Sales Manager

Larry A. Wayne

**** ****** **** ********* ********, Pa. 16066

*********@*******.*** Home: 724-***-**** Cell: 724-***-****

PROFILE

Result oriented, highly motivated, well organized sales professional with a positive attitude and a proven track record in the medical, pharmaceutical, consumer, and industrial sectors. Have strong experience in enhancing revenue in highly competitive, heavily dominated managed care markets selling to specialists in primary care, psychiatry, pulmonologists, cardiology, vascular surgery and gastroenterology. Sold to all key hospitals in Pittsburgh and Western Pennsylvania including all ICU’s and departments of anesthesia, cardiology, respiratory, infectious disease, and managed care companies. Participated in several SUCCESSFUL PRODUCT LAUNCHES. Received several Outstanding sales awards in the Consumer and Industrial sales sectors as well as the Pharmaceutical industry.

PROFESSIONAL EXPERIENCE

Otsuka Pharmaceutical Corporation, Pittsburgh, PA 1998 - Present

Senior Sales Account Manager

Rankings: 2008 18/172 2009 15/75 2010 17/75

Promoted the company’s pharmaceutical products to specialists in psychiatry, vascular surgery, cardiology, pulmonologists, gastroenterology, and primary care in Pittsburgh and throughout Western Pennsylvania.

• Currently ranked 17th out of 75 on Abilify sales with no managed care coverage for the drug.

• Exceeded sales goal attainment at 116% of sales in first year of promotion of vascular product, Pletal,with no managed care coverage of product in an extremely challenging sales environment.

• Secured approval of Pletal by Highmark’s P&T committee providing the way for a doubling of sales in one year.

• Developed key influential thought leaders, UPMC/AGH Vascular Surgeons as speakers for Pletal.

• Coordinated the sales/marketing efforts with our marketing partners from Pharmacia Corporation,

Santarus Corporation(Zegerid) and Bristol Myers Corporation

• Assisted in Field Training of sales representatives throughout Eastern Region.

• Attendance of National Conventions throughout the USA in 1998, 2001, and 2004.

Zeneca Pharmaceuticals Corporation 1989 - 1998

Senior Hospital Account Manager, Pittsburgh, PA 1993 – 1998

Sold pharmaceutical products to community hospitals as well as major medical centers (UPMC, VA, AGH) in the Pittsburgh, PA territory.

Achieved approval of Diprivan use in all ICU’s at University of Pittsburgh Medical Center increasing sales to over $350,000 setting UPMC as the third largest hospital account for the company.

• Converted University of Pittsburgh Medical Center to Cefotan with a 100% conversion vs Mefoxin with sales over $100,000 annually.

• Obtained use of Diprivan in the VA Medical Center in Pittsburgh for all ICU’s and for the fast-tracking Cardiac program. Gained Cefotan on VA formulary as the sole cephalosporin in the VA system making this VA system the largest VA account for the company.

• Increased Cefotan business in the territory by 122% over quota even though it was an older drug.

• Gained Diprivan Protocol for the fast-track Cardiac Bypass program at UPMC and Mercy Hospital in Pittsburgh and Wheeling Hospital in Wheeling, WV.

• Ranked in the top 10% of the sales force for 1998.

• Won a Trip to Hawaii in 1998 for sales performance

Medical Sales Representative Altoona, PA 1989 - 1993

Promoted cardiovascular products in West-Central Pennsylvania.

• Ranked number one representative in the district and number five in the region in 1991.

Ross Laboratories, Pittsburgh, PA 1986 - 1988

Medical Nutritional Account Manager: Sold medical nutritional products to key hospitals, nursing homes and key distributors.

• Secured largest enteral pump contract in Pittsburgh at the VA Medical Centers.

• Successfully converted all key hospitals in territory to Ross feeding tubes.

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Previous Experience:

Union Carbide Corporation

District Sales Manager, Ft. Wayne, IN

District Sales Manager, Sioux Falls, SD

Retail Sales Specialist, Columbus, OH

Sales Representative, Cleveland, OH

Promoted Eveready battery and lighting products starting with retail accounts and progressing to key national retail chain stores as well as key accounts in wholesaling, and distribution and as District Sales Manager.

• Awarded the Outstanding Performance Award for four years.

• Ranked #1 District Sales Manager in 1984.

• Increased sales in Indiana district from $1.5 million to $4 million over four years.

• Ranked as #1 industrial products sales manager in the company while in Indiana.

EDUCATION/PROFESSIONAL DEVELOPMENT

B.S., Business Administration/Economics/ Accounting, Indiana University of Pennsylvania, Indiana, PA

(Completed numerous external and company sponsored training classes (sales, product training, management, etc

Very proficient in Microsoft Excel, Powerpoint, Word, Corel.

Highly knowledgeable and well read in areas of finance, stock market,business history, and politics that give me a strong foundation and understanding of the industry sectors I have worked. I bring this background along with years of experience and maturity with me on day one of employment offering the company a strong candidate who will succeed and excel in the position I am seeking.

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