Sales Manager
Resume:
JERRY D. VAN STAVERN
Hudson, OH 44236
Phone: 330-***-****
Cell: 330-***-****
Email: ******@*****.***
Career Summary
Sales professional with a Fortune 100 company; and eight years’ sales and clinical experience in the medical device industry. Demonstrated multifunctional leadership in increasingly responsible sales and management positions. Experience includes hiring and managing direct reports, leading a local business unit, monitoring expense and sales budgets, developing sales and marketing strategies, and contracting. Customer base has included hospitals, HMOs, employers, medical/surgical specialists, integrated delivery systems, pharmacy benefit managers and LTC providers. Strategic thinker, with strong analytical skills and a detail-oriented mental framework. Excellent writing, speaking, & presentation skills. Managed multiple new product launches. Board certified in surgery and primary care.
Selected Accomplishments
• Customer focused - selected by customer base for Customer's Choice Award – top 10% of all Account Managers nationally (# 9 out of 210 account managers)
• Chosen for two Best Practices Awards “Building a Cholesterol Management Program with an Employer Coalition” and “Improving Patient & Provider Compliance at an HMO”. Presented at national sales meetings
• Achieved Vice Presidents Management Council Award ( # 4 out of 72 managers)
• Preferred account manager – 3 time winner, Value Maker’s Award – top 50% of Managers as chosen by customers
• Achieved Business Unit of the Year Award as chosen by senior management (1st out of 10 districts)
• Selected by manager for Business Unit Leadership Award (1st out of 10 districts)
• Won National District Manager of the Quarter – 3 time recipient (# 1 out of 72 managers)
• Selected for All Star Club (top 5% sales volume in a region of 115 reps)
• Elected to Pfizer Hall of Fame (# 1 out of 140 hospital reps in the nation)
• Achieved Vice Presidents Council Award (# 1 out of 140 hospital reps in the nation)
• Attained National Hospital Representative of the Year status
Professional Experience
Covidien (US Surgical) – Norwalk, CT
Soft Tissue Implant/Conversion Specialist 5/2007-present
Ohio Valley Region – Medical device sales - Endomechanical fixation, synthetic/biologic surgical mesh, & suture
• 2012 sales # 2 Nationally, 99.04% quota attainment region YTD
• 2011 sales – 101.47% quota attainment region
• 2010 sales – 21% increase biologic mesh, 4th quarter V-Loc contest winner (22% increase quota attainment), # 4 out of 86 reps
• Winner, Feb. 2009 “Move the Needle” Permacol contest, 2009 sales – 165% increase biologic mesh, 129% increase synthetic mesh, 3% increase hernia mechanical fixation quota attainment
• Guest Faculty, Dec. 09 – Covidien Surgical Devices initial training
• 2008 quota attainment –108% Suture/Biosurgery, 115% Hernia Mechanical, Winner 2008 Winners Circle
• Earned “Overall Academic Achiever” and “Top Seller” awards during initial training May-July, 2007
Pfizer, Inc., New York, NY
Sr. Therapeutic Specialty Consultant, Master Level 2004 – 4/2007
Arthritis, Pain and Metabolic Division, Pfizer Akron/Canton District
Specialty Customer Base: Orthopedics, Physiatry, Anesthesia/Pain, Endocrinology, Sports Medicine, Rheumatology, Neurology, hospital and retail pharmacy
• Achieved sales vs. quota – 162% new product (#6 out of 99), 119% total portfolio (#31 out of 99), 2006
• Elected by senior management to Pfizer Masters elite sales team (top 10% of 11,000 reps based on quota attainment and sales acumen), 2005
Regional Account Manager 1996 - 2004
Key Account Management - Pfizer Northeast Ohio District Business Unit
Spearheaded team building/leadership programs and directed business focus of 10 district managers
Developed Business Plan through competitive analysis for a 10 county business unit with $300 M + annual sales
Account development through contracting, pull-through, business development, disease management, and corporate wellness programs
Customer base included: Medical and surgical specialties, HMOs, Long Term Care, Pharmacy Benefit Managers, Employers, Integrated Delivery Systems, Hospitals, Veterans Administration and Volunteer Health Organizations
• Exceeded sales quota > 105% 9 of 9 years
• Selected by peers as Teammate of the Quarter
District Manager 1990 – 1996
Pfizer Labs Cleveland District
Field Sales Management – responsible for 12 direct sales representatives; hiring, retention, budgeting, training, coaching, operations, sales, and marketing strategies in a 10 county, $40 M annual sales district
Specialty Customer Base: Physiatry, Orthopedics, Rheumatology, Sports Medicine, Nephrology, Infectious Disease, Dermatology, Neurology, Pediatrics, Cardiology, and Emergency Medicine
Institutional Customers: Cleveland Clinic, University Hospitals, MetroHealth, Cleveland VA, and all Akron/Canton/Youngstown hospitals
• Earned Consistent Achievers Award (exceeded sales quota 6 of 6 years)
• Exceeded sales quota each year > 110 %
Experience Prior to 1990
Assistant Regional Manager
Pfizer Labs Great Lakes Region, Chicago
Management training position covering Indiana, Ohio, Michigan, Tennessee, Kentucky, and W. Virginia
District Hospital Representative
Pfizer Labs, Cleveland District
Institutional sales to Teaching Hospitals – Cleveland Clinic, MetroHealth, and Kaiser Permanente
Specialty Customer Base: Cardiology, Rheumatology, Nephrology, Rehab, Orthopedics, Dermatology, Primary Care and Emergency Medicine
• Exceeded sales quota each year > 120%
Professional Sales Representative
Pfizer Labs, Knoxville District
• Exceeded sales quota > 150% each year
• Earned highest academic scores in initials training, won the Academic Achievement Award
East Tennessee Heart Consultants
Knoxville, TN
Physician Assistant, Cardiovascular Medicine, Inpatient/Outpatient Cardiology and Cardiovascular, thoracic and peripheral vascular surgery. Outpatient responsibilities included: EKG/Holter monitor interpretation, Doppler vascular studies and treadmill stress testing. Inpatient responsibilities included: saphenous vein and internal mammary harvest, cardiac pacemaker implantation, cardio-pulmonary bypass supervision, central venous/arterial line placement, and Swan-Ganz catheterization.
Professional Activities
• Medical Advisory Board, Pfizer Managed Markets Liaison
• Guest Faculty- Pfizer Global Learning and Development – 3 training classes
• Moderator/Presenter, Great Lakes Regional Pharmacoeconomic Summit on Behavioral Healthcare; Psychopharmacology in Practice: Advances and Strategies in the Management of Mood and Anxiety Disorders, Cincinnati, OH
• Advisory Board, American Academy of Physician Assistants
• Volunteer, Pfizer/Parke-Davis Habitat for Humanity, Cleveland, Ohio,
• Legislative and Executive Agency Lobbyist, Pfizer Ohio Task Force
Education
University of Iowa College of Medicine, B.S., Medicine
University of Iowa College of Medicine Physician Assistant Program, with Honors in Systemic Pathology, Human Physiology, Family Practice, Emergency Medicine, Surgery, Psychiatry, and Radiology
Harvard School of Public Health, Cambridge, Mass., Advanced Outcomes Research, Strategic Management, Market Trends, and Branding Boot Camp
Harvard Business School, Advanced Negotiations
Situational Leadership, Ken Blanchard Co.
Certified Interviewer: Targeted Selection
Target Account Selling
Negotiate to Win
Dale Carnegie Course
Certified Medical Representatives Institute (CMR)
Board Certified, Primary Care, National Committee on Certification of Physician Assistants (“NCCPA”), Primary Care
Board Certified, Surgery, NCCPA
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