Pharmaceutical Sales Manager
Resume:
DOUGLAS J. YURUBI
*****@***.***
PROFILE
Successful Pharmaceutical Sales and Management Professional with career encompassing 25-plus years of experience including selling to and servicing physician, pharmacy, hospital and managed care accounts.
Sales Management experience: Sales force management, developing strategic account and territory plans, training and developing sales personnel, cold-calling, delivering persuasive sales presentations, and cultivating long-term customer relationships.
PROFESSIONAL EXPERIENCE
2019 Present
Sun Pharma Biologics, Manchester, New Hampshire
TERRITORY MANAGER / DERMATOLOGY BIOLOGICS
Promote Sun s breakthrough new biologic product Ilumya and optimize business opportunities in targeted physician offices and key clinics that specialize in treatment of Psoriasis. Territory encompasses Potsdam, Watertown, Syracuse, Binghamton, Corning and Oneonta. Consistently demonstrate excellence in developing and applying business plans to achieve territory sales goals and objectives. Liaise with all field-based employees including Reimbursement & Managed Care. Focus on Buy and Bill, Specialty Pharmacy and Retail accounts.
2021 QTD Ranking of #4 out of national sales force of 79; 2020 Q4 volume of 33 Syringes versus 25 in Q3; Exceeded minimum of 2 Virtual/Live Speaker Program with 9; Exceeded weekly minimum average of 1-2 Lunch & Learns by averaging 3-4...
Initially assigned to low volume territory in Hampton, NH and started at rock bottom before accomplishing significant improvement in quarterly volumes, achieving over 80% of quarterly goal in first 3 months (29 syringes toward goal of 35).
Feb 2019 Sep 2019
IQVIA (formerly Quintiles and IMS Health, Inc.), New York, New York
SALES REPRESENTATIVE
Generated sales of assigned product throughout territory encompassing Manhattan and Upstate New York for IQVIA (The Human Data Science Company ), provider of biopharmaceutical development and commercial outsourcing services and one of the world's largest contract research organizations with over $9.7 billion in revenue, and a network of more than 50,000 employees including over 10,000 global field representatives in approximately 100 countries. Cultivated mutually beneficial, long-term business relationships with healthcare providers and coordinated sales strategies with appropriate teammates to maximize sales.
Inherited Manhattan Territory and ranked 26th out of nationwide sales force of 60 before growing sales to rank 9th after less than one year.
Selected to work on Eisai Project (leading Japanese Pharmaceutical Company), to help them grow their U.S. sales of Belviq (FDA-approved prescription weight-loss medication) in Manhattan territory.
2018 Present
Intertek, Cortland, New York
INSIDE SALES REPRESENTATIVE
Supported Electrical Division of industry-leading multinational inspection, product testing and certification company with over 43,000 people operating in 1,000 locations in over 100 countries. Grew electrical business by working with sales manager to define and develop global territory. Managed existing accounts and generated new business via networking, cold calling and lead prospecting.
Helped secure major account agreement with Cornell University impacting multiple Intertek Divisions.
Solicited and quoted 36 new opportunities including a Restoration Testing Chamber at an estimated cost of $80,000.
2015 2018 and 2008 2014
Benn Conger Inn/Restaurant, Groton, New York
GENERAL SALES MANAGER
Initially worked from 2008-2014 and returned in 2015. Managed sales and operations for 2 properties and supervised staff of up to 15.
Increased room and function sales by over 100% in one year.
2014 2015
Novartis Pharmaceuticals Corporation, Miami, Florida
EXECUTIVE RESPIRATORY SALES SPECIALIST
Managed and developed sales of TOBI Podhaler (Primary Product) to Cystic Fibrosis Accredited Centers throughout Florida.
Achieved 123.88% of goal ytd as of December 2014 and ranked 2nd out of 21 nationwide Sales Specialists through April of 2015.
2007 2008
AstraZeneca Pharmaceuticals, Groton, New York
DISTRICT SALES MANAGER
Managed a sales force of 11 representatives calling on Primary Care Physicians and Gastroenterologists throughout Central New York.
District ranked #2 in the Region (out of 200+ Districts) for sales of Symbicort (newly launched product).
Achieved Nexium YTD TRX MS Change vs. Baseline +2.16 (above Nation & Region), surpassing 43% MS, and grew or maintained market share of Excellus, despite unfavorable status.
Successfully assimilated five new hires with no turnover and served as contributor at Pilot Forum for "New DSM Training Guidelines."
2005 2007
Ivax Laboratories, Inc., Groton, New York
REGIONAL MANAGER
Managed a sales force of 10 generating sales and servicing accounts throughout New York, Pennsylvania, Massachusetts and Connecticut. Primary product lines included QVAR, Albuterol HFA and Nazarel.
Recruited, hired and trained 7 sales associates due to realignments/expansion of Ivax during transition of buy-out by TEVA Pharmaceuticals of Israel (worldwide leading manufacturer of generic pharmaceuticals).
Maintained or exceeded market share for QVAR above national averages in crucial territories despite major managed care restrictions.
Additional:
15+ years in Pharmaceutical Sales: at Metagenics, Ortho-McNeil Pharmaceuticals and Schering-Plough
EDUCATION
B.B.A. Degree, Major: Marketing, 1985
Florida International University, Miami, Florida
Professional Training: Numerous Leadership Workshops, Pilot Forum for "New DSM Training Guidelines," Management Excellence Workshop (AstraZeneca); Multiple Management Development Programs with Emphasis on Interviewing and Coaching Skills (Ivax); 20 Concepts in Management, Motivating People, Business Plan Workshop Ortho-McNeil)
LANGUAGES
Oral and written fluency in English and Spanish
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