Regional Sales Director Resumes in US: James

Regional Sales Director Resume

Contact Candidate

Name:

James

Location:

Experience:

10+ yrs

Most Recent Job Title:

Regional Sales Director

Objective:

August 21, 2007

To Whom It May Concern:

I have extensive Region Director experience with Bristol-Myers Squibb (17 years +) and with a smaller Biotech Company called Nitromed (1 ½ years). I also have 5 years experience as a District Sales Manager. My performance over the years at all management levels has been exceptional. I attribute my success to the fact that I was able to hire quality people and lead them in such a fashion that they excelled year in and year out. Additionally, I was able to create a very positive working environment where people felt motivated and appreciated. When I left Bristol Myers Squibb I was recognized at our National Manager’s Meeting as someone who excelled at every level. In addition, I received two very prestigious Leadership Awards during my career.

As you can see from above, I have held high level management positions for almost 20 years. My most recent position was with a small biotechnology company called Nitromed. I was the Southeast Regional Sales Director for them and was hired at a time when they were bringing to market their first and only product, BiDil. I was the first Director hired and was directly involved in the hiring and training of their management and sales teams. In essence, I was on the ground floor and helped build their entire sales organization. Unfortunately, in January 2006 Nitromed decided to do some major cost cutting and essentially dissolved their field sales organization. This occurred because BiDil did not meet their launch expectations due to the fact that State Medicaids and Managed Care Organizations did not reimburse the product as anticipated.

Currently I am working as a consultant with a company called Campbell Alliance. Campbell is the leading pharmaceutical and biotechnology consulting company in the U.S. With them I am working as an Executive Coach. In that role I help their Regional Sales Directors and District Business Managers become better leaders and coaches.

In looking to the future, I am definitely interested in securing a position with a top notch company which will allow me to utilize my vast experience and talent. I am a proven leader and will bring a great deal of value and performance to any organization. With that in mind, I would greatly appreciate an opportunity to speak with you. The best way to reach me is either to call my cell at 770-846-3215 or my home at 770-410-0822.

I look forward to speaking with you.

Very Best Regards, Jim Zentz

Resume Text:

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ber 2004- February 2006 Region Business Director Atlanta, Georgia

Hired entire Southeast Management and Sales Team for emerging Biotechnology/Pharmaceutical Company.

Responsible for launching and selling BiDil in the Southeast Region. Managed 7 District Business Managers and directed 64 representatives who staffed the Southeast.

Generated a sales index of 102% vs. the U.S. through December 2005. Led the U.S. in the number of new and total prescribers for BiDil since launch.

Managed a 1.5 Million Dollar Regional budget

January 1994- January 2004 Bristol-Myers Squibb

July 1996- January 2004 Sr. Region Business Director Atlanta, Georgia

• Responsible for the sales of U.S. Primary Care Business in the Southeast. On a yearly basis managed on average: 10 District Business Managers, 120 Sales Representatives, one Associate Director of Region Operations, and two Region Sales Coordinators.

• Direct sales responsibility for the following products: Tequin, Pravachol, Pravigard, Glucophage, Avapro/Avalide, Avandia, Monopril, and Cefzil. (Anti-infective Focus)

• Significantly exceeded regional sales goals every year.

• Managed multi-million dollar product/operating budgets.

• Created highly productive sales teams while maintaining the lowest turnover rate in the U.S. (Averaged less than 5%)

• Promoted to Sr. Region Business Director in 2001. (Nationally, only five of twenty-four Region Business Directors were promoted to this position)

• Responsible for all regional hiring decisions.

October 1995- July 1996 Director of Long Term Care Plainsboro, New Jersey

• Responsible for all Long Term Care Business within the U.S. Primary Care Medicines.

• Managed 10 Account Executives who had direct responsibility for the top 50 LTC Customers in the U.S.

• Managed multi-million product/operating budgets.

November 1994- October 1995 Director of Managed Healthcare

Plainsboro, New Jersey

• Served as a liason between MHC Account Executives, MHC Customers and Home Office Personnel.

• Direct responsibility for select MHC Customers; worked closely with VP MHC to develop customer relationships, internal marketing & pricing strategies, and business plans

January 1994- November 1994 Associate Director of Region Operations

Plainsboro, New Jersey

• Responsible for U.S. Primary Care Business in 12 Northeast Districts in the Mid-Atlantic Business Unit.

• Managed: 12 District Business Managers, 144 Sales Representatives, and one Region

Secretary.

May 1973- January 1994 Mead Johnson Pharmaceuticals

January 1986- January 1994 Region Sales Manager Atlanta, Georgia

• Responsible for sales for all Mead Johnson Pharmaceutical Products in the Southeast. (One of 6 regions in the U.S.)

• On average managed: 10 District Business Mangers, 120 Sales Representaitives, and two Region Secretaries/year.

• Consistently exceeded sales goals every year. Finished #1 in the U.S. four out of eight years.

• Maintained mult-million dollar product/operating budgets.

• Responsible for all regional hiring decisions.

January 1981- January 1986 Sr. District Business Manager Washington D.C.

• Responsible for all sales of Mead Johnson Pharmaceuticals in the Greater Washington D. C. / Northern Virginia area. (Neuroscience Focus)

• On average managed 10 representatives/year.

• Significantly exceeded sales goals on a yearly basis. Finished #1 in the Region three out of five years.

• Promoted to Sr. District Business Manager in 1984

January 1980- January 1981 Midwest Regional Sales Trainer Marion, Indiana

• Management Development Position: Responsible for training and completing extensive Field Contact Reports for all new hires in the Midwest.

• Conducted Sales Training Seminars for all sales representatives in the region.

• Worked in the field with experienced sales representatives

• Interacted directly with eight District Business Managers to develop training programs for their respective districts.

May 1973- January 1980 Territory Sales Representative Marion, Indiana

• Responsible for sales of Mead Johnson Nutritional & Pharmaceutical Products in an eleven county territory in Indiana

• Consistently exceeded all sales goals; # 1 representative six out of eight years, finished #1 in the U.S. in 1979.

• Promoted to Sr. Territory Sales Representative in 1977, and to Territory Sales Manager in 1979

Accomplishments/Awards

• Won 12 Mead Johnson Pharmaceutical Great Performer Awards: 1974, 1978, 1979, 1982, 1983, 1985, 1986, 1987, 1989, 1990, 1991, and 1993. (Awarded Rolex Watch for winning 12 incentive trips)

• Won three Bristol-Myers Squibb Pinnacle Awards: 2000, 2001, 2002.

• Mead Johnson Pharmaceutical Region Manager of the Year: 1987, 1989, and 1991.

• Presented two National Management Awards for performance and leadership:

* E. Mead Johnson Award (1994)

* Samuel L. Barker Award (1999)

• Won Neuroscience/Anti-infective Vision Award for Leadership (2001) (Received because of superior Tequin sales performance)

• Received Pill Head Award for Leadership Development (2000)

EDUCATION January 1970 Indiana State University Terre Haute, Indiana. B.S. Degree in Education/Recreation

Professional and personal references available upon request.

EXPERIENCE

CONTINUED June 2006- Present Campbell Alliance

June 2006- Present Executive Coach Atlanta, Georgia

 Working in a consultant role as an Executive Coach for Biotechnology and Pharmaceutical Companies. I am responsible for assessing the coaching and leadership ability of Directors and Managers.

September 2004- February 2006 Nitromed

September 2004- February 2006 Region Business Director Atlanta, Georgia

 Hired entire Southeast Management and Sales Team for emerging Biotechnology/Pharmaceutical Company.

 Responsible for launching and selling BiDil in the Southeast Region. Managed 7 District Business Managers and directed 64 representatives who staffed the Southeast.

 Generated a sales index of 102% vs. the U.S. through December 2005. Led the U.S. in the number of new and total prescribers for BiDil since launch.

 Managed a 1.5 Million Dollar Regional budget

January 1994- January 2004 Bristol-Myers Squibb

July 1996- January 2004 Sr. Region Business Director Atlanta, Georgia

• Responsible for the sales of U.S. Primary Care Business in the Southeast. On a yearly basis managed on average: 10 District Business Managers, 120 Sales Representatives, one Associate Director of Region Operations, and two Region Sales Coordinators.

• Direct sales responsibility for the following products: Tequin, Pravachol, Pravigard, Glucophage, Avapro/Avalide, Avandia, Monopril, and Cefzil. (Anti-infective Focus)

• Significantly exceeded regional sales goals every year.

• Managed multi-million dollar product/operating budgets.

• Created highly productive sales teams while maintaining the lowest turnover rate in the U.S. (Averaged less than 5%)

• Promoted to Sr. Region Business Director in 2001. (Nationally, only five of twenty-four Region Business Directors were promoted to this position)

• Responsible for all regional hiring decisions.

October 1995- July 1996 Director of Long Term Care Plainsboro, New Jersey

• Responsible for all Long Term Care Business within the U.S. Primary Care Medicines.

• Managed 10 Account Executives who had direct responsibility for the top 50 LTC Customers in the U.S.

• Managed multi-million product/operating budgets.

November 1994- October 1995 Director of Managed Healthcare

Plainsboro, New Jersey

• Served as a liason between MHC Account Executives, MHC Customers and Home Office Personnel.

• Direct responsibility for select MHC Customers; worked closely with VP MHC to develop customer relationships, internal marketing & pricing strategies, and business plans

January 1994- November 1994 Associate Director of Region Operations

Plainsboro, New Jersey

• Responsible for U.S. Primary Care Business in 12 Northeast Districts in the Mid-Atlantic Business Unit.

• Managed: 12 District Business Managers, 144 Sales Representatives, and one Region

Secretary.

May 1973- January 1994 Mead Johnson Pharmaceuticals

January 1986- January 1994 Region Sales Manager Atlanta, Georgia

• Responsible for sales for all Mead Johnson Pharmaceutical Products in the Southeast. (One of 6 regions in the U.S.)

• On average managed: 10 District Business Mangers, 120 Sales Representaitives, and two Region Secretaries/year.

• Consistently exceeded sales goals every year. Finished #1 in the U.S. four out of eight years.

• Maintained mult-million dollar product/operating budgets.

• Responsible for all regional hiring decisions.

January 1981- January 1986 Sr. District Business Manager Washington D.C.

• Responsible for all sales of Mead Johnson Pharmaceuticals in the Greater Washington D. C. / Northern Virginia area. (Neuroscience Focus)

• On average managed 10 representatives/year.

• Significantly exceeded sales goals on a yearly basis. Finished #1 in the Region three out of five years.

• Promoted to Sr. District Business Manager in 1984

January 1980- January 1981 Midwest Regional Sales Trainer Marion, Indiana

• Management Development Position: Responsible for training and completing extensive Field Contact Reports for all new hires in the Midwest.

• Conducted Sales Training Seminars for all sales representatives in the region.

• Worked in the field with experienced sales representatives

• Interacted directly with eight District Business Managers to develop training programs for their respective districts.

May 1973- January 1980 Territory Sales Representative Marion, Indiana

• Responsible for sales of Mead Johnson Nutritional & Pharmaceutical Products in an eleven county territory in Indiana

• Consistently exceeded all sales goals; # 1 representative six out of eight years, finished #1 in the U.S. in 1979.

• Promoted to Sr. Territory Sales Representative in 1977, and to Territory Sales Manager in 1979

Accomplishments/Awards

• Won 12 Mead Johnson Pharmaceutical Great Performer Awards: 1974, 1978, 1979, 1982, 1983, 1985, 1986, 1987, 1989, 1990, 1991, and 1993. (Awarded Rolex Watch for winning 12 incentive trips)

• Won three Bristol-Myers Squibb Pinnacle Awards: 2000, 2001, 2002.

• Mead Johnson Pharmaceutical Region Manager of the Year: 1987, 1989, and 1991.

• Presented two National Management Awards for performance and leadership:

* E. Mead Johnson Award (1994)

* Samuel L. Barker Award (1999)

• Won Neuroscience/Anti-infective Vision Award for Leadership (2001) (Received because of superior Tequin sales performance)

• Received Pill Head Award for Leadership Development (2000)

EDUCATION

REFERENCES January 1970 Indiana State University Terre Haute, Indiana.

B.S. Degree in Education/Recreation

Professional and personal references available upon request.

JAMES R. ZENTZ

3105 Greatwood Crossing Phone: 770-410-0822

Alpharetta, Georgia 30005 Cell: 770-846-3215

E-mail: jzbz@bellsouth.net

OBJECTIVE To secure a leadership position within the healthcare industry that will allow me to utilize my vast experience and talent.

EXPERIENCE

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