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Sales Manager

Location:
Scottsdale, Arizona, 85168, United States
Posted:
March 06, 2011

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ROBERT A. CUMMINGS

u2ozvn@r.postjobfree.com

Cell: 602-***-****

Career Highlights

An accomplished, results-driven team leader with practical experience in and solid understanding of a variety of disease states in diverse medical sales arenas from metropolitan teaching institutions to individual community specialty physicians.

Demonstrated ability to build and maintain highly motivated and highly performing sales teams. High –caliber strategic market analysis, strategic account management, presentation, negotiation, follow-up, and closing skills set. Extensive and proven leadership and organizational skills

Summary of Qualifications

XANODYNE PHARMACEUTICALS, Phoenix AZ 6/2009 – Present

District Sales Manager

Supervised ten Sales Specialist promoting pain products to various specialties in seven states. Developed the sales team hiring seven of ten Sales Specialist for launch of new pain product.

• Partnered with Managed Care team to get drug approved on various formularies.

• Developed strategies for Sales Specialists to increase sales in tough MCO areas.

• Achieved current ranking of 11th nationally up from original rank of 24th.

ANESIVA, Phoenix, AZ 9/2008-11/2008

Regional Account Manager

Managed 20 hospitals in five states promoting device for needle stick pain in pediatrics. Company closed business in November due to financing.

• Achieved three formularies wins and three additional scheduled for January 2009

HYTHIAM, Phoenix, AZ 8/2007 – 1/2008

Regional Business Director-Southwest

• Managed four state districts with eight Sales Representatives and developed sales strategies that resulted in increasing sales from 35% of quota Q3 to 129% of quota in Q4.

• Invested four days per week in the field working with sales representatives helping them improve their clinical knowledge and sales presentations. Company eliminated sales force.

ELAN PHARMACEUTICALS, Phoenix, AZ 2000 – 2007

ELAN District Sales Manager-Hospital Division 2003 – 2007

Managed seven state districts with eight Hospital Sales Representatives and developed sales strategies that increased market share of IV antibiotics yearly by 30% to achieve ranking of one of top two teams in the region every year. Hospital disbanded after products went generic.

• Earned two Exceeds and one Fully Effective Performance reviews.

• Awarded Esprit 2004 and Leadership Awards for 2003 and 2006.

• Coached one or more Representative who earned President’s Cup every year.

• Chaired or served as Member of numerous National Committees.

• Developed and implemented successful performance improvement plan for poor performing sales representatives. Member of team that developed Performance Standards used to evaluate sales specialist.

ELAN Regional Account Manager / Interim Hospital District Manager 2002 – 2003

• Promoted Maxipime and Azactam to large hospital accounts throughout the western region and developed national speakers that enhanced product promotions.

• Achieved 105% of quota for Maxipime and Azactam for 3 years.

• Coordinated research studies for Maxipime in large teaching institutions.

• Negotiated LOC’s at large hospital accounts for therapeutic conversions to Maxipime from Ceftazadime.

• Increased products’ market share by training and developing sale strategies for 20 representatives located in two western districts.

ELAN Hospital Sales Representative 2000 – 2002

• Generated $7.8MM of annual sales by managing 11 hospitals using presentations of product’s medical benefits to Attendings, Fellows, Residents, Pharmacists and House Staff.

• Developed speakers that successfully presented product information in Arizona resulting in requests for nationwide presentations.

• Increased antibiotic business by establishing strong rapport with large hospital groups.

• Achieved therapeutic conversion at two major teaching hospitals resulting in $390K sales of Maxipime from Ceftazidime.

• Converted usage to Abelcet at largest BMT unit in state resulting in $490K from Ambisome.

• Achieved increased market share of Maxipime to 8.9% from 3.68% and maintained 105% of quota for Maxipime and Abelcet.

BRISTOL-MYERS SQUIBB, Phoenix, AZ 1996 – 2000

Territory Business Manager

• Earned Excellence Awards for increasing market share / productivity two consecutive years.

• Developed New-Hire Training Manual adopted for use by all Western Region districts.

• Selected as District Sales Trainer resulting in coaching trainees in three consecutive training classes to earn class valedictorian status.

• New product launch team member of Tequin and Maxipime that generated $60MM in year one.

Cincinnati Reds, Inc, Cincinnati, OH

Professional Baseball Player

• Assigned to Affiliate Minor League Clubs

EDUCATION

University of Arizona, Tucson, AZ

Bachelor Of Science, Business Administration

Major - Personnel Management – Labor / Industrial Relations – Finance

Management Assessment Program

Merrill Lynch Princeton Sales Training Program

Ricoh Sales Training Program

COMMUNITY LEADERSHIP

Past President, University of Arizona Alumni Board, Phoenix Chapter

National Alumni Board Member, University of Arizona

Slonaker Award Winner: Outstanding Alumni, University of Arizona

Sigma Phi Epsilon Fraternity Alumni Board Member

Phoenix Kiwanis Club Vice President



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