Sales Manager
Resume:
GRIFF HANNEL
Victor, NY *****
585-***-**** cell *****.******@*****.***
Objective: A management position where I can leverage my extensive sales experience, strategic perspective, and drive to succeed to deliver results. This position should be aligned with my values of accountability, engagement and continuous growth.
HIGHLIGHTS OF QUALIFICATIONS
• 10 years of successful sales leadership as a district manager and account manager
• 15 years of overall sales experience with Pfizer Inc.
• Extensive knowledge of managed care, long term care, and biotechnology markets
• Therapeutic areas: Psychiatry, Neurology, Rheumatology, Orthopedics, Pain
• Consistently strong performance reviews available upon request
PFIZER EXPERIENCE
PFIZER, INC.
District Manager-Psychiatry, Rochester NY 1/09-present
• Responsible for hiring, coaching, developing and supervising 10 specialty representatives in Upstate NY
• Responsible and accountable for all aspects of a diverse $20 million dollar district
• Key account management-responsible for top physicians and institutions
• Current therapeutic areas include: Psychiatry (Depression, Bipolar, Schizophrenia)
Achievements and Leadership
District of the Year, 3 year ranking in top 15%, “Best Practice” rating as a Manager, VP leadership team,
2011-Currently # 1 in the country out of 45 districts at 122% of bonus payout
2011-Highest market share for both Geodon (antipsychotic) and Pristiq (antidepressant) in the region
2010-Won Northeast District of the Year
2010-Finished 3/10 in the region and 9/45 in the nation for Geodon (antipsychotic)
2010-Highest market share for both Geodon (antipsychotic) and Pristiq (antidepressant) in the region
2010-Gallup Survey- “Best Practice” as a manager (top 25%)
2010-Highest “Evolution Index” in the region-measures product growth versus overall market growth
2009-District finished 2/10 in the region and 9/46 in the nation
2009-Served on DM leadership board with VP-Selected by Regional Manager and peers
2009-Finished with highest Geodon (antipsychotic) market share in the Northeast region
PFIZER, INC.
Account Manager-Upstate NY 5/11-present
• Current accounts include Excellus, MVP, CDPHP, NYSHIP, and Empire BCBS
• Responsible for improving or protecting access for all Pfizer products
• Responsible for ensuring sales team is equipped to implement local managed care strategies
• Develop customer relationships and analyze opportunities to maximize sales
Achievements and Leadership
Recognized for immediate impact, Strong access wins at NYSHIP and CDPHP
Significant formulary wins at NYSHIP for 2012. 6 of 9 key products on formulary
Engaged and presented contracts to Excellus for key growth products after only second meeting
Expanded account entry points at Excellus to include Medicare and State Government Business
Substantially improved product access and Pfizer access at CDPHP since being promoted
Only pharmaceutical company to be named a Strategic partner with MVP on health and wellness.
PFIZER, INC.
District Manager-Primary Care, Rochester, Ithaca, and Jamestown NY 9/05-1/09
• Responsible for coaching, developing and supervising primary care, hospital and specialty representatives
• Accountable for driving sales performance in a diverse $25 million market in the Upstate NY Area
• Develop and enhance relationships with key customers in unique markets to increase sales; Long Term Care, State Mental Health Institutions, Department of Corrections, Academic Hospitals, etc.
• Therapeutic areas include: Internal Medicine, Psychiatry, Neurology and Pain Management
Achievements and Leadership
2 time “District if the Year”, Vice President’s Cabinet, Peer nominated-“District Manager of the Year”
2008-Recognized as District Manager of the Year-As voted on by my peers
2008-Managed Two Districts(Jamestown and Rochester)-Finished 1/10 and 4/10 respectively
2008-Won “NYC Shopping Spree”31/86 qualified
2008-Leadership Advisory Team-Antipsychotic Marketing Team
2007-Finished #1 in the Region (36/85 in the Area)
2007-Won “NYC Shopping Spree” (17/82 managers qualified)
2006-Finished #1 in the Region, (9/81 in the Area)
2006-Vice Presidents Management Cabinet winner(top 12% in the Area)
2006-4/8 representatives on my team won Vice Presidents Club
2006-Won “NYC Shopping Spree” (16/81 managers qualified)
2006-Won Quota Achiever’s (100% of attainment)(31/81 managers qualified)
PFIZER, INC.
District Manager-Neurology Specialty Division 1/02-8/05
• District included Upstate New York, Vermont, Upper Pennsylvania
• Coach, develop and supervise 10 promoted Specialty representatives
• Enhance relationships with neurologists, pain management specialists and teaching hospitals
• Current therapeutic areas included: Neurology (Alzheimer’s Disease, Multiple Sclerosis & Migraine)
Achievements & Leadership
2 x winner-DM leadership award, Peer nominated “VP leadership team”, 2nd in the country- new product launch
2005-Finished 17/27 in the country, 2004- 12/27 in the country, 2003- 6/27 in the country
2 time winner of the Specialty Division “Situational Leadership Award” (top DM in the country)
2005-Voted by peers to the Specialty District Manager Leadership Team
Won NYC Shopping Spree every year eligible (only DM in Neurology to accomplish this)
2003-Finished 2/26 in the country for new product launch of Relpax (migraine)
PFIZER, INC.
PRIMARY CARE AND SPECIALTY REPRESENTATIVE 7/97-11/01
• Territory included upstate New York. Worked with Rheumatologists, Orthopedic Surgeons, Urologist and Neurologists
• Therapeutic areas included: Erectile Dysfunction, BPH, Epilepsy, Arthritis, Pain
Achievements
2001-Finished 2/9 in the district, 2000-Finished 7/20 in the region, 1999-Finished 5/21 in the region
2 time member of the Specialty Division leadership team(voted by peers)
Promoted within 14 months
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PRIOR WORK EXPERIENCE
WARD’S NATURAL SCIENCE-Rochester NY-REGIONAL SALES MANAGER 2/94-6/97
• 1 of only 5 sales managers in the country
• Managed $ 5 million dollar territory encompassing 8 states (NY, PA, DE, OH, TN, WV, IN, NJ)
• Sold scientific equipment to colleges, universities, and high schools.
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EDUCATION
NAZARETH COLLEGE –Rochester NY, BACHELOR OF SCIENCE-BIOLOGY 1992
NAZARETH COLLEGE-ROCHESTER NY, MASTERS OF BUSINESS MANAGEMENT (MBA EQUIVALENT) 2011
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PERSONAL
President-Nazareth College Alumni Board (2005-2007)
Volunteer-Youth Basketball and Soccer Coach-Victor, NY
Member-Political Action Committee at Pfizer
President-Nazareth College Student Government (1990-1991)
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