Sales Consultant or Sales Management or Trainer

8/6/2019 Sales Consultant or Sales Management or Trainer

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ROB SCOTSON4376 CHIMAYO DR.LAS CRUCES, NM 88011CELL: [email protected]://WWW.LINKEDIN.COM/IN/ROBSCOTSON

AWARD-WINNING PHARMACEUTICAL SENIOR SALES SPECIALISTEXECUTIVE SALES LEADERSHIP ~ STRATEGIC VISION ~ MARKET PENETRATION ~ TACTICAL PLANSSenior Sales Specialist with 15+ years of progressive experience in a Fortune 500 company promoting complex pharmaceuticals in B2B environments through consultative, needs-based selling. Recognized for unmatched product knowledge and consistently delivering value in long-established physician relationships. Possess keen focus on revenue growth, setting and achieving aggressive targets; drive complex decision-making to synchronize challenging and rapidly evolving market conditions. Specializations: adult, pediatric, cardiovascular, endocrinology, dermatology, and urology- Consultative / Solution-Based Sales- P&L Management- Budget Administration- Revenue / Market Share Growth- New Business Development- Time and Territory Management

- Account Management / Retention- Sales Cycle Management- Negotiations / Deal Closings- Competitive Product Marketing- Brand Strategy- Competitive Market Analysis- Persuasive Negotiator- Savvy Strategist- Exceptional Presentation

- CAPTURED A $1.2M VACCINE SALE in the position as Senior Executive II Immunization Specialist with the State of New Mexico Vaccine for Children program by leveraging the company's competitive advantage and cutting-edge solutions, emphasizi

ng features and value compared to competitors' products.- DROVE A 30% MARKET SHARE GROWTH in the position of Senior Executive Sales II by initiating a Diabetes Lipid Study with a key opinion physician to determine lipid parameters between two diabetes therapies.- LED ANTIBIOTIC ADULT MARKET SHARE FROM 11.7% TO 20% AND THE ANTIBIOTIC PEDIATRIC MARKET SHARE FROM 19.6% TO 29.1% within a highly competitive antibiotic market as Sales Executive I.

PROFESSIONAL EXPERIENCE

GLAXOSMITHKLINE {NYSE: GSK}Company reported $44.42B in 2009 revenue, employed ~99,000 personnel, and ranked#168 on the 2009 Fortune 500 list.

SENIOR EXECUTIVE II IMMUNIZATION SPECIALIST-PEDIATRIC, Las Cruces, NM 2009-2010Report to the Regional Immunization Sales Director. Capitalized national expansion in U.S. Vaccine Division on new product launch and driving current product portfolio growth. Create and execute sales/business plan for assigned territories, balancing new business development with account management and customer support. Full P&L management for $1M territory. Formulate, justify, and manage a $5K customer fund budget. Scope of territory includes Southern New Mexico with 200 customer accounts.- SUCCESSFULLY CONVERTED 25 BUSINESS ACCOUNTS TO VACCINE PORTFOLIO by researchin



g sales trends and identifying the top-performing emerging markets in the territory to penetrate and capture.- RECOGNIZED IN THE TOP 10 IN SALES FOR ALL FOUR QUARTERS IN 2009 by identifyingcompetitor strengths and additional business opportunities.- Ranked #1 out of 17 sales representatives in the first quarter 2009.- Achieved #4 ranking out of 17 sales representatives in the second quarter 2009.- Accomplished #9 ranking in the third quarter 2009.- Recognized as #4 in sales in the fourth quarter 2009.SENIOR EXECUTIVE SALES II, Missoula, MT 1998-2008Reported to the District Sales Manager and Regional Vice President. Promoted toincrease sales in low performing territory, with additional account and territory accountability. Maintained active pipeline for new sales, earning repeat business by keeping customers informed of new pharmaceuticals, emerging industry trends, and new solutions through speaker programs, territory routing, and more. Territory included 250 customers in Western Montana in the following specializations: adult, pediatric, cardiovascular, endocrinology, dermatology, and urology.- Honored as the EMERALD TIER WINNER THREE TIMES FOR RECOGNITION AS THE TOP 5% OF THE SALES FORCE.- Awarded the RUBY TIER FOR RECOGNITION AS THE TOP 10% OF THE SALES TEAM.- Appointed to Regional Advisory Board (2005) and participated in national callswith product management to disseminate marketing objectives to meet mission-critical goals.- Nominated and AWARDED THE ASSISTANT REGIONAL TRAINER RECRUITER POSITION BY THE

DISTRICT AND AREA VICE PRESIDENT due to demonstrated success in territory salesand leadership skills. Facilitated product and sales workshops and mentored newhires.- Completed a two-year, 33-hour accredited course EARNING CERTIFICATION AS A CERTIFIED MEDICAL REPRESENTATIVE (CMR).- SURPASSED ALL 2005 SALES GOALS by defining quality business targets and creating sales development / penetration strategies.- Attained 133% of the diabetes goal.- Exceeded anti-hypertensive goal by 249%- Achieved 130% of urology goal.SALES EXECUTIVE I, Missoula, MT 1996-1998Reported to the District Sales Manager and Regional Vice President. Met / exceeded sales forecasts. Revitalize dormant accounts, recapture lost accounts, and p

enetrated new target markets to drive long-term revenue growth. Continuously prospected new customers and developed new business with existing accounts. Spearheaded high-level consultative sales to deepen and elevate client relationships. Territory included Missoula, MT and Western Montana territory.- Honored with TWO REGIONAL ACHIEVEMENT AWARDS for exceeding sales goals in 1995and 1997.- Awarded SALES CONSULTANT OF THE SEMESTER (1996).- EXCEEDED 1998 SALES RESULTS by building an expansive client base of loyal andreferring customers strengthened by quality products backed with strong after-sales support.- Achieved 128% of antibiotic adult goal.- Surpassed antibiotic pediatric goal and reached 127% of goal.- Attained 142% of the anti-inflammatory goal.

- Realized 99% of the topical antibiotic goal.- Accomplished 117% of the anti-viral goal.

PREVIOUS POSITION HELD:SENIOR SALES REPRESENTATIVE, Billings, MTSelected as the DIAMOND TIER WINNER FOR RECOGNITION AS THE TOP 1% OF THE SALES FORCE. Honored with TWO REGIONAL ACHIEVEMENT AWARDS. Achieved 100% goal attainment on all priority products.

EDUCATION



BS, Business, Northern Montana College, Havre, MT

CERTIFICATION

Certified Medical Representative (CMR)

Documents

Sales Consultant or Sales Management or Trainer