Summary
Overview
Work History
Education
Skills
Awards
Certification
Languages
Timeline
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ALEX PAZ

Long Beach,California

Summary

Dedicated and motivated sales manager with a proven track record of over 18 years in immunology, pharmaceuticals, molecular diagnostics, and technology. Consistently surpassing sales targets, recognized with multiple awards for sustained success. Strong work ethic, effective organizational skills, and ability to quickly build rapport with clients are key factors in achievements. Passionate about professional development and dedicated to inspiring team members to reach their highest potential. Excels in turning around underperforming territories and successfully launching novel products. Talent for identifying and leveraging key opinion leaders (KOLs) on local and national levels to drive adoption and increase product utility.

Overview

23
23
years of professional experience
1
1
Certification

Work History

Immunology Executive Account Manager

Galderma Laboratories
05.2024 - Current
  • Selected to act as the Interim Regional Manager, managing 3 account managers, while simultaneously carrying out my responsibilities as an individual contributor during a crucial product launch
  • Assist in recruitment, talent/resource management, and product launch operations
  • Provide West Area "New Hire" training support
  • Represent Galderma at numerous regional and national congresses/conferences
  • Oversee relationships with Key Opinion Leaders (KOL) within the area: identifying 2 KOLs that were added to the HCP Speaker Bureau.
  • Successful product launch: Nemluvio – Top 20% nationally (22 of 118)
  • Exceptional execution of brand/segment strategy, driving demand for Nemluvio through expert product knowledge, deep understanding of competitive landscape and close collaboration with internal and external stakeholders (Field Access Manager, Thought Leader Liaison, Medical Science Liaison , KOLs, Access Coordinators, etc…)
  • Deep understanding of Galderma's integrated commercial selling strategies; contracting & access platforms (GPS)
  • 2024 New Hire Training “MVP”

Senior Regional Sales Manager

DERMTECH
05.2017 - 05.2024
  • Market, educate and sell novel ground-breaking dermatology/oncology non-invasive genetic assays (Pigmented Lesion Assay and PLA plus) designed to rule out Melanoma to targeted dermatologists, pathologists and other select specialists and their support teams
  • President's Club Winner 2017, 2018 and 2019
  • Promoted to Senior Regional Sales Manager in 2022 (Interim manager 2021)
  • PLA plus Launch Leader: instrumental in successful launch of the new DNA Mutation Analysis for ruling out melanoma
  • Rely on hunter mentality to continually uncover opportunities and grow volume
  • Transformed underperforming region into a leading one, from virtually no volume to over 100 active accounts within a year
  • Develop a trusted advisor relationship with key accounts, identifying KOLs that bolster DermTech's profile within the medical community
  • Capitalize on very long and deep relationships with clients to gain buy-in for DermTech's portfolio of diagnostic dermatology/oncology products
  • 360-degree management of accounts, providing outstanding customer service, training and support to ensure client buy-in, engendering trust and loyalty
  • Selected as field and corporate trainer in 2018: Train new sales representatives to ensure successful onboarding as well as continued mentoring on an ongoing basis
  • Responsible for large region: Southern California and Hawaii

Territory Manager

PRUGEN PHARMACEUTICALS
07.2016 - 05.2017
  • Sell and promote Prugen Pharmaceuticals' portfolio of over 25 generic products to targeted dermatologists and other select specialists
  • Focus on building full regimens to satisfy patient needs while maximizing profitability

Territory Business Manager

MERZ NORTH AMERICA
10.2013 - 07.2016
  • Sell and promote Merz Hybrid Dermatology (Naftin 2% and Onmel) and Aesthetic (Xeomin and Blanche) portfolio of products, targeting dermatologists, plastic surgeons, medical spas and podiatrists
  • Responsible for large, previously under-performing territory: Los Angeles - South (initially Orange and San Diego Counties)
  • Final Overall Rank: 11 of 52 Nationally; 3 of 11 Regionally
  • Improved overall ranking 34 places from 42 to 8 of 52 nationally within the 1st year of assuming responsibility for territory
  • Manage sales and promotion of direct dispense products Xeomin (botulinum toxin type A) and Blanche (hydroquinone 4%)
  • Xeomin Rank: 3 of 48; Blanche Rank: 6 of 48
  • Develop new accounts with strategic targeting and marketing
  • Retain and grow existing accounts
  • Pioneered relationship with Specialty Pharmacy (Choice Compounding Pharmacy) that became a formalized initiative for the Medical Dermatology division
  • Selected to participate in Sales Management Training and Key Account Management Training in preparation of career development and promotion
  • Regional Sales Operations and Analytics Liaison

Territory Manager

ORTHO DERMATOLOGICS (formerly ONSET)
02.2013 - 10.2013
  • Sell and promote Onset Dermatologics' portfolio (Locoid, Hylatopic Plus, Aurstat, Tretin-X and BenzEFoam) products to dermatologists

Territory Manager

MEDICIS, A DIVISION OF ORTHO DERMATOLOGICS
05.2012 - 02.2013
  • Sell and promote product portfolio (Ziana and Zyclara) to targeted dermatologists
  • Significantly improved overall ranking 26 places from 58 to 32 of 60 nationally in one quarter
  • Effectively increased Zyclara Prescription market share growth, moving 44 places from 58 to 14 of 60 nationally
  • 50% of Sales force was laid off following Valeant (now Ortho Dermatologics) Acquisition of Medicis (February 2013)

Territory Manager

TRIAX PHARMACEUTICALS / ONSET DERMATOLOGICS
12.2010 - 05.2012
  • Sell and promote product portfolio (Locoid, Tretin-X & Minocin) to dermatologists
  • Final Ranking: 2 of 48 nationally: President's Club/Rookie of the Year: 2011
  • Significantly and consistently exceeded goals for all products in portfolio
  • Promoted to Regional Field Sales Trainer (2012): training and mentoring of new and underperforming sales representatives
  • Marketing Advisory Board member (2010): assisted in marketing projects and research endeavors
  • Successfully achieved a rapid and dramatic turn-around of a low-performing, anemic territory
  • 1 of 12 representatives of 50 company-wide to be retained by Onset Dermatologics after acquisition (April 2012)

Allergy/Immunology & Pediatrics Specialty Sales Representative

SHIONOGI PHARMA, INC (formerly SCIELE PHARMA, INC)
05.2008 - 12.2010
  • Sell and promote product portfolio (Allegra OS/ODT, Twinject/Adrenaclick, Orapred ODT and Ulesfia) to allergists, dermatologists, pediatricians, and otolaryngologists
  • Final Ranking: Top 1% nationally (5 of 143 nationally, 3 of 32 regionally and 1 of 11 in district): President's Club 2010
  • Significantly and consistently exceeded goals for all products in portfolio
  • Ulesfia lotion Cross-Functional Team Member (formerly Twinject/Adrenaclick Cross-Functional Team)
  • Experience with successful product launches (i.e
  • Allegra ODT, Ulesfia Lotion and Adrenaclick Epinephrine Auto-Injector)

Account Executive

NEWGEN TECHNOLOGY
08.2005 - 05.2008
  • Oversee the sales function and customer service personnel of highly technical electronic component distribution business
  • Responsible for sales/business development effort, focusing on emerging markets in Latin America
  • Managed the entire sales cycle from prospecting, administration, closing/fulfillment to follow-up customer service functions
  • Established strategic global distribution partnerships to penetrate emerging markets; increasing revenue by 130% over 2 ½ years

Medical Interpreter & Translator

HARRIS COUNTY HOSPITAL DISTRICT
04.2002 - 05.2004
  • Liaised between medical staff and patients to ensure mutual understanding and to contribute to the delivery of appropriate health care
  • Translated medical documents, consents for surgeries and medical treatments

Education

Bachelor of Arts - Economics and Spanish

Southern Methodist University
Dallas, Texas
01.2002

Skills

  • Business Development
  • Sales Planning
  • Forecasting
  • Sales Strategy
  • Account Management
  • Customer Service Leadership
  • Coaching
  • Mentorship
  • Training
  • Professional Development
  • National Field Sales Trainer
  • KOL Development
  • KOL Management
  • Communication Skills
  • Networking
  • Product Launch
  • Product Knowledge
  • Pharmaceutical Sales
  • Genomics
  • Genetics
  • Molecular Diagnostics
  • Medical Device
  • Oncology
  • Dermatology
  • Aesthetics
  • Allergy
  • Immunology

Awards

President's Club: 2010, 2011, 2017, 2018, 2019

Rookie of the Year: 2011


Certification

Certified Health Coach - Institute for Integrated Nutrition

Languages

Spanish
Native or Bilingual

Timeline

Immunology Executive Account Manager

Galderma Laboratories
05.2024 - Current

Senior Regional Sales Manager

DERMTECH
05.2017 - 05.2024

Territory Manager

PRUGEN PHARMACEUTICALS
07.2016 - 05.2017

Territory Business Manager

MERZ NORTH AMERICA
10.2013 - 07.2016

Territory Manager

ORTHO DERMATOLOGICS (formerly ONSET)
02.2013 - 10.2013

Territory Manager

MEDICIS, A DIVISION OF ORTHO DERMATOLOGICS
05.2012 - 02.2013

Territory Manager

TRIAX PHARMACEUTICALS / ONSET DERMATOLOGICS
12.2010 - 05.2012

Allergy/Immunology & Pediatrics Specialty Sales Representative

SHIONOGI PHARMA, INC (formerly SCIELE PHARMA, INC)
05.2008 - 12.2010

Account Executive

NEWGEN TECHNOLOGY
08.2005 - 05.2008

Medical Interpreter & Translator

HARRIS COUNTY HOSPITAL DISTRICT
04.2002 - 05.2004

Bachelor of Arts - Economics and Spanish

Southern Methodist University

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