Sales Representative

THOMAS M. NOTARO

*** *. ********* ********, ** **067

*********@*******.*** Cell: 847-***-****

Professional Summary

Hired several sales and training teams and successfully implemented strategic initiatives while providing tactical direction,

coaching, and leadership at a District and Regional level.

Exceled in translating superior personal selling and territory management skills to the successful leadership and training of

sales teams resulting in their personal success in exceeding company goals and objectives

Extensive knowledge in startup/entrepreneurial environments

Extensive experience in working teaching institutions, hospitals IDN’s, and ACO’s . Including gaining formulary

approvals, calling on department chairmen and C-Suite executives

Experience in personnel career development, major market strategies, reimbursement, and business analysis

Planned and implemented new company/product launches in ophthalmology, endocrinology, diabetes, infectious disease,

injectables, orthopedic surgery, and cardiovascular disease states.

Career Experience

RVIBE Chicago, IL 04/2013 – Present

National Account Director

Working with multi-billion dollar pharmaceutical companies introducing RVIBE Live-virtual learning services and products that includes

consulting, production, and software services. Other industries include: medical device, biotechnology as well as financial and insurance

industries

CUBIST PHARMACEUTICALS Lexington, MA 04/2011 – 04/2013

Academic Clinical Business Manager

Responsible for achieving and maximizing account sales goals through account management, high level clinical proficiency and effective

evidence based selling. Primary point of contact for Cubist with key hospital influencers and decision makers across key functional areas

including but not limited to CMO’s, CFO’s, Medical Directors, physicians, pharmacists and formulary committee members at Chicago

teaching institutions - Rush, Northwestern, UIC, Loyola, and Cook County Hospitals

2013-Ranked #14/174 quota objective reaching 119% of sales quota of $2.6MM

2012-Ranked #11/174 quota objective reaching 117% of sales quota of $2.4MM

2011-Ranked #13/174 quota objective reaching 122% of sales quota of $2.1MM

GENZYME CORPORATION Cambridge, MA 06/2007 – 10/2010

Regional Sales Director

Managing a $20MM region and leading a team of 9 Medical Sales Representatives to meet region objectives for osteoarthritis

injectables; calling on orthopedic physicians and rheumatologist as buy and bill customers. Implement strategies and coaching

representatives to meet quotas through effective territory management. Responsibilities include assisting medical reps in calling on C-

suite level executives in key accounts such as Northwestern, UIC, Rush Medical Center, IBJI, Henry Ford, Advocate, and other Health

Systems. Presented pricing agreements, negotiate contracts, and attend dinners/programs to enhance customer relationships and business

development. Also facilitated all training of company initiatives, and strategies.

2007-2010-Ranked #3/13 for combined quota objective over 6 period timeframe; average of 106%

2007-2010-“Region 100% Club” five out of six periods. 4/8 sales representatives Presidents Club winners

2010 – increased YOY sales 35%,; Ranked #2/13 in quota attainment achieving 105% to goal

2009 – Increased YOY sales 61%;; Ranked #3/13 in quota attainment achieving 108% to goal

2008 - #1/13 in Sales Growth; Ranked; #3/13 in quota attainment achieving 107% to goal

2007 - Increased sales from 87% to objective to 103% when acquired region; #2/13 in sales growth

BAXTER HEALTHCARE Deerfield, IL 06/2005 - 06/2007

Manager, Sales Training & Development, Bioscience Division

Trained sales representatives on Hematology, Oncology, and Pulmonary product therapies: Created three modules of sales training:

Phase I (introductory disease state / product line), Phase II (clinical studies, web-based program, and hospital sales), and Phase III

(advanced sales effectiveness and best practices, clinical studies, and territory analysis / management). Also collaborated with

division functional staff to develop and implement field sales representative programs and curricula in Orientation, Hospital

Selling, Emerging Leadership Training, and Management Development.

TAKEDA PHARMACEUTICALS AMERICA, INC. Lincolnshire, IL 01/1999 - 06/2005

Associate Director, Training and Development 2001 – 2004

Promoted to develop and lead a team of 10 trainers. Key contributor to the development and promotion of over 20 Trainers to District

Sales Managers. Collaborated with various divisions to address training needs and curriculum requirements while managing a $1 million

sales training budget

Developed/enhanced diabetes and cardiovascular disease state selling skills and product features curricula, creating unique

training devices and modules for Initial Sales Training, Advanced Sales Training, and Hospital Sales Training.

Created New and Advanced District Manager Training as well as Trainer Development programs with emphasis on

leadership and coaching. Created and enhanced Orientation-On Boarding, territory management, role-play, and other training

initiatives employing a situational leadership focus

District Sales Manager 1999 – 2001

Hired, coached, trained, and led a team of 10 representatives to meet aggressive company and district objectives for diabetes and

cardiovascular product sales to endocrinologists, cardiologists, diabetes educators, and primary care physicians.

1999 and 2000 Two-Time Takeda CRESSET AWARD WINNER; recognition for exceeding sales goals. Led the district to

outstanding national ranking over 3 years in a highly competitive marketplace:

2001 – Ranked 15/51; Top 25%; 2000 – Ranked 1/51;Top 20%; 1999 – Ranked 11/51; Top 20%.

Instrumental in coaching and developing four district sales representatives (40% of District)to promotions to Trainer,

Associate Product Manager, Business Implementation Specialist, and District Manager.

OTSUKA AMERICA PHARMACEUTICAL, INC. Rockville, MD 02/1992 -12/1999

Executive Medical Sales Representative 1997 – 1999

1998-PRESIDENT AWARD WINNER/JAPAN TRIP WINNER: Ranked #1/10 in district for quota attainment and #2/10

in district for market share and sales volume, respectively. Ranked #3 /35 in nation for quota attainment and #3/35 in nation for

market share. Achieved territory market share of over 9% compared to 5.8% nationally.

1997 - Ranked #4 of 10 in district for quota attainment and #2 of 10 and #3 of 10 in district for market share and sales

volume, respectively. Ranked #10/45 in nation in quota attainment and #5/45 in nation for mkt share.

Senior Medical Sales Representative 1996 – 1997

1996 – DISTRICT LEADERSHIP AWARD: Ranked #3 of 10 in district for quota attainment, and #2 of 10 in district for

market share and sales volume. Ranked #10 out of 45 in the nation for quota attainment.

Completed home office Marketing and Training preceptorships. Member of the Training Task Force and the Market

Advisory Panel serving as “liaison” to the field sales force.

Medical Sales Representative 1992 – 1996

I995 – PRESIDENTS AWARD WINNER: Ranked #1/10 in the district for quota attainment and #2/10 in district for

market share and sales volume respectively. Ranked #3/45 in the nation for quota attainment.

Sold an ophthalmic beta-blocker to ophthalmologists in a startup territory with virtually no sales to revenue of more than

$500,000. In 1994, ranked #3 of 10 in district for sales volume, and market share. From 1992 to 1994, ranked nationally #13 of 45,

#11 of 45, and #14 of 45 respectively for sales volume and quota attainment.

BRISTOL MYERS-SQUIBB Evansville, IN 1989 – 1991

Hospital Sales Representative 1989 –1990

Managed a $1 million territory selling infectious and cardiovascular disease products to accounts that included Rush St.

Luke’s, Illinois Masonic and Children’s Memorial Hospitals in Chicago.

Medical Sales Representative 1990 – 1991

1990 – BRISTOL’s BEST SALES AWARD recognition for 1990 performance.

Education

Bachelor of Business Administration St. Norbert College, DePere, WI

Leadership and Management Courses

Inside Advantage Coaching/

Leading From Within Situational Leadership

Fundamentals of Leadership Situational Leadership II

Leading For Growth Image of Leadership

Developing a Managerial Perspective Principles of Coaching

Managing Conflict

Managing Others Effectively

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