Sales

*** ******* *****

Hermitage,TN ***** 615-***-**** Home

615-***-**** Cell

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Jeff Spelta

Objective

To use my strong sales and management background to a successful career in Sales.

Experience

2/2004-10/2009 Boehringer-Ingelheim Pharmaceuticals (BIPI) Tennessee/Kentucky

Specialty Pharmaceutical Representative

 Marketed pharmaceuticals to Cardiologists, Endocrinologists, Nephrologists, Neurologists, Pulmonologists, Urologists as well as Primary Care Physicians

 Pharmaceuticals successfully marketed include: Aggrenox, Flomax, Micardis, Mobic, Mirapex for both Restless Leg Syndrome and Parkinsons Disease, and Spiriva

 Negotiated Formulary and Protocols in territory hospitals for assigned drugs with Hospital Pharmacies, ER Physicians and staff, Hospitalists, and Case Managers. Grew relationships to develop champions for assigned drugs

 Developed strong relationships with over 400 Physicians and entire Physician offices in over 35 Counties primarily in Middle Tennessee and Southern Kentucky

 Created Diversity Initiative Model within District to successfully develop relationships and sell to Physicians of diverse Nationalities

 Successfully developed five physicians as Certified Promotional Speakers for Pharmaceutical Promotional Programs

 Promoted to Specialty Sales Force within first 10 months

 Successfully completed courses at Management Development Center in 2006; only 2% of Sales force nationally invited to attend

 Consistently ranked in the top 25% percent of sales force Nationally; Ranked in Top 10% of Representatives in the Nation for Sales of Flomax in 2005

2/2001-2/2004 Novogyne Pharmaceuticals Nashville, TN

Pharmaceutical Representative

 Marketed transdermal hormone therapies to OB/GYN specialists and Primary Care Physicians

 Negotiated formulary status of product at local hospitals

 Top 10% in President’s Club out of 110 Representatives in 2002/2003

 Representative of the Quarter 2002, Region of the Year 2002

Appointed District Trainer and member of Field Marketing Team 2003

2/1999-2/2001 Nextel Communications Brentwood, TN

Account Executive

 Business to Business Sales Division of Fortune 500 Company

 Called on Decision Makers including Executive Management at Midsized companies in Middle Tennessee

 Heavy Emphasis placed on cold calling, lead generation, strategic planning for territory development, crafting and submitting proposals, motivating customers to move quickly through the sales cycle, and closing the sale

Nextel Communications, Continued

 Negotiated pricing, contract length, and service plans with new and existing customers in specified territory within Middle Tennessee

 Focus of position included growing existing accounts, while developing new accounts each week

 Developed relationships with existing customers to develop referral base for new business.

 Consistently ranked in top 20% of Account Executives

 Named “Top 10 New Account Executive in Mid-South Region” in 1999

1/1998-2/1999 CRS, Inc. Nashville, TN

Sales Consultant

 Marketed Point of Sale Computer Systems to the Hospitality Industry primarily in Middle Tennessee and Knoxville, TN

 Called on Hospitality Managers and Owners

 Responsible for developing strong sales plans which included research, cold calling, lead generation, follow up, product demonstrations and proposals, contract negotiation, and closing

 20% of time spent participating in Hospitality Trade Shows to generate leads and network with prospective customers

 Top Sales Consultant 3rd and 4th Quarters 1998

6/1994–1/1998 J. Alexander’s Nashville, TN

Restaurant Manager

 Managed 2 Full Service Restaurants in Nashville and Brentwood with Annual Sales of 4.5 Million

 Supervised and developed all Junior Managers and their respective departments

 Responsible for food and labor cost tracking, profit and loss statement generation, negotiation with vendors.

 Managed a staff of 100 hourly and salaried employees which included interviewing, hiring, training, and coaching

 Met and exceeded all sales goals 4 years in a row

Education

Graduated 1993 Middle Tennessee State University Murfreesboro, TN

 Bachelor of Science in Aerospace Administration, Minor in Psychology

 Financed 100% of college education

 Member Pi Kappa Alpha Fraternity and Airforce ROTC

Sales Training Highlights

 Boehringer Ingelheim Management Training Program 2006

 Boehringer Ingelheim Self Assessment 2005

 Boehringer Ingelheim Targeted Selection 2005

 Novogyne Field Trainer Training

 Nextel Selling Initiatives 2002

 SPIN Sales Training 2000

 Nextel DEI Sales And Lead Tracking Training 1999

References Available Upon Request

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