Pharmaceutical Sales
Resume:
SCOTT CZERNIAK
**** ********* ***, ****** ** ****8
*****.********@*****.***
SALES & SALES MANAGEMENT PROFESSIONAL
PHARMACEUTICAL/BIOTECH INDUSTRY
PROFILE OVERVIEW
Multi-awarded and growth-focused sales professional, equipped with thorough knowledge in all facets of pharmaceutical and Biotech industry. Reliable leader and influential negotiator; expert in establishing strong relations with key decision makers, industry leaders, healthcare professionals, as well as individuals with diverse backgrounds and personality types. Focused and diligent self-starter with a big picture vision. Achieved strong and sustainable revenue, market and profit contributions through expertise in developing revenue enhancement strategies, marketing solutions, and motivational techniques.
Areas of expertise include:
- KEY ACCOUNT MANAGEMENT
- NEW PRODUCT LAUNCH
- TERRITORY TURNAROUND
- STRATEGIC MARKETING PLANNING
- TRAINING & TEAM LEADERSHIP
- COMMUNICATION AND PRESENTATIONS
- COMPETITIVE MARKET POSITIONING
- REVENUE ENHANCEMENT
PROFESSIONAL EXPERIENCE
Centocor Ortho Biotech Inc. J&J Company, Horsham, PA
Senior Specialist Nephrology and Immunologic (Detroit District / Toledo, OH Territory) 2008-Present
Responsible to drive sales to generate revenue and educate staff at nursing homes, clinics and hospitals on protocols for anemic patients and proper patient medication administration. Utilize a consultative approach in securing Medicare, Medicaid sales, and commercial plans education for all accounts.
Sales and Negotiation (Infusion, Injections, Long Term Care and Hospital Experience)
- Generated $2M worth of buy and bill revenue through aggressive turn around strategies. Flipped account from competitor by educating and training nurses and office staff on product benefits
- Finished in top 20% of company in 2009
- Achieved 2nd in the nation for 2009 Long Term Care Contest by turning around a last in the nation territory
- HTD Clinic Growth = 39.8% / HTD MSC Growth = 23.2% Total Market Share 70% 2009 up from 39% in 2008
- Generated the largest buy and bill account in the fourth month of 2009
- Increased market share by 25% in 1st 4 months with projected growth through the year 2009
Leadership
- Appointed district IT software lead to roll out all new programs and be a district helpdesk resource for assistance with software issues including Data report readings, Call Plan Attainment, Web, and all Microsoft applications.
- Appointed by senior management of the Field Technology Advisory Board as the region’s/area’s point of contact for ideas, suggestions, and feedback on the portal, new call reporting tool and future technology
- Created a call reporting process and shared best practices with district sales team; process was rolled out regionally
- Team Lead to ensure that the district field sales team follows Credo HR company policies, health care compliance regulations and that all complaints are handled and forwarded to home office
- Spearheaded and ensured coordination of Plan of Action Meeting (POA 2) for proper integration of new sales strategies, streamlining projects, and equipping sales representatives to increase revenue
- Successfully trained the Detroit District on optimizing pre call planning to understand territories competitive market positioning and territory business through a Local Market Assess Workshop and a Low Income Subsidies Workshop
- Chosen by RBD and DM as a management candidate
Sanofis-Aventis Pharmaceuticals, Bridgewater, NJ
Professional Sales Associate (MTPC2 / Toledo, OH)
(Injections, Pen Device, Long Term Care and Hospital Experience) 2005-2008
Leadership
- Delegated as Acting District Manager responsible for collecting numbers, administration, and oversight of conference calls while reporting directly to the Sales Department
- Spearheaded accumulation of weekly and monthly sales numbers and successfully led several POA from planning to presentation
- Resolved all issues / problems encountered by the Detroit South Team as the designated District Leader for South Detroit territory in 2005-2006
- Integrated sales plans and coordinated teleconference and POD meetings as the Team Leader for Toledo, Ohio district in 2005-2007
- Nominated to be part of Management Development Program, successfully launched and promoted Soap selling clinicals at POA, and led the installation of I Call Company Systems of Toledo and Sandusky
Training and Development / Team Management
- Improved knowledge of team members on Reciprocal Consideration Close and efficiently train two MTPC3, two MTPC4, and one MTPC1 associates on Lantus
- Presented solutions on formulary challenges to the entire Western Ohio team
- Developed innovative sales strategies and taught SOAP selling at POA
- Played a major role in launching the Apidra Effect, FAT message, and Pump data
- Delivered presentations for the entire POA on Lantus and Clinicals
- Ensured knowledge improvement of team in using Quest Computer system including Internet, Quest, PowerPoint, and Outlook
Planning and Organizing
- Planned and ensured organization of POA meetings for St. Louis, Pittsburg, and Las Vegas
- Facilitated monthly teleconference and POD meetings for territory updates
- Implemented weekly routing that increased productivity in territory
- Created monthly blitzes to increase market share with doctors utilizing competitor’s drugs
OTHER EXPERIENCE
Branch Corporate Account Manager (ENTERPRISE RENT-A-CAR) 2004-2005
Automotive Manager (Sam’s Wholesale Club, Holland, OH) 1998-2004
EDUCATION
BACHELOR OF BUSINESS IN FINANCE AND MANAGEMENT (1997-2003)
University of Toledo, Toledo, OH
Certifications: Diabetes / Metabolism ~ Pen Devices ~ Osteoporosis and Rheumatology ~ Sleep Disorders ~ Nephrology ~ Immunologic ~ Infusions
COMPUTER SKILLS
MS OFFICE, WORD, EXCEL, POWERPOINT, OUTLOOK, INTERNET EXPLORER
MOST RECENT ACHIEVEMENTS
2009
- Generated the largest buy and bill account in the fourth month of 2009
- Finished in top 20% of company in 2009
- Run Up in Long Term Care Contest for 2009
- HTD Clinic Growth = 39.8% / HTD MSC Growth = 23.2%
- Increased market share by 25% in first four months with projected growth through the year 2009
2008
- Number one in region and district in product sales numbers
2007
- Recognized a Power of One for commitment and contributions by Ha Nguyen DSM
- Recognized as a Power of One for updating and training Rob, Bonnie, Suzzane, and John by Ha Nguyen DSM
- Recognized for taking Initiative in inputting I Call information for district by Ha Nguyen DSM
- Accident-Free Milestone Award Program
- Ambien CR Recognition
2006
- Power of One for Team commitment by Ha Nguyen DSM
- Award for Sales rep that has gone up and beyond in working and leading Metabolism and MIT Sales Force
- Recognized at POA presentation on how to convert Apidra to benefits by Kevin Schinaberry DSM
- Power of One for Formulary review and power point presentation at POA by Jeff Cameron DSM
- Customer and Patient Commitment by Marty Davis, RPh, and CDE
- Customer Appreciation for taking on MIT rep program at St V’s by Todd Korzec RN, CICU, CCU & HFS
COMMUNITY LEADERSHIP
Motivational Speaker, ADA at Diabetes Awareness Day (2007-2008)
Motivator and Educator, DYS (Diabetes Youth Service) (2006-2008)
Volunteer, ADA Diabetes Awareness Workshop (2005-2008)
Volunteer, Saturday workshop for the ADA Walk for Diabetes (2005-2008)
Volunteer, ADA council and program development in Toledo, (OH2006-2007)
Volunteer, Pharmacy Counter to help patients with their fear of insulin (2006)
Representative, Sanofi-Aventis at Henry Ford Hospital Expose (2006)
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