District Manager
Resume:
ELAINE LUCIGNANO, CMR
** ********* **** ******, *********** 06019
********@***.***
QUALIFICATIONS PROFILE
High-powered, results-driven, and tenacious senior executive, offering immeasurable success and broad-based experience in Hospital Management, Sales, and Strategic Business Development. Possess stellar reputation in penetrating profitable regions and territories as well as in implementing effective marketing strategies and plans to optimize operational efficiency, increase sales, and expand customer base. Demonstrate keen expertise in utilizing out-of-the-box techniques in training and developing staff to foster team unity toward achieving bottom-line results. Proven effectiveness to multitask in a fiercely competitive, challenging, and fast-paced environment.
CORE COMPETENCIES
- Territory and Account Management
- Marketing Campaigns and Promotions
- Consultative and Solution Selling
- Sales Forecasting and Presentation
- Outstanding Customer Service and Relations
- Competitive Market Research and Analysis
- Persuasion, Negotiation, and Closing Skills
- Extensive Product Knowledge and Implementation
- Unique Prospecting Techniques
- Trade Show Coordination and Brand Awareness
- Conflict Resolution and Decision Making
- Articulate Oral and Written Communication
PROFESSIONAL EXPERIENCE
SCHERING-PLOUGH / KEY PHARMACEUTICALS ~ KENILWORTH, NJ: 1998–2010
Hospital District Manager Hartford Jul 2008–Feb 2010
Directed and coordinated day-to-day business operational aspects focusing on promoting the complete line of cardiac and specialty products and overseeing nine direct reports. Spearheaded, mentored, and trained staff to develop their competencies and achieve maximum level of performance. Functioned as Regional Point for Representative Development (LDP) and prepared BIM presentations to the management team.
Notable Accomplishments:
- Consistently ranked in Top 3 District in the region and 9th District in the nation
- Obtained the highest market share in the nation primarily for Integrilin with a 95.5% market share
- Played an integral part in 12 new formulary conversions and augmented DOT by 25%
- Carried out conversions with Yankee Alliance (8 accounts)
- Conceptualized and implemented hospital “Mapping” along with Self-Assessment Coaching Aid
Hospital District Manager Northeast Jul 2007–Jul 2008
Expertly managed 12 direct reports to foster team unity toward fulfillment of corporate goals and objectives. Promoted and sold oncology and specialty products by demonstrating high degree of professionalism and dedication. Held responsible for protocols in Noxafil, Avelox, and Integrilin . Masterfully led the region in executing educational programs to elevate representative selling skills and abilities.
Notable Accomplishments:
- Regarded as key contributor for making the district rank in top 3 and for achieving the highest market share in the entire nation
- Skyrocketed DOT by 300,000 (20%)
- Keynoted presenter in national manager meetings for showing exemplary presentation and communication skills
- Oversaw 30 formulary conversions for Avelox/Cipro including the North Shore System (14 accounts)
- Initiated the development of regional program to advance management candidates, including creating scenarios, coaching role plays, analyzing business, and interpreting sales reports, which resulted in promotion of several representatives in management positions
District Manager Key / Kenilworth Division Oct 2004–Jun 2007
Provided expert oversight, leadership, and training to 12 direct reports to continuously develop their expertise. Determined staffing requirements for the new division: recruited, interviewed, and hired new representatives who were later promoted to assume oncology, hospital, and management positions. Organized and coordinated regional staff meetings, advanced counseling workshop, and SOAP selling regional class.
Notable Accomplishments:
- Obtained the top 3 ranking district in the region and in the nation consistently
- Simultaneously ran multiple districts in 2006 and 2007
- Designed and innovated a new culture of accountability / leader behaviors
- Regarded as MSL liaison, Northeast Regional Newsletter Editor, member of Asmanex BBT, and member of Key/Kenilworth Leadership Council, and development team for Avelox AD Board (Boston)
- Commended presenter at National Managers Meeting
Delta / Target Sales Representative / District Trainer Mar 1998–Oct 2004
Expertly marketed and sold prescription product line to all physicians and pharmacists within the territory. Served as regional Myhealth/SKOLAR consultant, editor of Northeast Regional Newsletter, trainer for Myhealth/SKOLAR District 15, and Clarinex Advisory Board. Interfaced with an outside consultant company on Myhealth Enhancement. Primarily held responsible for developing and launching effective product marketing strategies including advertising campaigns and sales promotions.Worked collaboratively with influential pulmonologists on consultant surveys preparing for the launch of Asmanex “Warrior.” Delivered informative presentations at national district manager meetings as well as during Schering launch of Myhealth. Convened with outside consultant companies that were hired to make recommendations for improvements to Myhealth initiative. Monitored the distribution of Northeast Regional Newsletter to all Northeast Districts.
Notable Accomplishments:
- Honored as the “District Representative of the Year” in 2003 by exemplifying outstanding performance and high degree of personal commitment
- Positioned as the “Top Representative in the Country” with both enrollments and web site “hits”
- Recognized as an anchor trainer responsible for helping the Training Department with initial training classes
- Partook in Clarinex launch team in 2000 and Rapids Achieve Learning Team
- Recognized as Myhealth/SKOLAR trainer for District 15 and Zetia Expert for Mineola district
- Participated in Medical Group Symposia for the “Pharmaceutical Industry concerning the Physician Response to the New Healthcare System” along with Skillpath Seminar on “Dealing Effectively with Unacceptable Employee Behavior”
- Reputed for participation in the LEAD Program (management development) and LDP (Leadership Development)
PRIOR WORK EXPERIENCE
SAVAGE LABORATORIES ~ MELVILLE, NY (1993–1998)
NATIONAL TRAINING MANAGER 1997–1998
PHARMACEUTICAL / HOSPITAL SALES REPRESENTATIVE 1993–1997
OUR LADY OF PERPETUAL HELP HIGH SCHOOL ~ BROOKLYN, NY
ATHLETIC DIRECTOR, CHAIRPERSON HEALTH AND PHYSICAL EDUCATION DEPARTMENT 1987–1993
ALL THAT GLITTERS ~ BROOKLYN, NY
OWNER / MANAGER 1984–1987
EDUCATION & CREDENTIALS
BACHELOR OF SCIENCE IN HEALTH EDUCATION AND PHYSICAL EDUCATION
- The City University of New York-Brooklyn College, Brooklyn, NY
Certified Medical Representative (CMR®) Certification
MAJOR ACHIEVEMENTS
AWARDS (TRIP)
- Representative of the Year: Schering 2003
- MyHealth Super Award: Schering 2001
- MyHealth Regional Award: Schering 2000
- President’s Club: Schering/Key 1999
- Top Dog: Savage 1997
- Pandel Top Performer: Savage 1997
- President’s Club: Savage 1997 and 1996
AWARDS (CASH)
- Spotlight on Performance: 2007-2009
- DM Special Achievement: 2006 and 2007
- Shining Performance: 2004-2007
- On the Spot Award: 2000-2003
- Grand Slam “Best in Field” Award: 2000 and 2001
- Share Drivers Award: 1999 and 2000
- Dynamic Dozen: Savage 1997
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