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Winning Sales & Sales Management Professional

Location:
Fort Worth, Texas, United States
Posted:
February 14, 2019

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Resume:

Tim Hopper

*** ********** ***** **** *****, Texas 76108

Cell: 817-***-**** Email: ac8hrt@r.postjobfree.com

PHARMACEUTICAL & BIOTECH SALES

Accomplished sales leader with 25+ years of winning in the marketplace in a variety of roles, and through long held relationships with recognizable local and clinical thought leaders. These efforts have been consistent in developing & implementing effective sales strategies, by establishing new market segments during new product launches & expanding the market share of mature products.

Sales & marketing skills developed include:

Seventeen New Drug & Medical Device Product Launches Identifies, Recruits, Coaches, Teaches, Trains & Develops Top Talent Performance Management Project Management Operational Sales Development Strategic Sales Planning & Tactical Sales Implementation Operational Budget Management Team Building & Organizational Excellence Smart Budgeting & Finance Six Sigma Green Belt Sales Training & Curriculum Development Sales Operations & Special Projects Territory Management & Composition Market Analysis Account Management of both community & academic research hospitals throughout the central United States Professional Development of Team Members & Succession Planning Certified Diabetes Educator

The range of my experience includes success in the following clinical settings: ENT, dermatology, pulmonology, family practice, endocrinology/diabetology, cardiovascular disease, cath lab, infectious diseases & oncology, ICUs & CCUs, allergy & immunology, hemostasis, surgery & trauma, orthopedics, free standing surgery centers, ophthalmology, internal medicine, neurology/psychiatry/CNS, OBG, emergency medicine, urology, women’s health, radiology… Hospital, institutional & government sales (VA, DOD, IHS, etc)

PROFESSIONAL EXPERIENCE

Sales Representative / District Hospital Representative / District Manager NOV 1985 – JUN 2000

Pfizer, Inc Multiple Locations

Responsible for the hiring, coaching, teaching, training and development of nine Medical Service Representatives and one Institutional Sales Representative. This district included Nebraska, Iowa, South Dakota, and parts of Minnesota, Kansas and Missouri. During this time, both individually & as a team, we successfully launched 12 new products.

Products Launched: Cefobid, Cefobid Minibags, Unasyn, Diflucan, Lipitor, Norvasc, Cardura, Viagra, Aricept,

Glucotrol XL, Zyrtec, Zoloft

Products Promoted: Geocillin, Spectrobid, Procardia XL, Glucotrol, Antivert, Atarax, Navane, Sinequan

Results: 1986 - Finished #2 out of 32, nationally, for Rookie of the Year

- 5% Mid-Year Special Merit salary increase

1987 - Winner – Vice President’s Club in first year of eligibility – Top 10% of field sales force

for two consecutive years

1989 - #1 Hospital Rep in Nation for Unasyn volume sales

1990 - #1 Anti-Infective sales in Southwest Region… #3 in Nation

1992 - #1 District in Region in dollar volume & market share for the launch of Zoloft

1993 - #1 Roerig/Pfizer Labs Team for Norvasc/Procardia XL conversions and sales volume

1996 - Top-5 CV franchise team, full year… Award trip to Scottsdale

1998 - Facilitated formal partnership between Pfizer and Stormont-Vail Enterprise, Topeka KS for

Disease Management/Patient Support Programs… Increased sales across all franchises by 50%

Cardiovascular Clinical Specialist JUN 2000 – APR 2002

Genentech, Inc St Louis, MO

Responsible for driving sales in assigned accounts through the development and management of customer advocates for the cardiovascular franchise in the clinical areas for the treatment of Q-wave and Non Q-wave myocardial infarction, acute ischemic stroke, pulmonary emboli, and the restoration of thrombosed venous access devices. During this time I successfully launched two new products.

Products Launched: TNKase, CathFlo Activase

Products Promoted: Activase

Results: 2000 - #1 in Dollar Volume Sales in the Division… #2 in the Region… #4 in the Nation

2001 - Achieved 62% Market Share … #2 in the Division

2002 - Increased Market Share for all thrombolytics by more than 27% in first two years

Account Executive OCT 2002 – MAY 2004

General Electric Healthcare St Louis, MO

Responsible for sales & marketing results in the following clinical diagnostic imaging areas: X-Ray, Computed Tomography, Magnetic Resonance Imaging, Nuclear & Functional Imaging, Ultrasound and Picture Archiving & Communications Systems (PACS). Also responsible for sales & service contract negotiations across central Missouri and northwest Arkansas.

Results: 2003 - Closed over $3.6MM in 2003 orders… Budget was $3.0MM … 137% of Budget

2004 - Closed over $4.7MM in sales in Q1 … Budget for all of 2004 was $7.4MM

2004 - Completed Six Sigma Green Belt Certification

Hospital District Sales Manager MAY 2004 – APR 2009

Hospital & Surgical Products Division, King Pharmaceuticals, Inc Fort Worth, TX

Responsible for the coaching, teaching, training and development of eleven hospital account executives in the Hospital & Surgical Products Division. Responsible for sales and P&L results for medical device & pharmacologic products of my team in more than twenty major teaching institutions and medical centers in the Southwest. I coached three President Club Award Winners, and launched three new products during this time.

Products Launched: ThrombiPad, Thrombin-JMI Epistaxis Kit, Flector Patch

Products Promoted: Synercid, Thrombin-JMI

Results: 2005 - “Circle of Merit” Winner 2006 - “Circle of Merit” Winner

2006 - #1 in Western Region - #2 in Nation 2007 - #1 in Western Region - #2 in Nation

Financial Advisor OCT 2009 – JUL 2012 Edward Jones & Merrill Lynch Fort Worth, TX

Guided individual & corporate wealth management clients through in-depth analysis of their financial picture, with a consultative and objective commitment to excellence. Recommendations for asset allocations crafted to expressly reflect each client's income and growth expectations. Series 7, 66 & Texas Department of Insurance registrations.

Chief Operating Officer / AllFuel Services, Inc JUL 2012 – MAR 2016

Chief Compliance Officer / BCA Fuel Solutions, LLC Fort Worth, TX

Provided programmatic leadership and input for all strategic plan implementation processes. Coach program directors as they implement the strategic plan and transition program operations. Manage and cultivate existing relationships with investors to secure and expand recurring revenue streams.

Responsible for the formulation & implementation of internal procedures to ensure the company is meeting its regulatory and fiduciary responsibilities. Areas of responsibility include, but are not limited to workplace & employee safety, health and welfare programs; meeting required industrial reporting requirements; and, meeting our obligations to our customers.

Internet Sales Manager APR 2016 – MAY 2018 Meador Auto Group Fort Worth, TX

Established, developed and fostered relationships with retail and commercial clients to understand, construct and provide solutions to their transportation needs, including contracting, financing strategies & securities.

Sales Counselor MAY 2018 – OCT 2018 Brookdale Senior Living Fort Worth, TX

Routinely review software databases to identify and follow-up on leads from all sources to encourage & promote visits of the community… Explain and demonstrate the benefits of living & receiving care at Brookdale to prospective residents and their families, in order to close contract sales and increase occupancy… Provide input regarding development of promotional brochures, videos and mailings.

Education

University of Oklahoma, Norman, OK Bachelor of Arts, Political Science 1980

Air Command & Staff College, Maxwell AFB, AL Diploma, National Defense Policy & Leadership 1997

Military Service

United States Air Force Security Police Officer (Active Duty & Reserves)

United States Army Military Police Officer (Active Duty)

Duty Assignments:

Platoon Leader (Operation Urgent Fury) Battalion Training Officer Brigade Special Staff Officer to HQ, XVIII Airborne Corps Flight Leader Flight Commander Squadron Operations Officer Asst Director of Training, HQ Strategic Air Command Squadron Commander (Desert Shield / Desert Storm) Director, Security Police Operations, HQ, Air Combat Command

Professional Sales & Sales Management Training

Pfizer Professional Sales Representative Training Phases I thru VI Hospital & Institutional Sales Training Leading People Targeted Selection The OZ Principle Situational Self-Leadership Situational Team Leadership Situational Leadership I Civil Treatment Coaching for Success Coaching in the Field Coaching with Courage Coaching with Emotional Intelligence Sales Compensation & Incentive Programs Networking S*T*A*R*S – Interviewing & Hiring Creating a Winning Culture Creating Your Leadership Point of View Coaching for Performance Management Sales Channels & Reports and Interpretation Productive Self-Management Leading Teams Versatile Salesperson Leading Change Leading People through Change and Transformation Tipping Point: A Simulation on Leading Change 7 Habits of Highly Effective People Sexual Harassment in the Workplace Job Performance Documentation Performance Reviews & The Appraisal Process Meeting Planning & Execution Individual Leadership Assessment and Coaching Certifications SPIN Selling Thrombosis, Thrombolysis & the Coagulation Cascade Pharmacology Pharmacokinetics & Pharmacodynamics Diabetes Preceptorship – University of Kentucky, Lexington KY Hypertension & Cardiovascular Disease Preceptorship – UT Southwestern, Dallas TX Infectious Disease Preceptorship – UT Southwestern, Dallas TX Cath Lab Orientation & Preceptorship – Washington University School of Medicine, St Louis MO



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