Senior Living Business Development

STEPHEN J. HNATEK

***** ********** *****, *******, ** 27613 • 919-***-**** (C) • **********@*****.*** QUALIFICATIONS PROFILE

Accomplished leader with high integrity, interpersonal savvy, and proven sales and management success within pharmaceutical and healthcare organizations. Decisive communicator with expertise in motivating teams, surpassing sales targets, maintaining client relationships, and delivering results. Additional areas of expertise include:

Leadership and Management Hybrid Customer Engagement

Strategic Planning CRM (Salesforce) utilization

Interpersonal and Written communication Account Management and Negotiation

Training/Presentation/Facilitation delivery Consultative B2B sales

Microsoft Office Suite Webex, Microsoft Teams, Zoom proficiency

Business Development Product Launches

CSO Virtual & Outside Sales

PROFESSIONAL BACKGROUND

TRUA SENIOR LIVING LOCATORS OF RALEIGH, Raleigh, NC (January 2025 – present) General Manager

Manage business serving seniors and their families by helping to navigate transitions to independent living, assisted living and memory care communities in the greater Raleigh, NC area.

• Develop relationships and negotiate contracts with local independent living, assisted living, and memory care communities for senior living placement.

• Identify clientele by calling on referral sources in hospitals, rehabilitation & skilled nursing facilities, home health care agencies, attorneys, and digital marketing.

• Provide complimentary consultations to assess each senior’s needs and help determine the best senior living options.

• Work closely with seniors to evaluate their specific physical, emotional, and financial requirements, ensuring the right fit for their lifestyle. MERCALIS, Morrisville, NC (August 2020 – December 2024) Director of Sales (January 2022 - December 2024)

Led teams of 40 specialty cardiology Professional Sales Representatives and District Sales Managers promoting XARELTO

®

programs for Johnson & Johnson contract and 3 specialty rare disease PSRs promoting nephrology drug, THIOLA EC

®

for Travere Therapeutics contract.

• Hired, trained, and coached sales teams which exceeded program KPI’s for call averages, customer contacts and attainments, including successful attempts to 12,000 HCP target universe with over 160% increase in universal attainment.

• Exceeded KPI’s for Nrx of 181% and Trx of 129%.

• Partnered with both J&J and Travere brand teams to execute on their respective marketing strategies and promotional deliverables.

• Prepared and presented reports for client leadership teams for weekly status meetings and QBR’s.

• Negotiated successful contract renewals.

STEPHEN J. HNATEK

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• Collaborated with internal Mercalis teams including IT, Legal/Compliance, HR, and Finance to ensure optimal client management.

National Sales Manager (August 2020 - December 2021) Led neurology specialty pharmaceutical sales team of 10 PSRs promoting Adhansia XR

®

. for

Purdue Pharma contract.

• Hired and managed performance of Virtual Specialty Pharmaceutical Sales Representatives with national territories.

• Exceeded KPI’s by delivering virtual in-services leading to increased annualized Trx over 130%.

• Created and delivered weekly and cumulative analytics to client leadership.

• Coached representatives to develop virtual selling skills excellence utilizing Webex platform.

• Utilized Salesforce to track customer data and manage sales team activity. MUTUAL DRUG COMPANY, Durham, NC (January 2019 - March 2020) Account Executive

Managed portfolio of over 80 independent pharmacy, Long-Term Care, and Home Health accounts representing over $200m sales.

BLUE CROSS BLUE SHIELD OF NC, Durham, NC (January 2012 - December 2018) Sr. Account Manager

Sold Health, Life, and Disability multi-million-dollar product portfolio to over 130 group market accounts, generating over $35 million in premium sales. VICTORY PHARMA, Cary, NC (October 2006 – December 2011) Associate Director, Sales Training (August 2008 – December 2011) Provided leadership and direction to all aspects of the Sales Training Department.

Trained and mentored 160 sales representatives and managers that grew Trx on average of 240%, including exceeding $100M gross sales.

District Sales Manager (October 2006 – August 2008) Created and managed the Southeast Region Sales Team of 10 Pharmaceutical Sales Representatives for specialty pain management pharmaceutical company which generated 273% year over Nrx.

EARLY CAREER

GlaxoSmithKline Pharmaceuticals; National Sales Training Manager - Respiratory Glaxo Wellcome Pharmaceuticals; Senior Sales Representative PharmChem Laboratories; Senior Account Manager

EDUCATION & CREDENTIALS

Bachelor of Science, Economics, Minor in Business – Santa Clara University, Santa Clara, CA Professional Development: Emerging Leadership Management Development Program; GSK Licenses: North Carolina Life & Health Insurance

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