PROFESSIONAL SUMMARY
Highly-motivated Pharmaceutical Sales Professional leveraging •••••+ years of exceptional pharmaceutical sales and 6+ years of orthopedic medical device sales success ? Healthcare expert with a good grasp of medical terminology, anatomy and physiology, systems processes, and cost issues concerning practitioners ? Experienced in selling technologically advanced products to physicians in an extremely professional environment ? Trusted advisor, skilled in building long-term relationships with all levels of healthcare providers ? Overachiever, committed to professional excellence ? Articulate communicator, building rapport and trust at all levels ? Quota-breaker, consistently leading sales organizations in revenue generation ? Top performer, committed to marketing and selling products that preserve and improve the quality of life ? Sales “hunter,” exceptionally skilled in product launches ? Articulate and personable sales professional with well-defined presentation skills
CORE COMPETENCIES
Revenue generation and market share growth ? Forecasting ? Lead generation ? Networking ? Statistical processes ? Creative sales strategies ? Ability to understand and convey complex information ? Territory and key account management ? Deep understanding of the sales cycle, value positioning, and negotiations ? Consensus building with physicians, business partners, and healthcare professionals ? Superior time-management and organizational skills ? Clinical knowledge and competitive selling data analysis ? Track record of exceeding revenue, profit, and market share goals ? Organized and detail-oriented ? Creative, polished, aggressive, and persuasive ? Strong work ethic ? Intuitive problem solver ? Customer relationship development and management ? Self-starting ? Consistently achieving the unexpected ? Deep pharmaceutical sales experience with family practice, internal medicine, and cardiology
PROFESSIONAL EXPERIENCE
NOVARTIS PHARMACEUTICALS••••• Greenville, NC
A $•••••B US pharmaceuticals marketing affiliate of Swiss drug giant Novartis AG. The company helps develop and sell its parent company's products in the US. The Novartis product line addresses a wide range of ailments. Key products include Gleevec, Diovan, Focalin, and Ritalin.
Senior Sales Consultant – Apr/••••• – Present
Report to District Manager. Serve in individual contributor sales role, responsible for meeting or exceeding established program sales and market share targets in the Greenville, NC territory. Target market includes physicians and healthcare providers in the cardiology, internal medicine, nephrology, and family practice sectors. Products include Diovan HCT, Exforge, and Tekturna.
• Accountable for $•••••K annual budget, planning and executing territory sales programs.
• Achieve superior knowledge/understanding of all assigned products, disease states, treatments, and competitor products, educating customers and increasing customer’s likeliness to prescribe the product.
• Designed and implemented high-quality territory management activities, including pre-call planning, launch execution plans, and quarterly sales execution plans.
• Launched Exforge (•••••), Tekturna (•••••), Valturna (•••••), Tekamlo (•••••), and Amturnide (•••••).
Sales Ranking:
• ••••• – 9/••••• (top •••••% of the regional sales force)
• ••••• – 3/••••• (top •••••% of the regional sales force)
• ••••• – •••••/••••• (top •••••% of the regional sales force)
• ••••• – 7/••••• (top •••••% of the regional sales force)
• ••••• – •••••/•••••
• ••••• – •••••/•••••
Awards:
• ••••• President’s Club Award (top 7% of the regional sales force)
• ••••• President’s Club (top 7% of the regional sales force)
• ••••• Vice President’s Club – GM Sales Award (top •••••% of the regional sales force)
• ••••• President’s Club (top 7% of the regional sales force)
PROFESSIONAL DETAILING, INC. (PDI)••••• Greenville, NC
A $•••••MM Contract Services Organization (CSO), providing nationwide sales and marketing support to both established and emerging US-based biopharmaceutical companies. PDI supports clinical teams, market research, and medical education programs to promote prescription medications and over-the-counter formulations.
Pharmaceutical Sales Specialist – Sep/••••• – Apr/•••••
Reported to District Manager. Served in a field sales individual contributor role, marketing and selling Nexium and Crestor (statin) to physicians, physician’s assistants, and nurse practitioners specializing in cardiology, internal medicine, emergency medicine, and family practice in the New Bern, NC territory.
• Developed and executed business plan, consistently exceeding monthly sales objectives.
• Tracked sales and researched competitor pricing, developing and implementing appropriate sales protocols.
• Created and executed effective call plan, leveraging post-call notes to assist with pre-call planning.
• Provided merchandise samples (complying with all sample regulations) and support materials for maximum impact.
• Implemented value-added programs to increase brand awareness.
• Developed and maintained strong business alliances with key healthcare thought leaders.
• Maintained competent level of product line knowledge, serving as a reliable source of information to assigned healthcare professionals.
• Consistently exceeded sales and performance goals:
? Lotensin – •••••% of goal (••••• of •••••)
? Quixin – •••••% of goal (••••• of •••••)
? Ceftin – •••••% of quota 1st trimester, •••••
? Consistently achieved top 5 in division and top ••••• in region.
NELSON PROFESSIONAL SALES••••• New Bern, NC
A $•••••MM provider of sales and support services to pharmaceutical and biotech companies nationwide. Nelson offers a range of sales teams, including specialty, biotech, hospital, primary care, customer service, and blended sales forces. NPS also provides clinical health educators, managed markets account directors, and territory management.
Pharmaceutical Sales Specialist – Sep/••••• – Aug/•••••
Reported to District Manager. Responsible for driving sales of the anti-hypertensive Plendil.
Award:
• #1 Sales Representative for Atlantic Coast Region - 1st Quarter, •••••
DEPUY ORTHOPEDICS••••• Greenville, NC
A $•••••MM designer, manufacturer, and distributor of orthopedic devices and supplies. Offerings include replacement joints, surgery hardware/software, bone graft materials, cements, operating room equipment, and stabilizers (pins, wires, and screws).
Sales Representative – Jun/••••• – May/•••••
Reported to Distributor. Individual contributor sales role, selling orthopedic products and services to orthopedic surgeons, operating room directors, orthopedic staff, and purchasing directors. Offerings included total knees, hips, shoulders, trauma products, orthopedic instruments, extremity implants, and operating room equipment.
• Increased sales from $•••••K to $•••••K within one year of starting, exceeding all company and personal sales targets month-by-month and year-by-year.
Awards:
• •••••+ Head Hunters – for introducing superior applications to new surgeons (•••••)
• Goal Record Breaker – for dollar growth increase in excess of $•••••,••••• (•••••)
• $•••••K Club – for best month sales record (•••••)
• Sales in Excess of •••••% Growth – achievement recognition (•••••)
US ARMY/NC NATIONAL GUARD••••• Raleigh, NC
The Army is the largest and oldest branch of the armed forces of the United States, with primary responsibility for land-based military operations.
AH •••••A Apache Helicopter Pilot/Chief Warrant Officer 3 – Aug/••••• – Nov/•••••
Reported to Company Commander in latest role. Enduring Freedom IV Combat Service in Afghanistan (Jul/•••••May/•••••). Awarded 2 Air Medals for Achievement citing “distinguished performance, courage, and heroism of the highest order” during Close Combat Attack and Close Air Support missions. Retired Sep/•••••
Awards:
• US Army Achievement Award
• North Carolina National Guard Achievement Medal
PRIOR POSITIONS HELD
SOUTHTECH ORTHOPEDICS Sales Representative Mar/••••• – Jun/•••••
WHITESTONE PRODUCTS Regional Sales Manager/Sales Representative May/••••• – Oct/•••••
UNISOURCE, INC. Sales Representative Sep/••••• – May/•••••
EDUCATION
EAST CAROLINA UNIVERSITY, Greenville, NC
Bachelor of Arts, Economics
PROFESSIONAL DEVELOPMENT, NOTABLES
• Secret Security Clearance, US Army
• Training completed:
? Target Account Selling
? Ace Trauma Surgical Training
? Advanced Surgical Training
? Primary Orthopedic Surgical Training
• Proficient in Microsoft Office Suite
• Pitt County Sheriff Aviation Department, Volunteer
• Able to travel up to •••••%
• US Citizen, willing to travel internationally, holding current passport
