Sales Representative, Account Manager

H. ANDREW McALEER, MBA

Portsmouth, RI 401-***-****

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SALES AND ACCOUNT MANAGEMENT PHARMACEUTICAL LEADER

Sales and account executive proven healthcare sales experience with a proven track record of achievement of problem-solving and proven closer, consistently exceeding sales goals. Passionate about building and maintaining prosperous client relationships with all levels of professionals in a complex environment. Expertise in developing business plans and strategies to penetrate challenging accounts in delivering consistent revenue growth, influence buying habits and convert customers into repeaters. Integral player contributing to the highly successful launches of multiple blockbuster products promoting therapeutic areas of respiratory, neuroscience, behavioral health, cardiovascular, and vaccine portfolios.

AREAS OF EXPERTISE

Strategic Thinking

Business Acumen

Excellent Communication Skills

Medical Device Sales

Salesforce CRM

Business Analytical Skills

Customer Building

Consultative Selling

PROFESSIONAL EXPERIENCE

GlaxoSmithKline Inc., Philadelphia, PA 11/1999-10/2019

Senior Account Manager, 07/2017-10/2019

Solutions-focused strategist driving regional and national sales tactics by establishing productive relationships within the eastern regional territory with key retail accounts. Engage pharmacy B2B stakeholders at regional and district account level on educational and resource capabilities for branded vaccine and respiratory portfolios. Direct impact of sales growth accountable for 27 states and over 2,500 pharmacies. Maximize brand strategy execution through an understanding of customer focus and alignment of approved resources.

Coordination of largest month-long Tdap and Shingles vaccines retail training program covering 85 stores and more than 600 pharmacy health care providers in 4 states resulting in a 44.4% increase in Boostrix product order done over live meeting presentations and webinars.

Developed an innovative customer ordering calculator for the division to uncover increased potential to grow immunizations at the pharmacy for customers to achieve the obligations of their purchasing contracts. On target for national implementation by year-end.

Appointed Walmart lead; liaison between National Account Director, Payer Channel Access, Government Relations and account managers. Developed business sales analysis and prospecting forecasts report supporting the National Account Director accountabilities.

Launched Shingrix, first in class shingles vaccine. Implemented specific account-based strategies to drive territory sales. The only Walmart account manager with all the region benchmarking above the average doses per store, increasing the per store national average by 26.4%.

Produced number 1 region with 84.7% growth for Boostrix under the Walmart team. Had the number 1 and 4 regions for growth out of 43 for Engerix B in Walmart. Accountable for YTD at 205% and 219% to yearly sales goals with the documentation for both products.

Launched StrengthsFinder in the retail division of 45. Organized the training program from the ground up. The program invested in internal stakeholders to produce results internally and develop teamwork. With the success of this initial launch, rolled out division launch to 109 members the following year.

IDN Sales Account Manager, 10/2011-06/2017

Chosen to be part of a select group of 92 representatives throughout the country to spearhead a new division specializing in territory sales management of Account-Based Hospitals, Pharmacy and Nursing Groups.

Increased sales of the product line by more than 46%; comparatively, average sales for the state of RI for the same product line declined by 13.8% and average sales nationally for the same product line declined by 25.3%.

Increased sales of specific long-term products by 368.1% (Levitra) and 29.7% (Avodart). Increased sales of a third product (Flovent) 5.5% in the first year of product promotion.

Increased operational profit of lead Cardiology product (Lovaza) over three years by almost $1.5 million even with generic competitors entering the market.

Recognized as the top salesperson for lead product (Jalyn) - with 97% of the New England Region volume growth of sales of product.

Five-time recipient of Winners’ Circle Awards, including Team Winner Circle Award for Excellence two years consecutively. Member of the #1 ranked team in the Corporate Account division.

Field Business Manager, 04/2014-04/2015

Appointed Field Business Manager for the Ohio region directly reporting to the Field Vice President. Identified short and long-term business operational needs and providing tactical operational communications to the CVMU Sales Management Team to launch our GLP1 Diabetes product Tanzeum.

Materially improved business operations by creating an initial presentation that produced a 104.2% increase in sales calls by our field sales representatives. The region showed a 22% week-on-week product sales increase.

Launched division tasked with growing operating profit by $103.4 million overall in the first year. Additionally, the newly formed region was able to grow existing product (Levitra) business almost 150%.

Collaboration with Field Vice President consulting on market research to support the field liaisons in maintaining a high working knowledge of the industry regulatory policies, Medicare and managed healthcare plans, budget and expenses, and sales plans.

Senior Pharmaceutical Sales Representative, 1999-2011

Educated healthcare prescribers and increased sales of 11 product lines in 8 specialty therapeutic areas including psychiatry, gastroenterology, OBGYN, dermatology, neurology, respiratory, urology and endocrinology in the Eastern Connecticut and Rhode Island territories.

Four-time recipient of Winners’ Circle Awards -- achieving the number three ranking out of all sales representatives in the New England region for sales of blockbuster drugs. Educating primary care with scheduling marketing programs on product knowledge of the disease state, efficacy and safety.

ADDITIONAL EXPERIENCE

Life Reassurance Corporation, Stamford, CT Senior Reinsurance Underwriter

Fairfield University, Fairfield, CT Athletic Operations Manager

EDUCATION

Sacred Heart University, Fairfield, CT

Master Business Administration, Marketing

Robert Morris University, Pittsburgh, PA

Bachelor of Science, Business Administration concentration in Sports Management

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