Senior Territory Manager

YONG (CHARLES) LIU

1-519-***-**** **** Everts Ave., Windsor, Ontario N9B 3X6, Canada *******@*****.**

Results-driven professional with a solid career track for successfully driving business, profit, and market share growth in the Canadian and Chinese pharmaceutical markets. Exceptional communicator with strong negotiation, problem resolution, and client needs assessment aptitude. Equally effective at identifying opportunities, developing focus, and providing tactical business solutions.

PROFESSIONAL PROFILE

 Strategic thinker who anticipates market changes, creates and implements customized sales and marketing solutions to optimally scale both corporate and client objectives

 Results oriented with proven track record in identifying opportunities to maximize business and profit growth, turnarounding underperforming brands, and unhindering stagnant sales

 Problem solver to create customized solutions, marketing messaging, and sales tactics for diverse clientele and market segments; and penetrate new markets to establish and expand client base, designing, launching, and directing high-impact strategic plans

 Bilingual (English / Chinese), with proven ability of generating millions of dollars in new revenues and strengthening competitive positioning and customer loyalty for several multi-million and multi-billion dollar corporations in the Canadian and Chinese pharmaceutical markets

PROFESSIONAL EXPERIENCE

Abbott Products Inc. / Solvay Pharma (Canada) Inc. Windsor, Ontario, Canada

Senior Territory Manager January 2003 to Present

 Identified the issue of flat growth with Mavik® through Postal code and target customers analysis and focused on switching strategy to increase market share from 3.7% to 4.08% in a saturated market in 4 months

 Formulated and led winning strategic plans to Increase Lipidil EZ® territory sales from 59K to 444K in 3 years with 0 private coverage and in a declining market for Fenofibrate

 Uncovered growth opportunities by segmenting market and negotiating with local hospitals to increase Pantoloc® territory market share from 18% to 25% in highly competitive market, adding total of $1.75M in 1 year

 Conducted postal code (FSA) analysis to identify target customers and reversed declining Pennsaid® sales trend from 85% to 110% achievement of monthly target; raised total sales 62% in 6 months

 Identified top TRT (testosterone replacement therapy) targets in high performed territory and developed strategic plan to expand AndroGel® business, added $ 15 K (from $40K to $55K) to monthly AndroGel® sales in 1 month

GlaxoSmithKline (Canada) Inc. Mississauga, Ontario, Canada

Migraine Brand Marketing Intern 2001

 Compiled, consolidated, and analyzed 10 years of market research; identified new growth opportunities and presented long-term brand recommendations for 2 anti-migraine products, Imitrex® and Amerge®

 Improved sales of Imitrex®, analyzing and forecasting promotional activities’ impact; utilized quantitative analysis of call frequency, sample size, and journal ads to recommend increasing call frequency and maintaining current level of sample supply

 Evaluated market potentials for anti-Parkinson’s brand, Requip®, in new disease area (RLS)

 Co-developed Wave II Migraine brands’ operating plan

KIRIN KUNPENG Biopharmaceuticals Co. Ltd. Beijing, China

ESPO® Marketing Manager, ESPO® Training Manger 1998 – 1999

 Developed marketing strategy and led strategic launch of 2 high dosage ESPO® (epoitin – alfa) into Chinese market

 Led marketing team on developing new ESPO® promotional materials

 Conducted market research at National Hemodialysis and Pediatric Centres

 Oversaw ESPO®- related product training

Medical Affairs Manager 1996 – 1998

 Managed and led team conducting 2 Phase III trials on ESPO® related new dosages and indication

 Negotiated approval for sales and marketing rights of 5 new dosages of ESPO® for renal anemia with State FDA

Hong Kong United Laboratories Beijing, China

Senior Medical Representatives 1995 – 1996

 Developed and launched strategic business plans to increase market share.

 Promoted antibiotics, diabetic, respiratory products to major hospitals in Capital area. Identified opportunities to open new hospital accounts.

 Developed and managed relationships with GPs, Specialists, Pharmacists, hospital drug committee members and major distributors. Negotiated purchasing and distribution deals.

The Second Teaching Hospital of Peking University Health Science Center, Beijing, China

General Surgery Residency 1993 – 1995

EDUCATION & TRAINING

 Master of Business Administration, Richard Ivey School of Business, University of Western Ontario, London, ON, Canada (2002)

 Bachelor of Medicine (equivalent to M.D. in North America), Peking University Health Science Center, Beijing, China (1993)

PROFESSIONAL DEVELOPMENT & COMPUTER SKILLS

CCPE - Gastroenterology, Rheumatology, Cardiology, Endocrinology, Metabolic Syndrome & Diabetes ♦ Integrity Selling Skills Training, Congruent Selling Skills Training– Solvay Pharma Inc. ♦ MS Excel, Word & PowerPoint

AWARDS & HONORS

2004 Solvay Performance Award winner ♦ 2005 Solvay Over Achievement Award (SOAR) winner ♦2008 Solvay President’s Club winner ♦2009 Solvay President’s Club nominee

Top 3 Nationwide – TOP Program for Pantoloc® & ESPRIT Trial Enrollment for AndroGel® ♦ #1 AndroGel Pump® Pharmacy Sell-In in Ontario

Outstanding Performance – GlaxoSmithKline

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