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Sales Director, Sales Manager, Sales Operations Manager

Location:
Orlando, Florida, United States
Posted:
June 13, 2019

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Resume:

CARLOS R. RODRIGUEZ

***** ** ****** **., **** St. Lucie, FL 34987

ac9lpv@r.postjobfree.com

772-***-****

SUMMARY

Results driven, award-winning, sales leader with 20 years of transferable sales leadership experience, proven to succeed in a variety of markets including: Pharma, Molecular Diagnostics, DME wholesale, Logistics, Operations, multiple Therapeutic Areas and Institutional Sales such as hospitals, long-term care & pharmacies. Strategic and innovative leader who thinks outside the box and empowers others to succeed and develop their careers. Team building, people leader, who operates with integrity, agility, ingenuity and accountability to, consistently, lead teams to exceed sales goals.

SUMMARY OF QUALIFICATIONS

Multiple President's Club Awards Winner Specialty Sales Leadership

Hospital Sales & Leadership Molecular Diagnostics Senior Leadership

Long Term Care Sales & Leadership Pharmaceuticals Sales & Leadership

Commercial Sales Operations National & Regional Sales Leadership

Over 12 Product Launches IC Program Development & Management

P&L Management, Inventory Management Supply Chain Management

Developing Leaders & Succession Planning Performance Management

Build & Deploy National Sales Teams / Startups Regional Marketing & Sales Training

Customer Service / Client Services Strategic Account Management

Salesforce.com / Veeva CRM/ Microsoft Office Suite Fully bilingual in Spanish-English

EXPERIENCE

ASHFIELD HEALTHCARE

Ashfield, part of UDG Healthcare plc, is a global leader in commercialization services for the healthcare industry.

Sales Operations Manager - Boehringer-Ingelheim (SE Region – FL, PR, GA, AL, MS, SC, TN) 2016 to 2019

Day by day, the 50,000 employees of Boehringer Ingelheim create value through innovation with a clear goal: to provide more health and improve the lives of both humans and animals.

-Build, coach & lead 3 Specialty Teams: Diabetes, Respiratory & Cardiovascular Sales Specialists.

-Call Points: Cardiology, Endocrinology, Pulmonology, Allergy, Asthma & Immunology, Primary Care, Pediatrics

-Lead the regional field sales operations efforts between Ashfield Healthcare HQ, Ashfield Specialty Representatives, our client’s Regional Directors & our client’s District Managers.

-Coached 2 of 9 National President’s Club Winners in 2017 & 2 of 9 National President’s Club Winners in 2018, out of 10 OM’s and 300 Representatives.

-2017 & 2018 YE Performance Review Rating: “Far Exceeds” (highest rating of 5 levels)

-2016 & 2017 YE Performance Review Rating: “Far Exceeds” (highest rating of 5 levels)

-2018 Annual Core Value Award Winner for “Ingenuity”

-2017 Annual Award for “Operational Excellence”

-2017 UDG Healthcare Global CEO Awards' winning team member for the "Energy" Core Value.

-11 Straight Quarters at or above 100% Sales/MBO Goal Attainment

-Developed & Implemented IC program including: Quarterly IC, President’s Club, “On The Spot” Rewards Program

-Developed the 2 stages of GAP Training, to identify and cover unmet training needs b/n client and Ashfield Training.

-1 of 4 OM members, out of 10, assigned to the board developing the New Career Levels program

-Led Strategic Team to develop, introduce and implement the DM Pillars of Excellence for new DM Onboarding.

-Increased engagement & motivation by creating, editing & publishing a monthly National Newsletter

National Sales Director – QIAGEN Life Sciences 2018 to 2019

QIAGEN’s mission is to deliver Sample to Insight solutions enabling QIAGEN customers to unlock valuable molecular insights faster, better and more efficiently – from the raw biological sample to the final interpreted result.

-Call points included: Hospital Laboratories (including VA), Rheumatologists, Dermatologists, Gastroenterologists, Immigration Medicine, Pediatrics, and School Districts’ Health Departments in the promotion of an interferon-gamma release assay (IGRA) for the detection of latent Tuberculosis.

-Met a friend who works as the Chief Commercial Officer for one of the largest global molecular diagnostics companies who mentioned they were looking for ways to expand their geographical footprint in the US and grow sales for their TB Testing franchise. After meeting for several months, sold a suite of services the company offers; led the implementation of the combined work streams, strategic planning, and contract negotiations. Closed the contract and built a national sales team of 17 Clinical Sales Reps, 7 Nurse Consultants, 10 Hospital Account Managers, 2 Government Accounts Managers and 2 Regional Sales Directors. On an investment of approximately $5MM, sales in 2018 grew by $35MM, which was $19MM over expectations.

-Led strategic cross-functional workstreams, comprised of internal and external customers in the creation and implementation of a this “custom-designed” solution. Cross-functional workstreams included: internal & external Presidents of Sales, BD, Analytics, Finance, Legal, Recruitment, Field Sales Operations, Training, HR, Clinical, Marketing and other channels.

BIOCODEX NORTH AMERICA

A specialty pharmaceutical company with a global reach and a rich heritage. Biocodex is an independent, multinational pharmaceutical company built on high-standards science and manufacturing, with six decades of proven success.

Business Unit Manager (Southeast USA - VA to P.R.) 2013 to 2015

-Built, trained, led and coached a Specialty sales team of 9 Gastroenterology Sales Representatives

-Call points included: Gastrointestinal, Primary Care Physicians & “Big Box Pharmacies”, Direct B2B Sales to Hospitals, Skilled Nursing Facilities, Assisted Living Facilities, LTC Pharmacies for Florastor® Probiotic (OTC), Oncology Infusion Clinics & Hospitals for Totect® (antidote to anthracycline extravasations).

-Responsibilities in 2 years included: Regional P&L center management, direct-to-consumer regional marketing, geographical sales force deployment, sales forecasting, development of career levels program, national & regional POA development, National IC Plan Development.

-Quarterly responsibilities included: cross-functional strategic & tactical meetings with Marketing, HR, Finance, IT, Sales Training, Statistics & General Manager at HQ in Redwood City, CA.

-Y.E. Rankings: 2/6 (2013), 2/4 (2014) & 1/4 (YTD Sept 2015).

-Ranked #1 Region in Long Term Care % Growth Δ 2013 & 2014.

-Led leadership team in the creation of the new Career Levels program

JANSSEN PHARMACEUTICALS, INC.

A J&J company, Janssen conducts research and development activities related to a wide range of human medical disorders including: mental illness, neurological disorders, anaesthesia and analgesia, gastrointestinal disorders, fungal infection, HIV/AIDS, allergies and cancer.

Senior Area Business Specialist (Palm Beach, FL) 2012 to 2013

-Call points included: Community Mental Health Centers, VA Hospitals, Community Hospitals - Inpatient & Outpatient Mental Health facilities, ACT Teams, Psychiatrists, Neurologists, Specialty Pharmacies, etc.

-Increased sales in existing accounts and closed new formulary contracts for the CNS franchise of injectable agents for Schizophrenia and Bipolar 1 Disorder, $1500 - $3500 per month products, ALWAYS requiring Prior Authorization.

GLOBAL MEDICAL PRODUCTS & HOSPITAL SUPPLIES

GMPHS is a manufacturer of quality but economical medical products as well as a national wholesaler of low-cost medical supplies, servicing hospitals, pharmacies, nursing homes, home care agencies, correctional facilities and other medical supply companies.

District Sales Manager (Southeast USA) 2012 to 2012

-Lead Independent Representatives and Distributors through the Supply Chain Management process to exceed our performance objectives and customers' expectations.

-B2B wholesaler, develop new business, direct sales and distribution channel management of durable medical products, diabetic supplies & hospital supplies to pharmacies, DME's, Urgent Care Centers, clinics, hospitals, and senior living facilities, including skilled nursing facilities, assisted living facilities and independent living facilities.

-Led the company's strategic account planning process that developed mutual performance objectives, financial

targets, critical short-term and mid-term milestones.

MERCK & CO. / SCHERING PLOUGH CORP.

Merck & Co. is a global healthcare company. The Company offers health solutions through its prescription medicines, vaccines, biologic therapies and animal health products.

District Sales Manager 2003 to 2011

-Call points included: Hospitals, Endocrinology, Cardiology, Allergy, Asthma, Immunology, Ear Nose & Throat, Pulmonary, Infectious Diseases, Dermatology, Urology, Urgent Care, Primary Care, Pediatrics, Long Term Care.

-President’s Club Winner 2009, Ranking 4 out of 149. Merger announced January 2009. 0% Turnover.

-Coached/mentored 5 Representatives to multiple President’s Club Awards.

-Coached/developed and Promoted 6 Representatives to Specialty/Hospital & District Management Positions

-Led 10 - 12 Sales Representatives teams & consistently exceeded annual sales goals leading to national year-end rankings of: Top 10% 3/8 yrs., Top 20% 5/8 yrs., Top 30% 6/8 yrs. & Top 50% 7/8 yrs. out of 93 to 149 peers.

-Award for Excellence in supporting my peers in Data Analysis, Business Acumen & Diversity Leadership

-Region Award for efforts in Supporting New Merck Culture & Culture Changes

-Executional Excellence Award as Lead CTM Facilitator during Dulera® Launch Meeting

-Led Representatives to 5 area HCA Hospitals' conversions to Avelox®, displacing Levaquin® as workhorse quinolone and generating an additional $2.5 million in annual sales.

-Consistently led the Region and the Nation in metrics such as calls per day, resources utilization

-Selected by Area Vice President and Regional Director as 1 of 14 members, from 85 district managers, of the SE Area Managers' Advisory Board to address and develop plans for "leading through change" (post-merger).

-Selected by RD to be a 1 of 3 mentors for the Sales Representatives' Leadership Development Program.

-Selected by RD & AVP, from over 250 DMs, to the 15 members board for the National Women Leadership Council

-Led Regional Diabetes LTC Account Management Pilot

Hospital Sales Representative (promoted from Territory Sales Rep) 1997 to 2003

-Call points included: Hospitals, Endocrinology, Cardiology, Allergy, Asthma, Immunology, Ear Nose & Throat, Pulmonary, Infectious Diseases, Dermatology, Urology, Urgent Care, Primary Care, Pediatrics, Long Term Care.

-Synergy Award Winner (President's Club) 1998.

-Negotiated and closed multiple Tequin sales contracts adding product to hospital formularies across South Texas.

-Developed strategic planning & led implementation teams leading to formulary acceptance & product pull-

through.

-District & National Anchor Trainer for new Sales Representatives' Initial Training & Advanced Training.

Additional Leadership/Distribution/Manufacturing Experience:

-Logistics Manager at Modine Heat Transfers (Nuevo Laredo, Tamaulipas, Mexico)

-Traffic Manager at Hometex Products Inc. (Laredo, TX)

EDUCATION

MASTER OF BUSINESS ADMINISTRATION: INTERNATIONAL TRADE

Texas A&M International University, Laredo, TX, USA

BACHELOR OF BUSINESS ADMINISTRATION: MANAGEMENT

Texas A&M International University, Laredo, TX, USA

CERTIFICATIONS

Managing Effort - Getting Results, Advanced Results-Oriented Coaching Skills, Advanced Counseling

LANGUAGES

Fluent in Spanish and English (oral & written)

INTERESTS

Winning, Exceeding Goals, Helping Others, Developing Future Leaders, Coaching club volleyball, competing in Sprint and Olympic distances triathlons, marathons, 5K's, 10K's, gym, hiking/camping Appalachian Trail, golf, ex-college gymnast.



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