Sales Manager, Leader and Mentor

PHARMACEUTICAL REGIONAL/ DISTRICT SALES MANAGER

DAVID GUIDO

860-***-**** *****.*****@***.*** Uncasville, CT 06382 LinkedIn

*-**** *********’s Club (Cresset) Award Winning pharmaceutical sales leader well-versed in helping companies build and retain highly skilled sales teams focusing on driving performance through establishing a team culture of trust, accountability, collaboration, transparent communication, coaching, and personal development to ensure a legacy of success. Strong expertise in coaching complex and highly clinical sales situations. Launched 10 products during career in multiple call points and specialties including Gastroenterology, Pediatric GI, Pediatrics, Otolaryngology, Urology, Oncology, Endocrinology, Nephrology, Rheumatology, Psychiatry, Neurology, Cardiology (EP, interventional, Cardio- thoracic surgery, Heart Failure), Women's Health, Internal Medicine and Primary Care. Situational Leadership Cross-Functional Collaboration Management & Training Experience Sales & Business Development Innovation Driver & Problem Solver Clinical & Total Office Call Selling Market & Competitive Analysis Relationship & Partnership Building Consultative Sales Techniques Multiple Product Launches Extensive Hospital Experience Home Office Marketing Experience PROFESSIONAL EXPERIENCE

GENERAL DYNAMICS – ELECTRIC BOAT JUL. 2023 – PRESENT DEFENSE PROCUREMENT/SALES

Lead a unique and dynamic cross-functional team comprised of Engineers, Buyers, Materials Management & Demand Planning overseeing overhaul & modernization of U.S. Navy Nuclear Attack Submarines. Collaborate with team to identify additional overhaul/modernization (O/M) areas outside of Federal Contract and procure or design O/M needed items to meet build schedule

Electric Boat Lead working directly with U.S. Navy negotiating Federal O/M contracts for each vessel

Identify O/M and additional repair needs outside of Federal O/M contract

Oversee and manage Demand Planning to develop sequential work orders supporting overall build schedule

Work with Buyers and Engineers to identify obsolescence and design and/or identify replacement parts meeting engineering specification criteria & requirements

Oversee Buyers to procure needed parts within time frame that supports build schedule. Quickly identify obsolescence and partner with engineering to design and/or identify interchangeable replacement parts meeting engineering specification criteria and requirements

Forecast Quarterly Sales Goals for Materials Management and Buyers. Align team weekly and monthly to continually assess progress against Sales through KPI’s

Utilize Oracle, Tableau, MRP, SPARS, Power BI to process reports and information that supports and organizes the cross-functional unit

MAYNE PHARMACEUTICALS MAR. 2021 – JUNE 2023

REGIONAL SALES MANAGER, WOMEN’S HEALTH DIVISION - NORTHEAST Assisted in building-out a new national Women’s Health (WH) Sales Division. Mapped out territories, developed training plans, IC plans & forecasting. Assisted in sales force sizing and optimization to support launch of new disruptive WH product. Developed and led a national sales training program based on the Challenger Sales model.

Developed and led Regional Sales Liaison Initiative – Identified national training needs and launched the RSL team to function as the field conduit to marketing and “Best Practice” model to all regions

Initiated and executed regional/territory business planning

Organized lead measures to assess current strategies and improve future sales trends DAVID GUIDO

Northeast region finished #4/8 for FY21 despite multiple obstacles and had 2/8 Specialty Sales Representative’s

(SSR) achieve President’s Club.

Only RSM in nation who developed/mentored multiple regional representatives selected as Field Sales Trainers ZOLL MEDICAL CORPORATION MAR. 2020 – MAR. 2021

REGIONAL SALES MANAGER – NEW ENGLAND CENTRAL

Led a team of Cardiology Device specialists focused on mitigating SCD risk within multiple cardiology specialties. Recruited to develop change strategy focused on impacting key regional IDN’s. Strategic shift resulted in hospital contracted pricing in key academic institutions.

Rebuilt team and moved region from last in nation to top 25% (174 to 42) within one year ALKERMES JAN. 2015 – NOV. 2019

DISTRICT BUSINESS LEADER- NY/CT/RI

Hired to build a lead a new CNS sales team. Assisted in developing the initial commercial expansion and market development in RI, CT, and NY. Developed and maintained culture of success finishing top 30% 4/5 years

Selected as project lead for RSM Leadership Development training TAKEDA PHARMACEUTICALS DEC. 2003 – JAN. 2015

SENIOR DISTRICT SALES MANAGER

Responsible for driving portfolio sales and improving market penetration within diverse therapeutic areas. Responsible for KOL development and management. Led successful launches of products in multiple therapeutic areas. Developed strategic and tactical planning to consistently drive sales and increase market share.

President’s Club (Cresset) Award Winner 2009, 2010, 2011 Regional Achievement Award 5x TAP PHARMACEUTICALS DEC. 1996 – MAY 2003

PRODUCT MANAGER- WOMEN’S HEALTH (MAY 2002 – MAY 2003) Worked in a Corporate Office position developing marketing plans resulting in achieving milestone product sales over

$100MM. Led development of patient persistency program. Responsible for HCP Journal advertising and development of national disease awareness campaign.

SENIOR SALES TRAINER- ONCOLOGY/UROLOGY (MAY 1999 – MAY 2002) Trained multiple 3-week national Initial Sales Training (IST) classes. Responsible for vendor management and development of new IST training modules. Training lead for Medical Regulatory. Awarded trainer of the year (2001) HOSPITAL ACCOUNT EXECUTIVE (JAN. 1998 – MAY 1999)

Accountable for IDN Oncology/Urology Sales. Drove awareness and utilization for Lupron in Rare Disease-Precocious Puberty and entire product portfolio for formulary inclusion. Directed contracting with pharmacy & purchasing.

National Achievement Award 1999

EDUCATION

VANDERBILT UNIVERSITY MEDICAL CENTER

Post-Grad Clinical Internship for board certification BACHELOR OF SCIENCE

University of Connecticut

Nutritional Sciences

Met Pre-Med requirements

Graduated Cum Laude

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