Sales Representative

MICHAEL GILBRIDE

**** ******* ****** **, *********, OH 44646 330-***-**** ********@*****.***

SENIOR SALES EXECUTIVE / TERRITORY MANAGER

Revenue Growth / Business Development / Marketing / Account Management / Cross-Selling Business Plans / Solution Selling / B2B / Key Accounts / Product Launches / Field Sales / Bids

Exceptional record of exceeding sales objectives, expanding market share and capturing key accounts for Merck, Bayer and Accucare TX. Delivered yearly revenue gains by consistently developing ongoing customer relationships while articulating product benefits. Managed major regional accounts and authored business plans. Successfully managed programs with high customer satisfaction rates. I can make quick contributions by:

Targeting key accounts to increase sales and market share

Using solution selling to anticipate and solve customer needs

Delivering winning sales presentations at the decision-maker level

Beating sales quotas by developing hard-hitting marketing plans

My peers would describe me as a passionate salesperson who always achieves objectives through hard work and a natural ability to connect with customers. Relationship building and solution selling have been my touchstones.

CAREER HISTORY WITH SELECTED ACCOMPLISHMENTS

Director of Business Development, Accucare TX, Inc., November 2011 to Present. Generated new business in a results oriented environment by gaining partnership with Skilled Nursing and Assisted Living Facilities to provide comprehensive rehabilitation services such as Physical, Occupational and Speech Therapy.

• Stabilized start-up situation with clear, concise action plan. Start-up company was floundering with no real idea of how to generate new business. Developed a plan to expand relationships in order to uncover potential facilities in need of therapy. This resulted in gaining partnership with three Skilled Nursing Facilities in less than six month period to provide comprehensive rehabilitation services.

• Orchestrated partnership with Home Healthcare Companies. Partnered with two home healthcare companies in Florida in order to provide therapy to Assisted Living Facilities resulting in adding one new assisted living facility in state of Florida.

Senior Vaccine Customer Representative, Merck & Co., Inc., 2006 to Feb. 2011. Marketed and promoted adult vaccines to more than 125 primary care physicians. Opened new accounts and grew existing accounts.

Senior Professional Sales Representative, Merck & Co., Inc., 1998 to 2006. Developed marketing plans and promoted statin, hypertensive and migraine medications to top prescribers in northeast Ohio territory.

• Boosted sales to #1 with target marketing campaign. Merck’s Maxalt sales were flat. Created new marketing plan, introducing Maxalt Mondays. On Mondays, Maxalt was the only detail given in high-prescribing targeted offices. Program jumped group to #1 in regional Maxalt sales and program was implemented region-wide.

• Successfully guarded 99% market share. Merck needed to blunt new entry to fertile Gardasil vaccine market. Developed plan that included local and national thought leaders, targeting high-volume prescribers in collaboration with OB/GYN sales team. Maintained dominant market share position and ranked in top 2% regionally in sales.

• Achieved 121% of objective in restricted market. Merck product was covered by Medicare D. Physicians could not bill for it but pharmacies could on approval by state. Worked upfront with local pharmacies so they could benefit when state permitted. Administered lion’s share of Zostavax through locals rather than big box pharmacy chains.

• Used successful PR campaign to boost sales. Locally, Merck had to deal a newspaper story of teenage girl that received Gardasil and began having next-day seizures. Met with pediatric doctor who was part of the case. Gained acknowledgement product was unrelated to seizure. Used endorsement and sales continued to increase.

MICHAEL GILBRIDE PAGE TWO

9513 Hocking Street NW, Massillon, OH 44646 330-***-**** ********@*****.***

CAREER HISTORY - CONTINUED

• Develop unique sales approach. Hospital Pharmacist had habit of assigning GlaxoSmithKline products even though compliance required using best price available. Developed catch phrase for her to remember … if it ends in RIX, it's wrong … since all GSK vaccine names ended in RIX. Achieved 100% hospital compliance for their contract, resulting in best possible prices and added revenues for Merck.

Sales Representative, Bayer Inc., 1991 to 1998. Sold anti-infective, hypertensive and diabetes medication to top physicians, including primary care, endocrinologists and general surgeons.

• Secured total commitment from key regional hospital. Bayer introduced Cipro IV. Developed plan to tie product to hospital formulary. Leveraged best relationship with P&T Committee, Chief Resident and Head Pharmacist. Gained total support and product was added to major hospital formulary by 100% of the voting physicians.

Account Executive, Adria Laboratories, 1987 to 1990. Led marketing and sales for cardiovascular, migraine and anti-emetic medications to primary care physicians throughout Northeast Ohio.

• Turned around underperforming territory. Company realigned territories throughout the country. Given responsibility for new territory that had been ranked in bottom 10%. Through planning/execution and a solution-selling approach, increased sales enough for territory to jump into the top 20% after one year.

EDUCATION

BA from the University of Akron in Sociology.

AWARDS

Earned numerous sales awards at Bayer and Merck.

Recipient of the “Director’s Award” for year 2005 based on forced ranking of being in top 15% of entire country.

Recognized as “Top Performer” through equity stock options participation in every award year.

Received “Award of Excellence” for creating “Maxalt Mondays”.

Recognized as a “Co-Peers of the Semester” chosen by cluster mates for exemplary teamwork and commitment to sharing of time and talent.

Earned Regional “Rookie of the Year” Award for exceeding quota in all promoted products after first year with company and every year after.

PERSONAL INTERESTS

Spending time with family - married with three daughters; 22, 21 and 17 years-old.

Playing golf, fishing, biking and reading.

Donating time weekly to feed the homeless.

Coaching for girls’ slow-pitch softball.

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