Sales Representative
Resume:
JOSEPH G. SCHIAVO
Sewell, NJ *8080
Home: 856-***-**** Message: 856-***-****
Cell: 856-***-**** *********@*******.***
SUMMARY
Innovative, high potential Senior Pharmaceutical Sales Professional with extensive experience in medical device and pharmaceutical sales specializing in educating physicians. Highly effective in developing business through exceptional customer service with multiple therapeutic areas including but not limited to training and interacting with physicians and medical staff in Urology, Obstetrics and Gynecology, Endocrinology, Primary Care, Rheumatology, Physical Therapy, Outpatient Rehab, etc. Skilled in all facets of pharmaceutical analysis including proven success and strengths in analyzing market data, developing strategic sales plans, and delivering consistent revenue growth. Areas of expertise include:
• Territory / Market Optimization
• Strategic Marketing Programs
• Technical Pharmaceutical Training
• Cost Control • Key Client Relationships
• Team Building / Mentoring
• Consistent Revenue Growth
• Managing Change
AWARDS
• Recognized in the TOP 7% of the sales force for Special Performance in exceeding 100% of sales quota. (375 of approximately 5800 sales representatives) VPC/Platinum Club Winner.
• Invited to the prestigious Masters Club based on exceptional performance and 11 years of service.
• Ranked # 1 in Spiriva for the year 2006 and among the top 10% regionally.
• Received ongoing awards and recognition for increased market share growth for Detrol LA, Chantix, Lipitor 7.3 (Billion Dollar Contest) Lipitor (2.8 Billion Dollar Contest).
• Ranked in the top 15% regionally in 2008 through 2009
PROFESSIONAL EXPERIENCE
ECR PHARMA, Richmond, VA 2011 to Present
Senior Sales Representative
Senior Sales Representative with a focus on driving sales through the promotion and marketing of DexPak, Orbivan and Tussi Caps. Disease states included Dermatological, Headaches/Neurological, and Cough/Cold.
• Initialized stocking in over 30 CVS Pharmacies through direct correspondence with the CVS Regional Manager.
• Immediately developed a new base of prescribing offices for Tussi Caps.
• Gathered and utilized information from offices, and pharmacists to develop and implement strategies for territory prescribers.
• Won 1st Place Pace Setter Award for meeting Company goals and objectives.
• 1st & 2nd Q Sales Results-Ranked in the top 4% out of 3 sales (30 sales reps) divisions for highest volume territory.
• Ranked in the top 20% out of 100 Sales Representatives for TRX. (April 30, 2012).
XMATICS, Amherst, NH 2010-2/2011
Senior Sales Executive
Sales Executive with extensive experience executing new device sales which is focused on Hand Rehabilitation called the MediTutor. MediTutor system incorporates server based patient record software that allows quantitative reports of the patient hand rehabilitation to be saved and later used for assessment. Major accounts include LTC, SNF/Sub acute, Hospitals, Rehab Centers, Outpatient Clinics, and Hand Centers in territories of South NJ, Philadelphia Metro, and North Delaware
• Implemented MBO’s (Management Business Objectives) to promote increase revenue related sales. 22 presentations scheduled over 3 months. 1 close in January.
• Increased earnings by examining market share growth and capturing new patient/referral sources through new accounts.
• Facilitated continuous sales improvement by continually monitoring market data in B2B accounts.
• Coached/Mentored 3 new sales colleagues to help increase productivity, efficiency, and sales revenues.
Joseph G. Schiavo Mobile 856-***-****, Message 856-***-****
PACIFIC PULMONARY SERVICES, Novato, CA 2009-9/2010
Patient Care Specialist
Sales specialist with a focus on 3 primary disease states and 3 services: 1.Chronic Obstructive Pulmonary Disease and Congestive Heart Failure-servicing Oxygen Therapy, 2.Obstructive Sleep Apnea-servicing Sleep Therapy (CPAPs, BiPAPs), 3. Respiratory medicines for nebulizers and COPD. Determine local market strategies and goals for each PPS service line. Assist/coordinate between the Service Center, Customer Service Representative, Technician and referral offices to complete paperwork billing. Accounts included LTC, Physicians Offices, and Assisted Living.
• Surpassed sales quota at 220% based upon first year company wide sales goals. Sales performance which is
tracked and ranked each month via the SIG report through January is Green-- “Good Performance”.
• Saved time by organizing territory call reports by researching 8 to 10 potential customers/day in the territory.
• Enhanced profitability by implementing 6 to 8 Sales Presentations/In Services per month to Key Decision
Makers in the medical field which increased overall performance by 5%.
• Analyzed up-to-date understanding of industry trends, government regulations, and technical
developments that affect target markets which improved credibility when speaking with physicians.
PFIZER (PHARMACIA), New York, NY 1998 – 2009
Senior Sales Representative
Sales Representative for the Southern NJ, Philadelphia, and Wilmington, DE territories. Primarily detailing Primary Care Physicians, Urology, Obstetrics/Gynecology, Internal Medicine, Endocrinology, Rheumatology and Pulmonology. Interacted as cooperative and contributing team member with peers and management. Represented and educated physicians on Celebrex and Bextra-arthritis / Pain, Detrol LA, Viagra, Depo, Provera, Zoloft, Exubera, Glyset-diabetes, Spiriva-COPD, Chantix-smoking cessation, Lipitor / Caduet.
• Achieved market share for all 9 products and launched Detrol, Detrol LA, Celebrex, Bextra and Exubera.
• Established one of the highest physician calls per day averaging 8 to 12 within the territory. Tracked daily physician calls (day and starter drops), achieving sample distribution compliance. (100% reach and 85% of details to high-targeted physician).
• Executed a working knowledge of disease concepts by actively participating in ongoing specialized education programs.
• Directed and facilitated 2 technical journal clubs/month with cardiovascular district team members.
• Promoted to Senior Sales Specialist based on exceptional performance. Requirements entailed 3 years as PHR 1 and consistently meeting attainment goals. Consistently achieved Meet or Exceeds Expectations.
• Attained formulary approval for Detrol LA for Graduate & Methodist Hospital, Philadelphia, PA; Mercy Fitzgerald Hospital, Darby, PA; and Taylor Hospital, Ridley Park, PA.
• Recruited and developed local Urologists and Cardiologists for advocate speaker programs.
NATIONAL PATIENT CARE SYSTEM, S. Hackensack, NJ 1996 – 1998
Regional Manager 1997-1998
Oversaw a 4-state territory (NJ, MD, DC and PA). Managed 3 Sales and 15 Nurse and Service Representatives in designated territories. Trained team on policies/procedures and communicated company strategic plans. Supervised and recruited selected sales team members. Coordinated staff meetings and provided customized coaching.
• Increased revenues and market share growth by 10% during the first 6 months by prioritizing market sales trends.
• Organized and participated in national sales meetings and worked closely with leadership team in a consulting role supporting the needs of all territories.
Medical Sales Representative 1996-1997
Initiated new accounts by increasing sales to hospitals, long-term care facilities, home health agencies and manage care groups.
• Evaluated and identified customers’ needs to close sales and produce revenue increases which generated 12 evaluations-closed 9 (Increased sales by 25%), demonstrating proven ability to increase business in markets with entrenched competitors.
EDUCATION
MS, Microbiology / Biology, Farleigh Dickinson University, Rutherford, NJ
BS, Microbiology / Biology, Delaware Valley College of Science and Agriculture, Doylestown, PA
AAS, Biology, County College of Morris, Randolph, NJ
AFFILIATIONS
Member, National Association for Pharmaceutical Representatives
Member, USA Cycling Association
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