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New Business Development
High-Volume Sales / Marketing
Strategic Business Planning / Analysis
Team Buxxxxxxding / Training
Expert Sales Pitching / Closing
Customer Relations / Follow Ups
National Sales Expansion
Client Relationship Management
Multimxxxxxxlion-Dollar Budget Control
- Use Sharp Commercial Awareness to Deliver Profitable Area Sales / Marketing Plans
- Excel at Analyzing Client Needs and Identifying Multiple Lucrative Growth Opportunities
- Achieve and / or Exceed Goals by Developing and Implementing Results-Generating Methods
- Skxxxxxxlful at Defining Strategies for Capturing New Customers and Developing Existing Client Base
- Buxxxxxxd Knowledge with Participation in Ongoing Seminars, Training / Development, and Workshops
- Proven Abxxxxxxity to Drive Leads, Recognize Market Trends, Deliver Presentations, and Negotiate Contracts
Oncology Area Manager
Capitalize on the opportunity to lead forward-thinking oncology sales operations for hereditary cancer genetic testing interacting with various fields of oncology and surgery, including mentoring and managing a top-performing team of 8 direct reports (account executives) who collectively work to meet and / or exceed area objectives.
Proactively participate in various task forces, including an Analytics Task Force in 2015, a Promotion Task Force in 2015 and 2016, a Performance Management Team in 2013 and 2016, and a New Hire Training Team in 2016.
Promoted 4 account executives in FY2012, 2 in 2013, and 1 in 2015.
Recognized with 3 account executives winning President s Club status in 2013, and 4 in 2012.
Achieved #1 status in the nation in 2013, and won President s Club and Manager of the Year honors.
Regional Business Manager Respiratory
Strategically steered regional sales initiatives for 12 high-performance representatives based in Xxxxxx, Wisconsin, Michigan, and Indiana tasked with marketing Alvesco and Xopenex famxxxxxxies, including serving as a member of the DM Optimization Task Force across a team of 8 managers assigned to profitably redefine and enhance the top DMs role.
Supported a Leadership Development department in creating leadership training sessions for national DM meetings.
Generated a 2010 year-end ranking of 2nd in the Central Area.
Successfully launched Alvesco in 2008 with a 129% quota attainment.
Assisted the Sales Training department in training 3 classes of new hires.
Honored with multiple competitive Values Matter Awards for leadership skxxxxxxls.
Collaborated with managed care teams for contract implementation and pull-through.
National Sales Director Oncology ￨ Hepatology ￨ Transplant ￨ HIV ￨ Dialysis ￨ Rheumatoid Arthritis
Utxxxxxxized broad scope of industry knowledge toward coordinating and managing expansion to a national presence in respective disease states whxxxxxxe managing current salesforce driving toward a 2007 sales growth of 25% across 3 years.
Expertly developed and implemented comprehensive processes to strengthen organization s infrastructure, along with designing and developing tools to collectively improve strategic and tactical planning to achieve objectives.
Demonstrated sharp analytical abxxxxxxities toward managing a 2007 sales budget of $35+ mxxxxxxlion, a 2007 sales expense budget of $520,000+, a 2006 sales budget of $30+ mxxxxxxlion, and a 2006 sales expense budget of $500,000+.
- Buxxxxxxt cross-functional teams through territory realignments in all disease states to enhance sales growth and GPs.
- Developed and implemented IMS and NDC integration, and developed all marketing materials to grow business.
- Negotiated contracts with pharmaceutical manufacturers and an in-house legal department resulting in lower COGS.
Created marketing alliances for pharmaceutical manufacturers educational initiatives for greater market penetration.
Andrea J. Andrade ￨ Page Two ￨ (xxx-xxx-xxxx
National Sales Director Oncology ￨ Hepatology ￨ Transplant ￨ HIV ￨ Dialysis ￨ Rheumatoid Arthritis
Reduced labor costs by 10% and boosted distribution by 10%.
Improved customer service through implementation of enhanced training.
Led new MCR position adding 4 mxxxxxxlion covered lives representing a 50% increase in lives covered.
Achieved 2006 sales growth versus 2005 of 16% in oncology, 5% in hepatology, and 131% in dialysis.
Implemented a 2005 cost savings / expense reduction program to achieve a 34%, or $103,000, reduction.
Increased monthly call average 40% via implementation and management of a sales call reporting system.
Achieved 2007 YTD sales of 44% in oncology, 2% in hepatology, 73% in rheumatoid arthritis, and 41% in dialysis.
Overhauled an ineffective sales expense tracking system improving organization-wide sales budget management.
Hepatology Division Manager (2000 2005)
Applied strong leadership talents toward coordinating and managing expansion, training, and oversight of a new Hepatology salesforce for Pegasys launch, including training, mentoring, and managing a team of 8 Specialists, 1 Clinical Specialist, and 2 Hepatology Medical Directors whxxxxxxe effectively hiring and training 2 large-scale sales divisions.
Directed $30 mxxxxxxlion in DDD non-retaxxxxxx sales accounting for 22% of regional sales (largest dollar volume division in region) and $32 mxxxxxxlion in retaxxxxxx sales for 26% of regional sales (additionally largest dollar volume division in region).
Led market expansion initiatives across screening and education efforts with the Access Community Health Network and the African-American population in South Xxxxxx, as well as Minneapolis ALF and Access Works in Minneapolis.
Collaborated with state government affairs and state public aid departments for placement on state formularies.
Placed and successfully pulled through Pegasys on major MCO formularies.
Achieved 65% Pegasys market share in 2005, and achieved 70% VA market share.
Cost-effectively allocated a high-volume annual division marketing budget of $500,000.
Led and implemented Phoenix protocol (transplant protocol) with Pegasys Medical Director.
Identified and developed Pegasys national thought-leaders in Xxxxxx and Minneapolis markets.
Developed 2 HCV Specialists for placement in DSM intern program (2002), and a third in DSM program in 2005.
Collaborated with marketing teams to develop an MD consultant program, along with collaborating to develop and implement a survey study at UIC for exclusive use of Pegasys in Hepatitis C treatment.
Developed and implemented a depression protocol through Epi-Q with 6 high-decxxxxxxe Peg-Intron prescribers to successfully achieve a market share growth of ~70% among study sites.
Liaised among the Pegasys Medical Director for placement of Roche studies, RLIRPs, and various projects within the division to place 7 clinical studies and 15 key sites.
Primary Care Division Manager (1999 2000)
Led targeted oversight of a profit-generating contracted salesforce integrating division into Roche corporate culture, including enhancing product knowledge and sales excellence whxxxxxxe buxxxxxxding working relationships with other divisions.
Collaborated with a managed care team for formulary placement of Rocephin in hospitals and managed care organizations, and developed a divisional business plan in alignment with regional and national business plans.
Successfully ranked in Top 5% in national sales.
Personally coordinated 12 territories in Kansas and Missouri.
Led a contracted Innovex salesforce promoting Xenical, Rocephin, Tamiflu, and Demadex.
Division Manager Intern (1999)
Contributed experience in performing division management duties for representative field trips, including working with representatives development goals and sales skxxxxxxls, organizing meetings, and interviewing potential new hires.
Completed Division Manager I training involving targeted selection and coaching, including working with Business Unit Manager in coordinating and implementing new hire orientations for training representatives in sales skxxxxxxls.
Successfully planned and led valuable field trip days with representatives with the business unit.
Recruited and interviewed new hires for future contract PC salesforce and current avaxxxxxxable roles.
Planned, coordinated, and presented sessions for division meetings and breakouts at national meetings.
Andrea J. Andrade ￨ Page Three ￨ (xxx-xxx-xxxx
Cardiovascular Specialist (1998 1999)
Expertly developed position via expansion of high-volume sales for Coreg, Xenical, Tamiflu, and Demadex by establishing business relationships with regional wellness directors, cardiovascular rehab units, and heart faxxxxxxure clinics.
Collaborated with Cardiovascular Clinical Liaison implementing marketing and clinical initiatives, including training representatives, identifying cardiology sites, and submitting physician-initiated protocols for cardiovascular studies.
Spearheaded strategic efforts with Primary Care Clinical liaison and account manager in working with area wellness directors for education on Xenical and Tamiflu for wellness screenings, along with coordinating in-services with the Cardiovascular Clinical Liaison in cardiac rehabxxxxxxitation units for Xenical, Coreg, Demadex, and Tamiflu.
Honored with Special Achievement Award in 1999.
Trained new Roche representatives on Coreg and Demadex to develop sales skxxxxxxls.
Developed and led Coreg and Demadex training sessions at business unit and division meetings.
Medical Representative (1997 1998)
Buxxxxxxt and sustained productive operations by training and mentoring a results-focused team of new representatives on cardiovascular disease states, including additionally training staff on quality Posicor, Tasmar, and Ticlid products.
Expertly led development efforts to enhance sales skxxxxxxls, product knowledge, and rapport buxxxxxxding among clients.
Created a Posicor objection sales tool for the business unit for companywide implementation.
Launched Posicor with the goal achievement of 189% through May 1998 to rank 2nd in the nation.
Received Special Achievement Award in 1997, and participated on Product Knowledge Team in 1997 and 1998.
Medical Sales Representative
Played a vital role in aggressively promoting cardiovascular, pulmonary, and antibiotic products to PCPs, cardiologists, pulmonologists, allergists, and pediatricians whxxxxxxe boosting results by forming and coordinating Topeka Pharmaceutical Representative Association and effectively serving as an elected Vice President (1997 and 1998).
Developed and led a medical malpractice educational program format for companywide implementation.
Achieved annualized sales of 100% and 108% of forecast for 1992 1995.
Appointed to Performance Excellence Panel in 1997 representing district and region.
Launched calcium channel blocker in 1996 to lead the nation, region, and district 20% by EOY.
Launched a new class of asthma therapy contributing 20% of district s total sales and 25% of all prescriptions.
Bachelor of Arts in Communication Studies
Extensive Training Cardiovascular Disease Patient Care
Chxxxxxxdren s Tumor Foundation Xxxxxx Marathon Participant (2014)
American Liver Foundation London Marathon Participant (2003 ￨ 2005)
Excellent Professional References Provided Upon Request
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