Sales Manager

Robert w. Marshall

** ******** *****, ********, ** 94526 ? Days: 925-***-**** ? Evenings: 925-

***-**** ? ****************@***.***

Executive Profile

Accomplished executive with an exemplary record of leading sales and

marketing efforts globally for biotech and pharmaceutical companies.

Recognized for visionary leadership in taking a stagnant drug to become a

multi-million dollar sales producer by developing high impact educational

programs and restructuring sales territories. Outstanding record of

increasing market share, growing sales revenues, and opening new markets.

Articulate communicator and builder of dedicated, overachieving sales teams

and managers. Highly skilled at promoting a positive culture in a declining

environment, resulting in a reduced retention rate. Academic credentials

include a Bachelors of Art in Biology/Chemistry.

Notable contributions

. Served as key contributor in developing Supergen as one of the most

recognized companies in the field of Hematology.(Now Astex

Pharmaceuticals)

. Successfully managed all sales and marketing efforts for a cancer

drug, Nipent, that became a leading product in the above

biopharmaceutical company with extended market indications. Increased

sales from $0.2M to $18M.

Core Leadership Competencies

Creation of Sales Training & Reimbursement Programs ? Leading High

Performance Management Teams ? Developing Annual Sales Goals & Budgets ?

P&L Management ? New Business & Product Development ?

? Strategic Planning & Execution of Clinical Trade Shows ? Development of

Incentive Programs ? Facilitating Groups Meetings, Medical Education

Speaker Programs, Seminars, & Medical Advisory Board Programs ?

Maintaining Business Relations with Oncology Drug Distributors, Drug

Wholesale Companies, Major Cancer Teaching Institutions, Group Purchasing

Organizations, & Managed Care Organizations

PROFESSIONAL EXPERIENCE

CARDINAL Health, INC.

Director, Physician Networks, January 2011- September 2012

( Selling organizations specialty oncology products pipeline, services,

and systems to community based oncology offices and clinics throughout the

northwest region.

( Increased sales to 160% of quota

( Chosen as a member of the DACUM group to establish job descriptions and

marketing goals for sales team.

INDEPENDENT CONSULTANT, 2008 - 2011

Currently providing consulting to start-up biotech/pharmaceutical

organizations (Suppono Caveo, Inc, BioPaz Pharma, JJ Pharma, and Insert

Therapeutics) involved in cancer drug development. Responsible for business

plans, executive summaries, P&L's, and investor relations.

Semafore Pharmaceuticals, Scottsdale, AZ: A start-up biotech/pharmaceutical

company developing a PI3K targeted inhibitor agent for pancreatic cancer.

Senior Vice President of Business Development and Investor Relations, 2007

- 2008

(Page 2)

Managed all startup activities:

. Established and maintained relationships with key investment banks and

analysts throughout the U.S. and EU for future financing concerns.

Verbally received commitments for $5M.

. Sought out new technologies for in-licensing as well as for future

collaborations and corporate partnerships.

. Created strategic communications plan with a leading ad agency (gsw).

. Worked with leading investigational thought leaders in further developing

company's drug, including future pipeline agents and future clinical

trials.

*Left company due to their lack of finances to continue daily operations

and clinical trials.

SuperGen, Inc., Dublin, CA: ( Currently, Astex Pharmaceuticals) A start-up

bio-pharmaceutical company developing super-generic chemotherapy drugs as

well as branded chemotherapy drugs for various forms of cancer.

Vice President of Sales, 6/02 to 10/06

Took over a company with a licensed branded product that was unknown to

the hematology/oncology marketplace and medical community. Established,

developed, and executed strategic sales plans worldwide. Supported

product portfolio and any in-licensing business opportunities that

impacted the business strategy. Worked closely with sales in their efforts

to enhance product visibility by promoting services at trade shows,

seminars, symposia, and workshops. Led nine direct reports (Director of

Sales, Regional Managers, Operations Manager, VP of National Accounts,

Director of National Accounts, Strategic Accounts Manager, and two support

staff). Additionally led 24 indirect reports (sales professionals).

Accomplishments:

. Grew sales from $10.6M to $17.8M.

. Successfully surpassed sales quota, both quarterly and annually, by up to

20% for company's products, (Nipent, Mitomycin, and Surface Safe).

Established Mitomycin as the "House Brand" for various Oncology drug

distributors. Licensed Surface Safe for SuperGen from a major cancer

institution.

. Developed and implemented company training programs on products,

medicine, and reimbursement for the entire commercial group. Created a

national accounts program. Increased the size of the sales group

according to sales volume by territory, number of physicians, hospitals,

and cancer teaching institutions. Reduced level of sales rep turnover.

Created successful sales and management incentive programs, car program,

and contracts program for major accounts as well as government accounts.

. Created strong rapport and working relationships with key opinion leaders

in Hematology/Oncology. Held major educational seminars and speaker

programs for company's product, Nipent, and participated in various

Hematology/Oncology physician meetings such as ASCO, ASH, and AACR.

. Successfully worked closely with Medical Education to create a BRC

incentive program. Also worked with clinical trial and regulatory

departments to ensure proper drug trial development in order to promote

growth for increasing sales.

National Director of Sales, San Ramon, CA, 1/00 to 6/02

Managed overall sales efforts of commercial group. Worked with all

departments such as Marketing, Medical Education, and Executive Management

to insure successful corporate programs and marketing efforts, and also

worked with Human Resources for hiring efforts. Led three direct and 12

indirect reports.

. Grew sales from $6.1M to $12.9M in a two year period.

. Exceeded sales quotas on a quarterly and yearly basis by up to 20%.

. Developed medical training modules for the sales group.

Western Regional Sales Manager, San Ramon, CA, 9/96 to 1/00

Directed efforts of sales group in Western region. Developed sales

territories, hired and trained sales people as well as provided training

to entire national sales group on company and competitive products and

technologies. Worked with Medical Department in setting up educational

programs and clinical protocol participation in the private practice and

institutional settings. Led five sales associates.

. Grew sales from $0.2M to $6.1M.

Additional EMPLOYMENT: Oncology Therapeutics Network, San Francisco, CA -

Regional Business Development Manager; Healthcare Consulting, Denver, CO;

Ivedco, Irvine, TX - Vice President of Sales and Marketing; Syncor

International, Chatsworth, CA - National Sales Manager; Neorx Corporation,

Seattle, WA - Director of Sales; Adria Laboratories, Columbus, OH -

Western Region Sales Manager; Winthrop Laboratories, New York, NY - Sales

Representative.

Education

Western State College, B.A., Biology with courses in Business

Administration and Computer Science.

Professional continuing education in management and sales

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