Sales Customer Service
Resume:
CARLMICHAEL GUZMÁN DURÁN
954-***-****(C) • *********@*******.***
Biotech Sales Specialist
I possess a blend of sales leadership skills along with a record of performance that is second to none. To me, success comes because
of one’s ability to outperform the competition and the ability to carefully and deliberately create an environment of cooperation between
all my customers.
CAREER ACCOMPLISHMENTS
Medical Sales Specialist Kaleo / inVentiv Health S. Florida 05/2014 – Present
Kaléo is a new type of pharmaceutical company, dedicated to building innovative solutions for serious and life-threatening
medical conditions. Launched of EVZIO, the first and only naloxone auto-injector, for the emergency treatment of opioid
induced respiratory depression. Target markets are Pain Management and Addiction Clinics.
Introduced this unique Biologic Injectable on a none excitant and extremely challenging new market.
Ranked on top 2% for NRX for the first two Quarters.
Nephrology Account Consultant AFFYMAX, Inc. S. Florida, Puerto Rico, U.S.V.I 04/2012 – 04/2013
**Product recalled resulting in complete nationwide sales force and company dissolution.
Affymax developed and delivered innovative therapies that improve the lives of patients with kidney disease. OMONTYS
was the only once-monthly erythropoiesis-stimulating agent (ESA) for anemia available to the dialysis patient in the United
States. In addition to clinical sales, this position required a large business component including buy & bill contracting, cost
analysis and reimbursement. Target markets Nephrology and Dialysis Clinics.
Ranked #1 first quarter and #2 second quarter
Highest Clinic Conversion rate in the nation.
Therapeutic Specialty Representative MEDA Pharmaceutical S.Florida 08/2009 – 04/2012
**Specialty/Oncology Division closed after product was recalled due to issues raised by the FDA.
Meda is a leading international specialty pharma company with a broad product portfolio. Hired to launch Onsolis and
Cesamet to oncologists and pain specialists to treat patients with Cancer BTP, and nausea and vomiting caused by
chemotherapy.
Ranked Top 5% Onsolis.
Executed first FDA REMS for a Class II opioid narcotic product
Nephrology Sales Specialist ROCHE LAB S. Florida, Puerto Rico, U.S.V.I. 09/2006 – 08/2008
**Division closed & product never launched due to patent infringement allegations.
Roche is one of the world’s leading research-focused healthcare groups in the fields of pharmaceuticals and diagnostics.
Hired to launch MIRCERA, a breakthrough renal anti-anemia compound. Conducted market research to identify business
needs of targeted customers. While waiting for drug approval sold BONIVA Roche’s osteoporosis drug.
Increased sales of Boniva 250% over quota.
Clinical Science Associate GENZYME S. Florida, Puerto Rico, U.S.V.I 06/2004 – 09/2006
Genzyme has pioneered the development and delivery of transformative therapies for over 30 years. Hired to research,
qualify, launch and generate sales for THYROGEN a new Secondary Hyperparathyroidism treatment.
Ranked on the TOP 2% in sales by utilizing needs-based selling tactics and advanced product knowledge.
Increased market share from 6% to 56% in Puerto Rico and from 8% to 41% in Miami.
Resume
Carlmichael Guzmán Durán • *********@*******.*** • Page 2
Marketing Associate / Sales Manager / Sales Specialist GLAXOSMITHKLINE 11/1999 –
06/2004
As member of GSK’s LEADERSHIP DEVELOPMENT PROGRAM, I was Involved in all aspects of sales and marketing
Augmentin XR and ES including; marketing research, competitive market trends analysis, and setting sales strategy.
Developed business plan and creative sales strategies to penetrate territories and increase market shares and sales.
-Coordinated all the diverse elements involved in the successful launch of Augmentin XR and ES.
-Pioneered the development of the Spanish-speaking customer service line; increasing GSK Spanish-speaking presence
nationwide.
-Key contributor in the development of the “Value of Medicines” corporate program that was successfully distributed to
more than 23,000 internal and external customers.
Successfully turned around sales territory ranked from 32nd to the 10th in less than 8 months.
Rewarded as one of the first GSK’s “Leadership Development Program” participants.
Territory Business Manager BRISTOL-MYERS SQUIBB Miami, Puerto Rico 05/1995 – 11/1999
Earned President’s Club distinction and ranked as the #2 sales representatives in the region.
-Led the execution of the marketing strategy by translating POAs into clear objectives and tactics.
-Managed and led district teams by implementing marketing strategies to achieve or exceed sales objectives in the primary
care setting.
EDUCATION
Pre-Med Michigan State University, East Lansing, Michigan
Bachelor of Science in Communications (Minor in Marketing) USH, San Juan, PR
CORE COMPETENCIES
In-depth knowledge of Oncology, Pain Management, Dialysis, Endocrinology, Gastroenterology, Cardiovascular, Neurology,
and Nephrology markets.
• •
Pharmaceutical/Biotech Sales KOL Development
• •
Biologic Injectable sales New Product Launch
• •
National Training Expertise Hospital Account Specialist
• •
Business Plan Writing Specialty Pharmacy Ordering Experience
• •
Florida/Puerto Rico Market knowledge Prior Authorization Expertise
• Bilingual (English & Spanish)
ADDITIONAL TRAINING
Management Training and Leadership Development Program – GlaxoSmithKline
Understanding Sales Data – IMS
Sales Training – BMS, GSK, Genzyme, Roche, MEDA, Affymax.
Marketing Research and Consulting – TVG
Migraine Preceptorship Program – Tampa General Hospital
Marketing Strategy for Pharmaceutical Products, Sales Analytics – TVG
Resume
For me, patients come first, products second and my customers have never questioned that commitment!
Resume
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