Sales

RESUME OF

Toni Brockway *** St. Charles Court Pittsburgh PA 412-***-****

****.********@*****.***

Objective: Sales/Sales Management

Value Based and Conceptual Selling/Territory and Relationship

Development/Sales Training/Market Analysis, Forecasting

and Planning/New Product Development and Introduction.

EXPERIENCE

9/99 to 8/14 ASTRAZENECA PHARMACEUTICAL COMPANY

Wilmington, Delaware

After first doing year sales for PDI on the

Astrazeneca contract, I moved over to a Pharmaceutical Sales

Specialist with AZ, one of the world's largest pharmaceutical

companies; recognized as a top leader for it's outstanding

research and development department along with one of the top

sales teams in the United States. As a PSS I was hired to

expand the sales department selling Prilosec - the #1

prescribed PPI, anticipating the launch of Nexium and Crestor

- the newest statin to hit the market. While with Astrazeneca

I promoted Seroquel XR, Crestor and Symbicort calling on

Primary Care, Pulmonologists, Allergists, and

Psychiatrists/Neurologists, and cardiologists.

. In 2011 through two years of solid numbers as well as sales

impact across the region, was promoted to Career Ladder IV.

. In 2008 was chosen for a Kaizen project to establish

direction and need for AZ pharmaceutical representatives in

the future. #1 ranking for Circle of Excellence.

. In 2007 was chosen for Field Training Position (FTA) - I

was one of 56 representatives through-out the Mid Atlantic

Business Center chosen for this new Field Training

Associate Position; recommended by my manager than reviewed

and selected by upper management

. 2005 - promoted to career ladder 3 due to district impact

and 120% to financial quota.

. I was selected as the Customized Solutions Cylinder

Champion in anticipation of a career level move upward.

. I was selected as CHIPS 2 lead for a push through of

Crestor with Highmark.

. Have participated in training, and special initiatives

throughout my tenure.

2/93 to 9/99 hill-rom company

Batesville, Indiana

I worked as an Account Executive for a recognized leader in the

worldwide health care community providing sales, rentals,

service and support for products including beds, therapy

surfaces, stretchers, infant warmers, incubators, furniture

communication systems, surgical columns, medical gas

management systems, modular headwalls, lighting systems, and

operating room equipment. As an Account Executive I was

hired to expand our market in long term care in the

Pittsburgh marketplace.

. Due to my successful record of opening new accounts, I was one

of only five non-nurses hired in sales.

. Earned recognition two years running as a member of The Gold

Standard Club for top revenue performance.

. Gold Standard Of The Year Award as one of the top five sales

performers out of approximately 100 reps.

. Through value based selling, secured a major contract with US

Healthcare that no one else had been able to sign, adding

$147,000 per month to the Pittsburgh region revenue.

Demonstrated daily the benefits of my competitive awareness based on

market analysis,

forecasting skills, sales strategy and my ability to quickly master

complex new knowledge,

work as a peer with skilled technical professionals and train those

professionals in the

essentials of effective selling.

8/90 to 2/93 THRIFT DRUG COMPANY

Pittsburgh, Pennsylvania

I was a Regional Sales Manager for one of the largest Pharmacy Drug

Chains in the country. I was hired to market our newly

conceived Specialized Pharmacy Services (SPS), to long term

care facilities. This service provides all medication

requirements for long term care.

. Based on my successful sales track record, earned the

assignment to guide key elements of the entry of a major

corporation's newly created specialty business unit into a

potentially lucrative market that had gone untapped. Fast

tracked Thrift Drug Company's successful penetration of the

emerging long term care market through development of clear

sales and revenue objectives and marketing strategies.

. Increased sales from $1 million to $4 million in two years,

averaging 115% to quota my

second year.

. Initiated a creative marketing strategy that netted three new

customers generating

$300,000 in revenue for a cost of $5000.

. Negotiated a complex, profitable contract with a major health

system.

10/86 to 8/90 STEVEN'S OFFICE INTERIORS

Syracuse, New York

I was a Senior Account Manager for the largest Office Furniture

Company in Syracuse, New York. Hired in a Senior position in

sales and marketing, my responsibilities were diversified.

Those duties included development of marketing plans for

target accounts, sales plans and furniture proposals for

major contract accounts, and working to control problem

accounts.

. Account base went from $800,000 to $1,200,000 in three years.

. Closed two important Steelcase furniture contracts in second

year at Stevens.

. Handled one of the most difficult Stevens accounts and

accomplished rolling over a Steelcase contract for the

first time ever with no bid involved.

10/82 to 10/86 JOHNSON & JOHNSON DENTAL PRODUCTS COMPANY

East Windsor, New Jersey

I was a Sales Representative, responsible for selling dental products

and managing the Upstate New York territory, with emphasis on

increasing sales and gaining back dealer rapport.

. Territory went from -47% to +10% in six months.

. 1983 Member of the Sales Division of the Year.

. 1984 Member of Sales Division of the Year.

. 1984 Ring Club Winner (one of the top five Sales

Representatives in the country)

6/80 to 7/82 SURGICOT, INC.

Smithtown, New York

I was an Area Manager for a leading manufacturer of hospital

disposables. Our product line consisted of approximately 1500

line items for Central Supply and Operating Room usage. As an

Area Manager, I took care of every hospital in New York State

with the exception of New York City and Long Island. The

ability to work effectively with a number of different

distributors as well as sell direct, was an extremely

challenging and exciting aspect of sales. But certainly not

an end to the pursuit of a career in sales; only the

beginning.

. Doubled generating sales dollars in my first year

. Placed third in a quota contest in 1981

. One out of two "reps" who exceeded quota in 1981

. First "rep" to add new major emphasis dealer in 1981

. Won product promotion contest in 1982

9/78 to 6/80 AMERICAN HOSPITAL SUPPLY COMPANY

Monroeville, Pennsylvania

I was a Customer Service Representative for the largest hospital

supply company in the world. In this position, I was the

inside sales contact for AHS clientele. On a daily basis, I

worked directly with my hospitals, seeing that their needs

were satisfied in the realm of company policy. The duties and

experiences that I encountered as a Customer Service

Representative were extremely rewarding and an inspiration in

the pursuit of a career in sales.

. Tied for first place in quarterly quota contest

EDUCATION

1974 to 1978 Bachelor of Science

THE PENNSYLVANIA STATE UNIVERSITY

State College, Pennsylvania

Agricultural Business management Major, 3.2 QPA

Dean's list last four terms

Additional training in Strategic Selling, Spin Selling, Negotiation and

Value Based Selling

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