Sales Management Executive eager to contribute exceptional business development,

training and development, and operations leadership expertise toward supporting  a dynamic organization in optimizing bottom-line performance.

 

 

Seasoned background in sales management, managed market development, business planning, compliance, and key account management with specialization in the pharmaceutical industry. Extensive team-building and leadership expertise with particular strengths in large-scale staff training and development; able to motivate, coach, teach, inspire and develop top-performing sales representatives and business development teams. Excel in creating and implementing local, regional and national marketing strategies and tactics which significantly expand market penetration.

 

Selected Achievements:

 

         Designed, implemented and administered highly effective HIV/HBV training initiatives throughout U.S.

         Proactively steered new U.S. CV/MET operational changes to enhance communication and productivity.

         Adeptly managed Preferred Logistical Vendors inclusive of contract administration and compliance, and assisted corporate compliance attorneys in on-boarding for numerous sales organizations.

         Led more than 50% of Houston West District team members to earn recognition as Great Performers and win incentive trips in 2,000, 2001, 2002 and 2003.

         Handpicked as Region Team Captain during deployment of new automation solution for sales force.

         Led Houston district to consistently rank among top 10% in 2001, 2002 and 2003.

         Chosen as Pinnacle Winner in 2001, 2002 and 2003 based on exemplary sales performance.

         Recognized as STAR and Vision Award Winner in 2001 and 2002.

         Piloted Diabetic retail initiative with local pharmacies within Houston West District which constituted a 163% increase in OAD portfolio.

         Served as Team Leader for Tequin, which realized most successful launch in antibiotic history for pharmaceutical industry.

         Grew market share by 14% above local, regional, and national goals for Pravachol, Avapro, Avalide, Glucophage, and Plavix as former Cardiovascular Specialist for Bristol-Myers Squibb, quickly ranking among top 10% specialists in the U.S.

         Among top performers nationwide in 1993, 1994, and 1995 and won multiple incentive trips.

 

 

Bristol-Myers Squibb, Plainsboro, New Jersey, 1999 to Present 

Associate Director, HIV U.S. Patient Community Affairs Team  (2010 to Present)

         Spearhead U.S. Patient Advocacy Organization by formulating innovative and strategic sales solutions while tightening alignment of business model with division goals.

 

Associate Director, U.S. HIV / HBV Training             (2004 to 2007)

         Directed team in administering training in Sustiva, Atripla & Baraclude products via workshops, manager development programs, and 20+ new learning systems.

 

Continued

 

 

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Professional Experience continued

 

Senior Manager, U.S. Promotions Programs Compliance        (2004 to 2007)

         Oversaw full spectrum of vendor relationships inclusive of contract compliance, logistics performance, speakers, speaker payments, UAT, and roster processing.

         Resourcefully developed and implemented corporate vendor compliance training curriculum. 

         Devised and instituted effective business processes to considerably heighten quality of medical education provided by company s vendors.

 

Manager, U.S. Sales Promotions          (2003 to 2004)

         Coordinated sales operations for Plavix and Avapro/Avalide brands requiring cohesive and collaborative efforts with management personnel across multiple departments.

         Led One Source and SFO Communications for entire field sales organization. 

         Contributed to driving quantitative and qualitative market research to strengthen brand tactics, and assisted marketing teams in creative concept development and promotional message development.

 

District Business Manager        (2000 to 2003)

         Provided strategic direction and sales leadership for Houston, Texas District comprised of up to 15 sales representatives.

         Orchestrated new product launches, cost-effectively administered $135K promotional budget, and continually propelled revenue growth from existing products. 

         Expanded district from 4 to 12 sales representatives, proficiently recruiting, training and coaching staff to exhibit productivity and performance excellence.

 

Manager / Associate Manager of Training & Development, CV/NID Products         (1999 to 2000)

         Exercised exceptional team leadership expertise to plan, design, and implement training programs, manuals and materials for Pravachol, Tequin, Glucophage, Avapro, Avalide, and Plavix brands among CV and NID sales force nationwide.

         Successfully trained and evaluated over 1,200 sales representatives.

         Played a key role in launching Delta project which seamlessly aligned company s long-term goals for computer automation, samples automation, product education, call productivity, and training & development, and district/regional product and territory growth.

 

Prior Background:

 

Cardiovascular Specialist, Bristol-Myers Squibb, Memphis, TN, 1998 to 1999

National Account Manager, Managed Care Division, Smith-Nephew Richards, Memphis, TN, 1996 to 1998

Senior Sales Account Manager / Account Executive, Bristol-Myers Squibb, Memphis, TN, 1989 to 1996

 

 

M.B.A., Business Administration C University of Phoenix, 2004             GPA: 3.89

 

B.B.A., Marketing C University of Memphis, Memphis, TN

 

 

National Association of Pharmaceutical Sales Representatives

 

National Institute of Pharmaceutical Trainers

 

 

 

 

 

 

 

 

Date

 

 

 

Hiring Agent Name

Company

Address

City/State/Zip

 

Dear _________________:

 

Are you seeking a highly accomplished and award-winning Management Executive to support your company in maximizing revenues and market share?  I am currently exploring new opportunities, and am interested in joining your company.  To acquaint you with my qualifications, I m submitting my resume for your review.  In advance, thank you for your time and consideration.

 

As demonstrated, I offer substantial experience in pharmaceutical sales with numerous achievements in management roles and staff training and development. I excel in formulating strategic sales plans, tactics, promotions and solutions which consistently attain or exceed targets, and have played an instrumental role in several marketing projects and initiatives aimed at heightening brand awareness and market share. I also bring to you outstanding technical, prioritization, analytical, communication, and presentation skills which are vital in a sales management capacity.

 

As a member of your leadership team, I will consistently display an excellent commitment to driving revenue growth, and a dedication to playing a large role in achieving and surpassing market share goals. I am eager to meet with you to discuss how my qualifications support your current and forthcoming needs, and welcome the opportunity to interview at your earliest convenience. 

 

Professional regards,

 

 

 

Yyyyyy x. yyyyyy

 

 

 

 

 

 

 

 

 

 

 

 

Date

 

 

 

Interviewer s Name

Title

Company Name

Address

City/State/Zip Code

 

Dear__________________:

 

It was a pleasure (speaking with you/meeting with you) on [insert date here]. I would like to take this opportunity to thank you for the time you spent with me, as well as to express my appreciation for the information you offered. I am still very interested in the <insert job title> position, and I am convinced that it is the right job for me. I feel my background and qualifications prepare me well for the challenges and responsibilities we discussed.

 

The position as you described it to me would combine my strong skills in [insert two skills or qualities here].  This would allow me to make the same valuable contribution to your organization as I ve made to my past employers a win-win proposition for both of us.

 

(Choose one of the two paragraphs below, depending on whether or not you have, or have not yet, interviewed with the person)

 

(I am eager to meet with you in person to further discuss my background and qualifications. Please feel free to contact me at the above phone numbers so we can continue the discussion we began over the telephone.)

 

(Again, thank you for considering my qualifications. I enjoyed our talk, and am available at any time to provide you with any more information you may need. I look forward to hearing your decision.)

 

Sincerely,

 

 

 

Yyyyyy x. yyyyyy