Sales Management

Jeffrey L. Walz

**** ********** *****

Edgewood, Kentucky 41017

Cell: 513-***-****

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

SUMMARY

Highly successful pharmaceutical/biotech Sales & Management Professional

with over twenty years of experience in the industry. Experience in driving

business by building successful sales teams and mutually beneficial

customer relationships. Proven track record leading sales efforts in

complex categories through directional leadership and consultative selling.

Strengths include needs identification, key account management, problem

solving, strategic thinking, team building, coaching and communication.

Known as an empowering leader who thrives on driving collective success by

helping individuals, teams and organizations identify, pursue and realize

their potential for growth.

AREAS OF EXPERTISE

Sales Management Business Development

Consultative Selling Strategic Thinking

Coaching/Mentoring Organizational Leadership

Relationship Building Key Account Management

PROFESSIONAL EXPERIENCE

REGIONAL BUSINESS DIRECTOR, U.S. Sales

ARIAD Pharmaceuticals, Cambridge, MA, (Mid-Atlantic Region) March 2012 to

November 2013

. Recruited, trained and developed sales team of 8 people, and collaborated

with other regional business leaders to establish our national commercial

oncology sales force of 39 Oncology Account Specialists.

. Collaborated with Market Access team to build patient assistance program

and distribution network prior to launch of Iclusig by interviewing key

customers and understand best practices in the oral oncolytics market

(Johns Hopkins, Duke, Oncology-Hematology Care, Tennessee Oncology, UPMC,

Carolinas Medical Center).

. Provided strategic leadership and direction to Oncology Account

Specialists in effectively launching Iclusig.

. Exceed national goal for launch of Iclusig success, achieving 154%, Q1,

214% Q2 and 125% Q3.

. Empowered and led team members to realize individual success, with six

out of eight OASs in the Region placing in the Top 20 during all three

quarters.

SENIOR DISTRICT MANAGER, U.S. Sales

Eisai Incorporated, Woodcliff Lake, NJ, (Cincinnati Oncology District)

February 2008 to March 2012

. Retained 10 oncology specialists while managing team through the

acquisition and integration of MGI Pharma into Eisai Incorporated's

Oncology/Institutional Care business unit.

. Led team to exceed goal at 102.3% (Ranked #2 of 12 Oncology Districts),

representing nearly $58 MM in sales.

. Retained entire district of oncology specialists through the integration.

. Selected by the Vice President of Sales to serve as interim Regional

Sales Director during the restructuring of the Oncology/Institutional

Care business unit.

. Led team through restructure/reduction in force in midst of the Halaven

launch. (non-taxane microtubule inhibitor for metastatic breast cancer).

SENIOR REGIONAL SALES DIRECTOR, U.S. Sales

MGI Pharma, Bloomington, MN, (Cincinnati-Central Region), November 2002 to

February 2008

. Led 10 oncology territory managers in selling supportive care and

chemotherapeutic agents to clinics and hospitals.

. Played integral role in scale-up of oncology sales force from forty-two

to eighty in preparation for Aloxi launch.

. Provided leadership and direction to region in the launch of two major

products, Aloxi and Dacogen, and region consistently performed in the top

20% in either quota attainment and/or sales volume.

. Collaborated with leadership in dealing with business issues, from

marketing to performance management

. Developed, implemented and managed plans for maximizing business at large

national accounts: Tennessee Oncology, Oncology Hematology Care, The West

Clinic, Ohio State, Vanderbilt, Siteman Cancer Center, Duke and Wake

Forest.

. Identified, initiated and secured opportunities to enhance partnership

with major accounts in the region, resulting in significant growth in

existing account utilization of products.

. Developed, implemented and managed regional opportunity funds budget over

five years.

SENIOR PROFESSIONAL TERRITORY MANAGER, U.S. Sales

MGI Pharma, Bloomington, MN, (Cincinnati, OH Territory) March 2000 to

November 2002

. Sold a highly specialized product line to a variety of specialists

(Gynecologic and Medical oncologists).

. Actively participated on several task forces to develop processes and

programs for sales force operations (Performance Management Team,

Commercial Advisory Team, Field Trainer Team).

. Trained and developed new Territory Managers, facilitating workshops at

regional meetings and new product launch meetings while serving in a

field trainer capacity.

EXECUTIVE ONCOLOGY/RHEUMATOLOGY SALES SPECIALIST, U.S. Sales

Hoechst Marion Roussel, Kansas City, MO, (Cincinnati, OH Territory)

May 1997 to March 2000

. Marketed and sold the entire line of oncology products, and coordinated

group selling programs.

. Managed formulary acceptance and hospital pull-through of our major

oncology products.

. Led business development efforts resulting in Anzemet becoming market

leader in 1999, with $5 Million in sales representing 4.5% of total

national sales (share 44.5% versus National Average of 14.5% ).

. Built awareness, created demand and established Arava as a player in this

market through group selling programs and office-based demand creation.

SENIOR PROFESSIONAL SALES REPRESENTATIVE, U.S. Sales

Hoechst Marion Roussel/Marion Merrell Dow/Marion Labs, (Cincinnati, OH

Territory) May 1984 to May 1997

. Responsibilities remained very similar to that of Professional Sales

Representative.

. Utilized computer to analyze sales and target key accounts and physicians

to maximize return on investment.

. Additional roles included field trainer, account team member and district

Amaryl specialist.

. Promoted the entire line of pharmaceutical products to primary care

physicians and specialists.

. Marketed the product line through advocate development, demand creation

and formulary acceptance.

. Collaborated with regional account teams to gain favorable formulary

status of key products on managed HMOs.

. Promoted all pharmaceutical products to physicians and hospitals through

direct selling presentations and coordinated group selling programs.

. Managed group selling budget and sample allocations for maximum return on

investment.

AWARDS & RECOGNITION

Eisai Nightingale Award

Eisai Pinnacle District Award Trip

Eisai Helsinn Aloxi Lisbon Award Trip

Eisai Helsinn Aloxi Sicily Award Trip

MGI Dacogen Regional Fast Start Award

MGI Pinnacle Leadership Award

MGI Pharma Achiever

MGI Pharma MVP

Earned 10 Hoechst Marion Roussel Rings.

Anzemet Sharemaster

Top 20% Oncology Trailblazer Award

Member of the Oncology District of the Year

Member of account team nominated for Area Account Team of the Year

(ChoiceCare Team).

Member of account team nominated for Area Account Team of the Year 1996

(ChoiceCare Team).

Regional Distinguished Sales Performance Award

East Central Region "Top 20" in sales index

EDUCATION

Northern Kentucky University, Highland Heights, Kentucky

Bachelor of Science, Biology; Minor, Chemistry

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