JOHN D. LAWRENCE 802 Wyndham Hills Drive • Lexington, KY 40514

(859) 221-2456 • jdlaw1963@hotmail.com

SENIOR SPECIALTY PHARMACEUTICAL SALES REPRESENTATIVE

Awards: 4-Time Vice President’s Cabinet Award Winner • 2-Time District Sales Representative of the Year 3-Time Sales Representative of the Quarter • 2-Time Champions for Customers Award Winner (Top 12% in US)

Achievement-driven Senior Pharmaceutical Sales Representative with a successful 24+ year record of experience, consecutive national awards, leadership recognition, accomplishments, and top U.S. rankings with industry leading companies including Sanofi, Taro Pharmaceuticals, Pfizer, Merck, and Wyeth Laboratories. Background includes a diverse record of experience calling on multiple physician specialties, long-term care facilities, and hospital/institutional accounts. Consistent career success can be demonstrated by achieving 188% of quota during first six months of new product launch in 2015 and generating 113% of 2014 goal attainment which was 19% above national average. Strengths: • Clinical, educational & relationship-based selling • Developing/implementing product launch campaigns • Influencing prescribing habits of target physicians • Exceeding and maintaining territory market share • Consistently exceeding annual sales quotas • Increasing sales and minimizing competitive penetration • Understanding insurance reimbursement issues • Maximizing sales call reach/frequency with key accounts

PROFESSIONAL EXPERIENCE SANOFI, Lexington, KY 2013 – Present

Senior Metabolic Institutional Account Representative. Currently accountable for increasing prescription growth for the self-injectable insulin product portfolio (Lantus, Toujeo, Apidra) with 400 long-term care accounts and a large geographic territory covering Kentucky and West Virginia. Held previous responsibility for calling only on hospitals and large healthcare systems. Generate prescription growth through clinical selling, maintaining products on long-term care formularies, assisting with pull-through with group purchasing organizations, and building relationships with multiple call points including pharmacy directors, clinical pharmacists, hospitalists, directors of nursing, and medical directors. • Won 2015 Champions for Customers Award (CFC) for ranking in Top 15%. • Continued to drive 2015 sales growth by achieving 118% goal attainment across the entire product portfolio. • Launched Toujeo in 2015 and achieved 188% to quota for prescription volume and ranked #1 in US for market share

within six months of launch. • Won 2014 Champions for Customers Award (CFC) for ranking in Top 15%. • Achieved 113% goal attainment for entire portfolio in 2014 which was 19% above national average of 94%.

TARO PHARMACEUTICALS, Lexington, KY 2009 – 2013 Senior Professional Medical Representative. Assigned to an expansion territory with stagnant sales and was successful in launching new products and increasing prescription growth by calling on dermatologists throughout all of Kentucky and parts of Indiana and West Virginia. Exceeded expectations and won awards for sales performance with Calcitrene and Topicort (eczema and psoriasis medications) as well as Flopred (steroid) and Ovide (anti-parasitic).

• Named 2013 District Trainer for the Mid-Atlantic District based on outstanding sales performance. • Launched Flopred in 2011 and ranked in Top 10% based on total prescription volume in Q4. • Won Calcitrene “Go For It!” contest for prescription growth in Q2 2011. • Selected as District Representative to attend the West Virginia Dermatologic Society Meeting representing four states. • Voted by peers to represent the Mid-Atlantic District at the National Sales meeting to present new product details to the entire sales force. • Generated 116% of quota for Ovide in 2010. PFIZER, INC., Lexington, KY & Cincinnati, OH 1998 – 2009 Senior Professional Healthcare Representative. Earned multiple awards during 11 year career that included six years in

Cincinnati and five years in the Lexington markets calling on a diverse range of specialties (psychiatrists, cardiologists, endocrinologists, internal medicine, pain management specialists) and major hospitals including Bethesda Hospital and University of Cincinnati Medical Center. Increased sales for some of the top medications in each of their respective categories including Lipitor, Viagra, Zyrtec, Zithromax, and Accupril.

• Four-time Vice President’s Cabinet Award winner (2007, 2004, 2001, 2000) for sales goal attainment. • Two-time District Sales Representative of the Year Award winner in 2004 and 2001. • Three-time Sales Representative of the Quarter Award winner, twice in 2004 (Q1 & Q3) and once in 2001. • Ranked in the Top 5% for Celebrex growth in a national contest.

JOHN D. LAWRENCE – PAGE 2

PFIZER, INC., Senior Professional Healthcare Representative (continued): • Selected by district peers to the Regional Vision Team. • Won 2006 “Get After It!” contest for expanded market share of Aricept beyond National/Regional averages. • Contributed to winning District of the Region Award in 2002, 2001, and 2000. • Recognized as a 1999 Convention Winner-Chicago-Pri-Med Midwest-Accupril. MERCK & CO., Lexington, KY 1997 – 1998 Cardiovascular Specialist. Increased sales and achieved national recognition for increasing prescription growth for the

cardiovascular portfolio by calling on cardiologists, endocrinologists, and internal medicine specialists. • 1998 Convention Winner-Atlanta-ACC National Meeting. • 1997 Convention Winner-Orlando-AHA National Meeting. WYETH LABORATORIES, Lexington, KY 1992 – 1997 Territory Specialist. Generated prescription growth for diverse product portfolio including an NSAID, nerve pain &

antidepressant medication, and antiarrhythmic agent by calling on wholesalers, retail pharmacies, hospitals, and specialty physician clinics.

• Awarded 1995 District Sales Rep of the Year for Effexor sales. • 1994 Convention Winner-Salt Lake City-Cordarone. • Won 1993 Incentive Trip to the Cayman Islands for Lodine sales. Military Experience: Company Commander, UNITED STATES MARINE CORPS RESERVES, Knoxville, TN 1987 – 1999

• Achieved rank of Major.

EDUCATION

M.S., Education – TROY UNIVERSITY, Troy, AL

B.S., Social Science – WESTERN OREGON UNIVERSITY, Monmouth, OR Team Captain, Basketball; NCAA Division II; College Debate/Persuasive Speaking Team