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Sales Representative

Location:
Moncton, New Brunswick, Canada
Posted:
October 04, 2016

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Resume:

SHAUN GORDON BURNS

* ****** ****** *****, ***********, ON L4A 1G5 Cell: 647-***-**** Home: 647-***-****

acwwp1@r.postjobfree.com LinkedIn URL

SUMMARY

Top performing Medical Sales Representative with a consistent, proven track record of achieving or surpassing established product sales goals. Consistently obtain high performance through leadership and cohesive team building. Territory and customer knowledge provided execution of the business plan to attain or surpass sales goals. Product knowledge to fit the customer’s need, identify and provide educational opportunities for customers utilizing budgets in a cost effective manner to garner sales.

Strategic Planning & Execution

Budgeting & Expense Forecasting

Product Presentation & Negotiation Skills

New Business Development

Product & Competition Knowledge

Early & Positive Customer Relationships

Identifying Customer Needs

Prescription & Sales Data Analysis

Call on Specialists, Family Physicians, Specialists & Directors of Nursing

PROFESSIONAL EXPERIENCE

GALDERMA CANADA INC., Thornhill, ON

A Dermatology company specializing in prescription Acne and Rosacea products Tactupump, Apprilon, Onrealtea, Rosiver, the OTC Cetaphil line of gentle skin products and five Aesthetics & Cosmetics products.

Specialty Sales Representative 2013 – November 2015

Challenged with new and existing medications with a fast growing company. Increased new and existing business while growing new customer sales throughout a new territory. Executed selling competitively against many other well established product offerings customers had to choose from. Territory: Scarborough, East Toronto, North York, North Bay, Sudbury and Sault Ste. Marie

Averaged 7 Physician calls and 1 Pharmacy call per day. Strategically targeted areas or cities where maximum potential use of product(s) would be utilized based on private coverage and finances. In a new territory with new customers, I quickly built solid relationships, identified key customers, their patient needs and provided optimal service on all requests, developing a respected, responsible and personal customer relationship.

Executed 16 CME’s during 2013-2015, demonstrating strong ROI for the company increasing market share by 171%.

Promoted innovative dermatology products with no ODB coverage against well-established long term competitive products which were less expensive. Addressed challenges due to the socio-economic multiple minorities demographic of various areas of Scarborough and East Toronto.

Each year, increased market share and total dollar sales of promoted products Clobex Spray, Tactupump, Apprilon and Cetaphil against these less than idea territory conditions, finishing 6th of 14 territories.

Selected by the Regional Sales Manager to welcome, orientate and coach newly hired specialty sales representatives on many territory behaviours and responsibilities.

MERCK CANADA., Kirkland, QC

An American pharmaceutical company with 40 prescription products in Cardiovascular, Respiratory, Neuroscience, Women’s Health and Vaccines including Junuvia, Remicade, Gardasil, Singular and Zostavax.

Pharmacy Key Account Manager of Sales 2011 – November 2012

This was a new Merck initiative to expand the traditional business model. Dedicated PKAMs were charged to pioneer, execute and direct how this new business model ought to expand overall sales of prescription products. Territory: Scarborough, East Toronto, Oshawa, Whitby, Pickering, Cobourg, Lindsay and Peterborough Territory.

Ontario Ministry of Health’s evolution toward expanding the role of Pharmacy and Pharmacist responsibilities provided brand prescription sales opportunities at pharmacy level with the start-up of smoking cessation, flu shots, Zostavax, Junuvia and other medical vaccine services.

Called on pharmacists within territory representing the largest pharmacy chains to promote patient choice of brand over generic medication due in part to provincially mandate better balanced, competitive dispensing fees between both. Averaged 6 calls per day.

Educated target pharmacists and technicians on products and programs including providing CHE speaker dinner programs and luncheons. .

Executed a researched 10,000 Ontario patient adherence program based on a mix of prescription medication classes. Presented these findings teaching how to effectively communicate to each patient/customer in a new proven interactive methodology which increased adherence rates compared to traditional counselling delivery.

Total sales and incentivised adherence program sales and personally placed 2nd and 1st of ten territories.

Merck has an online comprehensive educational medical atlas of diseases – Univadis, a large number of physicians have signed up to access it at no cost. For the first time Merck opened up access to Univadis to pharmacists whom were always aware of this tool and resource.

NOVARTIS PHARMACEUTICALS INC., Dorval, QC

A Swiss pharmaceutical company with many prescription products in Cardiovascular, Alzheimer’s, COPD, Cancer, Pain and Mascular Degeneration including Diovan,Lescol, Exelon, Seebri, Onbrez, Gleevec and Prexige.

Sales Consultant 1997 – November2010

Challenged with increasing new and existing business, while fostering and growing customer sales throughout the territory. Utilized executional excellence to sell competitively against many other product offerings customers had to choose from. Territory: Oshawa East to Napanee, Lindsay and Peterborough

Led the team in identifying key customers, identifying customer and patient needs, providing optimal service and developing collaborative relationships with these customers.

Created targeted sales plans based on potential use of a product, needs analysis, increased frequency of customer calls and luncheons to increase time in front of the customer to promote the product.

Addressed the needs of each customer; created sales calls that provide clinical features and benefits of the product. Executed 8 dinners and 4 luncheon CME’s events each year increasing market share.

Launched Diovan, Exelon, Foradil, Prexige and Rasilez. Promoted other products including Voltaren, Migrainal, Lescol, Famvir, Trinipatch and Vitalux.

Identified the needs and implemented business opportunities specifically by providing educational blood pressure and diabetes screening clinics to 6 family physicians.

Collaborated with a key customer to increase year over year sales from $10,000 to over $300,000 of Diovan. Expanded sales of a new product, Rasilez, from zero to over $100,000 in one year.

Selected as the Novartis most valuable territory associate on two occasions.

Created in-service programs for nurses based on education, materials and the product features/benefits in many nursing homes.

Increased Diovan sales in the assigned territory culminating with $5.5 and $5.6 million dollars in each of the past two years.

Total Novartis sales placed the territory from fourth to ninth of 17 Ontario territories each year.

BIG BROTHERS ASSOCIATION OF STRATFORD & DISTRICT, Stratford, ON

A National affiliated registered charitable organization providing various adult mentoring programs to children and youth.

Executive Director

Comprehensive responsibilities for implementation of all organizational and operational functions including policy development, budgeting, fund raising, public relations, strategic planning, ongoing evaluation, investment, volunteer recruitment of board directors, committee members, staff hiring, staff training and supervision. 100% commission sales in raising $250,000 annually.

Increased the operating budget by 400% and quantity of youth friendships/services by more than 200%.

Recognized for expanding youth services offered creating a Big Brothers satellite agency in Listowel, Ontario and the new school mentoring program in fourteen elementary schools throughout Perth County.

PERTH COUNTY BOARD OF EDUCATION, Stratford,ON

A local public Board of Education entrusted with provision of JK to Grade 12 instruction.

Municipally Elected School Board Trustee – Two 3 Year Terms

Represented the City of Stratford taxpayers, parents and students in all areas of education implementation serving the local Board of Education including staffing, instruction, financial budget/operations, provincial legislation, bussing and all other local needs utilizing a $110m budget.

Served on the major Operations & Education committees, chairperson of the legislated Special Education Advisory, Suspensions & Discipline & Supervised Alternative Excused Pupils Committees.

EDUCATION

Bachelor of Education, Brock University, St. Catharines, Ontario

Bachelor of Physical Education, Brock University, St. Catharines, Ontario

CERTIFICATIONS & PROFESSIONAL DEVELOPMENT

Ontario Teacher’s Certificate, Special Education Certificate

Developed Big Brothers Sexual Abuse Protection Program



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