather, analyze and translate needs into individually targeted product solutions. Engaging, personable leader skilled in mentoring and training team members, while encouraging workplace culture of positive collaboration.

Areas of Expertise

Seven-time President’s Club winner Cross-Functional Leadership, Consultative Sales Mentoring •

Revenue Generation • Territory Expansion • Key Account Management, Interpersonal Communication • Employee Development/Training • B2B Sales • Strategic Marketing Consumer Insights • Industry Trend Analysis • Relationship Management


PDI-PFIZER Louisville, KY July 2015- Current

District Sales Manager

Manage all day to day business operations for a 9-person sales team across 5 states, ADHD market.

Award winning District Manager: Include any contest or recognitions

Number one rank for launch of new drug, QuillichewER

Successfully increased Market Share from 2.4 to 3.2 in 7 months.

Increased all call activities 20%. Ranked number one in all call metrics.

Increased District Market Share ranking from 7th to 1st in Growth.


INVENTIV-GENENTECH / NOVARTIS, Louisville, KY Jun 2014 – Jan 2015

District Sales Manager

Managed all day-to-day business operations for an 11-person sales team across an 11-state territory, Allergic asthma market.

Successfully achieved 108% of yearly quota; ranked #2/#3 nationally in referrals/vials, respectively.

AMARIN PHARMA, Louisville, KY Jan 2013 – Jan 2014

District Sales Trainer – Professional Sales

Served in multiple key leadership roles for a cardiovascular and diabetes business in Central US.

Designed and presented training seminars to establish a well-trained, high-performing sales team.

TOTAL EHR May 2012-Jan 2013

National Sales Director

National recruiting staffing.

Designing and implementing sales strategy including salary benchmarking and IC plan creation.

Overseeing day to day sales operations.

PDI-PFIZER TEAM II GENENTECH, Louisville, KY Jan 2010 – May 2012

District Sales Manager

Held direct responsibility for Protonix, Z-Max, and Tamiflu sales within the Kentucky and Tennessee regions. Supervised, directed, and motivated a 23-person sales team with 12 additional seasonal representatives.

Appointed to serve on the National Advisory Board for District Managers following proven record of success.

Achieved numerous accolades and achievements during tenure, including:

Ranked #1 in calls per day, #2 in reach, and #3 in frequency out of 18 District Managers.

Successfully improved Z-Max TRx ranking from #17 out of 18 to #13, as well as increasing scripts by 400+.

LIPOSCIENCE, Louisville, KY Oct 2006 – Jul 2009

Regional Sales Manager – Specialty Lab

Led six sales representatives across 14 states and led a cross-functional team of national accounts for LipoProtein diagnostics on behalf of Laboratory Corporation of America.

Achieved 107% of yearly goal by 1st half of 2009 at a rate of +25% growth compared to 2008.

Recognized as #2 in direct business, reached 127% of goal, and awarded President’s Club honor in FY2008.

Ranked #1 for LabCorp business and #2 for total business in FY2008/FY2009, respectively.

Selected by management team as a member of the Mayo Clinic and Cleveland Clinic cross-functional teams.

TAKEDA PHARMACEUTICALS, Louisville, KY Sep 2003 – Jun 2006

District Sales Manager – Diabetes Division

Developed and implemented strategic sales plans to consistently drive new revenue while maintaining existing accounts across the Kentucky, Indiana, and Ohio regions.

Awarded Cresset Club (President’s Club) status for exceptional sales performance.

Spearheaded cross-functional teams in Managed Care and Government Affairs to achieve performance goals.

Ranked #1 regionally out of 10 District Managers, and #3 nationally out of 50 District Managers.

Realized 268% of goal in only three months during the launch phase of Rozerem.

Served as the primary point-of-contact for the cross-functional Managed Care team directly responsible for securing exclusive Medicaid status for Actos.

PFIZER-PHARMACIA-SEARLE, Louisville, KY Jan 1992 – Aug 2003

Senior Consultant District Sales Manager (Nov 2000 – Aug 2003)

Instrumental in achieving sustained business performance for women’s healthcare product lines within the Kentucky market. Led multiple sales initiatives that appealed to target demographics and drove revenue growth. Member of national advisory boards training district sales managers on new products sales and processes.

Earned (President’s Club) 2002

Successfully achieved #1 ranking out of 54 districts in NRx share for Detrol LA.

Appointed as a key liaison for co-marketing initiative and the Pharmacia/Pfizer Alliance transitional team.

Regional Account Markets (RAM) (Sep 1999 – Nov 2000)

Cultivated strong, lasting business relationships with leading providers in the Kentucky, West Virginia, Ohio, and Pennsylvania markets, including Humana, Anthem, United Healthcare, and Coventry.

Named to President’s Club and national advisory board

Created comprehensive Managed Care resource binder for all regional providers.

Negotiated preferred status contracts for Ambien/Arthrotec (United Humana and Coventry), Celebrex (UPMC, Paramount, Altcare, Summacare), and Celebrex/Ambien (ProvidersSynergies).

District Sales Manager (Sep 1993 – Sep 1999)

Directly responsible for $12M in sales during first year as District Sales Manager; eventually generated $40M in yearly sales by the sixth year at the position.

Ranked #5 out of 96 District Sales Managers; President’s Club

Ranked in the Top 20% on each product for every year;

Placed in the Top 10 of sales for the Celebrex launch;

Earned formulary approval for Daypro and Maxaquin on Kentucky Medicaid;

Appointed to serve as the Co-Marketing Liaison for a Pfizer co-marketing project;

Mentored and coached three management candidates for the District Sales Manager position.


Bachelor of Business Administration in Marketing, Eastern Kentucky University, Richmond, KY

ROTC Military Studies (2 Years)

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