Pharmaceutical Biotech District Sales Manager in Richmond VA Resume Kevin Weaver

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Pharmaceutical Biotech District Sales Manager in Richmond VA Resume Kevin Weaver Powered By Docstoc
					                                             KEVIN W. WEAVER
                                                   Glen Allen, VA 23059
                         Cell: (757) 718-4865 • Home: (804) 447-0087 • kevin.weaver40@gmail.com


  PHARMACEUTICAL | MEDICAL DEVICE | BIOTECH SALES, TRAINING,                             AND   MANAGEMENT EXECUTIVE
True warrior with the passion and patience necessary to develop and inspire sales teams to exceed expectations.
High-energy sales leader and exceptional trainer with 16+ years of rapid progression with a leading
pharmaceutical company that grew from $750 million to $5 billion. BA in chemistry/pre-med and nine years of active
military service as a Medical Service Corps Officer in both war and peacetime. Consultative sales approach with proven ability to
clinically sell products and gain practitioners’ trust and buy-in. Skilled at training new personnel with minimal science knowledge
who go on to win regional, area, and national awards; developing passionate, unified teams; improving communication at all
levels; and coaching individuals to maximize strengths and minimize weaknesses. Selling experience in multiple specialty areas.
Energized by new challenges and opportunities for growth. Core strengths include:
       Territory & District Leadership & Development • DoD, Government, Hospital, and Pharmacy Sales
       Consistent National Sales Ranking • Increased Market Penetration in Managed Care Environments
   Evidence-Based Medical Knowledge • New Product Launch • Relationship Building • Coaching & Mentoring
  Talent Identification, Hiring, & Development • Strategic Planning • Adult Learning Techniques • Turnarounds

                                                        EXPERIENCE
                Takeda Pharmaceuticals / TAP Pharmaceutical Products Inc. ■ 1996 – 2012
                       Senior District Manager (2007 – 2012) / District Manager (2005 –2007)
Turned around Tidewater territory which had lost several veteran reps, been without leadership for a long period, was having
difficulty with the dominant and most restrictive managed care plan (Sentara/Optima), included a grossly under-promoted NC
territory, was up against a competitive company with deep market penetration, and was experiencing low morale and
frustration among its sales reps. A merger and downsizing created new issues and challenges for sales and management
including drastic changes in districts’ geographies. Hired as a district manager and promoted to senior district manager in less
than three years.
           Hired and trained new talent, led through major downsizing, and gained formulary approval.
    Talent Recruiting & Development: Met challenge of identifying and hiring qualified reps willing to take on a low-
     performing territory; hired nearly 50% of district personnel; promoted four to senior status and one to territory manager.
    Training: Served as region’s trainer leader; partnered with district leads to create a cutting-edge training plan for all
     regional sales representatives at all levels of pharma and sales experience.
    Crisis Management: Led district through a 50% downsizing that left one territory vacant and two at half strength
     during period company was preparing for launch of several new products including two in new specialties.
    Budget Management & Formulary Approval: Managed $100,000+ annual operating budget and sample
     accountability for $1+ million. Worked with regional account manager to gain formulary approval for several products.

 Led team to national recognition within one year of attaining 100% personnel strength; 50% of district teams
        achieved top 10% nationally in 2012 during extensive product redistribution across sales force.
    District Manager Ranking: Was on track to attain #1 ranking out of 45 area district managers in 2012 and in the top
     5% to 10% nationally. Ranked in top 30% nationally in 2011, top 9% in 2009, top 50% in 2008, top 2% in 2007, top 1%
     in 2006, and in top 40% in 2005.
    Awards & Ranking: Won EXCALIBUR Cresset Guild (top 10%) three of four years from 2006 to 2009 and Saiyushu
     national award 2006 and 2007. Led Capital region to #1 ranking nationally 2006 to 2009 and both Capital region and
     Southeast area to top-3 of 8 regions nationally 2006 to 2012.
    FEP & Anthem Market Share: Increased Federal Employees Plan market share from less than 15% to more than 25%
     within two quarters and attained 25% of Anthem WellPoint market share within first year after dual formulary approval.
    FEP Penetration: Led two pods with FEP penetration to win national contest by developing and executing business
     plans focused on influencing key opinion leaders as well as several untapped resources.
    Product Market Share: Obtained more than 100% of forecasted market share and volume for all promoted products
     six of eight years, regaining lost Richmond, VA market share and increasing that of Outer Banks, NC.
    Product Launch: Successfully launched five new products in three years, three in new specialty areas for Takeda;
     obtained or exceeded forecasted volume figures.
                                    KEVIN W. WEAVER / PAGE TWO
                                                        EXPERIENCE
           Senior Regional Trainer / Regional Product Training Manager / Regional Trainer (2001–2005)

Promoted to increasingly responsible training positions in Mid-Atlantic region during period of rapid company and industry
expansion with intense competition. Challenged with building a highly trained sales force with a comprehensive understanding
of the science of gastric acid and more technically proficient selling techniques. Trained 300+ reps with varying skill levels in
initial, advanced, clinical, and selling skills. One of only a few trainers to serve on management team.
    Played critical role in TAP Training Department’s selection in 2003 as #1 training organization in pharma
          by successfully educating sales force on evidence-based selling, probing, and closing skills.
    Needs Identification: Canvassed region’s district managers to identify underperformers; provided individual,
     specialized coaching to quickly improve their skill sets. Several went on to achieve top sales person status.
    Versatile Sales Person (VSP) Training: Became the company’s top expert in Wilson Learning’s VSP selling; one of
     only four regional trainers certified in VSP. Served as lead trainer for all training classes.
    Sales Training: Trained 300+ reps in initial sales training and 100+ in advanced sales training, G-force specialty classes,
     and VSP; trainees had lowest turnover rate in area and ranked in top five in nation for low turnover.
    Gastroenterology Specialty Sales Training: Trained company’s first gastroenterology specialty sales force; focused
     on selling to key GEs treating more clinically challenging GI disorders; consulted with KOLs on cutting-edge advances.
    Commendations: “The BEST Trainer I have ever had in all my years of pharma.” “Your face was the face that I saw
     when I was accepting my EXCALIBUR (top sales award) from the Company President!” “No one in the company knows
     how to train/sell utilizing VSP techniques better than you.”

                       Professional Sales Representative / Certified Field Expert (1996 –2001)

Hired to promote Prevacid which had less than 2% of market share in Tidewater VA, South Central VA, and Northeast NC
territory dominated by Prilosec. Practitioners’ product knowledge was minimal, Sentara Hospital had an exclusive formulary with
Prilosec and an NDC block for anti-acid medication not on its restrictive formulary, and military treatment facilities (MTFs) were
not accepting/approving new products to the GE class.
             Attained top 11% ranking nationally and captured 20+% market share with largest MCO
                           and 90+% for all other eligible national managed care plans.
    MTF Formulary Approval: Gained formulary approval for Portsmouth Naval Hospital, the largest MTF in the U.S. Navy;
     win impacted formularies for every other MTF in Hampton Roads.
    Sentara Health System: Increased market share from less than 2% to 22% in 1999 despite NDC block; influenced
     Sentara MDs to resist formulary pressure and choose Prevacid as the most cost effective and optimal treatment.
    Aetna & Cigna: Achieved more than 90% market share for two national insurance plans.
    Training Leadership: Handpicked out of 100+ regional reps to help train new candidates in TAP’s initial sales training;
     trained and certified selling skills for 100+ reps during more than three years as certified field expert.
    Conference Planning: Planned and coordinated district’s participation in key scientific conferences including the
     Seaboard Medical Conference, The Virginia Academy of Family Physicians, the Philippine Medical Association, and the
     Virginia Academy of Gastroenterology.
    Company Representative: Selected as one of only 15 out of 1,000+ reps to attend the American Academy of Family
     Physicians National Convention.
    Performance: Finished in the top 21% nationally for all sales reps (458) first eligible year and achieved as high as top
     11% despite region’s managed care disadvantage; consistently placed in top 50% or better as sales reps grew to 1,500+.

                                EDUCATION & PROFESSIONAL DEVELOPMENT
BACHELOR OF ARTS, CHEMISTRY/PRE-MEDICINE, Washington and Lee University, Lexington, VA                                      1987
Recently elected to W&L Hall of Fame for football and track; set several records that have not yet been broken.
MEDICAL SERVICE CORPS OFFICER, United States Army, Worldwide locations                                            1987 - 1996

ADDITIONAL TRAINING: Situational Leadership I & II, Versatile Sales Person (VSP) Certification, Crucial & Critical
Conversations, Wilson Learning courses, and other professional development.

                                  Board of Directors: Townes of Hunton Park (2008 – Present)

				
DOCUMENT INFO
Description: Kevin Weaver is a high-energy sales leader and exceptional trainer with 16 years of rapid progression with a leading pharmaceutical company that grew from $750 million to $5 billion.