Account Manager Territory Sales

RICHARD CANTU

**** ****** ** #*, ****** KS ***** · 913-***-****

****.*****@*****.***

Dynamic, goal-driven healthcare sales professional combining an accomplished history of exceeding sales quotas and driving revenue with clinical and scientific expertise. Demonstrated ability to leverage superior interpersonal and communication skills to build relationships and effectively interact with all call points from front-line nurses and practitioners to C-Level Executives. Passionate advocate for clients’ programs, delivering superior products and services tailored to specific needs. Proven track record of sales success; recipient of multiple organizational awards for exceptional performance throughout career.

EXPERIENCE

JAN 2020 – JULY 2020

WATERTREE HEALTHCARE, Pharmacy Representative

Educate healthcare staff about discount card

Build value with decision makers

Build and maintain relationships with health care providers

Serve as account manager

Manage multiple accounts simultaneously and accurately

Organize a territory of leads to provide maximum value

Territory reached 6% market share in July 2020 when I started at 1.6%

SEP 2018 – DEC 2019

MEDICAL DIAGNOSTIC LABORATORIES, Senior Sales Executive

Responsible for achieving annual sales and profit objectives for a defined territory

Obtain new business and exceed annual territory sales budget each year by presenting new test information, up selling and seeking out new sources of revenues from clients

Develop and present personalized sales presentations to professional audiences; demonstrate how MDL’s technical features and services could benefit the practice and help medical personnel provide quality patient care

Establish positive long-term client relations through scheduling and conducting calls with clients

Develop and maintain a full business pipeline of prospective clients and assume all territory management in an assigned geographic region

Provide timely and accurate reporting of pipeline, account plans and territory management activities as required

Work closely with Regional Manager to develop assigned territory in line with company’s objectives

Maintain knowledge of competitors and their presence in assigned territory

APRIL 2016 – PRESENT

OWNER, Independent contractor

20+ years of sales, leadership, marketing and business experience within the healthcare arena. Core strength is selling and building relationships and then capitalizing on them for powerful sales pull-through results for my company.

I pride myself on the ability to change mindsets through trust and understanding. I build fiercely loyal customers using a high level of integrity, personal motivation and a sense of urgency.

Specialties: Sales Management, Consultative Selling, C-Level Engagement, Prospecting Expert, Sales Planning, Proposal Generation, Coaching, Startups, Launch Commercialization, Business Development, Multi-State Institutional Sales, Specialty PharmRx, Science-Based Representative, Biotechnology, Contract Sales, Account Management, Networking

JAN 2012 – APR 2016

ONCOLOGY NETWORK MANAGER, sanofi genzyme

Responsible for driving product sales through the promotion of the product portfolio. The ONM will act as a product/content expert and health solutions advisor in large academic transplant centers. I was responsible for developing and implementing the account business plan across the cross-functional team including CPS, DSM, A&R Manager, HOM and any other colleagues with customer facing role in the institution. Generates and sustains support for products on institutional formularies. Works with institution to optimize and ensure access vial discussion on payer environment, hospital formulary access, and patient program. I was the “quarterback” of the account team with CPS, HOM, MLS and any other colleague with customer facing role in the institution. Achieve assigned sales objective for the territory. Review and analyze market data for development and implementation of account plans that focus on selling to targeted customer segments and business channels. Demonstrates deep marketplace, therapeutic, product and disease-state expertise.

JUN 2010 – DEC 2011

SENIOR CLINICAL HEMATOLOGY CONSULTANT, Genzyme

Provide current and comprehensive clinical knowledge of product portfolio while promoting on-label clinical benefits as the primary customer contact for market demand creation. Develop and execute business plan designed to meet assigned sales targets utilizing company approved marketing strategies, delivering branded sales messages and facilitating medical educational programs. Collaborate with Regional Business Director and other personnel, such as Clinical Nurse Consultants and Corporate Account Managers to ensure customer needs are met. Interact with other Genzyme personnel from multiple business units in a coordinated fashion that maximizes Genzyme’s presence, opportunity, and sales.

MAY 2004 – APRIL 2010

SENIOR BIOPHARMACEUTICAL REPRESENTATIVE, amgen

Provide current and comprehensive clinical knowledge of product portfolio, promoting clinical and economic benefits as the primary customer contact for demand creation. Execute Plan of Action (POA) marketing strategies, delivering branded sales messages and facilitating medical educational programs to meet and exceed aggressive sales targets. Collaborate with District Manager in development of territory business plans, adjusting marketing strategy on review of sales activities and territory analysis. Responsible for product contract presentations and customer contract activity.

EDUCATION

DECEMBER 1994

BS MICROBIOLOGY, The university of texas at austin

Dean’s List (multiple semesters)

Longhorn Band

Men’s Soccer – Club

SKILLS

Consultative Selling

C-Level Engagement

Sales Management

Institutional Sales

Specialty Pharmacy

Account Management

Product Launch Commercialization

Business Development

KOL Development

RFP Proposal Generation

Contract Environment

Evidence-based Selling

ACTIVITIES

Current member of Team In Training

Leukemia and Lymphoma Society

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