solution sales executive resume example with 20+ years of experience

Jessica Claire
Montgomery Street, San Francisco, CA 94105 (555) 432-1000,
Career Focus

Results-oriented leader seeking a position in procurement that utilizes my experience in the healthcare industry as well as knowledge of pharmaceutical operations, sales, and marketing. Expertise in developing client relations and driving strategic business decisions including program and material purchasing, rebate contracts, and vendor digital and data sales.

Summary of Skills
  • Process development
  • Complex problem resolution
  • Strategic planning
  • Data mining
  • Value analysis
  • Project management
  • Ranked as a top performer, averaging 130%+ above sales quota in 2013
  • Developed solution oriented contract and on negotiation team that resulted in a win with a global pharmaceutical manufacturer for a multi-year $5.5 annual revenue contract

Professional Experience
2013 to Current Solution Sales Executive Cargomatic | Charlotte, NC,
  • Develop new business for patient-centric analytics providing product expertise and sales leadership to identify & qualify revenue opportunities.
  • Proactively manage the selling process, and close sales in new and existing accounts.
  • Facilitated 1+m competitive win-back and expanded data in Master Service Agreement for major client Exceeded sales goal in 2013 and first 2 quarters in 2014; 9m sales annual sales quota
  • Recognized for 100%+ sales club for 2013 Initiated new business within payer marketing strategic decision makers.
04/2012 to 2013 Director, Strategic Accounts Natus Medical Incorporated | Schaumburg, IL,
  • Reporting to Heidi Anderson, VP Strategic Accounts
  • Consultatively identify and confirm client needs and construct a unique, compelling value proposition and solution that is performance-based.
  • Establish and cultivate strong relationships within executive level accounts.
  • Cultivated agency relationships: CMI/Compas, Brandzone, Closerlook Prospected and opened $1.5m new business opportunities: Baxter, Actient, Akorn Established new brand team relationships at Abbott: HUMIRA, LUPRON, ANDROGEL, CREON
  • Cultivated new relationships with executive level decision makers Created solutions for $6m new business and resulting in 122% increase in 2013 client investment Identified key stakeholders, budget decision makers and secured, planned, and presented at executive client meetings.
09/2000 to 03/2012 District Sales Manager Salem Communications | Independence, OH,
  • Provided leadership and sales coaching of brand strategy to direct reports of pharmaceutical and specialty sales professionals focused on employee engagement and individualized development.
  • Focused on exceeding sales targets through business development opportunities and tactics to grow market share within key accounts.
  • Achieved $18m sales revenue portfolio and exceeded sales target goals for product launches in district of four major brands PULMICORT RESPULES 128%, Highest in Region surpassing National PPO, CRESTOR 100% (43K annual incremental NRx growth), ONGLYZA™ 102%, KOMBIGLYZE XR™ 328%.
  • Strong analyzing of third party data to set objectives, ensure sales forecasts and operational budgets are met while planning and implementing marketing strategies focused on prospecting and targeting customer needs.
  • Received Leadership Award taking extra district responsibility, 22 sales representatives, during critical time of new sales team expansion resulting in both teams increased new Rx share and region rank.
1998 to 08/2000 Managed Markets Account Director Syneos Health, Inc | Dallas, TX,
  • Developed strategic business plan to support full corporate product portfolio including customized marketing plans contract negotiations for Midwest regional and national affiliated managed care executives, PBM, GPO, IHN, PPO and government accounts increasing portfolio sales by 25%.
  • Contract negotiation resulting in highest bid to sign ratio of 78% implemented contracts that increased market share and sales for diverse and complex product portfolio (GI, CNS, CV, Respiratory, Oncology).
  • Designed account selling activity across cross-functional team through appropriate collaboration, managed care training, strategic and tactical direction to sales managers and their direct reports within AstraZeneca and alliance partners.
04/1996 to 11/1998 Promotions Manager AstraZeneca | City, STATE,
  • Management of RFP and selected vendors to accomplish programs that increased profitability for premier brands
  • Applied corporate strategy to increase national and global presence through strategic relationships with executives including C-level at national associations and nationally renowned academic thought leaders.
  • Executed a 14-million dollar budget through partnership programs with national medical associations, national trade shows, national symposia, and key opinion leader national and international advisory meetings and HCP programs.
05/1993 to 03/1996 Pharmaceutical Sales Specialist AstraZeneca | City, STATE,
  • Engaged and identified client needs of physicians, hospital decision makers, pharmacists, nurses, and managed care groups, while executing brand strategy for cardiovascular and gastrointestinal pharmaceutical products.
  • Provided state-of-the-art, value-added services to Health Care Professionals resulting in #1 generating sales volume territory in region.
  • Selected to participate in the South Chicago Customer Unit 1996 strategic planning process.
  • Consistently achieved over plan sales results with final 1996 YTD percent to plan achievement PRILOSEC® 117.10%, PLENDIL® 145.36%.
  • Invited to participate in headquarters brand team field insight meetings.
Expected in to to MASTER OF BUSINESS ADMINISTRATION | Marketing & Advertising Illinois State University, , Illinois GPA:
Expected in to to BACHELOR OF SCIENCE | Marketing & Business Administration Illinois State University, Normal, IL GPA:

Professional Affiliations

President, American Marketing Association


Business development, Contract Negotiations, Relationship Management, RFP, Selling, Strategic Planning, Purchasing

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Resume Overview

School Attended

  • Illinois State University
  • Illinois State University

Job Titles Held:

  • Solution Sales Executive
  • Director, Strategic Accounts
  • District Sales Manager
  • Managed Markets Account Director
  • Promotions Manager
  • Pharmaceutical Sales Specialist



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