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Lorraine Weston

1234 Castle St. • Boston, MA 01234 • (123) 456-7890 • (321) 098-7654 • westonl@aol.com

Pharmaceutical Sales ~ Medical Sales ~ Account Executive ~ Territory Representative

Summary

  • Talented pharmaceutical sales professional with award-winning experience.
  • Consistent record of meeting or exceeding goals, increasing market share, and growing sales.
  • Highly adept at preparing and delivering educational presentations and leading physician training sessions in areas such as product information, delivery techniques, and reimbursement processes.
  • Proven ability to rapidly gain expertise in new product lines, and frequently recognized for outstanding training proficiency.
  • Able to communicate effectively with physicians, specialists, and other health care professionals.
  • Outstanding presentation, reporting, and time/budget management skills.

Professional Experience

Kennedy Inc, Boston, MA 2004 - Present
Botox Medical Sales Consultant

  • Carry out sales of injectable botulinum toxin Type A, primarily focusing on neurology, physical medicine and rehabilitation, pain management, and anesthesiology sectors, including private, group, and hospital practices. Manage territory that includes Alabama and Florida panhandle.
  • Prepare and deliver educational presentation to physicians, public support groups, and residents.
  • Provide medical education in reimbursement, injection training, and physician advocacy training for neurotoxin insurance policies.
  • Achieved 14% growth in accounts and 8% increase in revenue in less than one year.
  • Produced highest sales numbers in region, ranking First out of 11 sales consultants.

Kennedy Pharmaceuticals, Boston, MA 2000 - 2004
Psychiatry Specialty Manager (2000 - 2004)

  • Performed sales of antidepressant (Effexor XR) and sleeping agent (Sonata) to psychiatrists and their staffs. Oversaw territory that included key regions of Alabama and Tennessee.
  • Located and trained product advocates, arranged medical education sessions, and supervised primary care representatives in territory on positioning products with physicians.
  • Facilitated education programs, lunch discussions, and staff meetings. Formulated scheduling and promotional practices for products.
  • Selected as Alabama's Medicaid Representative for Effexor XR on Medicaid policy changes.
  • Achieved highest monthly market share for Effexor XR (28%) in December, 2004. Increased market share from 15.3% in 2001 to 16.8% in 2002, and then to 20.9% in 2003.
  • Ranked in Top 6% of Psychiatry Reps (5th out of 76) for Effexor XR sales, and one of only 10 reps to win 2004 sales growth challenge.
  • Recognized with Outstanding Sales Performance Award in 2002.
  • Promoted to Effexor XR Head Field Trainer for Alabama, and recognized as Regional Mentor of the Year for contributions to market share, sales growth, training, marketing, and leadership.

Territory Representative (2000)

  • Carried out sales of Premarin, Prempro, Premphase, Effexor XR, and Sonata to internists and family practice physicians. Performed daily pharmacy calls to monitor prescribing trends.
  • Arranged and led continuing medical education seminars for physicians.
  • Ranked in Top 40% in sales (59th out of 147 representatives).
  • Territory leader in Effexor XR market share and recognized by District Manager for performance.
  • Achieved highest percentage of market share (96%) in district for Premarin.

Additional Experience

Kennedy & Co., Boston, MA 1998 - 1999
Territory Manager

  • Responsible for sales of specialty software systems. Managed southeast U.S. territory.
  • Performed cold calls via telephone and Internet. Provided demonstrations via Intranet server and did site visits.
  • Planned and directed training seminars on site and at client facilities.

Kennedy Tooling & Supply, Inc., Boston, MA 1995 - 1998
Territory Manager

  • Set up 22 new accounts during first year in position.
  • Acquired Mercedes as account in 1996, moving Birmingham branch to second place, state-wide. Helped build branch to Number One in State in 1998.
  • Recognized for most products sold in specific product line, 1997.
  • Finished Second among all state sales representatives for most sales and highest profit margin.

Education

Boston University, Boston, MA
BS in Marketing

  • Merit Award Finalist and Dean's List Student
  • Pi Kappa Phi Education Scholarship winner

Professional Development

Botox Foundation Training (Allergan)
Botox Academy Testing (Allergan)
How to Negotiate the Sale, From Start to Finish (American Management Association)
Listen and Be Listened To (American Management Association)
Advanced Selling and Communication Skills (Brennan Sales Institute)

Community Involvement

Boston University Alumni Association
National Alliance for the Mentally Ill
Make A Wish Foundation

Computer Skills

Word, Excel, PowerPoint, Internet