Sales Manager

Alexander “Andy” Hoedt

Antelope, Ca. *****

Office: 916-***-**** Cell: 916-***-**** email: *******@****.*** On the Web: https://www.linkedin.com/in/andyhoedt Professional Website: http://ahoedtprofessional.info Manager/Sales Professional with award winning achievements throughout career in sales and leading teams - Exceeding quota, strategic planning and analysis, and developing specific marketing and advertising programs with key partners and diverse customers. Continual analysis of IRI, Nielsen, Sales Force & Veeva data, and account specific data for increased sales results. Lead brokers and worked in tandem with category managers to successfully implement key distribution and product placement in each category. Managed professional sales teams from 7-16 people representing top national products in multiple categories and industries throughout the West Coast Region. CPG Account Responsibilities: Safeway corporate, Raley’s/BelAir corporate, Albertsons, Longs (now CVS) corporate, Savemart corporate, Scolari’s corporate, Drug Barn, and Priceless. Wholesalers; McKesson & Amerisource Bergen, and Fleming Foods corporate.

Professional Account Responsibilities: Primary Care/General practice, Internal Medicine, Ophthalmology, Ob/Gyn’s, Cardiology, Dermatology, Immunology, Pediatrics, and Psychiatry. Sales/promotional responsibility in $’s: $120,000 - $15 million + PROFESSIONAL EXPERIENCE

Contract Sales Organizations (CSO)

Publics-Touchpoint Solutions/ PDI-Inc.: District Sales Manager 2011- Dec. 2015 (company purchased by Publicis) Companies represented - Boehringer Ingelheim (BI), PharmDerm/Sandoz, Health Monitor Network, AstraZeneca, Sunovion.

Manufacturers

La Roche-Posay Laboratoire Dermatologique (L’Oreal) Regional Sales Director 2010 - 2011 Allergan Area Manager 2007 - 2009

Wyeth/Pfizer 1992 – 2007

Positions held: Senior District Manager 1999 - 2007, Senior Market Manager 1996 – 1999, Unit Manager 1994 - 1995, Market Manager 1992 - 1993

The Mennen Company 1987 - 1992

Positions held: Senior Territory Manager 1990 – 1992, Territory Manager 1987 – 1990, Retail Sales Representative 1987 - June 1987.

Experiences & Success Highlights

Publicis/PDI – Responsible in leading 13-16 Sales Representatives & Customer Service Associates in 6 states selling pharmaceutical drugs. Creating and developing new strategies for continuity, consistency, and continued performance. Set specific bench marks and performance metrics for clear understanding of goals and positive development from day one. Attained all call, reach, frequency and sample goals through all contracts and recognized consistently for that achievement while for coaching and developing each representative throughout the western region.

Increased sales for medication 9.5% in most recent late 3rd quarter data.

Several team members receive the “Fast Start Contest” award for initial/launch scripts for anti-fungal medication.

Recognized by management for specific communication and coaching success.

Achieved additional bonus for metric and sales for every quarter maximum bonus.

Oversaw consistent and exceptional service including providing highly specific managed market information/coverage and support material to each office with high focus on key influencers/personnel.

Attained 105% for call, reach, and sample goals through entire AZ contract.

Recognized by senior management for additional development work and effective on-going communication.

Awarded an Exceed Expectations from National Director on recent management performance evaluation.

Strong focus on performance management completing the 1st 4 months in the top 50% in the region (AZ contract).

#1 district in the region with double digit growth out performing other AZ districts nationally through February 2012.

#7 out of 47 districts in total sales growth in 2012 YTD (7/20)

Called on CVS & Rite Aid, and assorted local pharmacies and exceeded national redemption rate by 4%.

Completed all contracts successfully.

La Roche-Posay Laboratoire Dermatologique (L’Oreal) – Effectively managed/led 7 regional territories throughout the West and Great Lakes areas calling on Dermatologists and pharmacies selling OTC sunscreen and skin care products. Incorporated the 4 new team members into a cohesive region.

Coordinated specific strategies to advance existing and new territories; including sales processes, routing efficiencies, presentation development and specific retail coordination (CVS & Walgreens counter space and display development - able to get 90% of all stores to display summer unit and re-order through the season).

Achieved over 50% unit volume change compared to previous year.

Responsible for $1.4 million in e-commerce sales.

Surpassed dispensing goal at direct accounts; 132% 2010, 127% in the 1st quarter 2011.

New market distribution development- Bashas’ implemented a chain wide pharmacy counter unit. Allergan – Direct and motivated a team of 10 Territory Managers with over 15 million in sales. Developed specific programs and ongoing evaluation selling ophthalmic products including (OTC products) throughout Northern and Southern California.

Consistent share rank improvement in ’07,’08,’09 for Ophthalmology product and Optive (with major brand ranked 13th in the country).

Successfully launched secondary product and generated 3rd highest share in the region in two months.

Increased distribution demand by 12% for OTC eye drops in Longs through coupon redemption.

6 Territory Managers achieving the “Movers & Shakers/Empire Building” award list.

’09 share consistently advancing above region goals (+20% share change). Wyeth/Pfizer – Uniquely directed, managed, coached, and trained, 13 territory representatives. Directed representatives selling key brands to general and specialty practices throughout Northern California, Nevada & Idaho representing 7 national brands and 3 Rx brands. Developed and generated over $10 million in sales at Safeway. Directed broker (Bradshaw/Crossmark) responsible for Analgesics, Vitamins, Cough/Cold, and Lip Care product categories. Created and coordinating advertising and sales plans for 7 brands and executed promotional programs exceeding corporate goals (ranked in the top 25 Market Manager’s in the country). Drafted programs with Raley’s/Bel Air, Fleming Foods, Savemart, Scolari’s & Priceless Drugs, & FoodMax. Also worked closely with McKesson & Bergen on supply logistics and product distribution strategies tied to regional accounts. Worked in tandem with broker on sales activities including plan-o-gram resets, and store communication as well as additional product promotional proposals.

Led Region and Division sales goals in major brand categories including OTC products:

Advil +31%, Robtussin +10%, Dimetapp +4%, Alavert +6.1%, Centrum +8%, & Caltrate +6.4%,

Ranked 5th in the Division for Women’s Health & 11th in Primary Care.

Western Region Respiratory & Field Development Advisor and member of the marketing task force.

Ranked within the top 10 Market Manager’s in volume production each year.

Created additional new “front end” programs for $200,000 in incremental volume.

Successfully initiated strategic Cough/Cold program utilizing Wyeth displays for distribution nationwide (+$400,000).

Recognized for re-establishing positive relationships at Safeway & and coordinated trucking logistics when needed.

Increased sales (total $6 million).

1995 increased sales by 7%, 1996 increased sales by 10%, and 1997 increased sales by 12%.

Participated in retailer conventions/buying shows with incremental 15% sales of Cough/Cold display year over year for Raley’s/Bel Air.

The Mennen Company, Denver, Co. / San Jose, Ca. 1987 - 1992 Senior Territory Manager (other positions held)

Recognized through consistent quota attainment, promoted to Sr. T.M. in 1992. Responsible for Longs Drug HQ. Raley’sBel Air.

AWARDS

Publicis – 2 Time Extra Mile Award winner

Allergan – Team Movers/Shakers Award

Wyeth – President’s Gold Cup Award/Region of the Year 1995, 1998, 2004 & 2005. President’s Gold Cup Award/Market Manager of the Year 1995. The Mennen Company – Green Blazer Award/Territory Manager of the Year, District & Region of the Year 1989. EDUCATION

Bachelor of Arts Degree, Business Administration, Minor in Communications. Fort Lewis College (Co.) Leadership Management Institute (LMI); Leadership and Effective Personal Productivity. Wyeth Pharma, (nationally certified Management Development Group); Leadership II, R.O.I. Coaching, Leadership I, Targeted Selection, Performance Management, Exceptional Management Practices, Professional Selling Skills/Rx, Professional Selling Skills III, Versatile Selling. American Marketing Association; Principles of Professional Selling, Professional Interviewing, Communicating With Diplomacy and Tact, Professional Guide to Polished Communication, How to be a Super Communicator. Mennen Company; Negotiation Skills & Strategies, Negotiating Trade Performance, Profitable Selling, Interviewing & Performance Appraisal.

COMPUTER SKILLS

Windows 7, Mac Book, Microsoft Word, PowerPoint, & Excel, Outlook, Sales Force, Intranet/Internet navigation.

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