Sales Manager

MICHAEL S. ZAZZARA

***** *** **** **** ****

Galveston, TX 77554

Home: 713-***-**** ******@*****.***

SUMMARY OF QUALIFICATIONS

• Sales manager with over 17 years of experience.

• Experienced with development and implementation of strategic plans.

• Plan, organize and monitor activities/projects to achieve the business potential.

• Proactively identify talent internally/externally. Recognize developmental needs and capability gaps.

• Excellent communication and presentation skills. Effective at managing/developing client relations.

• Recognized strengths in increasing productivity, team building, motivating and managing employees.

• Proven training and project management skills.

SKILLS AND ABILITIES

• Sales Management • Sales Training

• Innovative problem solving • Meeting Planning/Exection

• People, Client relations

• Adept in change management • Passion, Flexibility

• Efficient use of resources

PROFESSIONAL EXPERIENCE

District Manager II, PFIZER, INC: Houston, TX 2001 – 2009

Responsibilities:

• Direct and manage district to include hiring, firing, coaching and development of representatives.

• Constant improvement of selling skills, product knowledge, and capabilities needed for development.

• Increase market share by developing solid working relationships with physicians and referral sources.

• Maximize results within P&L limits. Develop/implement strategic plans to exceed $15M quota.

• Plan, organize and monitor activities/projects to achieve the business potential of the team.

• Establish and maintain an effective communications system among all members of the team.

• Maintain/grow technical expertise with products, policies and business issues from customers and representatives.

• Effectively plan and conduct plan of action and other meetings with members of the district.

Significant accomplishments:

• Vice President Management Cabinet, 2008 (top 10%) 5 of 269 in nation, New York Shopping Spree Award, 2008.

• Proactively identified talent internally/externally for succession planning and developed 12 new hires and 12 promotions to higher level of responsibility.

• Geodon National Sales Contest Award, 2008 for Top 5% in Market Share and Volume growth.

• Run the Warehouse Contest Award, 2007

• Division First in Class Semester Contest Award, 2006, 2007, 2008 (2)

• Region of the Year Award, 2004, 2006, 2007, 2008

• Quota Achievers Award, 2002, 2003, 2004, 2006, 2007, 2008

MICHAEL S. ZAZZARA PAGE TWO

Training Manager, PFIZER, INC. New York, NY 1998 – 2001

• Led meeting activities, implemented sales strategy and tactics for representatives over 20 times/year. Schedule 9 division training sessions and foster teamwork; facilitate group problem solving and con-tinuous improvement. Responsible for coordination of administrative, technical, and clerical staff.

• Product Manager: Responsible for liaison/coordination of sales and marketing efforts with Cardura National Sales Advisory Board and Disease Management Team. Liaison to co-promote company,

• Trainer: National Ambassador Program & International County Managers.

• Liaison to Logistics center. Negotiated contracts with vendors for production, distribution and quality.

Significant accomplishments:

• Team recognized as #1 training department in all industries and benchmarked by Walgreens.

• Increased productivity through strategic reorganizion and implementation of new Phase Training Pro-gram for continuing education. Negotiated with vendors, manufacturers, and consultants to obtain low cost while maintaining quality, service, and high profitability. Cut cost of training by 40%.

Institutional Healthcare Representative, PFIZER, INC. Louisville, KY 1995 – 1998

• Increase sales to Ft Knox, 3 Veterans Administration Accounts, 2 teaching institutions. Accountable for Humana National Headquarters and 8 staff model HMOs.

• Hosted focus groups and functions for physicians and specialty groups to increase target market share.

Significant accomplishments:

• Consistent Achiever Award, 1995, 1996, 1997, 1998

• National Convention Award, 1996, 1998

• Regional Institutional Specialty Representative Award, National ISR of the 4th Quarter, 1996

• Division First in Class Semester Contest Award, 1998

• District Quality Service Award, 1996

Professional Healthcare Representative, PFIZER, INC. Detroit, MI 1991 – 1994

• Metro Detroit territory encompassing numerous HMOs, resident programs and community physicians.

Significant accomplishments:

• Developed major prospects, established new client relationships and closed sales.

• Procardia XL Challenge Cup Award, Zoloft Masters Launch Contest Award

• Consistent Achiever Award, 1992, 1993, 1994

• Convention Award, 1992, 1994

US ARMY, Captain 1984 – 1991

• Desert Shield/Storm Veteran

EDUCATION

BS, Personnel and Industrial Relations, State University of New York at Fredonia

Distinguished Military Graduate, Swim Team

ADDITIONAL TRAINING AND EXPERIENCE

• Situational Leadership I/II, Strength Finders, DISC, High Performing Teams, Civil Treatment for Managers, Projecting Leadership, Creative Adult Training Techniques, Conflict Resolution, Targeted Selection, Performance Management, Leading Edge, Strategic Thinking, Data Integrity For Managers

• Products Sold: Accupril, Cardura, Celebrex, Estrostep, Feldene, FemHRT, Geodon, Glucotrol, Loestrin, Lyrica, Neurontin

• Product Launches: Aricept, Glucotrol XL, Lipitor, Norvasc, Viagra, Rebif, Relpax, Zoloft, Zyrtec

• Certified Medical Representative

• Level 1 US Track & Field Coaching Certification

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