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Senior Sales Representative

Chino Hills, California, 91709, United States
March 07, 2011

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Don Bloch

***** ***** ****** ***** *****, CA ****9 909-***-**** or 909-***-****


“Specialist in Consultative Sales, Rapport Building, and Driving Market Share and Brand Recognition”

Seasoned Senior Pharmaceutical Sales Representative with a high degree of professional integrity and 22 years of experience and demonstrated success in business planning, building new business, and securing customer loyalty, seeks career advancement within the pharmaceutical sales, home infusion, medical device, advanced specialty sales, or biotech sales industry. Eager to utilize mastery of product and disease states, sales excellence, a vast network of established rapport among prescribers and key product advocates and integrated leadership for a pharmaceutical, home infusion, medical device, advanced specialty, or biotech sales organization that welcomes fresh ideas, initiative, experience, and dedication.


Consultative Sales

New Business Development

Communication skills

Key Account Maximization Networking Proposals/Presentations

Strategies to develop and maintain business relationships Solutions-oriented sales approach emphasizing customer needs Creative problem solver with ability to drive revenue and exceed profit goals


Senior Pharmaceutical Rep. Sanofi-Aventis, Corporate Headquarters, Bridgewater, NJ 1997-2010

Served 13 years in a highly successful and rewarding career in pharmaceutical sales through a merger and an acquisition. Initially hired under Rhone Poulenc Rorer and sold in a broad range of therapeutic areas in the promotion of three different inhalers for asthma management, which included Intal®, Tilade®,and Azmacort®, Benzamycin®for the treatment of acne, Combi-Patch hormone therapy®, DDAVP® for the management of diabetes insipidus, intravenous antibacterial agent named Synercid®, and Lovenox® for acute coronary syndrome. In 1999 under the merger of Hoechst and Rhone-Poulenc Aventis emerged as a life science global leader. Under Aventis, continued to promote Lovenox® and acquired 4 additional products including: the antihistamine family of Allegra®, Lantus®, a long acting insulin, Ketek®, an anti-infective, and Actonel®for the prevention and treatment of post menopausal osteoporosis. Most recently under Sanofi-Aventis when Sanofi-Synthelabo acquired Aventis in 2004, continued to drive sales of Lovenox®, Lantus®, Actonel®, and acquired Apidra® for the treatment of type I & II diabetes mellitus, Ambien CR® for insomnia, and Plavix®, an anti-thrombolytic agent. Established a vast network of product prescribers across a multitude of therapeutic areas including but not limited to the fields of : internal and emergency medicine, endocrinology and diabetic educators, cardiology, family practice, pulmonology, dermatology, geriatrics, rheumatology, pediatrics, ENT’s, and OB/GYNS for the Kaiser Permanente territory in Southern California and Denver, Colorado. Leveraged exceptional project optimization by networking with other teams including medical affairs and primary care and specialty representatives to makes decisions of goals, activities, and business objectives that intersected. Acquired an advanced understanding of a variety of diseases, disorders, and treatments, research methodology and fluency in medical terminology allowing for articulate and persuasive delivery of pharmaceutical, home infusion, medical device, advanced specialty, or biotech sales presentations utilizing third-party clinical endorsements. Refined presentation skills with an exceptional ability to make a point that has impact acquired while speaking in front of peers and management at various POA meetings for Sanofi-Aventis .Number 1 Lantus sales in 2008,2008 Kaiser Team with 20% growth each year.

Field Sales Rep. Schwarz Pharma, Mequon, WI 1988-1997

Spearheaded sales initiatives in the Kaiser Permanente territory with limited access and a high percentage of generic prescription volume. Led sales initiatives in the promotion of Levsin® and Digestive Enzymes for various digestive disorders, Deponit®, a transdermal nitroglycerin, Univasc® for the treatment of hypertension, Colyte, a colon lavage, and DuraScreen®, a UVA/UVB sunscreen to primary care, internal medicine, gastroenterology, cardiology, and pediatrics. Leveraged ability to speak and write detailed technical information and convey complex ideas to a variety of audience types and cultures, coupled with experience in business planning and business leadership, which included extensive targeting of key prescribers to exploit market share growth. Gained an advanced understanding of drug therapy including mechanism of action, side effects, adverse events, pharmacokinetics, and pharmacodynamics.

Don Bloch, B.A. Page Two


Established a key product advocate, Dr. Israel Coutin, Chief of Continuing Care, Kaiser Fontana, whom dictated most decisions regarding formulary favorability among nursing homes, palliative care centers, and home health agencies and as a result was able to consistently grow the market share of Lovenox® year-over-year for 11 consecutive years

Fostered a key relationship with Dr. Edward Hess, Chief of Preventative Medicine, Kaiser Fontana. As result was able to generate the highest utilization of Lantus® in the Southern California region

Landed Kaiser Fontana service area by fostering a team approach among Physicians, Case Managers, Physician Assistants, Pharmacists, and Diabetic Educators and as a result engaged the entire patient continuum, which led to prescriber and patient

education across three languages including English, Spanish, and Chinese while serving as a Senior Pharmaceutical Representative for Sanofi-Aventis

Forged a key relationship with Van Chau, PharmD, Drug Education Coordinator, Kaiser Baldwin Park, whom was in charge of counter detailing pharmaceutical corporations and as a result secured support of critical medical education programs for

Physicians and Nurses, which resulted in increased brand awareness and loyalty and an overall growth of 20% across the portfolio of promoted products

Chosen to participate and share best practices during national trainers conference calls and during national trainers meetings

Served as a Product Champion among the Managed Care Specialist Group, which required monthly conference calls as well as annual brand planning sessions in collaboration with National Brand Managers

Chosen by the Kaiser Account Manager to implement and execute all of the National and Regional Kaiser symposia, which garnered an average of 200-400 attendees including: Kaiser National Family Medicine/OB/GYN Symposium, Kaiser National Internal Medicine Symposium, Ironman Sports Medicine, Kaiser Regional Allergy Symposium, Kaiser Regional Family Practice, and Kaiser Regional Diabetes

Garnered the distinction of the Sanofi-Aventis 2002 National Account Team of the Year for demonstrating outstanding account penetration, sales growth on key products, and cross-team collaboration

Increased regional sales from $5 million to $25 million annually while serving as a Field Sales Representative for Schwarz Pharma

Recipient of additional pharmaceutical sales industry awards and recognitions including: 1991 Star Performer Award, 1992 District Pharmaceutical Sales Representative of the Year, 1994 Peak Performer Award, and 1994 Best Presentation on a new product for the promotion of Levsin S/L®


Awarded the Boy Scouts District Award of Merit in recognition of the individual who goes above and beyond the call of duty

Received the AYSO Volunteer of the Year2010 by popular vote

Chosen to serve as Assistant Quartermaster of Wood Badge, advanced training for adult scouts, and as a result refined public speaking skills, acquired innovative team-building strategies, project planning skills, and insight for conflict management


Bachelor of Arts, Business Administration California State University, Fullerton, CA

OZ Principles 2008-2009

Dale Carnegie Classes 2001-2002

Gallo Wines Sales Classes 1985-1988

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