Weak men believe in luck, strong men
believe in Cause and Effect. To partner with a leading pharmaceutical organization where 12+ years in the pharmaceutical
industry and a diverse management skillset will meet the needs of your company. As my resume
reflects, I have strong experience in building winning teams, making analytics relevant and
building solution based strategies that reduce costs, maximize efficiency, and incorporate a
check and balance to ensure success. I believe in leading by serving those who report to me and
coaching them to become their best. Having the proven ability to quickly turn around struggling
teams, implement innovative effective solutions, and overcome even the most challenging
situations through collaboration, have enabled me to earn the trust and respect of my teams and
leadership. My current role will soon require relocation. I have been offered an opportunity to
advance in the organization to a director level, however I am interested in learning what other
field based opportunities are available where my experience can bring value and an opportunity
to continue my personal growth and development.
MS Office, photo, video, and advanced analytic
programs, Strategic problem solving, Coaching, Mentoring, and an avid reader of sales books
Bobby is that "one in a million" manager that every company looks for in their
Richard Johnson, SR.
VP Sales and Sales Training, Entera Health
Winner of 3 consecutive Circle of Excellence Awards.
Annual Performance rating of "Outstanding," as a region manager.
Managed all Entera Health sales regions (4) to support business needs and at
request of Sr.
Directly Hired 35% of current sales force in regional manager role.
Directly Managed over 85% of the current sales force.
Directly Hired, Mentored, and assisted in promoting 2 individuals to region
Partnered with Senior VP to create, build, and implement an objective sales
management platform including field reports and annual reviews.
Took on a product management role brining a new product to the sales
Primary contact with co-promotional company and team lead with
cross-departmental implementation of systems, processes and resources to
launch to sales force.
Worked with Sr.
Leaders to develop, build and launch a custom CRM to
understand customer beliefs and how to change them.
PHD level advanced Training process to sales force.
HOT 25," development
and implementation team.
Team lead for Map My Customers, a routing tool customized to increase rep
access to customers and maximize efficiency in the field.
Designed and built a territory data review process, that guided all sales reps
through using IMS data to gain deep analytical knowledge or their customers
prescribing choices and identify where sales activities are most effective.
Back end tools gave manager a overview of key focus areas of reps.
Designed and implemented the "POP Quiz".
This tool was created to ensure
retention and implementation of knowledge learned in a national sales force
presentation of Dr.
Robert Cialdini's Principles of Persuasion.
Created and trained "Filtering through persuasion," to provide reinforcement
of "Principles of Persuasion," training to the sales force.
Taught at National
Partnered with Data and Analytics department to identify and implement key
strategies to sales force, custom reports, and review tools for region
2016 Sample Strategy saving over $500,000 dollars in sample expense and
making significant change in sample strategy to meet key corporate sample
Created Field Surveys for marketing department.
Collaborated with marketing department to reduce clinical Reprint cost
($7000 per print cycle).
Principles of Persuasion Certification and Advanced Mentoring.
Supported the training department in IST, field initiatives, and processes.
Collaborated with Medical Affairs and MSL team to support territory
Regional Sales ManagerSep 2013 to Current Company Name
Provided support and leadership, to every region within Entera over the past 3 years (4 Regions).
Sales have moved from flat to 38% growth for 10 consecutive quarters.
Developed national key
opinion leaders and led national focus on Integrative Medicine targeting.
Key Personal accomplishments: 3X consecutive Circle of Excellence winner, the highest award
given in the industry for top sales.
Received an "outstanding," annual review rating for 2015, Directly
managed over 85 percent of Entera Health sales force, directly hired 35 percent, Directly hired and
mentored two of 4 current regional managers, Identified opportunities leading to significant
reductions in company expenses.
Through team collaboration built the standards, tools, and
processes that are the accepted national norms today for field expectations and manager
Built and Led sales training presentations at National sales meetings, regional meetings,
and initial sales training.
Built strong mutual relationships across all departments and organizational
leadership, Served others through a leadership role.
Pharmaceutical Sales RepresentativeApr 2006 to Aug 2013 Company Name
Pharmaceutical Sales RepresentativeApr 2004 to Apr 2006 Company Name
Recipient of the "Pace Setter Award," a peer voted award for service to others throughout initial
IST peer base of 50 representatives.
Santarus (4yr), and Sanofi-Aventis (6mo).
Key Personal accomplishments: Endo: Ranked in top 20
percent of 169 national territories, Built the only territory to have a higher market share than primary
competitor in the nation, Served on Endo technology pilot team launching iPad based CRM to sales
force (a rare opportunity for contract representative).
Santarus: Ranked in top10 percent of national
sales force at contract close, Served on Data Champions Committee (DCC) providing data and
analytics training to peers.
Sanofi-Aventis: Moved territory from 171st to 58th during 6-month contract.
All contracts were left due to expiration and in good standing for future opportunities.
B.S, Organizational Management2001Tusculum College East Tennessee State University － City, StateOrganizational Management
2000ETSU College of BusinessPi Kappa Alpha Fraternity.
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Tusculum College East Tennessee State University
ETSU College of Business
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