John Scott Richard

Greenwell Springs, LA *****

225-***-**** ad4knr@r.postjobfree.com linkedin.com/in/john-richard-74050585

Professional Profile

Accomplished sales management professional with a record of success in new business development, territory expansion, account management, revenue generation, and driving product sales. Adept at developing and implementing effective sales and marketing strategies to prospect, secure, and retain new business while building collaborative partnerships and delivering superior customer service across the board.

Core Competencies:

Account acquisition and retention

Sales and revenue generation

Business to business (B2B) sales

Pharmaceutical sales

Prospecting and lead generation

Consultative sales and needs analysis

Negotiation and closing strategies

New account development

Market research and analysis

High-impact presentations

Customer service orientation

Effective communications

Critical and analytical thinking

Quality assurance

Brand awareness

Product launch

Problem resolution

Territory management

Relationship management

Work Experience

INNOVIVA SPECIALTY THERAPEUTICS (formerly TETRAPHASE, LA JOLLA), Baton Rouge, LA 2018 – 2023

Critical Care Specialist

Oversaw sales initiatives for Xerava (IV antibiotic), Xacduro (IV antibiotic), and Giapreza (distributive shock) to teaching institutions, community hospitals, and institutional pharmacies.

Developed comprehensive marketing strategies and robust territory business plans designed to secure new business opportunities and increase revenue.

Educated customers on specific drug information, product usage, and benefits.

Significant accomplishments:

̵Achieved formulary status for Xerava at Ochsner Health Systems and Franciscan Missionaries Systems, which consist of 27 hospitals across the assigned territory, and Willis-Knighton Health System, Gulfport Memorial, Lake Charles Memorial, Slidell Memorial, and many more.

̵Consistently ranked #5 in sales nationwide on Xerava.

̵Ranked #2 in sales nationwide on Xacduro launch.

LUPIN PHARMACEUTICALS, Baton Rouge, LA 2016 – 2018

Senior Hospital Representative

Sold methylphenidate chewable tablets and relaunched the Methergine series in a broad territory (Louisiana, Mississippi, Alabama, and Florida).

Oversaw a portfolio of OBGYN, pharmacy, and psychiatrist customers.

Conducted product presentations and educated customers on product usage.

Served as a member of the DOD council and represented sales team to home office leadership.

THE MEDICINES COMPANY, Baton Rouge, LA 2014 – 2016

Customer Solutions Manager

Launched IV antibiotics, Orbactiv and Minocin, to target customers like teaching institutions, hospitals, and pharmacies.

Created product specification and quote sheets for customer review.

Maintained regular customer contact to address and resolve customer issues.

Significant accomplishments:

̵Achieved formulary status at Lafayette General, Opelousas General, and CarePoint Partners.

̵Finished in the top 10% of company sales of Minocin.

Additional Work Experience

DURATA THERAPEUTICS, Baton Rouge, LA

Territory Business Manager

CUBIST PHARMACEUTICALS, Baton Rouge, LA

Clinical Business Manager

EISAI PHARMACEUTICAL, Baton Rouge, LA

Critical Care and Oncology Specialist

ELAN PHARMACEUTICALS, Baton Rouge, LA

Senior Sales Specialist, Hospital Sales Division

ORTHO-MCNEIL PHARMACEUTICAL, Baton Rouge, LA

Hospital Representative

Additional Significant Accomplishments

Achieved formulary status for Cubicin at Our Lady of the Lake, CarePoint Partners, Baton Rouge General Medical Center, and Southwest Medical Center; 100% forecast attainment.

Achieved formulary status for Entereg at Baton Rouge General Medical Center, New Iberia Medical, and Byrd Regional; 103% forecast attainment.

Recipient of the South-Central Region MVP Award.

Achieved formulary status for Fragmin at Vista Surgical Hospital and Baton Rouge General and 128% to forecast.

Achieved 100% to forecast on Maxipime.

Increased Azactam’s percent to forecast from 85% to 100%.

Advanced territory from #172 to #56 out of 172 in national sales force.

Successfully took over Baton Rouge territory, increased hospital sales ranking from 85 to 16 in less than a year.

Ranked #3 out of 285 in the country for increasing the Levaquin market share.

Achieved formulary status for Levaquin at St. Francis Medical Center and a 100% preferred status of hospital formularies with Levaquin.

Education

Bachelor of Science, Marketing, Louisiana Tech University, Ruston, LA

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