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DELBERT M. GOMES8916 Los Posas CourtGranite Bay, CA
[email protected]
OBJECTIVE: Secure a sales management or sales position in the
medical profession which will maximize my 11 years of sales
management expertise and my 8 years of professional selling
experience. I will benefit your organization through
theimplementation of my dynamic sales-oriented management
approaches while providing sales representatives a motivating
atmosphere to maximize their sales abilities.
PROFESSIONAL EXPERIENCE:
PURDUE PHARMACEUTICAL LP: January 1996 to Current
SENIOR DISTRICT MANAGER: March 2000 to Current
Achieved multiple sales awards throughout my 11 years, while
managing and coaching numerous sales representatives to accelerate
their individual sales abilities.
Achieved District Manager of the Year Award for 2 consecutive
years: 2002 & 200
3Earned Presidents Council: 2002, 2003, 2004, 2008 &
2009Achieved Regional District Manager of the Year: 2002, 2003,
2008, & 2009Finished in the top 10% Toppers Award: 2001, 2002,
2003, 2004, 2008 & 2009Recognized as setting new record with 8
of 9 representatives who achieved Toppers for 2003Exceeded District
Quotas 43 out of 43 quarters, entire career as a District
ManagerPromoted from District Manager to Senior District Manager in
2006 based on salesresultsAppointed to District Manager Advisory
Council in 2006 based on sales performanceRanked #3 for 2001 versus
#70/81 when promoted to District Manager in March 2000
Ranked #1 on a 12 versus 12 FFP dollar growth for 23 months
throughout 2002, 2003, & 2004Maintained individual
representative dollar growth at approximately 1 to 1.4 million per
yearSelected for Teamlink, with a training focus of proper
targeting and probing techniquesEarned the highest performance
evaluation ratings 8 out of 10 years as a District ManagerHired and
trained over 50 sales representatives without settling for less
than the bestDeveloped and promoted 11 sales representatives to
sales management, marketing &trainingProvided 11 years of
weekly field coaching sessions targeted to enhance selling
and sales resultsPlanned, Organized and Facilitated quarterly
sales district meetings focused oncorporate goalsPerformed
extensive 8 to 10 page annual performance reviews for all district
teammatesManaged expense reports/budgets for 8 to 10 district
members each weekSuccessfully coached the launch of 3 new products:
Palladone, Spectracef & RyzoltAchieved #1 Regional Rank for the
launch of PalladoneReceived very positive feedback on one-up
reviews from district members for 2001
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& 2010Implemented a global assistance approach with
solutions and action/results oriented coachingDeveloped and
presented numerous presentations for national, regional &
districtmeetings
PROFESSIONAL SALES REPRESENTATIVE: January 1996 to March
2000
Successfully completed Purdues management development program,
REMAP, with the highest ratings in the areas of management control,
stress tolerance, oral communications, written communications,
influencing, planning and organizationAssisted District Manager
with recruiting, new hire training and mentoringSuccessfully
launched OxyContin in 1996 to Pain Specialists, Oncologists,
Primary Care Physicians, UC Davis, Sutter Hospitals, Mercy
Hospitals and various private hospitalsRecognized with the Balance
Your Business bulletins 1998 & 1999Received the Comeback of the
Year award in 1997 for 1996 sales results with a ranking increase
to #91 versus #261 out of 550 territoriesEarned a 93.5% average on
new hire training quizzes versus the average of 92.3%Developed,
maintained and studied an extensive library on management
books/audios on sales management, which many Ive referred to over
the past 11 years as a District Manager(an extensive list available
upon request)Managed an account list of 160 physicians and 60
pharmacies at all timesCompleted a minimum of 8 physician
calls/day, 2 to 3 pharmacy calls/day, and 1 h
ospital callConducted weekly in-service programs with clinical
and 3rd party resourcesPrepared and presented various presentations
for district and regional sales representatives on topics such as
Effective Selling Techniques, Maximizing Institutional Sales,
Handling the No See and Difficult To See Physicians, Audible
ReadyTechniques, as well as othersDeveloped quarterly SWOT analysis
and focused on identifying new business opportunitiesAchieved and
exceeded sales quotas every quarterAssisted Marketing with
research/development with new sales materials for OxyContinFocused
selling efforts on a needs/wants relationship selling approach to
gain sales growth
Coordinated and facilitated monthly local journal club meetings
with district membersOrganized and promoted educational programs
with specialists and primary care physiciansConsistently met and/or
exceeded expectations with all field contact reports andannual
reviews
MURO PHARMACEUTICALS:
SALES REPRESENTATIVE: December 1991 to January 1996
Developed a call list based from phone books and pharmacy
inquires as company based databases and computers were not
provided
Responsible for the entire Northern California and Northern
Nevada geographiesManaged approximately 200 accounts with a focus
on Allergists, Pulmonologists, Pediatricians, Primary Care
Physicians, Pharmacies and select HospitalsSuccessfully launched
two new products: Prelone Syrup and VolmaxRoutinely demonstrated
the OROS Volmax delivery system through a live
demonstrationCoordinated district approaches for managed care
strategies as appointed by District ManagerAchieved record brand
name sales for Bromfed, Bromfed-PD, Guifed, Guifed-PD in ahighly
generic marketplace
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Researched and trained district on NIH guidelines for Asthma and
COPD treatmentsSelected to represent Muro at numerous National and
International Medical ConventionsRoutinely gathered and submitted
competitive information to upper management & marketing
TRAX, APRICOT TREE, PEA SOUP ANDERSENS: February 1987 toDecember
1991
Worked various food sales positions throughout entire college
education. Personally financed 100% of my education while I worked
a minimum of 40 hours per weekand usually worked two jobs at a
time.
EDUCATION:
Bachelor of Arts, Cum Laude Honors, CSU Stanislaus, 1991Major:
Organizational Communications 4.0 GPAMinor: Business
Administration
ADDITIONAL EDUCATION:
University California Davis, Pain Management Preceptorship,
1998Extensive Quarterly Management Training Programs with Purdue
Pharma LP, 2000 to2010
REFERENCES AVAILABLE UPON REQUEST
