Pharma Sales and Business Development

Summary
•••••
&#•••••; Accomplished sales executive with extensive experience in all aspects pharmaceutical sales and business development.
&#•••••; Consistent top-ranking record of achievement in several therapy areas, in different functional roles, and with diverse customer groups.
&#•••••; Intuitive, insightful, and with demonstrable success of driving sales through key decision-makers and influencers. Well versed in customer relationship management.
&#•••••; Develops and provides leadership; has expertise in building and leading high performing teams.

Competencies:

Product Launch & Service Rollout
Consultative & Relationship Sales
Field & Area Sales Management
Market Access
Competitive Intelligence
Problem analysis & resolution
Marketing Insight
Strategic Business Planning


Personal Status:
December •••••: Granted US permanent residency.
April •••••: Immigrated to the USA.
From May •••••: Travel across the USA.

Professional Experience

Business Manager, ATRAMS LLC. Philadelphia, PA, USA. Mar ••••• Dec •••••
Established international office in Ghana as market leader, successfully developed new business and built sales platform for mobile and fixed asset management. Instituted and maintained both governmental and NGO customer relationships. Prepared proposals and provided consultative guidance on services.
Increased direct sales from $••••• million to $••••• million, grew revenue through distributor network, and standardized profitability model that aided cross-selling to middle market customers.

Snr. Representative / Key Account Manager, RECORDATI PHARMACEUTICALS, UK. May ••••• Dec •••••
Re-launch of Zanidip (lercanidipine) for hypertension. Recovered and built lost vital accounts. Provided managerial oversight to the entire sales cycle, from account profiling and customer needs identification to performance evaluation for target specific promotion.
Secured formulary reinstatement at two main teaching hospitals and a primary care trust account.

Neuroscience Hospital Specialist, BRISTOL-MYERS SQUIBB PHARMACEUTICALS, UK. March ••••• May •••••
Successfully managed pre-launch campaign and new product launch of Abilify in key $••••• million antipsychotic market - including the Institute of Psychiatry and the Maudsley hospital.
Achieved record •••••% unrestricted formulary inclusion status within 1 month of product launch, which accelerated In & Out-patient demand and uptake.
Ranked 1st for sales performance nationally; exceeded sales target (•••••% IMS vs. mean of •••••%) and revenue growth by adopting strategies that hastened clinical guidelines review processes, and engaged with clients in multiple mental health units to drive product demand.
Received Star Award for proposing changes which led to new marketing strategy for Abilify.
Leadership and teambuilding: served as regional medical education champion and regional sales force communications coordinator. Coached and delivered training and orientation programs for newly hired staff.

Cardiovascular Hospital Specialist, BRISTOL-MYERS SQUIBB PHARMACEUTICALS, UK. May ••••• Feb •••••
Gained formulary approvals for Plavix, Avapro/Avalide, and Lipostat. Successfully liaised to develop clinical guidelines, pathways and protocols to achieve key positioning within main accounts
Received Spot Award for identifying and creating new customer segment; Stroke Clinical Nurse Specialists. Initiative adopted nationally.
Interim Area Business Manager; monitored and evaluated performance for entire business area. Coordinated and successfully aligned area business plans to corporate objectives.
Managed cross-functional team of 9 staff in highly competitive environment.
Instrumental during Plavix launch for Acute Coronary Syndrome; developed accounts that contributed to making Plavix a standard product for cardiology interventions through strong account management; including building and managing key relationships among cardiologists, hospital consultants, nurse specialists and pharmacists.

Senior Healthcare Specialist (Feb ••••• May •••••), HealthCare Specialist (Aug ••••• Jan •••••)
IVAX PHARMACEUTICALS LTD. LONDON, UK.
Account management of generic, branded patented-equivalent drugs and the Easi-Breathe drug delivery device. Sold to primary and secondary care, primary care trusts and pharmacy accounts. Managed two new product launches.
Displaced competitor and gained better positioning for expansion of Easi-Breathe device by facilitating cost saving switch to Easi-Breathe at GP practices; this helped entrenched pull-through form hospital In and Out-patient environments.
Consistently increased market share and attained sales growth of c•••••% (IMS). Established the Easi-Breathe device as first choice Breath actuated inhaler. Successfully launched Dromadol (tramadol) for pain management and Peptac (sodium alginate.) for dyspepsia / gastro-oesophageal reflux.
Interim Regional Business Manager; managed team of ••••• healthcare specialists.


Education

Diploma in Management, Henley Business School, UK.
MSc Insect Science, University of London, UK.
BSc (Hons) Biological Sciences, University of Science and Technology, Ghana.
Medical Representatives Certificate, Association of British Pharmaceutical Industry.
Code of Practice (Sales) Certificate, Association of British Pharmaceutical Industry Institute.

Multi-cultural Experience:
Has lived in the United States, United Kingdom and Ghana.
Explored world cultures through travel to France, Germany, Spain, Canada, Bermuda, Kenya and South Africa.

Advanced computer skills in Microsoft Office (Word, Excel, PowerPoint, Outlook); Experienced in Customer Relationship Management (CRM) systems. Has strong expertise with quantitative data sources (e.g., IMS).