Randy E. Dossat
6845 Antler Court. Las Vegas, NV 89149
H (702) 645-7767 C (702) 250-9350
E-Mail: dossatdm[at]aol.com
HIGHLIGHTS OF QUALIFICATIONS
ï¶ 18 Years as an Outstanding Division Sales Manager, 15 Years Leading Hospital and Specialty Representatives in California, Arizona and Nevada.
ï¶ Have Launched Several Products and Medical Devices where my Team has led the Region and the Nation in performance through a Strong Combination of Leadership, Management and Technical Expertise.
ï¶ Representatives that I have Hired, Developed and Motivated are Division Managers, Account Managers, Home Office Trainers, Directors and Vice Presidents in the Industry.
ï¶ Effective in Promoting a Positive, Productive Work Environment.
ï¶ Because of my Outstanding Communication Skills, I have been a Speaker for U.C. Berkeley Worldwide and US Pharma Sales Pro.
ï¶ I have Led my Teams through 6 Major Realignments with two Major Pharmaceutical Companies Keeping Them Focused on the Business.
ï¶ I have been a Market Advisor to several Product Teams because of my Superior Medical Knowledge in areas like Infectious Disease, Anesthesia, Cardiology, Neurology, Rheumatology and Endocrinology.
ï¶ In-depth Knowledge of Managed Care in the West and its Effect on Products, Diagnostics and Medical devices.
PROFESSIONAL EXPERIENCE
Genentech, A Member of the Roche Group 4/1997 – Present - Hospital, Specialty, Primary Care Division Sales Manager, Nevada, California and Arizona
• 2009 August sales ranking for Boniva, 1 of 8 divisions in region for % growth, 6 of 61 divisions in nation for % growth, 1of 8 divisions in region for volume change, 8 of 61 divisions in nation for volume change. This was accomplished through a focus on Managed Care Messaging to high volume customers.
• 2008 August sales ranking for Boniva 1 of 8 divisions in region for % growth, 4 of 61 divisions in the nation for % growth, 1 of 8 divisions in the region for volume growth, 3 of 61 divisions in the nation for volume growth. This was accomplished through High Frequency calls on top 10% of the highest Volume customers.
• 2007 ranked #1 of 8 divisions in the region, #1 of 61 divisions in the nation for % growth of Tamiflu. This was accomplished through Evidenced Based Selling to the High Potential customers.
• 2006 Converted City of Hope, 4nd largest account in the nation, to Mycamine, 2.5 M, finished #1 in $ volume growth in the nation. This was accomplished by an intense focus on the Infectious Disease Department, Pharmacy and the Critical Care department with Education and Cost Effectiveness. Selected as a counselor for InterSpect DSM training and Advanced Sales Training for Experienced Sales Representatives
• 2005 Sales Achievement Award for Managerial Courage and Sales Results for Boniva Launch. Winner of the Boniva Market Share Launch Contest “Be the ONE†division in the West for the nation. This was accomplished by Strategically Targeting Customers that could write immediately.
• 2004 #1 of 11 divisions in the region, 4 of 75 divisions in the Nation for Dollar Volume Change for Rocephin in the Hospital Market, 183.4% True Growth. For Kytril an antiemetic Share Change was 175.0% in the hospital market.
• 2003 Presidents Club Award Winner and Regional Stretch Trip Winner. Finished #1 out of 9 divisions in the region and #3 out of 101 in the Nation with $1.5 million in true growth. Finished #2 out of 9 divisions in the region both Volume and Percent change for Xenical. Finished #3 out of 9 divisions in the region for Share change for Kytril.
• 2002 Converted a major three hospital system (VHS) that generated an additional $600,000 in Rocephin sales. Awarded Special Achievement Award for successfully converting the largest hospital in HCA (Sunrise), an increase of $500,000 in sales. My Division was number one in the XeniCare Enrollment Contest for the region for all of 2001and 2002 winning the overall prize. Number 1 in region in Xenical sales in 2003.
Roche Laboratories Prior to Major Realignment of 6/2001
• Roche went from 3 Sales Forces overlapping to one Geographical and Laid Off 1000 Sales Representatives and 100 Division Sales Managers in June of 2001.
• Directed a team 14 people in California and Nevada (10 Hospital reps, 2 Medical Center reps at Stanford and UCSF, 2 Kaiser Managed Care reps). Exceeded sales expectations in 1998 and 1999. Received the 1999 Special Achievement Award winner.
• Market advisor for three Hospital products, Versed, Kytril and Demadex.
• Developed and promoted eight representatives to Specialty Care and Management positions.
• Organized a unique Roche only sponsored national two-day National Acute Care Symposium for four years and secured funding ($250,000) from the home office Product teams.
• Successfully developed and implemented Pre launch, Launch and Post launch plans for several new products or new indications in acute and chronic care areas. Tamiflu, Xenical, Posicor, Demadex, Versed, Romazicon, Rocephin, Xenical, EC Naprosyn, Toradol.
• My division led the Business Unit in sales for Tamiflu, Xenical and Posicor. Number one Sales Division in Posicor, Xenical and Tamiflu for launch in Region, top 10 in nation
• Developed sales skills training and therapeutic preciptorships for both new and experienced sales representatives at UCSF, SFG, Stanford and Oakland Children’s.
DuPont Professional Experience
1996-1997 DMPC Associate Director of Engineering & Maintenance Garden City NY
 Provided direction for new facilities design and the day to day operation of a pharmaceutical
Manufacturing plant.
 Identified and designed a system for sanitizing the purified water system, critical to plant operation using Iodine as the sanitizing agent to kill microbial organisms in the system.
 Insure compliance with FDA, DEA, EPA, OSHA, GMP and DuPont Merck safety standards.
 Oversee Contractor demolition of old facilities and new construction to specifications.
 Installing plant wide Preventative Maintenance and Energy Conservation Programs.
1992-1996 DMPC Associate Business Director Northern California and Nevada
 Lead the region in sales growth of key promoted products (COUMADIN, SINEMET CR PRINIVIL AND REVIA) Launched REVIA in new market and CARBEX in generic market.
 Hired and developed 15 representatives, 8 who were promoted to leadership positions within the company, one rookie of the year, and three Executive Council winners.
 Maximized use of resources and realigned territories to drive PTOI to 117% of goal.
 Developed field training program for new representatives that included a finance course for sales representatives.
 Directed sales team to all time high quota attainment and won the Leadership Council award, the highest sales award in 1994.
 Launched a new patient management system, COUMACARE that built strong relationships with key customers in managed care markets.
 Implemented new sales incentive compensation system, a 360-degree performance system program.
 Implemented the de-centralization of the sales organization that reduced the number of districts and territories.
1991-92 DMPC District Manager San Francisco, CA
 Awarded the 1992 Vice Presidents Leadership Award for effectively handling employee performance and establishing a “Performance No Excuses†attitude in my team
 Exceeded Quota on two key products 111% and 124%.
 Built a strong team environment through a Ropes course, district newsletter and district picnic and spending 80% time in field with sales representatives.
 Coordinated the first regional managers meeting, as well as several district sales meetings.
 Developed representative’s skills through preceptorships, sales assertiveness training, account assignments and a buddy program matching new representatives with experienced representatives.
 Lead sales in promotion of RADIOPHARMACEUTICALS, IV PERSANTINE, and CARDIOLITE in teaching hospital markets.
 Successfully launched Sinemet CR by building strong relationships with key thought leaders to lead the district to #1 sales in the country. 1991 District of the year. 1991 Sales Achievement Award.
 Set up and arranged for showing of “Awakenings†for AZ Parkinson’s Foundations.
 Developed EP preceptorship at University of Arizona Medical Center while promoting ETHMOZINE and BREVIBLOC.
 Successfully promoted MOBAN, TREXAN and SYMMETREL to psychiatry market.
 Set up several speaker programs, grand rounds, seminars and started a pharmaceutical sponsored M&M anesthesia conference for the residents at Maricopa County Hospital.
 Started up a new program for sales representatives to get home office experience for a temporary one month assignment. This program is for high performers that have the potential to grow into leadership positions.
 Exceeded sales in 1990, Sales Achievement Award, District of the Year.
1986-90 DuPont Pharmaceuticals, Sr. Professional Sales Representative Arizona
 Increased analgesic (PERCOCET, PERCODAN, ZYDONE, NUBAIN, and NUMORPHAN) sales in Tucson market, and had a dramatic 1200% increase in one product. I received sales achievement award for exceeding quota. I also promoted cough/cold products (HYCODAN, HYCOMINE, HYCOTUSS, TESSALON, and SYMMETREL). I co-promoted TAGAMET with Smith Kline.
 First representative in district to sell quota of Coumatrak’s - a pro time monitor for physician’s offices.
 Launched VERSED new IV drug for conscious sedation and got it added to all hospital formularies in a short time frame.
 Selected by peers as District MVP in 1988. Awarded Sales Achievement in 1988.
 Successfully promoted HESPAN in anesthesia and surgery markets as well as VIASPAN for organ transplantation.
 Volunteered in emergency rooms and physicians providing care to indigent patients to improve my medical knowledge.
1984-86 DuPont, Human Resources Manager, Belle Plant, WV (1500 employees)
 Handled all hiring for plant non-exempt employees and local pay determination.
 Implemented a Corrective Action Program for problem employees which required training of 150 first line supervisors and resulted in improved communication and performance.
 Successfully represented the company in several termination cases at Unemployment Compensation hearings and Human Rights Commission hearings.
 Coordinated the plants response to an OFCCP compliance review which resulted in a handshake agreement and positively impressed the investigating officer as noted in final report.
 Administered the plants EEO, AAP, Substance Abuse program and approved local treatment centers.
 Administered Benefit and Pension programs and conducted seminars for new employees and retirement planning.
 Identified key individual and job competencies for engineers and managers for improved performance, which led to a personal tool for development training( McBer Study).
1982-84 Production Supervisor Belle Plant, WV
 Set all time production records increasing yields by 133% of standard.
 Trained new operators on the operation and safety of running a process handling hazardous chemicals.
 Installed new pH control microprocessor that improved yields by 6%.
 Improved area housekeeping and safety so there were no environmental incidents.
1982-1984 Contract Administrator, Off Plant Formulating and Packaging Supervisor, Warehouse Supervisor
 Completed Velpar Gridball campaigns and coordinated the disposal of 1.2 million pounds of hazardous rework material. Shut down process and sold equipment VS. being scraped.
 Successfully coordinated the formulation and packaging of Benlate, Delsene, Benlate OD, benomyl tech and Benlate PNW on time and under budget Improved warehouse operating efficiency by installing a new dock, improved lighting, and implementing a new storage and identification system on plant.
 Successfully negotiated lower rates for off plant storage and handling of 55 gal. drums and square foot storage. Minimized leased space and disposed of unneeded warehouse inventories.
1980-82 Technical Project Engineer, Belle Plant, WV
 Automated packaging line eliminating five manual positions and resulting in $350,000/yr. cost savings.
 Designed new carton that saved $150,000/yr. at one plant, this design became the standard for the company’s packaging lines.
 Identified high noise areas and installed new equipment that eliminated ear protection areas by reducing noise levels to acceptable standards.
Public Speaking
U.C. Berkeley Worldwide Speaker for Chugai, Taisho and Kyowa Hakko Japanese Pharmaceutical Companies, US Pharma Sale Pro
• Pharmaceutical Advanced Management Program Topics -, Selection and Training of US Pharmaceutical Representatives, 1998,1999, 2000, 5/2002
• US Pharmaceutical Sales Activities, Value Added Relationship Selling,, 7/2002
• Sales Territory Planning, Territory Management, Medical Office Calls
Education
MBA - Master of Business Administration, University of Phoenix
BSChE - Bachelor of Science in Chemical Engineering, University of Toledo
EMT - Emergency Medical Technology, Pima Community College
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