Sales Manager

MICHAEL P. PHILLIPS

*** ******* ****, **********, ******** 40207

502-***-****• ***.********@*****.***

PHARMERICA CORPORATION LOUISVILLE, KY (Account Executive) (February 2011 – Current)

Sales involving a full line of Pharmacy Services. (Medications and Electronic Medical Records Software). Call points: Long Term Care, Assisted Living, Hospitals, and Developmental Centers Throughout Kentucky and Tennessee. Duties include servicing current clients (Improving Processes with Technology), prospecting (Cold Calling On Site), qualifying, presenting, discovering client’s pain points, addressing objections, creating solutions, negotiations, pricing, contracting, closing, and following up with CEO’s, CFO’s, Facilities’ Owners, and administrators. (90% Face-To-Face Selling).

CLINICARE MEDICAL RESOURCES DME Direct Sales Virginia (January 2009- January, 2011)

Long Term Care Sales, Nursing Homes, Assisted Living Facilities, Home Health, Doctors Offices, and Hospitals Out Patient-Orthotic Fitter and Sales Consultant which duties include direct contact with Nursing Home Administrator, Materials Management, D.O.N, Restorative Nurses, Wound Care Nurses, Physical Therapist and Occupational Therapist specializing in orthotics for contracture management. Also duties provide educational classes for Nursing Management and Therapist. First year in virgin territory I established 117 accounts (95% Nursing Homes Business) with sales starting at $0.00 and built it up to a high of 56,000 gross sales per month. 2010 I raked in the Top 3 with company representatives who have over ten years experience with this company. This is a direct contact sales position with the decision makers. Strong relationships are needed to be successful based on product knowledge, likeability and trust.

DEGROFF ORTHOPEDICS, DETROIT, MICHIGAN (January 2006- January 2009)

Duties included sales in all orthopedic products to Long Term Care Facilities, Orthopedic physicians, Orthotist, Prosthetist, DME’s, Hospitals and suppliers. I represented these companies: Bio-Quest, Townsend Design, Medical Specialties, and Bird and Cronin. I increased sales from 23,000 per month to 54,000 within 15 months of employment. .

MYLAN BERTEK PHARMACEUITCALS, INCORPORATED, Research Triangle Park, North Carolina • 1996-2005 (2005 Mylan-Bertek Downsized & Closed)

• 1996 – Presidents Club

• 1998 – Presidents Club

• 2001, 2001, 2003 – Presidents Club

• 2005 –Chairman’s Club & Presidents Club

Executive Sales Manager and Field Sales Trainer

As Executive Sales Manager, (highest ranking sales position within the company), I managed sales and promotion of anti-hypertensive/seizure control treatments and anti-infective, gastrointestinal, and skin care products with primary care physicians dermatologists, gastroenterologists, internal medicine physicians, infectious disease physicians, cardiologists, neurologists, and retail pharmacies. I Managed product inventory control, ensuring a perfect inventory count without discrepancies. Educated office staff by providing in-house training.

MICHAEL P. PHILLIPS • Page 1 • ***.********@*****.***

Mylan Bertek Pharmacuticals Continue,.

As Field Sales Trainer: provided pre- and post- in-doctorate training of new hires. Managed and conducted all aspects of training including initial home study and field acclamation to post-field information analysis, targeting, pre-call planning, sales skills, post-call analysis, and sales telephone call follow-up.

Mylan Bertek Pharmaceuticals, As Sales Producer

1. Achieved position of Executive Sales Manager, company’s highest-level sales position, by consistently meeting or exceeding assigned quotas consistence for 5 years. Only 2% of sales force accomplished Executive Sales Manager level since the company downsized in 2005.

2. Optimized company’s profits and credibility by facilitating inclusion of Kristalose and Mentax on State of Michigan’s Medicaid Formulary, which immediately increased sales by 11% for Kristalose and 17% for Mentax.

3. Ranked #9 out of 300 sales representatives in overall sales for company in 2005 and earned “Chairman’s Club” award (highest level sales award) for having top 10% in overall sales in 1996 and 2004. Also achieved “President’s Club” award for reaching at least 100% of quota for all products throughout year in 1996, 1998, 2000, 2001, and 2002, 2003, and 2005.

4. Maximized staff training and productivity by creating “Windshield University” for training department that assigned staff responsibility for listening to 2 CDs of business-related topics during “drive time” each month and summarizing tapes content in writing for others to review.

5. Strengthened company’s reputation and credibility in community by creating productive relationship with local Epilepsy Foundation in promoting Phenytec, product that helps to control epilepsy. Initiative was so successful that corporate management required all sales representatives to develop similar relationships with local Epilepsy support groups.

Dow B. Hickam Pharmaceuticals. Sugarland, Texas • 1981-1995-Long Term Care Sales

My duties were to provide wound care products such as Calcium Alginates, Foam Dressings and Granulex by way of in-services to the medical and pharmaceutical industries in Michigan and Northern Indiana.

Field Sales Trainer/Sales Representative

I Managed company’s sales in wound care for hospitals, long-term care, home health, pharmaceutical wholesalers, and retail/long term care consulting pharmacies.

1. Rookie Of The Year Award 1981.

2. Generated profits and credibility for company by earning top sales achiever award from 1981-86 and 1990-94.

3. Accelerated profits for company by increasing sales volume of Granulex by $50,000 within 1 month.

4. Created growth for company by earning Top-10 Honors Nationally in establishing new hospital accounts in 1992.

EDUCATION

Bachelors Degree (3.8 GPA)

Business Administration (Marketing)

American Intercontinental University

Hoffman Estates, Illinois

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