M. mejorado - resume.pdf

[email protected] • www.mariomejorado.com • 845.855.1999 h • 914.475.8265 c PHARMACEUTICAL SPECIALTY SALES EXECUTIVE
Strategic Leadership & Planning / Key Customer Relationships / Formulary Acceptance High-performing pharmaceutical sales professional with 11 years of progressive success and stellar contributions
in sales, market share and volume growth, and formulary pull-through experience. Recognized superb
relationship manager, developing loyal customer base among PCP Physicians, Specialists and Mid-level
Providers. Exceptional communication strengths, providing complex technical and scientific information
accurately and concisely to individuals and audiences including cardiologists, endocrinologists and nephrologists.
Solid strategic planning and territory management expertise coupled with proven ability to launch new
. Organized, analytical and resourceful; excellent trainer, team motivator and problem solver. Fluent in
Sales and Relationship Management Strengths: PROFESSIONAL EXPERIENCE
Executive Sales Professional (2002 to 2009)
Assigned to develop market and maximize sales of Lantus & Apidra insulin products for diabetic market segment.
Secured access to, established, cultivated and maximized decision-maker relationships among physicians, clinic
administrators and/or practice managers, and other stakeholders to foster product sales, formulary acceptance /
maintenance, and market expansion. Ensured product availability and smooth delivery. Planned, organized, and
executed educational symposia, presenting complex technical and scientific information to advance customer
knowledge of and familiarity with products. Responded to inquiries from physicians and others at appropriate level.
Compiled and analyzed market statistics to identify and seize sales opportunities. Defined goals and crafted
effective strategies to achieve targets; coordinated across functions to maximize sales abilities. Trained and
coached new hires.
Selected Contributions:
Secured Lantus market share of 55.1%, TRX share growth of 3.8%, TRX volume growth of 14.4%(2008).
Achieved Lantus NRX volume growth of 16. %, NRX share growth of 6. % in 2008.
Regional Sales Champion Award Winner, 2007; finished 4th in region.
Regional Sales Champion Award Winner, 2006; finished 2nd in region and 84th nationally.
Finished 3rd in nation with Apidra Market Share of 12.34% (3/519).
First in region with Apidra market share change of 5.9% in 2nd half of 2006 and top 10 nationally.
Sales achievement of 103.8% for Lantus 2nd half 2006 and 102.8 % for first half of 2006.
Attained Lantus market share change of 7.8% in 2006; first in region.
Drove market share increases for Lantus of 9.3% (2003), 8.8% (2005), 7.8% (2004) and 4.3% (2003) -earning multiple awards and recognition for maximizing sales and market share.
Recognized for driving Amaryl sales for 5 months throughout Northeast Region in 2003, achieving111% of goals along with 4.6% market share increase.
Assigned to direct Danbury Hospital and Stamford Hospital Center Residency Programs in 2003.
Secured numerous performance awards, including MVP Award, Salesmanship Award, MostPrescriber Award (Apidra Blitz Contest), Fast Start Q4 Big Finish Award, Run for November Award.
Successfully leveraged community and professional organization participation to improve company’spublic image and market awareness.
ASTRAZENECA – Providence, RI
Pharmaceutical Sales Specialist III (2001 to 2002)
Pharmaceutical Sales Specialist II (2000 to 2001)
Accessed, established relationships with and managed sales among physicians, specialists, and executives in
clinical and hospital environments. Gathered, analyzed and leveraged data to maximize market-share growth and
identify territory area as well as develop budgets and define optimal call frequency. Assimilated and utilized
extensive technical and scientific information to provide product knowledge and guidance to customer base;
resolved problems within required guidelines and adhered to regulatory requirements. Compiled and reported on
sales metrics; mentored colleagues.
Selected Contributions:
Selected by regional managers to launch and manage new drug-sales training program, serving asCrestor Training Captain and coaching 6 sales professionals.
Achieved Sales Value Proposition Award following development of cardiovascular benchmarkassessment study notes program, subsequently adopted at regional level.
Drove 123% of plan for Atacand, 105% for Toprol-XL, and 101% for Zestril / Zestoretic during FY2000.
Sales Representative (1998 to 2000)
Managed 4-county territory, developing and managing sales strategies along with cultivating strong relationships
with PCPs and specialists. Developed and delivered presentations on and promoted Atacand (candestartan
cilexetil) and Prilosec (omeprazole). Served as district field trainer.
Selected Contribution:
Achieved 104% of targeted sales for assigned drug in 1999.
Additional Experience: Major / National Account Executive, Sprint PCS, Wallingford, CT; Associate Territory
Business Manager, Innovex, Inc. , Parsippany, NJ; Sales Representative, Hilti, Inc. , Tulsa, OK; Account Representative, A-Copy Inc-Alco Standard, Milford, CT; District Manager, Automatic Data Processing, Milford, CT EDUCATION AND CREDENTIALS
Master of Public Administration (MPA), 2002
Thesis: Heart Failure in the United States & Impact on the Healthcare System ~ GPA 3.69
Bachelor of Arts • UNIVERSITY OF MARYLAND – College Park, MD
Certifications: Certified Medical Representative, 2007- The Certified Medical Representative Institute, Inc.,
Roanoke, VA
Continuing Education: The Value of Pharmaceuticals, Business & Strategic Planning, Managing Business
Communication, Business & Management Strategies in Healthcare, Business Healthcare, Sanofi-Aventis
Pharmaceuticals Advanced / Basic Sales, AstraZeneca Core I& II, Bristol-Myers Squibb Phase I & II Therapeutic &
Sales Course and numerous additional employer-specific sales courses.

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