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Director of Sales/Business Development Resume Example

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DIRECTOR OF SALES/BUSINESS DEVELOPMENT
Summary
Top performing sales and marketing development professional with award winning excellence in exceeding quotas, expanding market share, driving organizational growth and profitability in the pharmaceutical and biotech industry. Expertise in all phases sales, buy and bill, marketing, strategy implementation, coaching and counseling, market assessment and implementation, sales analytics, resource allocation, closing, and follow-up. Strong ability to align sales processes effectively with leading-edge technologies; build sales teams and organize meetings to achieve buy-in on key directives. Proven ability to partner with customers in helping them achieve their goals. AREAS OF STRENGTH District/Regional Sales Leadership Complex Product Sales Planning & Execution Business Development Customer Relationship Management Product/Brand Management Strategies District Leadership/Performance Management Sales Analytics and Resource Allocation Managed Care Contracts and Negotiations
Experience
Director of Sales/Business Development, 01/2009 to Current BioPharma Advisors － Raleigh, NC
  • Work with pharmaceutical and biotech companies to solve their sales, marketing and commercial business challenges.
  • Proficient as a top revenue-generating performer in all aspects of business development and sales process, new business development opportunities, sales strategy implementation, competitive analysis, analysis for RFP's, leadership and performance management, managed care, brand positioning, payer relations, risk management, drug safety, product education and customer relationship building.
  • Improve Sales Force management and optimize CRM for pharmaceutical, biotech and specialty companies.
  • Assist clients with advanced customer engagement strategies to grow accounts and increase productivity.
  • Work with the Thought Leaders who are critical to keeping products and services front-of-mind with decision makers.
  • Map out a comprehensive, effective message through marketing channel integration and sales alignment.
  • Other areas of expertise: Payer and Reimbursement Strategy Buy and Bill Managed care contracting, payer relations and marketing RFI/RFP development Wholesale Distribution/Trade Development Hospital/ Channel sales.
DIVISION MANAGER, 01/2008 to 01/2009 PDI, Inc － Raleigh, NC
  • Oversaw all sales and marketing of the specialty division with 21 direct reports located in multiple states.
  • Leveraged strong background in selling pharmaceutical products and devices in creating targeted market presentations.
  • Established a diverse and focused team by providing staff leadership, motivation, and training by creating new sales processes for the first commercialization effort.
  • Key highlights.
  • Realized a 15% increase in market share and surpassed more than 100% of sales quota.
  • Selected to serve as a team member on the Marketing Advisory Council.
PHARMACEUTICAL ACCOUNT MANAGER, 01/2007 to 01/2008 BioPharm Communications － Raleigh, NC
  • CONTRACTOR).
  • Oversaw entire sales and marketing process to meet the needs of sales and marketing project orders.
  • Developed sales, marketing and training programs designed to reach and engage healthcare providers in the pharmaceutical and biotech industry driving prescription behaviors of HCP targets.
  • Partnered with pharmaceutical sales and marketing teams to grow sales and market share.
  • Key highlights.
  • Achieved ROI of greater than 3:1 on all accounts.
  • Increased revenue within key accounts by over 15%.
NEUROSCIENCE SENIOR DISTRICT MANAGER, 01/2006 Avanir Pharmaceuticals － Raleigh, NC
  • Charged with directing all sales and marketing activities throughout the Mid-Atlantic region.
  • Oversaw the field marketing and sales promotion for company products as well as key opinion leader development.
  • product did not receive FDA approval*.
  • Key highlights.
  • Established and cultivated a strong and diverse team with a focus on teams through motivation, leadership, sales training, and establishment of sales processes for expanding sales teams.
AREA SALES MANAGER, 01/2001 to 01/2006 Novartis Pharmaceuticals － Raleigh, NC
  • NEUROSCIENCE.
  • Supported all pharmaceutical sales and marketing activities for Neuroscience division.
  • Directed all marketing and field sales promotions of company products.
  • Provided coaching, training and development of professional sales representatives.
  • Ensured managed care access and contract implementation.
  • Key highlights Consistently finished in top 10% of sales force every year Drove sales and market share by more than 10% year-over-year.
  • Increased market share on all products through the development of strategic territory business plans.
  • Served as a field sales management representative on the Pharmaceutical Marketing Advisory Council and Executive Leadership Committee.
  • Recognized as Area Sales Manager of the Year in 2002 and 2003, with Top Area for growth in 2004 and 2005 Earned #1 ranking in sales performance for stimulant therapeutic category for three consecutive years.
PHARMACEUTICAL DISTRICT SALES MANAGER, 01/2000 to 01/2001 Organon, Inc － Raleigh, NC
  • Direct and lead pharmaceutical sales and marketing initiatives for neuroscience and the women's health division.
  • Oversaw multiple areas of sales specialist for promotion of products for healthcare industries and providers.
  • Key highlights Top District in sales and market growth for 2000 and 2001.
  • Spearheaded and the development and implementation of territory business plans, resulting in a 10% increase in market share.
  • Assisted in developing alliances within nursing home systems, generating over $500k in new sales.
DISTRICT SALES MANAGER - SPECIAL ACCOUNTS MANAGER, 01/1995 to 01/1999 GlaxoWellcome － Research Triangle Park, NC
  • Promoted throughout the Pharmaceuticals group with positions of increasing responsibility.
  • Trained, developed, and mentored field sales representatives.
  • Created strategic business and marketing plans for sales markets, which included Federal Government, Veterans Administration, Department of Defense, and Managed Care.
  • Drove revenue and secured new contracts by developing and implementing new strategies and plans.
  • Managed pharmaceutical sales and field marketing activities for specialty division.
  • Coached, trained and developed field sales representatives.
  • Analyzed impact of promotions, trade development, and funding agreements to ensure top profitability with minimum impact on sales and margin.
  • Created new vendor processes for company sales of medical device and test.
  • Designed new national dermatology marketing plans and strategies for pharmaceutical brands as Brand Manager.
  • Successfully reduced product delivery time from 1 week to two days through the implementation of new policies and processes.
  • Recognized with #1 District Sales, Respiratory (1998-1999), Anti-infective (1998), Steroid Market Growth (1998-1999).
  • Led the pre-launch of dermatology products for field promotions, which led to pricing reimbursement and program development of pharmaceutical brands.
  • Developed marketing plans that increased product line sales by 37.5% over two years in dermatology products.
  • President's Club winner 3 times for outstanding sales achievement.
Education
Bachelor of Arts: Business Management Valdosta State University － Valdosta, GA Business Management Finance for the Non-Financial Manager
Medical Marketing Certification University of California － Los Angeles, California
Leadership Development Certification Greensboro, NC Institutional Preceptorship Program, Institutional Preceptorship, UNC Hospital System, Chapel Hill, NC Marketing Brand Defense versus Generics, International Pharmaceutical Conference, Orlando, FL
Skills
business development, business plans, coaching, competitive analysis, contracts, Council, CRM, clients, delivery, dermatology, directing, driving, FDA approval, Finance, Financial, focus, Government, Leadership, Leadership Development, marketing plans, marketing, Market, marketing and sales, access, 2000, NEUROSCIENCE, new business development, nursing home, performance management, policies, positioning, presentations, pricing, processes, program development, promotion, relationship building, RFI, RFP, risk management, safety, selling, Sales, sales management, Sales Manager, sales training, Strategy, strategic, training programs
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Resume Overview

Companies Worked For:

  • BioPharma Advisors
  • PDI, Inc
  • BioPharm Communications
  • Avanir Pharmaceuticals
  • Novartis Pharmaceuticals
  • Organon, Inc
  • GlaxoWellcome

School Attended

  • Valdosta State University
  • University of California

Job Titles Held:

  • Director of Sales/Business Development
  • DIVISION MANAGER
  • PHARMACEUTICAL ACCOUNT MANAGER
  • NEUROSCIENCE SENIOR DISTRICT MANAGER
  • AREA SALES MANAGER
  • PHARMACEUTICAL DISTRICT SALES MANAGER
  • DISTRICT SALES MANAGER - SPECIAL ACCOUNTS MANAGER

Degrees

  • Bachelor of Arts : Business Management
    Medical Marketing Certification
    Leadership Development Certification

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