Sales Representative
Resume:
PAGE * SANDY D. HIRSCH
SANDY D. HIRSCH
*** ******** **** 610-***-****
Lafayette Hill, PA 19444 ***********@*****.***
SUMMARY
ACCOMPLISHED SALES AND MARKETING DIRECTOR with exceptional leadership successes generating top
and bottom line growth for premier Nutrition, Pharmaceutical and CPG companies. Outstanding
record of growing existing brands, launching new products, developing strategic B2B partnerships
with national and local Health Care Professionals, leading organizational and cultural change and
building accountable, high performing sales teams.
• New Product • Strategy • P&L management
Launches development • Brand equity
• •
Talent development Sales training and management
coaching
• •
Customer Business Plan
•
partnerships Cross functional Development
leadership
• Sales leadership
• Process
improvement
PROFESSIONAL EXPERIENCE
QUEST DIAGNOSTICS INCORPORATED, Madison, NJ 2013 – 2014
Director, Product Management, Health and Wellness
Developed and executed initiatives for General Health and Wellness with particular emphasis on
Primary Care Providers. Met extremely challenging timeline by developing and launching Medicare
Annual Wellness Program and The Age Management Program to 750 Primary Care Sales
representatives, February 2014. Forecasted to deliver $16 million in incremental sales in 2014.
Managed ongoing sales training to sales representatives, including ”ride along” field observations
and coaching.
• Led upstream and downstream first-of-its-kind marketing and sales initiatives at Quest
Diagnostics.
• Led cross company collaborations including Medicheck, ExamOne and National Clinical Testing
Services, resulting in first-to-market services to physicians.
NUTRISYSTEM, Fort Washington, PA 2012 – 2013
Director, Medical Sales and Marketing
Directed all diabetes and obesity marketing and sales strategies online and offline to health care
professional and consumer channels for Nutrisystem® D® and related Base Brand product line,
including print, direct mail, ecommerce, digital, public relations, working with internal and external
company partners.
• Led cross functional team to launch Nutrisystem D, weight loss product line for people with
diabetes. $12M in revenue.
• Revamped Call Center Process and updated Sales Training for 150 Sales Representatives and
50 counselors to increase ability to manage inquiries and calls from people with diabetes and
health care professionals.
• Directed collaboration with Takeda Pharmaceutical to co-promote their 3 new diabetes
prescriptions that received FDA approval January 2013, and Nutrisystem D. Utilized 650 sales
representatives to 50,000 physicians, July 2013.
PAGE 2 SANDY D. HIRSCH
• Co-Led collaboration with Aegerion Pharmaceuticals, a biopharmaceutical company that
developed and commercialized the orphan drug JUXTAPID™ for patients with homozygous
familial hypercholesterolemia. Co-promote included Nutrisystem’s 80/20 low-fat diet
developed specifically for this program.
• Core contributor to development and launch of revolutionary Nutrisystem Diabetes 5 Day
weight loss kit exclusive for Wal-Mart. Forecast $15M in sales 1st Q 2014.
MCNEIL NUTRITIONALS, JOHNSON & JOHNSON FAMILY COMPANIES, Fort Washington, PA 1989 – 2012
OF
Product Director, Healthcare Professional Sales and Marketing (2002 – 2012)
Directed, developed and executed all marketing and sales strategies for professionally-driven
McNeil nutritional products including SPLENDA, Lactaid®, Nectresse®, Benecol® and Viactiv®.
Included traditional, digital and social media.
• Led Diabetes, Weight Management, Gastrointestinal, Cardiovascular and Weight
management marketing and sales initiatives to HCPs, including primary care and pediatric
physicians, pharmacists, diabetes educators and dietitians, with BRC response rates
consistently exceeding 25% specifically for SPLENDA®.
• Developed launch plan of new Diabetes Nutritional management education tools to HCPs.
Strategized marketing plan and cross-company sales approach with J&J companies, Animas,
LifeScan and Janssen.
• Developed strategy, communication and education plan for 500k HCPs and Professional
organizations due to impending bad press for SPLENDA to maintain brand integrity and loss
of revenue.
• Promoted SPLENDA “Simple Steps” weight control campaign to pediatricians, primary care
physicians and pharmacists with an ROI of 230%, $9.7M incremental sales, and change in
MD awareness from 35% to 55%.
• Led cross functional, cross company initiative developing start up nutritional product line for
Bariatric patients to follow launch of Ethicon Endo Surgical gastric band, 2008.
• Directed Janssen/Lactaid GI marketing and sales initiative, returning 181% on investment
with $1.06M in incremental sales; and the Merck/Fosamax and Viactiv sales co-promote to
PCP and GYN sales, achieving a 205% ROI and $5.5M incremental sales and 10% BRC
response rate.
• Launched Prometheus NutraNostic sales and marketing initiative, targeting
gastroenterologists and primary care physicians ROI 133% and .5M incremental sales; and
Viactiv Cystic Fibrosis initiative with hospital sales team.
• Collaborated with Medical and Regulatory Affairs to provide perspective for development of 3
clinical trials with outcomes research and publication.
Northeast Region Business Director (1999 – 2002)
Accountable for achieving/exceeding sales forecast goals across Northeast Region while leading
team of seven high performing District Managers as well as managing all regional account activity.
Provided motivational leadership and strategic direction to District Managers to achieve/exceed
performance objectives.
• Directed seven district managers and 110 pediatric sales representatives to four consecutive
first place finishes; included numerous prescription and OTC products, for primary care
physicians, pharmacists and pediatricians.
• Facilitated merger of Alza Pharmaceuticals sales team with McNeil Primary Care and McNeil’s
pediatric sales force, resulting in three consecutive Northeast Region first place finishes and
delivery of double digit growth.
• Managed and deployed 15 person additional contract sales organization to assist with
managed market sales.
• Directed newly aligned Specialty Pharmaceutical sales team, 105 sales representatives and
6 DMs to first place finish.
PAGE 3 SANDY D. HIRSCH
Sales Representative Training Director (1997 – 1999)
Revamped and directed sales training programs for multiple customer segments.
• Served four-month rotation in Europe to launch Benecol to physicians in Belgium, Holland,
England, and Ireland. Trained international professional sales team and assisted with
development of marketing materials.
Managed Care Marketing Manager (1995 – 1997)
Developed marketing materials for use within managed care environment.
District Manager, Philadelphia (1994 – 1995)
Coached 10-person office-based sales team, moved from 24th place to fifth place.
Assistant Marketing Manager, Adult Tylenol (1992 – 1994)
Developed sales support literature and proactive safety materials during times of challenging
press.
Hospital Sales Representative, NYC (1989 – 1992)
Taught residents within seven hospital accounts and achieved formulary addition of OTC
products.
MEDIFAST DIET PROGRAM, New York, NY 1986 – 1989
Program Coordinator / Sales
Developed sales and marketing strategies for MD’s; provided nutrition evaluation, coaching and
counseling to patients.
EDUCATION
M.A., Clinical Nutrition, New York University, New York, NY
B.A., Health and Nutrition, Queens College, New York, NY
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