Sales Representative

Scott R. Milanowski

**** **** ***** **** ************@*****.*** 715-***-**** Mobile

Eau Claire, WI 54701 715-***-**** Home

PROFILE

Accomplished district/regional management and sales leader with extensive

experience that includes the successful marketing of pharmaceutical

portfolios and product lines, with an in-depth understanding of local and

regional markets. Offer versatility in managing pharmaceutical products

through the lifecycle. Develop unique strategies and solutions in highly

competitive markets, with a focus on building long-term customer and

business partner relationships. Excel at sales/market share goal

achievement, talent acquisition and employee development. Strong team

builder; foster an atmosphere that encourages talented professionals to

achieve maximum productivity.

Business Development Performance Management Formulary Access

Consultative Selling Sales Presentations Healthcare Marketing

Process

Interviewing / Key Account Management Target Market Analysis

Recruiting

Managed Care Territory Sales Relationship Building

Pull-Through Forecasting

Therapeutic Background and Knowledge

Cardiology ( Pulmonology ( Neurology ( Allergy ( Endocrinology

Urology ( Respiratory ( Hospital ( Rheumatology

( Achievements & Highlights (

V Ranked #2 of 20 District Managers (DM) for Spiriva (lead brand) total

prescription growth (8.3% in 2011 and 7.2% in 2012).

V Played a key role working with Marketing in the success of the Mirapex

RLS launch in 2007; developed strategic business plan for the Northern

Lights region and led region with 101.08% goal attainment in the first

six months.

V Spearheaded product promotion efforts resulting in dramatic formulary

positioning improvement with three mid-sized health plans (Gundersen,

Group Health of Eau Claire and Upper Peninsula Health Plan).

V Ranked in the top 10 in the nation for Mirapex (lead brand) total

prescription market share in 2004.

PROFESSIONAL EXPERIENCE

Boehringer Ingelheim Pharmaceuticals, Inc. - Eau Claire, WI 2003-2012

Ranks among the world's leading pharmaceutical companies, focusing on

prescription medicines, consumer health care, chemicals, biopharmaceuticals

and animal health.

Senior Medical Group Specialist (2013 - Present)

District Manager (2005-2012)

Provided strategic direction and mentoring for 8 to 14 sales

representatives in a territory that includes WI, MN and MI with $12

million in annual sales. Led and coordinated with sales personnel to

optimize territory growth, product sales and relationship development;

served as an informational resource via product content expertise and

feedback on presentations. Developed district-specific marketing and

operations strategies/tactics and promotion programs. Secured formulary

acceptance by positioning with smaller managed healthcare plans. Prepared

and led quarterly planning meetings to present the company's selling

platform. Managed budgets, compliance, development and education.

. Partnered with high profile health systems to develop a COPD care

pathway (in-patient, discharge and clinic based) for their patients.

Increased Spiriva (lead brand) market share from 2% to 4% in 2012,

with continued positive trending growth.

. Selected as one of three DMs for a position on the Sales Advisory Team

that partnered with Marketing for preparation and launch of Mirapex

for Restless Leg Syndrome:

o Offered expertise on product training, selling resources, budgets,

messaging, launch details and data.

. Contributed to the launch of Spiriva, Combivent Respimat and Tradjenta

products.

. Led Duluth, MN area team during absence of a DM, resulting in team

winning the Presidents Club Award.

. Hand-picked by Regional Director to lead recruitment, interviewing and

hiring of two new District Managers.

. Contributed in dual role of Recruiting Manager and District Manager in

2005; led recruitment, interviewing and hiring of 27 sales

representatives.

. Received Honorary Professor certificate for Advanced Sales Training.

Products Spiriva, Combivent, Combivent Respimat, Pradaxa, Tradjenta,

Promoted: Aggrenox, Micardis, Flomax, Mobic, Mirapex, Mirapex RLS.

Hospital Hospitalists, Respiratory Therapy, Pharmacy, Quality

Customers: Management, Rehab, Discharge Planning, P & T committee

members.

Therapeutic Cardiology, Pulmonology, Neurology, Allergy, Endocrinology,

Groups: Urology, Internal/Family Medicine.

Awards: Reaching the Summit contest (2011), Exacerbating the

Competition (2010) for Spiriva growth, Presidents Club

Award for top 5% of sales nationally (second DM to ever win

award in WI, 2005).

Specialty Sales Representative (2003-2005)

Developed and managed territory (Northern WI and Upper Peninsula of

Michigan) with goal of identifying and developing business relationships

with targeted primary care physicians, specialty physicians and other

healthcare providers. Delivered product presentations outlining products,

benefits and company services.

. Achieved goal attainment of 115.54% for Aggrenox in 2004.

. Promoted Mirapex, Aggrenox, Mobic and Flomax to urologists,

neurologists, rheumatologists and cardiologists.

. Served as Interim Primary Care District Manager for four months during

manager's leave.

GlaxoSmithKline Pharmaceuticals, Incorporated - La Crosse, WI 2001-2003

Sales Representative

Called on Endocrinologists, Cardiologists, family practice and internal

medicine providers in the therapeutic areas of heart failure and type II

diabetes throughout the La Crosse area. Promoted Avandia as preferred

Type II Diabetes and Coreg as preferred Chronic Heart Failure

medications. Managed healthcare customer relationships and service

delivery to grow revenue base and maintain product confidence. Developed

and delivered customer focused presentations.

. Achieved fourth quarter goal attainment of 150% for Avandia and 113%

for Coreg in 2002.

. Received Badger Achievement Award; led region in executing 50

promotional programs impacting 150 providers.

Additional Experience

Sales Representative ( Boehringer Ingelheim Pharmaceuticals, Inc. -

Milwaukee, WI 1997-2001

. Received Market Share Leader Awards for Aggrenox and Mobic (2001).

Sales Consultant ( Advanced Therapeutics of Wisconsin, Incorporated - West

Allis, WI 1996-1997

. Secured two-year exclusive rental contracts for wound care products

(Froedtert, The Medical College of Wisconsin).

EDUCATION

Bachelor of Science in Medical Technology (minor in Chemistry)

University of Wisconsin - La Crosse, WI

ADDITIONAL QUALIFICATIONS

Additional High Impact Presentations (Dale Carnegie)

Training:

Technical Skills: Microsoft (Word, Excel, PowerPoint)

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