Biotech Specialty Sales / Sales Management

James J. Hinchberger

**** ****** ***** *****Cincinnati * Oh * 45011 * (513) 907 – 0652 ************@*****.***

Key Achievements

Presidents Club Rank – 2014 12th, 2013 2nd, 2012 15th. % Growth Rank – 2014 5th, 2013 1st, 2012 1st.

Promoted to 3 unique positions of increasing responsibility.

Earned Exceed Expectations reviews 4 of the last 5 years.

Skills

Orphan Drug Biologics, Rare Diseases, Small Start Ups, 2 Launches, Injectables, Implantables, Complex Sales,

Buy and Bill, Specialty Pharmacies, Reimbursement, Managed Care, Hospital / Institutional Formulary

Inclusion, Home Office Experience, Regional Management, Training, Marketing, Business Planning, Clinical/

Evidence Based Selling, Execution of POA’s and NSM, Compliance

EXPERIENCE

Endo Pharmaceuticals (Formerly Auxilium Pharmaceuticals)

Specialty Account Manager (Promotion) – Ohio, WV & KY 4/2011 – Present

• Manage Orthopedic, Hand, Plastic Surgeons, PMR, Sports Med, VA’s and Hospitals for an Orphan

Drug New Launch Procedure, XIAFLEX for Adult Dupuytren’s Contracture with a Papable Cord.

• Train Surgeons and Office Staff on proper injection and manipulation techniques, reconstitution as well

as purchasing options (Buy and Bill or Specialty Pharmacy acquisition) and reimbursement.

• Pull Through / Follow the patient and process from identification to treatment and reimbursement.

Handling any acquisition or treatment challenges.

• Sell an Implanted Device for Central Precocious Puberty to Pediatric Endocrinologists and Surgeons.

President’s Club Winner 2013 – 2nd / 64 at 179% to Quota attainment

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Ranked 1st with 79% Volume Increase year over year 2013

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Auxilium Pharmaceuticals

Regional Sales Manager (Promotion) – Cincinnati, OH 9/2007 – 5/2011

• Lead a professional sales team to achieve results in OH, KY, IN, WV and PA. 10 Medical Sales

Consultants and Specialists to Urology, Endocrinology, Psychiatry, ID, Pain, IM and PCP.

• Coach to corporate and regional business plan by committing and pull-through strategies and tactics as

well as setting individual goals for success and future professional aspirations.

• Exceeds Expectations on 2009 and 2010 Annual Performance Review.

• Accountable for meeting % to quota expectations, increasing volume and increasing market share.

National President’s Club Rank 4th / 15 for 2010

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National President’s Club Rank 5th / 15 for 2009

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Created opportunities for team members development – 2 promotions to management positions,

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7 promotions to specialist levels as well as 9 of the 10 individual Presidents Club winners.

James J. Hinchberger

Additional Experience

Auxilium Pharmaceuticals

National Sales Trainer (Promotion) – Malvern, PA 10/2006 – 11/2007

• Developed full class curriculum and facilitated workshops, exercises and presentations that were aligned

with current objectives for all Initial and Senior Sales Training classes, Tactical Sales Training, Strategic Sales

Training, National Sales Meetings and Regional Meetings.

• Specific curriculum developed includes Coaching Skills, Motivating, Evidence Based Medicine,

Clinical Differentiation, War Gaming, Anatomy, Physiology, Objection Handling, Competitive

Benefits and Strategic Selling Skills as well as field / corporate training on policies and procedures.

• Planning and executing National Sales Meetings, Region & Sectional POA’s as well as coordinating all

National, Regional and Local Trade Shows.

• National Sales Trainer for approximately 175 person sales force out of the corporate headquarters.

Trained an expansion sales force of 50+ representatives in a single month (Nov 2006) while still

working territory.

• Presented and Trained Compliance for all Corporate and Field Personnel.

Auxilium Pharmaceuticals

Medical Sales Consultant / Regional Sales Trainer – Cincinnati/Dayton, Ohio and KY

12/2002 – 10/2006

• Participated in the Initial Launch of Auxilium's first commercialized product. Created a marketing

platform for this new drug launch without upfront training or guidance.

• Increased market identification and treatment of Male Hypogonadism / Low Testosterone.

• Specialty markets include Urologists, Endocrinologists, Psychiatry, Infectious Disease, Pain

Management and Primary Care Physicians.

• 2006 – National Rank 33 out of 147 through Sept during transition into new role at HQ.

o 2006 - 10 / 147 Nationally for Total Volume, 19 / 147 Nationally for Market Share

• 2005 President’s Club Winner – National Rank 10 out of 147

Mercy Hospital Healthplex

Program Director / Sales - Fairfield, Ohio 2000 – 2002

Riverside Racquet Club

General Manager / Sales Director - Hamilton, Ohio 1998 – 2000

Cincinnati Financial Corporation

Personal Lines Underwriter / Financial Services - Fairfield, Ohio 1996 – 1998

Fidelity Investments

Sales Associate / Brokerage Trader – Blue Ash, Ohio 1994 – 1996

Butler County Board of Health

Registered Sanitarian / EMT-A / Inspector - Hamilton, Ohio 1991 – 1994

James J. Hinchberger

Education and Scholarships

EDUCATION

Barry University – Miami, Florida

Bachelors of Arts in Liberal Arts / Science 1990

Awards and Honors: Four-Year Athletic Scholarship

Four-Year Academic Scholarship

NCAA Athletic / Academic Honorable Mention

Tulane University – Online

Freeman School of Business - MBA-C 2012

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