Sales Manager

R ICHARD C. SHOCKLEY

Dynamic and Driven Sales Professional

**** * *** * • Westpoint, IN 47992 (Lafayette, IN Area)

765-***-**** (Cell) • 765-***-**** (Home)

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I am an accomplished sales leader and strategic planner with 20 years of combined experience positively

impacting the bottom line through expert development and execution of operations strategy for multimillion

dollar ventures. I have the ability to sell highly technical products and services to senior leaders and key

decision makers. I have a disciplined and focused approach for setting and reaching my goals. I have superior

management and supervisory skills and a proven ability to develop processes that enable top growth, profit,

and efficiency for teams or as an individual contributor. I have excellent oral and written communication and

organizational skills and I am very innovative and resourceful, with the ability to quickly learn and implement

new concepts. I am always able to meet deadlines while managing multiple tasks. I have a thorough

understanding of buy & bill and reimbursement. My reimbursement experience includes LTC, traditional

practices, ACO’s, and hospitals. I believe that my reputation for integrity and honorable dealings is one of my

most important assets, which is why I hold myself to a high standard. My values include having a methodical

and clear approach to overcoming challenges, having courage and imagination, being inclusive, being an

expert in your field, and never giving up are hallmarks of my character.

Penetrating Competitive Develop/Maintain Conduct Market Analysis to

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Accounts Relationships develop

Reimbursement Expert with C-Suite/Key Decision and Execute

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Makers Strategies/Action Plans

Regional Trainer Grow Existing Accounts Understanding Competitive

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Threats

Buy and Bill/Specialty Pharmacy Maintain Relationships Maximize Margins

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Expert Post-Sale

Skillfully Align available

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Plan Customer Prospect New Accounts Resources

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Meetings/Presentations

Long Term Care Expert to meet Business

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Understanding Customer Needs Needs/Demands

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and Point of View Exceeding High Performance

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Annual/Quarterly Teambuilding

Identify and Capitalize

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Immediately Revenue Targets Product Launch

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on Customer Needs Clinical Selling Specialist

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EDUCATION

Purdue University B.S. Industrial Management/ Minor Industrial Engineering

Command & General Staff College Combined Arms Staff School

Defense Language Institute Russian Basic Course

PROFESSIONAL EXPERIENCE

AMGEN INC, World’s largest biotech company 2014 – 2014

Senior Biopharmaceutical Account Manager Laid-off

R ICHARD C. SHOCKLEY

Provide leadership and account management to hospital and practice CEO’s and key staff. Provide clinical and

scientific data to key decision makers. Provide buy and bill expertise to office staffs. Develop strategies based

on market analysis, trends, and available data to construct a territory plan. Execute territory plan and

evaluate feedback. Conduct key customer events. Manage multiple projects while meeting all deadlines.

Ranked 1st in region with retail pharmacy share 33% (1 of 142), district average 9% through educating

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pharmacists.

Ranked 2nd in the district (2 of 8) vs. goal attainment 120% by using analytics and identifying

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appropriate targets.

Ranked 1st in district and 9, (9 of 142) in region for breadth of writers by relentlessly pursuing prospect

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accounts.

NOVARTIS PHARMACEUTICALS, 2005 – 2014

One of the world’s largest pharmaceuticals companies with $38B in annual revenues

Interim Sales Manager for Northern Indiana

Provide leadership to the sales team through planning and executing sales strategy in the district based on

market analysis and sales trends.

● Work closely with Senior Leadership to understand expectations and district priorities.

● Effectively motivated and managed 13 Representatives to achieve being the #1 district with Exelon

Patch by creating a detailed action plan that included high value targets and an excellent execution

plan.

Finished 1st of 22 in management development program by constantly striving to achieve the very

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best.

NOVARTIS PHARMACEUTICALS, continued 2005 – 2014

One of the world’s largest pharmaceuticals companies with $38B in annual revenues

Executive Sales Consultant

Provide leadership and account management to hospital and practice CEO’s and key staff. Provide clinical and

scientific data to key decision makers so that they can make the best decision for their patients. Provide buy

and bill expertise to office staffs. Conduct key customer events. Manage multiple projects while meeting all

deadlines.

● Ranked in the top 15% of North Operating Unit with Reclast from 2010 – 2012 by having a passion for

clinical selling.

● Selected as District trainer and quarterback based on exceptional communication and engagement

skills.

Ranked 1st in Louisville Region in Reclast volume in 2011 with 43% increase over 2010 by leveraging

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relationships and maximizing the buy & bill process and thoroughly understanding the reimbursement

process.

Ranked 1st in Lafayette District (1of 12) and 2nd in region (2 of 65) in Diovan Sales 2007 by having a

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methodical and clear focus for my goal.

Ranked 1st in Region in promoting new CV program 2006 by establishing key relationships with

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specialists.

UNITED STATES ARMY RESERVE 1983- 2014

Lieutenant Colonel, Detachment Commander Iraq / Kosovo / Bosnia USAR

Conducted civil military operations throughout the 1st Infantry Division area of operation. Conducted

provincial meetings with key Iraqi civilian and military leaders to support the coalition objectives of nation

building while transitioning to a locally run government. Worked with key Iraqi leaders to accomplish a variety

of tasks that included civil reconstruction, job creation, and agriculture projects.

R ICHARD C. SHOCKLEY

● Detachment Commander Iraq, Commanded 36 Special Operations soldiers in Iraq performing missions

in both low and high intensity conflicts.

● Received top rating in Iraq & Kosovo.

● Team Leader in Kosovo & Bosnia and provided Civil Affairs expertise to the Russians and British.

● Worked with the UN and NATO to facilitate the rebuilding of Bosnia and Kosovo.

● Played a key role in working with the Red Cross during prisoner exchanges in Bosnia.

● Assisted local government and the United Nations in the return of displaced civilians to Kosovo.

US Army Reserve, Special Appointments

● Selected by Special Operations Command Europe to be an instructor for the NATO Civil Affairs course

at the Spanish War College and the Greek Partnership for Peace Institute.

● Taught officers from over 20 countries on US and NATO Civil Affairs operations.

Selected by Command to be an instructor & evaluator for the 1st Infantry Division while at the combat

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maneuver training facility in Germany & during Key Resolve in Korea.

VERIZON COMMUNICATIONS, Indianapolis, IN 1994 -

2002

Third largest telecommunications and data provider in the USA with over 93B in annual revenues.

Midwest Market Development Manager/IL Sales Manager

Developed new data and telecom markets in Illinois that created new revenue sources. Developed, Sold, and

implemented marketing and business plans for the use of new technology and equipment in IN, IL, and PA.

Created business plans for vertical markets, key customers, new technologies, and to mitigate competitive

threats.

● President’s award recipient in 2003 for developing marketing & business plans that resulted in an

additional $4,000,000 annually.

● Hosted state wide events and conducted training seminars as the Subject Matter Expert (SME) for new

data networking technologies at customer sites and at technology fairs.

Sales Manager

Managed 8 representatives in IL, $13 million in sales, over 1000 accounts in every possible industry.

● Circle of Success Club member for exceeding goal (141%) for equipment and network.

1st state to sell new technologies and link the IL University system.

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Contact this candidate