Sales Representative

FRED PULSCHER

**** ******** **. ******** *******, CO 80920 719-***-**** ****************@*****.***

SALES MANAGER

Business Development / Clinical Trials / B2B / Vendor & Client Relations / Training / FDA

PPO / Consultative Sales / Market Development / Cost Management / Budgeting and Forecasting

As an award winning sales professional, I consistently spearheaded business growth in the pharmaceutical and bio-technology industries. (Lilly, AstraZeneca, SmithKline and WomenFirst HealthCare) I seized lucrative opportunities in competitive environments, authoring and executing defined plans to increase revenues and market share.

By vigorously building strong client and vendor relationships, I created extremely profitable repeat and referral revenue streams. In order to position companies for long-term success, I systematically formulated and implemented standard sales, training and operating procedures.

 Identifying customer needs and capturing business opportunities

 Driving sales and negotiating contracts in competitive markets

 Directing training and managing supervision of key accounts

 Boosting customer satisfaction levels

 Building and sustaining high performing sales and marketing teams

I hold a BS in Biology/Animal Science from South Dakota State University and a certified Pharmaceutical Sales Representative. Additionally, I have earned sales awards from Lilly, AstraZeneca and SmithKline.

SELECTED ACCOMPLISHMENTS

Seizing business opportunities for Lilly. Diabetic educators in SW Colorado were not being called on. Researched competitors in the region and the diminishing perceived value of customer service from suppliers. Remodeled marketing plan with a priority on service to both hospitals and clinics. Improved doctor and key account relations, creating excellent customer satisfaction and 60% market share of sales territory

Elevating customer satisfaction Lilly. Client satisfaction dropped due to lack of procedures for handling complaints and follow up. Implemented and monitored SOP’s to improve processes. Raised approval rating of key accounts, maintaining a $2.2M revenue stream.

Creating new business through education and debating merits for AstraZeneca. Tasked to build territory. Researched marketing feasibility and created a panel of medical experts in the field of cardiology to discuss the effectiveness of drugs. This translated into $900K of additional business.

Turning around underperforming territory for AstraZeneca. Launched new product in large geographic territory with huge brand loyalty to competing product. Developed systematic program designed to maximize new and existing sources of revenue. Individualized presentations to meet needs of diverse customer base of Cardiologists, clinics and hospitals.

Producing added dollar volume of $3.8M in the territory WomenFirst HealthCare. Tasked to cover large sales territory with declining sales and customer base in Colorado. Assisted situation and cultivated key relationships with top performing hospitals and healthcare providers in Colorado. Achieved record sales within four months and earned 121% of sales goals.

CAREER HISTORY

Sales Manager, Lilly Pharmaceutical, 2007 to 2009. $11B pharmaceutical company. Led business development and marketed inject able insulin for patients with type II diabetes in Colorado, calling on FP, IM and Diabetic Educators. Developed new and existing business in the HMO and PPO healthcare environment. Negotiated contracts and directed $2.3M budget/staff of three.

Sales Representative, Anderson Boneless Beef 2006 to 2007 A $10M specialty food distributor. Recruited to build territory and improve customer service. Created new sales opportunities within the hospital and healthcare industry.

Sales Representative, AstraZeneca Pharmaceutical, 2003 to 2005. $3.8B pharmaceutical corporation. Recruited to company following its acquisition of Liposome Co. Spearheaded training and development of sales team, targeted special accounts, secured formulary conversions/reversals for the cardiology market. Teamed with Group Purchasing Organizations to formulate contract pricing. Budget $2M.

Sales Specialist, Women First HealthCare, 2000 to 2001. A $100M pharmaceutical company. High cholesterol treatment specialist calling on GYN's, marketing and selling medications and vitamins supplements. Created sales network in hospitals, pharmacies, and with clinic administrators, physicians and nurses.

Earlier: Sales Representative, Innovex. Veterinary Sales Representative, Malinckrodt Veterinary and SmithKline Beecham Animal Health.

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