George Wainscoat

**** *. ****** *****

Littleton, CO 80127

Business: 303-***-**** E Mail: acthqz@r.postjobfree.com

BACKGROUND SUMMARY

Sales leadership at district, regional and national level

Sale Force effectiveness measurement

Business analysis and planning

Expert in usage of CRM Salesforce/VEEVA

Vendor management and contract management

Employee development, recruitment, Retention and Training

Hospital reimbursement issues/Multiple care settings

Managed care concepts/contracting

Product launches & management

Budget Management

Expert with data sources, DDD, IMS, Harmony

GPO hospital contracting

EXPERIENCE

Director of Sales/National Project Director 12/13 to 6/15 - Publicis Touchpoint Solutions/AstraZeneca

Managed the gastrointestinal national GE specialty salesforce in partnership with AstraZeneca. Responsible for guiding the national strategy for Nexium to the management and the sales specialist within the field.

Managed AstraZeneca Partnership with Nexium brand, marketing team and national contract relations with CSO team at AstraZeneca. Also managed a 500,000 dollar promotional field budget.

Responsible for 43,000 Nexium national Nrx prescriptions per month on average. Specific to teams target list.

Responsible for performance management of field management, field teams and P and L for national contract.

National team performed to 110% to plan in sales attainment in Q4 2014 and 108% to plan in Q1 2015.

Director Sales Operations National-Department Head 5/12 to 7/13 - Accera Bio Pharmaceuticals

Drove sales targeting strategy and tactics to be used by national sales director. Consistently measured sales force effectiveness.

Coached and delivered training to new regional sales directors how to manage sales force effectiveness and targeting.

Built and delivered district business manager analytical training and CRM training presentations.

Designed, built and implemented company wide incentive compensation plan. Forecasted sales goals for national sales director, regional sales director, district sales managers and representatives.

Built and aligned targeting for 110 new territories for product launch. Alignment included territory, district and regional sizing and target assignments based on attitudinal and behavioral segmentation.

Responsible for supplying company wide sales attainment reports. Also conduct analysis of sales data and bonus incentive compensation to sales teams.

Managed multiple vendors, gas, data and logisitics.

Forecasted sample allotments (PDMA) for sales representative and managed the sample allocation process along with detail material.

Managed the data integration process through a vendor and all analytics for the sales teams.

Part of the executive committee for Accera Bio Pharmaceuticals. Directed training department and associate director of training.

Regional Sales Manager 3/09 to 3/12 Publicis Touchpoint/Pfizer – Contract ended.

Managed region of 32 representatives within the contract which sold 9 Pfizer products. Managed Pfizer contract relations with 12 districts sales managers, 4 state managers and two state directors. Also managed another Western region while a vacancy existed with the manager position. (9 products)

On steering committee that built incentive comp plans for P4 representatives. Chose percent of TRX goal achieved with multiplier for portfolio of products that had to reach 80% plan to goal to receive bonus.

Also managed sales region for Pfizer’s Extended Business Product Division. Responsible for moving Lipitor through product exclusivity to generic sales. Current region is US Central Region consisting of 12 representatives.

Selected to National transitional leadership team steering committee based on my leadership among peer regional manager team, sales performance and exceeding Pfizer customer expectations.

District Sales Manager Specialty Pain 9/08 to 1/09 - Abbott Pharmaceuticals

Managed team of 11 sales representatives in Rocky Mountain district

Successfully started sales force and managed new sales representatives through two product training periods.

Successfully managed start up process for establishing routing, business planning, managed care training, pharmacology training with new sales force. Received multiple awards for excellence.

Chosen as sales team national spokesperson for pain care launch meeting.

Health Economics Outreach North America 8/06 to 2/08 - Kinetic Concepts Inc.

Developed and executed strategic programs directed at driving sales of KCI wound care products.

Influenced budget decisions as well as appropriate product utilization through direct contact with budget decision makers who include but are not limited to CFO/COO and director level hospital, administrators, key physicians and inpatient wound care teams. Identified opportunities for KCI to work with hospitals on projects related to enhancing clients’ wound care financial and operational efficiency.

Utilized CMS data sets for wound care and hospital bed days embedded into internal KCI analysis tool which gave a high/low cost ratio which provided us how costly patient population was for each account.

Trained sales teams to consult with hospitals on their reimbursement and cost saving issues with KCI products. I was the catalyst for developing a reimbursement training binder for sales teams. Launched at 2008 national meeting.

Saved Hospitals from moving to competitor products by providing analysis of cost savings KCI products offer in multiple line items hospital wide. I.e. Saved a $480,000 account, Cox Healthcare.

District Sales Manager 6/05 to 4/06 - Oscient Pharmaceuticals

Managed team of sales representatives, driving sales of antibiotic and testosterone replacement gel. Responsible for all hiring, development, training and terminations within district.

Moved district from last in nation to 13th in ranking out of 25 districts. In 8 months moved antibiotic sales from 179 total scripts per month to over 1000 scripts per month. (400% growth).

Developed two representatives into leadership roles within the region.

Responsible for regional contracting with MCOs and hospitals and driving pull/push through strategies.

Regional Business Manager West Coast Region 5/02 to 6/05 - Roche Pharmaceuticals

Managed performance of 11 division managers and over 100 representatives. Managed division manager performance review write ups/delivery, effectiveness of usage of resources, budget, contracts, programs, management of divisional teams. Developed strategy and tactics to drive sales within region.

Managed 13 million dollar operational budget that had to be managed to a 10% +/- variance.

Managed annual 1.3 million dollar promotional budget and set budgets for individual Division Managers.

Region covered Alaska, Washington, Oregon, Nevada, California, Arizona and Hawaii. Responsible for managing strategic sales process for hospital accounts which included, but not limited to, Stanford, USC, UCLA, UCSD and the University of Washington.

Region finished number 2 in the country out of 10 regions in 2003. Combined percent to plan at 113.4%

Region finished number 5 in the country out of 10 regions in 2004. Combined percent to plan at 107.9%

Won the Roche Special Achievement Award for 2003.

Won the Roche Stretch Trip Award for 2003 and 2004.

Regional Business Manager Los Angeles Business Unit Sales Operations 1/01 to 5/02 - AstraZeneca Pharmaceuticals

Managed the Sales Operations department which included the analytics and business planning departments for the West coast region which included managing 5 regional business analysts who worked with the sales directors within 5 different therapeutic areas to analyze data, write business plans and train district sales managers on district level sales analytics and budget management.

Worked in multiple disease states, which included, GI, CV, CNS, Respiratory and a hospital based sales force. Region covered Alaska, Hawaii, Washington, Oregon, California, Nevada and Arizona.

Recognized as the best regional business manager in the nation. The parameters were projects used nationally or regionally, the amount of promotions and the number of projects assigned completed.

Moved G.I. sales force from 55% to plan to 105% by building an uptake model showing new product sales growth within different regions of the U.S.

Established district sales manager preceptor program. Trained district sales managers how to capitalize on sales opportunities through analysis.

District Sales Manager – AstraZeneca 1/98 to 1/01

Development Specialist – AstraZeneca 12/96 to 1/98

Pharmaceutical Specialist – AstraZeneca 12/94 to 12/96

EDUCATION

University of California, Irvine.

B.A Economics. Attended on Track and Field scholarship.

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