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Sales Manager technical pharmaceutical

Work Experience

Areks Aug 00 – Present
Management Consultancy specialising in Sales & Marketing Management issues in the pharmaceutical and healthcare industry.
Consultant Aug 00 – Present
Training Consultant developing and delivering sales and marketing management training programmes to clients in the UK and overseas.

EFDEX UK Ltd Aug 99 – Aug 00
E-commerce business solutions for the food and drink industry.
Regional Sales Manager / Customer Training Manager Aug 99 – Aug 00
Management of 7 customer executives in a start up e-commerce business.
Locum Regional Director, co-ordinating the activities and tactics of 8 Regional Managers.
Acting as communication conduit between head office and regional teams, for strategy and tactics. Setting up projects within the Northern RM group as required.
Constructed and implemented Performance Management for Customer Executives and Regional Managers.
Created and implemented Performance Standards for customer Executives and Regional Managers.
Involved in beta testing of internet/satellite based business solution at all levels, from training, installation with customers, customer selection, policy and procedures.
Formed partnerships with call centre to identify, target and book appointments with right customers for the business.
Responsible for all aspects of end-user training

NOVARTIS PHARMACEUTICALS UK Ltd 1990 – May 99
Major, international and UK, ethical, research-based pharmaceutical company.
National Sales Manager - Cardiovascular Feb 98 – May 99
Leading a team of 1 Hospital Development Manager and 12 Hospital Representatives working with marketing and medical to achieve business objectives. .
Managed redeployment from 21 to 12 reps, and 2 to 1 manager, (April 1998) to support new product launch in different division.
Gained budget and internal support for core competency and coaching program implemented by Development Manager, to improve skills and behaviours of salesforce.
Organise and plan educational development for key customers; CV 2000 branded meetings, working with an agency and internal customers to produce attractive and innovative content, budget of £214,000
Co-ordinate attendance of customers at International Meetings.
Developed company salesforce career structure in line with HR policy and procedures. Presented to whole Novartis Salesforce at conference Sept 98 and implemented from April 1999 .


National Sales Manager - Immunology Jan 94 – Feb 98
To lead a team of 1 Hospital Development Manager, 10 Specialist Hospital Representatives in Transplantation, Dermatology and Rheumatology therapeutic areas.
1994, Sandimmun (CyA) 99% target, £39.2m, 1995 Neoral and Sandimmun 101% target £44.8m.
Member of cross functional team (marketing, medical, pharmacovigilance, sales, logistics) which launched NEORAL, line extension of CyA to overcome generic competition. Neoral achieved 122% of target in 1st year, (£7.8M). Combined Sandimmun and Neoral 101% target. (£44.8m).
Programmed development of new 1st line manager by setting standards and expectation for salesforce skills.
Developed business culture in a traditionally technical sales team by changing knowledge, skills and behaviours.
Regional Sales Manager (North West England) 1990 – Dec 93
(Sandoz Pharmaceuticals)
Management of team of 10 sales GP representatives to achieve sales targets within agreed budgets.
Top region for promoted products 1993.
Lamisil tabs123% target, Lamisil cream 138% target, Climaval 121% target, Sanomigran 95% target. All products 109% target.
Promoted to Immunology Hospital manager Dec 1993.

INNOVEX HOLDINGS Ltd 1988 – 1989
Major UK based contract hire pharmaceutical sales company.
Training Manager 1988 – 1989
Working on contract to Allen and Hanbury’s, training and developing selling skills , knowledge and business skills in a group of 10 representatives.

LILLY INDUSTRIES 1983 – 1988
Major UK based contract hire pharmaceutical sales company.
Medical Representative 1983 – 1988
Promotion of ethical pharmaceuticals to GP’s and hospital doctors
Top representative for hospital antibiotic.
Selected to work on pre launch activities of anti depressant (Prozac)

HUDDERSFIELD HIRE CENTRE 1980 – 1983
Plant Hire Manager 1980 – 1983
Daily running of small plant /van hire business.

Education

BSc Microbiology (Chelsea College, University of London) 1980
GCE ”A”Levels (x 3); GCE “O”Levels (x 6)

ABPI exam; Henley management course; Stratpharm; Coaching; Advanced computer course - Windows NT, Word, Excel, Lotus notes

Languages

English

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