Sales Manager
Resume:
JOSEPH GARBANZOS
*** ******* **. ***** *****, CA 91910
*******@*****.***
www.linkedin.com/joegarbanzos
SUMMARY
A seasoned and energetic sales/account manager with a consistent track record of top tier sales results. Effectively build high performing teams, turned-around average performing teams in hospital, primary care and specialist markets. Expertise in account sales in restrictive hospital and physician group accounts in many therapeutic categories including biologics, buy/bill, and multi-source products. Recruited, developed and retained talented teams in a work-environment of constant change. Engaged and established partnerships with diverse customers in a multi-culture Southern California market. Successfully launched new products and achieved growth in mature products. An effective coach in recruiting new customers, retaining existing ones and delivering customer value in the midst of a changing health care market.
COMPETENCIES & SKILLS
Results-Driven: Consistent track record in delivering top sales results. Consistently achieved stretched sales objectives through effective leadership and management of team/people.
Develop People/Customers: Proven history of building new teams and customers; turned-around low performing teams and focus on customers driving the share holder value. Effective “people management skills” by applying Drucker leadership principles.
Customer Relationship Management: demonstrating engagement and success in establishing relationships with key customers in hospitals and medical groups, ability to establish quick rapport with culturally diverse mix of customers; a keen student of emerging changes in health care and demonstrated professional presence to impress and sell customers at all levels.
Account & Customer Development: Demonstrated effective cross-functional team work with managed care associates to pull through contracts and add new products in restricted formularies.
Strategy, Planning and Implementation: Collaborated on product launch strategies with Marketing, developed SMART plans and drive results on new and mature products.
Launched New Products: Established a successful track record in launching new products in many therapeutic areas involving different channels of distribution in many markets.
Drucker Leadership: A practitioner of effective Drucker leadership principles - managing oneself, modeling the way, communicating clear expectations and building on people’s strengths.
Customer-Focus: Partnered with culturally diverse customers; possess a keen knowledge of emerging changes in health care market and implications to customers and the business.
Entrepreneurial/Resource Management: Effectively allocated and aligned resources to seize high yield opportunities and produce highest impact and results.
Collaboration and Teamwork: Proactively collaborated with peers across functional boundaries and lead efforts to achieve team-success on shared goals.
EXPERIENCE
NOVARTIS PHARMACEUTICAL INC. March 2006 – June 2012
Senior District Sales Manager
• District Manager of the Year (2007); Multiple Winner of DM Quarterly “Impact” Award ( top quarterly sales performance and leadership in the region)
• Successfully launched new products as Point Manager; developed Thought-Leaders and Product Champions to achieve early product adoption and utilization.
• Developed/retained team talent, inspiring teams while managing ambiguities and constant change.
ELAN PHARMACEUTICALS April 2004 – Nov 2005
Hospital Sales Manager
• Top Team Sales Performance in 2004.
• Built a winning team culture; turning-around an average performing district/team.
• Leader in co-promotion with Biogen/Idec; Successfully launched new MS product.
(Vicuron Pharmaceutical: March-April 2004)
MERCK & CO May 1997- March 2004
Hospital Sales Manager (Acute Care Products)
• Leadership and Sales achievements: Top Sales Growth Team 1998, Leadership Award 1998, 1999, Account Management Award 2002.
• Built a new Hospital Team and delivered top performance. Collaborated with Primary Care Sales Teams in launching new products and developed product advocates.
• Successfully partnered with diverse customers and major accounts: Koreatown Med Group, Chinese Medical Assn. Sharp and Scripps Healthcare, VISN 29, UCSD, UCLA, and Arrowhead County System.
CIBA-GEIGY/NOVARTIS June 1987 – May 1997
District Sales Manager
• Launched a new Sales Division. Built high performing teams and delivered top performance in highly competitive markets: Summit Pharmaceuticals in KC, MO, and Ciba in Southern California. Geneva Pharma in the West.
WYETH PHARMACEUTICALS Sept 1978 – June 1987
District Sales Manager
• Turned-around a low performing team in KC, MO and made it a top district in the region.
• Started as a sales representative at Wyeth International, Philippines (1978).
EDUCATION
• Master in Public Health/MS Advance Management (dual program), School of Global & Community Health, Drucker School of Management, Claremont Graduate School, Claremont, CA (Spring 2013)
• EMBA, Drucker School of Management, Claremont Graduate School, Claremont, CA
• M.A. Management, Drucker School of Management, Claremont Graduate School, Claremont, CA
• B.A. Mass Communication/Business, University of the Philippines, Diliman, Philippines
PERSONAL INTERESTS
• Hiking – Summitted Mt. Whitney (14,412ft)
• Marathons – NYC, Chicago, LA, San Diego Rock & Roll, Culver City
• Endurance Biking – Death Valley Century (100m), Solvang Century, Palm Springs Century
• Reading – Biographies, History, Non-Fiction
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