Highly successful sales executive with vast experience in the pharmaceutical and health care industries. Outstanding record of performance building and leading sales organizations, led team from 50th percentile to #1, and individual sales team members achieved #1, #2, and #3 national ranking. Excel in business development through analyzing the marketplace, assessing trends, and creating strategies based upon market needs. Specialize in closing deals, leveraging relationship building strategies and the ability to effectively read potential clients and customers. A sound business acumen and track record provide the base for a fluid transition between industries in the sales and business development arenas.
The third largest global pharmaceutical manufacturer, based in Paris, France. Specializes in selling prostate cancer products, erectile dysfunction treatments, and recently transitioned to a diabetes portfolio.
Responsible for selling urology specialists on the benefits of prescribing the company's portfolio of products while managing 10 direct reports in five locations and overseeing $900,000 in expenses and samples.
Guided the sales team to improve performance from consistently ranking in the 50th percentile to the #1 Urology District Sales Team in the nation.
Leveraged team building and goal setting to dramatically improve sales team morale, resulting in national rankings by salespeople of #1, #2 and #3.
Opened new sales channels for multiple business units by persuading senior level management and legal counsel to reconsider the interpretation of a new state law.
Coached an employee to overcome discipline problems and improve low performance, resulting in the individual becoming the #1 sales professional in the nation.
Established weekly direction for the sales force by developing a weekly Monday morning voicemail, describing performance as it compared to metrics.
NATIONAL MARKETING PRODUCT MANAGER (2006 - 2008)
Worked with Directors and several vendor teams to develop managed care strategies and tactics. Delivered strategies for several business units, including U.S. managed markets, CNS Specialty Sales, and Primary Care Sales.
Contributed to a 9.1% growth in prescribing behavior by developing a new product training program for the Central Nervous System (CNS) sales team.
Better positioned a product for search engines by creating a new website for Rilutek that provided the latest information for neurologists, patients and caregivers.
Successfully developed 50+ projects annually for two products, while simultaneously working with as many as 20 vendors and managing a budget of $4 million.
Significantly improved and updated an 11-year old creative campaign for a product treating amyotrophic lateral sclerosis (ALS), effectively increasing in the return on the late lifecycle product.
NATIONAL PROFESSIONAL SALES TRAINER (2004 - 2006)
Product Champion in sales training, with primary responsibility for Ketek, a new antibiotic for the treatment of respiratory infections.
Reduced training costs and the time required for classroom training by developing interactive training tools, cutting the process from three to two weeks.
Raised the bar for sales professionals by organizing a committee to coordinate the development of a role-playing certification course designed to simulate real selling situations.
SALES PROFESSIONAL (2001 - 2004)
Sold the benefits of the company's product portfolio to primary care physicians and specialists. Conducted lunches and speaker programs to educate customers on product values.
Exceeded sales expectations by greater than 103%, leading to being rewarded the 2004 Ring Award; one of the company's highest sales honors.
Successfully developed and presented new concepts in "Utilizing Key Medical Leaders" to a newly created sales force of 125 sales professionals.
BLUE CROSS BLUE SHIELD OF TENNESSEE - JACKSON, TN 1995 - 2000
BENEFITS CONSULTANT
Employee benefits company providing health and life insurances, as well as 401k and disabilities coverage to businesses.
Sold employee benefits programs to employers by negotiating with corporate leadership and union employees.
Held large meetings at each new account to explain the benefits to employees and assist in enrollment.
$1 million profit earned for the company, leading to receiving an award for sales excellence.
Prompted the institution of the first customer resource manager (CRM) program for the company by briefing the
President and National Account Representatives on such software.
Successfully mediated between owners and the national labor union to sell a major health and life benefits contract to a large shirt manufacturer.
Led detachments of Marines on various military assignments. Provided strategic and tactical direction to the air defense of high value targets.
Effectively led the Special Operations Air Defense team through multi-national operations, including during military action in the Bosnia and Herzegovina conflict.
Developed a much-needed set of procedures for the maintenance, service and inventory of highly technical and complex radar communication equipment valued at $6 million.
Contributed to a successful mission with no security breaches by developing and training a squadron on security measures in preparations for a special operations deployment to Columbia, South America.
Master of Business Administration (MBA) - Finance
Jones International University
Bachelor of Arts - Psychology
University of Memphis
Master Financial PlannerTM, Registered Business AnalystTM, Certified Asset managerTM
Fellow of the American Academy of Financial Management
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