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Date Created: 12/22/15
MIKE CILELLA Morgantown, WV 26501 304-284-0131 email@example.com SALES MANAGER / REPRESENTATIVE Key Accounts / B2B / B2C / Medical Devices / Pharmaceuticals / Training / Oncology / Marketing / Best Practices / Consultative Sales / Vendor Control / Product Launch / Compliance / Regulation As an award winning senior medical and pharmaceutical sales professional, I deliver strong results in highly technical and changing markets. By developing channels and identifying opportunities with individual customers or Fortune 1000 companies, I generate new and repeat business while capturing market share and customer loyalty. Whether launching new products, strengthening product families or presenting on-site education, I ensure all customers are well informed. Creating demand for products is a special skill of mine and my strengths include: Developing and executing successful sales campaigns built on self-developed strategies Delivering superior training and education to clients, customers and employees Increasing vendor effectiveness Analyzing market conditions to grow sales in declining markets I earned my MBA from West Virginia University and my BS is from Butler University. My communication skills enable me to create innovative sales that win customer contracts where others fail. I meet the most demanding sales goals and routinely perform against tight deadlines. I close contracts in highly regulated environments. SELECTED ACHIEVEMENTS Revamped sales territory successfully. Post-merger consolidation forced Genentech to realign all sales territories. Analyzed new market and found the smaller areas that were incorporated caused the new region to be in the lower 1/3 of company results. Built relationships and moved sales results into the top rankings of the company. Launched new product and captured large market share. Selected to build new Genentech territory. Learned product application and secured meaningful client relationships. Grew sales from zero to $25M and finished 106% and 108% to plan in first two years. Designed, implemented and managed new B2C channel. New Genentech product was launched to meet small office needs. Set pilot tracking program. Grew trending standards and drove sales in excess of $50M. Recaptured market share. Competitor flooded market with confusing cost savings information. Developed a true product customization comparison. Nearly doubled national market share through third party representations. Increased sales in underperforming Genentech territory. Territory market share slipped from 98% to 40%. Selected to reverse the downward trend. Wrote new business plan, targeted key accounts and converted 22 accounts back into the Genentech fold. Returned market share to nearly 100%. CAREER SUMMARY Genentech, Inc., a $14B biotech and pharmaceutical division of Roche. Senior Clinical Oncology Specialist, 2005 to Present. Direct oncology sales for patients, hospitals and doctors. Create product demand through education and training. Senior Clinical Hospital Representative, 1994 to 2005. Provide sales and services to all hospital departments. Deliver education on product use. Expand add-on sales, build relationships and manage $15M budget. Operating Room Sales Manager, BioMet Orthopedics, 1991 to 1994. Provide implant key account sales. Sold B2B and B2C equipment, soft goods, hardware and disposables. Converted operating rooms to BioMet standards. Marion Laboratories, a $500M pharmaceutical distribution company. National Key Accounts Manager, 1984 to 1990. Promoted to control all sales to national clients. Customers include Fortune 1000 drug, food, wholesale, broker and distributor networks. Field Sales Representative, 1980 to 1984. Managed presentations and sales of prescribed and OTC products. Personal Interests: I am active in my community and I enjoy golf, sports, cooking and fine wine.
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