Real Estate Pharmaceutical Sales

JON FRANKO

**** *. ***** *** - ***** Charleston, SC 29405

Cell 843-***-**** E-mail: *************@*****.*** CAREER PROFILE

Real Estate, Pharmaceutical Sales & Business to Business / Training & Development / Management & Leadership More than 30 years of successful real estate, business to business outside sales, pharmaceutical sales, training, leadership and currently utilizing all this experience for Real Estate Sales. Award-winning and highly motivated sales professional with proven ability to maintain consistent performance and personal/professional relationships to increase sales results. Experienced in various sales roles including real estate, territory B2B, specialty pharmaceutical and hospital environment including VA/DoD accounts. Competent in successfully organizing and executing multiple real estate transactions, facilitation & training initiatives and representative development plans to increase sales productivity. Strong ability to work effectively with individuals and teams to contribute, attain goals and ensure cooperation. Determined approach to deliver on strategic objectives in numerous roles and manage multiple initiatives. Effective sales, management, leadership and interpersonal influence to achieve objectives and develop personnel to achieve objectives and solve problems. My goal is always to obtain a position in a progressive environment where I can utilize my years of life/sales experience, interpersonal skills and leadership knowledge to contribute and achieve measurable results in any industry. I pride myself on doing as I say and saying as I do. My promise, professionalism and expert standard of practice will serve the needs of any company while providing the type of service and commitment you simply deserve from an employee.

Core competencies include:

PROFESSIONAL EXPERIENCE

The Boulevard Company Real Estate, Tri-County Charleston Area, South Carolina PROFESSIONAL REALTOR, March 2013 – Present

• Member of Charleston Trident Association of Realtors, South Carolina Realtor Association, National Association of Realtors, Summerville/Dorchester Chamber of Commerce, Summerville Dream, Leadership Dorchester 2014, Charleston Real Estate Investor Association & CIAS Designation as a Certified Investor Agent Specialist, Carolina One Real Estate Advisory Board

• Initiate sales and marketing activities, including phone calls, e-mails, online postings and face-to-face meetings, designed to identify and engage prospective new customers

• Meet with clients to understand their property needs; find products that meet those requests. Act as an advocate for your seller and buyer

• Coordinate with escrow companies, lenders, home inspectors, appraisers and pest control operators

• Generate official documents such as representation contracts, purchase agreements, closing statements, deeds and leases to finish and execute sales

• Identify mortgages providing clients the best rates and terms

• Utilize advertising mediums, open houses, and networking to sell properties; Present purchase offers to sellers

• Formal education at the University of Colorado in architecture, design and environmental planning and pursued a career designed to complement my natural strengths, personality and desire to satisfy and serve the needs of others

• Accumulated more than 20 years of successful corporate business to business outside sales, pharmaceutical sales, regional sales training, management and leadership

• Earned an award-winning reputation as highly motivated sales professional with proven ability to maintain consistent performance and foster personal and professional relationships to increase sales results and complete objectives

• Owner/President of Property Resolutions LLC following a life-long interest and passion to pursue a full time real estate and future investing career and formed the Luminate Team in 2015

• Business Owner & Licensed Realtor

• Real Estate, Individual, B2B & Pharmaceutical Sales

• Outside Territory, Specialty & Hospital Sales

• Sales Coaching &Training

• Workshop Preparation & Execution

• Sales Management & Leadership

• Teamwork and Communication

• Strategic Planning for Pre-Launch/Launch

• Budget Planning & Utilization

• Analytical and Reporting Management

• Professionally licensed Realtor in South Carolina and partnered with Carolina One Real Estate allowing me the opportunity to join a respected leader and top producer within the Charleston area

• Professionally licensed Realtor literally incorporates my formal training in design and planning with my corporate experience in business sales and leadership

• Combination of awareness and education to understand the housing market and home aesthetics with my knowledge and expertise for promotional marketing and professional guidance

• Consistent opportunities to form local, long-lasting relationships within the community to become a problem solver for my clients, and most importantly, have the chance to represent and work for you as your employee when buying, selling or investing in property

FOREST PHARMACEUTICALS, New York, NY, Aug 2002 – Dec 2012 SPECIALTY SALES REPRESENTATIVE, Dec 2010 – Dec 2012

• Collaborate with 10 territory representative partners to increase product demand, obtain usage and market share for promoted products Viibryd, Namenda, Savella and Bystolic

• Effectively provide lateral leadership to representatives and guiding their interactions with medical professionals utilizing appropriate clinical and managed care messaging in psychiatry, cardiology, neurology, rheumatology, pain medicine, internal medicine, and primary care specialties

• Responsible for pull through strategies for promotion to physicians, nursing and office staff in products clinical features and managed care coverage/reimbursement

• Effectively communicates daily with team members, contributing to team goals, ensuring cooperation, projecting a positive attitude, professional image and accepts responsibility for own performance Accomplishments:

Attained Namenda goal for 4 quarters in a row since inheriting the promotion of this product in June 2011 and maintained Top 25% ranking with Namenda with 3 partners down for 4 quarters in a row: Q2 2012 (51%) Q3 2012

(18%); Q4 2012 (22%); Q1 2013 (11%); Q2 2013 (11% and Rank #28/259)

After inheriting Savella in January 2011, increased ranking from the Bottom 25% of the company into more respectable rankings and Top 15% performance with Savella for 3 of those quarters: Q2 2012 (4%) Q3 2012 (65%); Q4 2012 (11%); Q1 2013 (2%); Q2 2013 (45% and Rank #116/259)

Launched new Viibryd product while increasing sales of in-line products (Namenda and Savella)

Final FY2012 President’s Club Ranking for Specialty Representatives is #130/259 in the nation

Final Q1 2013 FY2013 President’s Club Ranking for Specialty Representatives is #105/259 in the nation DIVISIONAL SALES MANAGER, Mar 2008 – Dec 2010

• Accepted a promotion and held responsibility for sales and representative development for Palmetto and Savannah River Division including 3 states: South Carolina, Georgia and areas of North Carolina

• Effectively trained, managed and lead 10 representatives, guiding their interactions with medical professionals utilizing appropriate clinical and managed care messaging in psychiatry, cardiology, neurology, rheumatology, pain medicine, internal medicine, and primary care specialties

• Collaborated with Regional Director, Divisional Sales Managers, Regional Account Managers, and Regional Sales Trainer to coordinate sales efforts and increase market share in healthcare clinics, medical groups, and physician practices

• Responsible for interviewing, hiring and collaborating with the Human Resources/Recruiters to satisfy vacant positions

• Increased usage of promoted products with divisional call panel and targeting

• Monitored and approved budgets in excess of $100,000 per quarter

• Designed and conducted POA workshops to achieve goals and objectives Accomplishments:

Division Manager Outstanding Leadership Award October 2009 – March 2010

Final Ranking #66/104 in the nation FY2010 President’s Club Ranking for Divisional Management

Final Ranking #22/104 in the nation FY2009 President’s Club Ranking for Divisional Management

Successfully lead managed care pull through initiatives and messaging for promoted products in some heavily managed care influenced markets

REGIONAL SALES TRAINER, Oct 2006 – Mar 2008

• Accepted a promotion and held responsibility for sales and representative development for Atlantic South Coast Region including the 3 States: South Carolina, Georgia and areas of North Carolina

• Collaborated with cross functional team to coordinate sales efforts and increase market share throughout the division implementing specific field coaching and managed care strategies

• Successfully rolled out Field Sales Trainer Curriculum, including Selling Skills, Coaching and Presentation Impact Training

• Rolled out POA strategies and resources to Divisional Managers at Manager’s POA planning meetings

• Chosen to design a specialized workshop to RST peers and RST Manager on giving impactful standup presentations Accomplishments:

Regional Sales Trainer of the Quarter Award – Quarter 1 FY2008

Regional Sales Trainer Leadership Award April 2006 – September 2006

Implemented key sales initiatives to effectively position products with defined managed care messaging

Increased Regional and Divisional Rank for all divisions HOSPITAL SALES REPRESENTATIVE / FIELD TRAINER, Dec 2003 – Oct 2006

• Accepted a promotion and collaborated with 8 territory representative partners to increase product demand and “spill in spill out effect” to attain formulary wins for the promoted products of Lexapro, Namenda and Campral

• Presented products and proposals to hospital purchasing; clinical, mental health and quality assurance pharmacists; P & T committee members; academic department chairs; and management personnel for the products Lexapro, Namenda and Campral

• Developed close relationships with Key Opinion Leaders to advocate for products within their therapeutic areas

• Interacted with Community, Teaching, Department of Defense (MacDill AFB), Veteran's Affairs, and VA Clinics within their guidelines and protocols.

Accomplishments:

Final Ranking # 9/108 in the nation FY2006 Hospital Specialty Sales Representative

Final Ranking #29/108 in the nation FY2005 Hospital Specialty Sales Representative

Regional Rep of the Quarter / Q2FY 05 (Hospital)

Sales Rep of the Quarter / Q2FY05 (Hospital)

Hospital Division “Most Determined to Win” Award October 27, 2005

Hospital Division “Most Competitive” Award October 27, 2005

Certificate of Achievement – Triple Crown Contest – Hospital Winner SHOW

Promoted to Field Sales Trainer for excellent leadership capacity and responsible for 4 states: Florida, Georgia, South Carolina, Alabama

Successfully secured formulary positions for key accounts

Developed work around solutions for formulary restrictions and protocols within Government Accounts

Maintained Lexapro on formulary at MacDill AFB as the ONLY branded SSRI on formulary TERRITORY SALES REPRESENTATIVE / FIELD TRAINER, Aug 2002 – Dec 2003

• Responsible for sales of Lexapro, Benicar, Tiazac, Namenda (CNS, Cardiovascular, Internal and Primary Care) in physician offices

• Trained physicians, nursing and office staff in products clinical features and managed care coverage/reimbursement Accomplishments:

Final Ranking #1/514 in the nation FY2004 President’s Club Winner for Territory Sales Representative

Representative of the Year/2004

Regional Rep of the Quarter/Q3FY 04 (Territory)

Sales Rep of the Quarter/Q1FY 04 (Territory); Q2FY 04 (Territory); Q3FY 04 (Territory)

Lexapro MVP Award/Q1FY 04 and Q2FY 04 - Benicar MVP Award/Q2FY 04

Professional Representative Award Designation/September, 2003

Received Certificate of Appreciation from the Managed Care Division for my efforts and direct feedback in obtaining formulary wins and identifying Medical Directors and PNT Committee Members. I received this recognition for Q4FY 03, Q1FY 04 and Q2FY 04

Successfully launched new products, while increasing sales of in-line products

Promoted to Field Sales Trainer for excellent leadership capacity and responsible for Central and Northern Florida LANIER WORLDWIDE, Tampa, FL

ACCOUNT EXECUTIVE, Aug 1999 – Aug 2002

• Outside sales/digital and analog copier systems, facsimile equipment and software

• Prospecting new accounts and maintains client base/cold calling, telemarketing, e-mail, letters and flyers

• Executive level presentations/satisfy requirements and understand customer’s needs

• Demonstrations/key operator training for use of equipment

• Provide leadership/interviewing, field rides, extensive developing and training of new recruits Accomplishments:

Received Silver Trip Award for 2000, recognizing the top 10% of the sales force

Received Century Club Award for 2000 and 2001, recognizing the top 15% of the sales force

Ranked in the top 10% of Account Executives in the country 2000, 2001 and 2002

Salesperson of the Month: November 1999, December 1999, February 2000, June 2002

Salesperson of the Quarter: Oct-Nov-Dec 1999, Apr-May-June 2002

Great with Eight Club: February 2000, June 2000, March 2001

Member $50,000 Club: December 1999, February 2000, June 2000, March 2001

Record Breaker “Beat your Best”: December 1999, March 2001

Team Player Award: October 1999

EDUCATION

University of Colorado at Boulder - College of Architecture and Planning

• Bachelors of Environmental Design

• Graduated with honors with 3.58 GPA on a 4.0 scale

• Employed through college and self-financed education PROFESSIONAL DEVELOPMENT

• Member Charleston Trident Association of Realtors

• Carolina One Real Estate Advisory Board

• Member Summerville/Dorchester County Chamber of Commerce

• President Board of Directors & Member Summerville Dream

• Member of Leadership Dorchester Class of 2014

• Member of Leadership Dorchester Alumni Advisory Board

• CIAS Designation as Certified Investor Agent Specialist

• Years of corporate leadership, coaching, mentorship, teamwork training and sales experience

• Participated, organized and facilitated numerous sales, marketing and training workshops

• Application, Strategic, Ninja Selling Systems

• Participated in various Success Seminars: Brian Tracy, Peter Lowe, Zig Ziglar, Tom Hopkins, Lou Holtz

• Self-improvement/sales education, leadership & motivational books, CDs and internet resources

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