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Regional Sales Manager in San Francisco CA Resume Terri Ross

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Regional Sales Manager in San Francisco CA Resume Terri Ross Powered By Docstoc
					TERRI ROSS
Redondo Beach, CA 90277 Cell: 310-499-6776 terriross90277@yahoo.com

http://www.linkedin.com/in/terriross

REGIONAL SALES MANAGER Aesthetics / Biotechnology / Pharmaceutical
Proactive, results-oriented, 3x Presidents Award Winner with 12 years of experience in developing sales strategies, building winning teams, and driving market share and revenue growth. Extensive sales and management experience in numerous healthcare segments including cardiovascular, oncology, endocrinology, urology, dermatology, plastic surgery and aesthetics. Profit-driven leader with ability to identify and recruit aggressive sales professionals who consistently increase sales volume, grow customer base, and sustain lasting customer service and performance. Effective communicator with sound business acumen, integrity and a decisive leadership style.

Profesional Experience:
Medicis Aesthetics, Los Angeles, CA Regional Sales Manager Oct 2007 - Sept 2009

Led and developed a team of 10 Sales Specialists in the Southern CA Region within the Aesthetics Division of Medicis. Successfully delivered sales goals of $11M in annualized sales of Restylane and Perlane (leading dermal fillers), in addition to forecasted annualized sales of $9M for Dysport (the first direct competitor to Botox). Influenced 654 accounts with sales focused on Cosmetic Dermatologists and Plastic Surgeons including high profile accounts in Beverly Hills and Orange County. Managed the annual sales operating and expense budget of $600K. 2009 Regional Sales Performance & Achievements:  Forecasted annual attainment of 101%  Ranked #1/11 in Restylane & Perlane sales in Q3 at 115%  Ranked #2/11 in overall Dysport sales in Q3 generating $1.5M first full quarter  Ranked #2/11 in the Dysport launch contest in Q2  1 of 3 Regional Sales Managers selected for the Sales Analytics Committee  1 of 5 Regional Sales Manager selected for the Compensation Committee 2008 Regional Sales Performance & Achievements:  Annual attainment of 97% (18% growth over 2007, 1st year)  Ranked #3/10 nationally (from #10/10 nationally in 2007)  2 of 9 Sales Specialist awarded with the “Circle of Excellence”  3 of 9 Sales Specialist awarded to the “101% Consistency Club” EMD Serono, Los Angeles, CA Nov 2003 – Oct 2007 June 2005 – Oct 2007

Area Business Director (Western Region)

Directed team of eight Key Account Managers throughout the Western Region; consisting of 22 States while reporting directly to the Vice President of Sales. Integral member of the corporate team including Marketing, Medical, and National Accounts to achieve overall sales objectives for Saizen (Injectable

Human Growth Hormone). Developed each Key Account Manager through on-going communications and the execution of tactical plans to achieve their maximum potential and exceed sales goals. Key Functions & Initiatives:  Manage the development and implementation of regional cross-functional plans working cohesively with medical affairs, marketing, managed markets and distribution  Work collectively with the National Account Manger and McKesson Specialty after Saizen was successfully added to 3 of the largest formulary’s in the Region; Regence of Washington, Intermountain Health Care, Utah and BCBS of Arizona. This resulted in greater productivity and increased revenue.

2007 Regional Sales Performance & Achievements:
    124% to goal in Q1 122% to goal in Q2 6% Regional Growth first half of 07’ over 06’ Collaborated with National Account Manager to develop an action plan that led to Saizen gaining favorable access on the Select Health Care formulary in Utah. Estimated $3.6M in new annual sales.

2006 Regional Sales Performance & Achievements:  Presidents Award #2/6 Area Business Directors  94% to goal in Q1  138% to goal in Q2  106% to goal in Q3  57% to goal Q4 (sales goal increased 49% over prior quarter) 2005 Regional Sales Performance & Achievements:  Improved region productivity by eliminating underperforming sales representatives, recruited, hired, trained and mentored 4 new Key Account Managers  Stabilized sales and returned region to positive growth of 3% while restructuring the region  Increased sales 33% in Q4’ over Q3’ as the new Area Business Director Key Account Manager (Southern California, Oregon) Nov 2003 – Jun 2005

Responsible for sales of an injectable delivery device to treat Growth Hormone Deficiency. Consistently delivered and exceeded sales objectives in a commodity market while directly competing against major market competitors including Genentech, Pfizer and Eli Lilly. 2005 Sales Performance & Achievements:  Promoted to Area Business Director  120% to goal in Q1  122% to goal in Q2  100% to goal in Q3 while operating as both Area Business Director and Key Account Manager 2004 Sales Performance & Achievements:  Presidents Award Winner 111% Attainment (1 st year Account Manager)  2nd Place “Watch it Grow” for highest market share growth  Silver Level Cap Career Advancement  Increased overall Sales 380% over 2003  Regional Development Specialist  50% to goal in Q1

  

154% to goal in Q2 138% to goal in Q3 100% to goal in Q4

Schering-Plough Corporation, Los Angeles, CA Oncology Sales Representative

Feb 2001 – Nov 2003 Jun 2003 - Nov 2003

Interferon-a2b (Intron A) for malignant melanoma and Temodar an oral chemotherapy for solid brain tumors. Target audience of Dermatologists, Medical, Surgical, Radiation and Neuro-Oncologists.    Educated physicians on new paradigm chemotherapy regimens for melanoma Presented clinical data during in-services at hospitals and infusion clinics Coordinated efforts with staff personnel to assist reimbursement processing Feb 2001 – Jun 2003

Sales Representative (Allergy, Asthma and Cardiology) 2003 Achievements:  Promoted to Oncology Sales Representative 2002 Awards and Achievements:  Presidents Award Winner  Representative of the Year  District Trainer 2002  Cardiovascular Product Trainer (home office rotation New Jersey)  Ranked # 9/1948 in nation for Clarinex  Ranked # 1/12 in district for Clarinex  Ranked # 6/1948 in nation for Nasonex  Ranked # 1/12 in district for Nasonex  Clarinex product launch generating 43% market share in 12 months  Led Nasonex to territory high with 52% market share Lear Corporation, Dearborn, MI Sr. Account Manager

Dec 1999 – Nov 2000

Largest Automotive Tier 1 Supplier for Chrysler and Ford; managing all financial costs and timely build of vehicle during the launch of the new 2003 Chrysler Dodge Durango Sound Attenuation Program. Overall Project Management for the design and development of the Ford Ranger Interior Package Contract of greater than $150M. Instrumental in marketing and winning $37M in new business within 11 months. Johnson & Johnson Companies, Indigo Medical, Detroit, MI Urology Sales Representative Jul 1999 – Dec 1999

Sales of the Laser-Optic system for the treatment of Benign Prostatic Hypertrophy, Brachy-Therapy PD-103 Radioactive Implants for Prostate Cancer, and Tension-free Vaginal Tape (TVT) for Female Urinary Incontinence. Key buying influences include Urologists, Radiation Oncologists, Hospitals and Surgery Centers. Division down-sized; offered subsequent out of state position. Achievements:  Provided technical support in the operating room to ensure proper application and use of instrumentation  Delivered 100% of sales objective for TVT  Ranked #2/5 in Fiber Sales Growth

Verizon Wireless, Southfield, MI Senior Account Executive

Jun 1997 – Jul 1999

Business to Business sales focused on soliciting and developing new accounts. Marketed cellular service and equipment by aggressively prospecting and cold calling to cultivate sales. Awards and Achievements:  Presidents Award Winner 1998 (145% Attainment)  “Top Gun” award for highest sales achievement  “50+ Club” award for surpassing sales goal  Increased sales revenue by 162% in 98’ over 97’  Ranked #6/73 in the Northern Region 1998

Education:
Central Michigan University, Mount Pleasant, MI Bachelor of Science Health Development    Graduated Cum Laude with a GPA of 3.5 Attended school while working full time 100% self-financed 2002 1999

Dale Carnegie Institute, Los Angeles, CA Leadership Development Carnegie Institute, Troy, MI State of Michigan Certification in Electro-Neurodiagnostic Technology

1994


				
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Description: Terri Ross is a proactive, results-oriented, 3x Presidents Award Winner with 12 years of experience in developing sales strategies, building winning teams, and driving market share and revenue growth. Terri has extensive sales and management experience in numerous health-care segments including cardiovascular, oncology, endocrinology, urology, dermatology, plastic surgery and aesthetics. Terri is a profit-driven leader with the ability to identify and recruit aggressive sales professionals who consistently increase sales volume, grow customer base, and sustain lasting customer service and performance. Terri is an effective communicator with sound business acumen, integrity and a decisive leadership style.