Alan Heller

ALAN W. HELLER

**** ********* ***, ***** ********, SC 29466 843-***-**** *******@***.***

DISTRICT SALES MANAGER

Growth Strategies / Business Development / Consultative Selling / Account Development / Launches Institutional Sales / B2B / CRM / Presentations / Territory Development / Training / Team Building

An award-winning individual performer and team leader, I consistently increased sales and exceeded quotas in the highly competitive biopharma arena. By creating solutions to customer and market needs, I have improved market share and territory performance for Pfizer and Parke Davis, among others. I am immediately capable of:

 Identifying and closing sales opportunities

 Effectively evaluating competitive market and customer base

 Recruiting, training and managing highly-effective sales teams

 Driving sales and maximizing competitive advantage in challenging markets

 Forging strong relationships with new and existing customers

I am recognized as a leader by team members and senior management and respected by both colleges and the medical community. I received Vice President Council awards four times and was named District Representative of the Year ten times. I earned a BS in Physical Education and Health from Davis and Elkins College.

SELECTED ACCOMPLISHMENTS

Led territory from 50th to 8th in nation. Boehringer territory sales were lackluster. Determined which physicians had greatest potential to grow sales quickest. Leveraged product/territory knowledge and existing relationships with physicians, hospitals and pharmacies to drive business. Achieved top performance in territory for goal attainment.

Increased product sales 5% despite inherited 30% loss. Assigned new sales territory. Held accountable to exceed prior year sales, even though Pfizer lost formulary status for Aricept at major hospital. Aggressively contacted teaching institutions, nursing homes and neurologists, adding additional accounts and generating sales.

Won extensive formulary approval for expensive new product. Pharmacists didn’t want to pay high cost of new Parke-Davis product. Convinced neurologists medication was safer and could be administered by nurse in seven vs. 45 minutes. Elicited neurologist support to get product on formulary in all but one territory hospital.

Achieved #1 national ranking in Hospital Sales Division. Assigned to Parke-Davis territory with new products. Analyzed population, disease states, competitive information and product potential. Identified thought leaders, P&T committee members and pharmacists. Worked with local reps. Developed relationships with key opinion leaders.

Grew territory sales to $7M and market share 67%. Assigned to Pfizer territory with flat sales. Quickly assimilated territory knowledge. Developed key relationships. Took aggressive consultative selling approach. Sold product benefits. Grew combined product market share from 30% to over 50%, boosting sales and territory ranking.

Attained 33% share in four-product market. Needed to drive sales to higher objectives set by Pfizer. Analyzed physicians numbers, zip code reports and hospital data. Built relationships with physicians and staff. Responded to physician concerns. Ranked #1 in district and region and #2 in nation. Won numerous awards and trip.

CAREER HISTORY

Senior Primary Care Representative, Boehringer-Ingelheim, 2008-2009. Sold to primary care physicians. Started in Neurology Specialty Sales calling on specialists, hospitals and primary care physicians.

Specialty Sales Consultant, Covidien, 2007-2008. Sold to specialty, primary care and hospital physicians.

Senior Therapeutic Specialty Consultant, Pfizer, Inc., 2000-2007. Started as primary care representative and advanced through Hospital Sales, Specialty Sales and Territory Specialty Representative. Called on primary care physicians, specialty physicians, hospital physicians, teaching institutions and military bases.

Specialty Representative, Neurology Division, Parke-Davis (merged with Pfizer), 1998-2000. Called on State of West Virginia, CAMC and WVU Medical Centers. Previously played key roles as a Hospital Representative, 1997-1998, and a Primary Care Representative.

Personal Interests. I enjoy playing golf and tennis, going to the beach and watching sporting and NASCAR events.

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