Account Manager Sales Executive

Frank R. Betancourt

ad5s9t@r.postjobfree.com • LinkedIn • San Francisco, CA 94080 • 415-***-****

Major Account / Business Developer

Results-driven sales professional with years of success maximizing new business revenue and profitability for high-growth pharmaceutical, biopharmaceutical, and Industrial companies. Seasoned prospector, presenter, and negotiator; able to uncover new sales opportunities and grow key accounts in competitive markets. Software proficiency includes Microsoft 365, SharePoint, Salesforce.com (SFDC), Veeva, Insightly & StayInFront; proven ability to quickly master new concepts and technologies with minimal training.

•Strategic Planning and Forecasting

•Prospecting and Networking

•Key Account Management / Growth

•New Business Generation

•Sales Cycle Management

•Contract Negotiations

•Consultative and Solution Selling

•Presentation and Proposal Design

•Training and Mentoring

Career Experience

Director of Business Development, Pacific Northwest 03/2023 – 04/2024

cGMP contract testing laboratory business developer for pharmaceutical, biopharma and food and cosmetic production industries.

Major clients include Gilead Sciences, Unicep, Just Evotec Biologics, Revance and List Biologics

$1.2M in new business awarded with Culture Biosciences, Gilead Sciences, Medexus Pharma

New Clients include Stanford University, Bayer and AstraZeneca

Major Account Manager, VWR/Avantor Biosciences, San Francisco, CA 02/2022 – 03/2023

Recruited by world’s second largest life science supply distributor to promote diverse biopharma, industrial and chemical products, and services within San Francisco Bay Area.

Recently awarded $500,000 in annual business for Google X R&D projects

Major Account Manager to biopharmaceutical companies: Calico Life Sciences, Cytokinetics, Verily Life Sciences and Culture Biosciences

Major Account Manager to microelectronics companies: Apple, Inc., Alcon Research, Google, WayMo, and other micro-electronics related industries within Silicon Valley

Medical Sales Manager, Evolve BioSystems, San Francisco, CA 04/2021 to 12/2021

New startup venture to promote life-saving probiotic to Neonatologists, NICU nurses, Pediatricians and Registered Dietitians across Northern California and Northern Nevada.

Won multi-year contract with Kaiser Permanente to implement new probiotic into Kaiser San Francisco NICU

Won two product trial evaluations: Santa Clara Valley Medical Center and Kaiser Santa Clara

Successfully implemented “Evivo” probiotic as preferred infant probiotic to Sutter San Francisco NICU

Territory Account Manager, Octapharma AG, San Francisco, CA 04/2013 to 04/2021

Recruited by the world’s largest privately-owned and independent plasma fractionator to produce in annual sales of OCTAGAM® to hospitals, infusion centers, pharmacies, and hematology and oncology practices across Northern California and Northern Nevada.

Secured $22M in average 2019 annual IVIG revenue ( 107 % of annual goal).

Won a $20M contract with Sutter Health by utilizing multi-call point plan for supply chain promotion and 29 hospital site clinical promotion.

Collaborated with home health care, distributor, and group purchasing organization (GPO) sales representatives for additional 19,000 annual grams in 2015 grams.

Trained and mentored new and existing Territory Account Managers.

Introduced new supply chain call point improvements leading to increased and measurable results in hospital selling model.

Account Executive, Grifols USA, San Francisco, CA 12/2007 to 04/2013

Identified and engaged with potential clients across Northern California through persistent outbound prospecting to secure annual sales of Gamunex, Prolastin C, Thrombate IIII, Koate DVI, and Hypermunes.

Established a #24 ranking (out of 72 Account Executives) for generating 12 Prolastin referrals (120% of 2012 goal.

Secured 10 Prolastin referrals in 2011 (125% of goal).

Retained a high-profile neurologist as a champion of Gamunex IVIG as it related to CIDP.

Trained/coach/mentored new and/or existing Account Executives for COPD selling model.

Produced selling improvements in multi-hospital promotion model.

Hospital Sales Specialist, Johnson & Johnson (Publicis) 12/2004 to 11/2005

Implemented hospital antibiotic formulation for Levaquin 750mg into key target hospital accounts within Northern California Emergency Departments

●Responsible for making the newer strength Levaquin available in 14 Pyxis machines out of 18 possibilities within my territory.

●Ranked 8 of 25 hospital sales specialists.

●Successfully built relationships within Emergency Department, Pharmacy, Microbiology, and Infectious Disease & Infection Control.

●Promoting Levaquin antibiotic and Ultracet analgesic with strategic consideration for the Emergency Departments.

Account Executive, Wilshire/Newport Inc. 10/2000 – 12/2004

New account acquisition and maintenance for full-service advertising and public relations agency within Media District Burbank, CA

●Concept design and implementation of strategic planning services within national and southern California print, radio & television media environments

●Special emphasis on developing public relations and advertising within Latino/Hispanic marketplace for several key accounts

●Accounts included American Tobacco, Home Saving & Loan, IKEA, Winchell’s Donuts, The City of Simi Valley, Aaron Brothers Art Marts & The Los Angeles Kings Media Guide

Education and Credentials

Bachelor of Arts in Sociology

University of California at Los Angeles, Los Angeles, CA

Biotechnology, Biomanufacturing, and Stem Cell Certificate, City College of San Francisco (2007)

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