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VP/Director of Sales & Business Development
With extensive, and very successful, executive-level leadership experience (to include: Vice President of Sales & Business Development, Director of Sales Operations and Regional Sales Director) I am seeking a ”Vice President/Director of Sales & Business Development” position, and an opportunity to lead a team of goal-oriented professionals to significant short term success and extensive long term growth. In addition, with a proven, consistent track record of developing and leading very successful sales and cross - functional teams, creating strong client partnerships and, consistently, surpassing all annual sales goals, I offer the following expertise and overall capabilities in assisting with and contributing to the continued success of your organization.
Advertising Sales Agent
About Me
Industry: |
Sales & Sales Management |
|---|---|
Occupation: |
Advertising Sales Agent |
Highlights: |
National Awards and Honors: • “Rookie of the Year” • “Representative of the Year” • “Vice President’s Cabinet Award” • “Regional Account Manager of the Year” • 3-time recipient of the “Customer Choice Award” • 2- time recipient of the “Quality Award” • 6- time recipient of the “Representative of the Quarter” Award * "50 Fastest Growing Companies in Utah" Award |
Ideal Companies: |
Pharmaceutical, Health Care, CRO, Biopharmaceutical, Insurance |
Education level: |
Bachelor |
Will Relocate: |
Yes |
Location: |
Mapleton, UT |
Work Experiences
10/2007 - Present
(private)Director / VP
- • Surpassed sales goals to achieve “50 Fastest Growing Companies” in Utah, award. • Established Business Development step processes for new client identification, site qualification visits, IMPAX presentations and ACT utilization. • Tripled new client base, and joint studies, with numerous large pharmaceutical organizations, CROs and other research sites. • Diversified clinical trial implementation into numerous new “therapeutic” areas. • Created new physician referral program and associated compensation. • Expanded business opportunities/clinical trials to international pharmaceutical market.
1/2007 - 10/2007
Jean Brown Research
Director / VP
- • Initiated new, short and long term strategic direction with phase II & III clinical trials and identified specific sales revenue goals for Business Development. • Developed new advertising and recruitment campaign through billboards, movie theater ads, large employers and university newspapers. • Created new joint, partnership opportunities with CROs, outside consultants and NYU academic research site. • Increased new study contracts and revenues by 20% in 10 months.
10/2004 - 1/2007
Pfizer Inc.
Manager
- • Established new, multi-$million contracts and initiated new educational programs with numerous Western Region accounts, including Kaiser Permanente and various other HMOs/ Medicare plans. • Coordinated “first ever” clinical trials in both colorectal and breast cancer, with Kaiser Permanente oncology division. • Achieved “Tier One” unrestricted/preferred formulary status for all cancer and ophthalmology drugs at Kaiser Permanente and with all major Medicare carriers, including Noridian. • Initiated new, joint selling strategies with both Oncology and Specialty Markets Sales Managers.
10/2000 - 10/2004
Pfizer Inc.
Manager
- • Developed new “Great Lakes” Region for NHO - hired all 35 Regional Account Managers/Managed Markets Managers and created respective sales goals for 8 states. • Initiated and oversaw all new “Medicaid” contracts for Pfizer US. • Supervised all contracting, sales, training and $multi-million budgets for 35 mid-level Managers in the Great Lakes Region. • Coordinated all sales objectives & Business Plan goals with Sales Managers, Disease Management Teams and pharmaceutical co-promote partners. • Consistently surpassed all product formulary and annual sales goals. The Great Lakes Region was ranked #1 in sales, 2 out of 4 years, with “three year” contracts established in all major accounts.
10/1998 - 10/2000
Pfizer Inc.
Director / VP
- • Oversaw all National & Regional contracts, sales, training, $multimillion budgets, awards, etc. for National Healthcare Operations (NHO) – approximately 150 Managers/Marketing Specialists. • Coordinated all sales objectives & Business Plan development with internal departments. (Legal, Finance, Disease Management, Marketing, etc.) • Implemented new, joint co-promote opportunities with all external partners and initiated successful acquisition/transition of Warner Lambert & Pharmacia Managed Care Divisions. • Led “Cross-Functional” team, including eleven internal Sales Directors, and worked directly with NHO Vice President to develop the strategic direction and pull-through initiatives for each respective division. • Solidified three year contracts with largest 14 National MCOs, leading to 75% of all Pfizer National sales.
10/1997 - 10/1998
Pfizer Inc.
Director / VP
- • Trained over 3,000 Regional Account Managers, District Managers and sales representatives in all facets of managed care, leading to a 65% increase in physician access and MCO-related sales. (Training sessions included 50-300 individuals, at any given time). • Created several new training concepts, including video vignettes, to identify and address customer needs, and an extensive, MCO terminology handbook for all 12 divisions. • Received Training award for improving Sales Force understanding of managed care markets, by 75%.
6/1993 - 10/1997
Pfizer Inc.
Manager
- • Negotiated over 20 multi-$million pharmaceutical contracts with large managed care organizations. (To include all territory accounts, BCBS, Group Health, Kaiser, etc.) • Implemented continuous, successful sales initiatives with ten District Managers and surpassed formulary/sales goals all four years. • Confirmed three year contracts with all major HMOs and developed significant long term partnerships with key individuals and accounts.
10/1990 - 6/1993
