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Date Created: 12/22/15
Larry DeFrancisco Rehoboth, Delaware 19971 (610) 608-7847 |email: email@example.com |LinkedIn: Larry DeFrancisco D IRECTOR B USINESS D EVELOPMENT S ALES Business Development Professional with wide-ranging success in sales, sales management. Relationship builder, door opener, hunter and sales closer. Success rooted in the ability to comfortably and effectively reach, sell and influence C-level decision-maker perception. Collaborating effectively with key alliance partners to negotiate, influence and effect win/win strategies. Have passion and enthusiasm for influencing the work culture to support the organizations vision and mission. Enjoy creating a vision for the business, synthesizing a mission for the organization and motivating the team to accomplish those goals. Likeability, intelligence, persuasiveness, trust and a great work ethic. Creates & Conducts proposal presentations, RFP responses, pricing, contracts and deliverables. Team player with an “all hands on deck” attitude, Improving & Resolving Issues with Challenging Customers High-Impact Professional Presentation Skills, Client Relationship Building, Loyalty & Retention Building Trust-Based Relationships, Responsible for Revenue & Profitability Objectives Adaptable, adept in adjusting to fluctuating markets and circumstances Career history demonstrates ability to quickly get up to speed in new settings Able to hit the ground running to deliver immediate and long-term results. Core Competencies Relationship Building ~ Strategic & Tactical Planning ~ C-Level Interactions ~ Sales Planning Pharmaceutical Marketing & Market Research Sales ~ Strong Presentation Skills ~ Project Management Skills Database Management ~ Strategic Thinking ~ Cross-Functional Collaboration ~ Continuous Client Development Cold Calling ~ Prospecting ~ Door Opener ~ Hunter ~ Closer SELECTED C AREER H IGHLIGHTS Business Development Healthcare Sales Professional accomplished in pharmaceutical-biotech sales, marketing and management, medical education sales, KOL development, medical marketing research sales, physical therapy-occupational health-rehabilitation marketing, durable medical equipment sales, OTC product promotion, orthopaedic sales as well as Senior Healthcare Industry sales and marketing. These assignments generated $30,000,000 personally over 10 years. Authored Strategic Business Development Plans and secured more than 60 face-to-face client meetings within 12 months, yielding over $9,000,000 in delivered sales in my tenure – Vice President, Business Development with MCKESSON HEALTH SOLUTIONS, a custom pharmaceutical marketing/promotions consulting division of McKesson Corp.. Spearheaded the entire sales lifecycle and achieved sales goals of over $15,000,000 – Vice President, Business Development with TVG MARKETING RESEARCH, INC., a leading provider of promotional marketing solutions and custom qualitative and quantitative market research for pharmaceutical sales organizations. Achieved significant year-over-year sales growth through increases in RFP revenues; $3.1 million in RFPs in 2003 resulting in delivered sales of $1,900,000 and $4.8 million in RFPs in 2004-2005 resulting in sales of $4,100,000 in delivered sales – Senior Director, US Pharma Sales with INFOMEDICS INC., leading provider of business solutions focused on optimizing healthcare interventions and promotional brand developments throughout the pharmaceutical drug lifecycle. Surpassed all assigned sales quotas by exceeding more than 100% year after year spanning six years- 2006-2012 – Business Development Sales with SUNOVION PHARMACEUTICALS, specialists in biotech/pharmaceutical products. LARRY DEFRANCISCO | firstname.lastname@example.org | PAGE TWO P ROFESSIONAL E XPERIENCE DELMARVA HEALTHCARE GROUP , Lewes, Delaware | January 2012 – present Managing Partner: Business Development Marketing, Sales, Consulting Services. Business Development Sales Professionals representing pharmaceutical, biotech, durable medical equipment, medical marketing research, and medical education industries. Our success is rooted in the ability to influence C-level decision-maker perception and decisions, collaborating effectively with key alliance partners to negotiate, influence and effect win/win strategies. Strong consultative selling skills. Persuasiveness, building customer loyalty and building strategic working relationships. Leadership development, career development and talent management. SUNOVION PHARMACEUTICALS, Marlborough, Massasschutts | March 2006 – June 2012 Business Development Sales Executive: Aggressively navigated product presence and increased overall script writing by physicians and associated healthcare professionals; Managed the territory in an efficient and orderly manner, ascribing to principles of key physician/account prioritization, daily call reporting, and sample accountability. Developed and maintained a physician universe and territory operational plan designed for efficient coverage/call back frequency of high volume physicians, hospitals, pharmacies, and other key customers. Excellent product knowledge and consultative selling skills. Responsible for contributing to the revenue and profit goals within the assigned geography. Maintained compliance with external and internal standards of excellence of DPMA, AMA, PhRMA Codes of Conduct. Performance recognized with Circle of Excellence Awards 2009 & 2010 and Territory Sales Partner of the Year 2007 & 2008. INFOMEDICS, Boston, Massasschutts |2003 – 2006 Senior Director, US Pharma Sales: Led business development initiatives. Interacted with pharmaceutical clients regularly to learn about their strategic business issues, and ultimately provide sales promotional solutions and sales reporting solutions. Developed new clients and strengthened current account business using a proactive approach. Focused on presenting client solutions across key areas such as Sales Operations, Sales Management, Field Sales Force, Marketing, and Managed Markets. MCKESSON HEALTH SOLUTIONS, Horsham, Pennsylvania | 2001 – 2003 Vice President, Business Development: Premier provider of electronic healthcare transaction processing services.Utilized syndicated quantitative database consisting of market, physician, and patient level data to develop promotional marketing programs with new pharmaceutical clients and grow client account business. Served as sales/marketing lead person in the areas of Marketing Communications and delivered presentations to C-level decision-makers. Fostered cross-functional collaboration among McKesson divisions to support client centric needs, serving as central liaison. TVG MARKETING RESEARCH INC., Ft. Washington, Pennsylvania | 1996 – 2000 Vice President, Business Development: Specialized in working with stakeholders at healthcare and pharmaceutical clients, analyzing their strategic business issues, and providing them with custom marketing solutions. Strengthened business among existing clients. Directed development of RFP’s, final reports, and formal presentations. Assumed a leadership role of our sales efforts. Expanded, developed, trained and directed a new 5 person marketing/sales team MILITARY DUTY included Field Artillery Specialist with UNITED STATES ARMY. E DUCATION Bachelor of Science – Business Administration PHILADELPHIA UNIVERSITY, Philadelphia, Pennsylvania
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