Donald M. Cost
Quincy,MA
Summary
A results-driven Sales Manager with more than 20 years of experience in consistently surpassing sales targets and driving revenue growth. Adept at providing strategic leadership, developing high-performing teams, and fostering strong customer relationships. With specialized expertise in Pharmaceutical Sales, I am committed to building successful sales teams and cultivating a culture of trust and transparency. My communication and negotiation skills are exceptional, and I thrive in delivering results through effective collaboration and leadership.
Overview
35
35
years of professional experience
Work History
District Sales Manager
AstraZeneca
01.2019 - Current
- Develop and execute comprehensive sales plans, outlining goals, strategies, and tactics to achieve desired outcomes
- Successfully launched and trained Sales Professionals on Farxiga (new indications) and Lokelma
- Lead and coach Sales Professionals in identifying target markets and creating sales strategies aligned with the company’s broader goals
- Conduct effective candidate screening and interviews, evaluating qualifications, skills, and organizational fit
- Consistently ranked in the top 20-40% sales results over 4 out of 5 years
- Recipient of the Peer Choice Award
- Lead the National and Regional Culture teams, driving initiatives to foster a sustainable and positive organizational culture
Territory Business Manager
Medtronic
01.2017 - 01.2019
- Educated physicians, nurses, educators, and other referral sources on the importance of intensive diabetes management and continuous glucose monitoring for patients with diabetes
- Provided technical support and service for existing patients and healthcare providers, while identifying opportunities for new business
- Focused on the launch of the MiniMed 670G with Smart Guard, the world’s first hybrid closed-loop insulin delivery system, and Guardian Connect, a Continuous Glucose Monitor (CGM) for individuals with type 1 diabetes
- Led and partnered with the matrix team, including Diabetes Therapy Specialists and District Clinical Managers, to strategically approach business opportunities while continuously measuring impact
- Contributed to the development and evolution of the New England District’s team culture
District Sales Manager
Sanofi
01.1996 - 01.2017
- International Award Winner (Ranked #1 out of 116)
- Led the Providence District from the bottom 5% to #1 in the East
- Launched and trained sales professionals on Afrezza and Toujeo
- Successfully developed and promoted three contract sales professionals to full-time positions at Sanofi
- Analyzed business performance and developed actionable plans for implementation and execution
- Fostered a team culture centered around diversity, transparency, and accountability
- Planned and presented workshops at regional and local meetings
Senior Executive Specialty Sales Professional
Sanofi
01.2014 - 01.2015
- National Award Winner
- Promoted products (Lantus SoloStar/Vial and Apidra SoloStar/Vial) in the metabolism division, focusing on Endocrinologists
- Certified District Field Trainer
- Selected for the Emerging Leaders Program
- Served as Interim Area Business Leader (November 2014 – March 2015)
Executive Sales Professional
Sanofi
01.2010 - 01.2013
- Promoted products (Lantus SoloStar/Vial, Apidra SoloStar/Vial, and Auvi-Q) in the metabolism division
- Certified Field Trainer (CFT) for the district
- Selected for the Emerging Leaders Program
Sales Professional
General Therapeutics Care
01.2009 - 01.2010
- Promoted products for hypertension (Avapro and Avalide) and osteoporosis (Actonel)
- Selected as one of 11 sales professionals in the district to implement strategic market objectives as part of a corporate pilot program
- Implemented approved business plans, achieving 150% payout for the first half of the year since the pilot's inception, despite new pharmaceutical guidelines in Massachusetts
Specialty Senior Sales Professional
Sanofi
01.2008 - 01.2009
- Promoted Nasacort AQ, Xyzal, and Xyzal Oral Solution
- Selected for the Management Development Candidate program
- Served as team leader and primary point of contact for local societies and associations, including the Massachusetts Society of Otolaryngology and the New England Society of Allergy
- National Trainer for Xyzal and Nasacort AQ
Specialty Sales Representative
Sanofi
01.2006 - 01.2008
- National Award Winner
- Promoted Nasacort AQ, Allegra Oral Suspension (launched), Xyzal (launched), and Xyzal Oral Solution (launched) to respiratory specialists
- Ranked #1 in the nation for Allegra Oral Suspension in 2007
- Mentored new hires by riding in the field together, assisting in the creation of business plans for territories, and providing guidance on adapting to new roles
- Planned and facilitated an Allegra Oral Suspension workshop for the Dermik division
Executive Sales Representative
Sanofi
01.1996 - 01.2006
- National Award Winner
- Promoted Ambien CR and Ketek to physicians, pharmacists, nurses, and other paramedical personnel
- Launched Ketek (Telithromycin), the world’s first Ketolide-class antibiotic, in August 2004
- Additional experience promoting the following products: Avapro/Avalide, Actonel, Allegra, Allegra Oral Solution (launched), Xyzal, Xyzal Oral Suspension, Ambien CR, Ketek (launched), Nasacort AQ (launched), Nasacort Aerosol, Zagam (launched), Intal Nebulizer Solution, Intal Metered Dose Inhaler, Tilade, and Azmacort
Account Executive/Senior Account Executive
Dean Witter, Discover Card Financial Services
01.1990 - 01.1996
- Ring Award Winner (President’s Club)
- Successfully launched and signed new merchant accounts to the Discover Card Acceptance network
- Assisted in training and mentoring new employees, coaching service representatives to enhance performance
- Achieved 168% of sales goal in the first year as an Account Executive
Education
B.S. - Business / Communication
Eastern Connecticut State University
Willimantic, CTA.S. - Liberal Arts
Manchester Community College
Manchester, CTSkills
- Prospecting and account acquisition
- Business development and planning
- Territory cultivation
- Sales territory management
- Sales oversight
- Cost negotiation
Affiliations
- President/Vice President, Boston Alumni Chapter of Kappa Alpha Psi Fraternity, Inc.
- Big Brother of Massachusetts Bay Association, Unity Board
- Big Brother of the Year Finalist
- Head Coach – Braintree Youth Basketball, Braintree Pop Warner Football, and Roxbury Boys and Girls Club
- Special Olympics Counselor
- Eastern Connecticut State University basketball team
- Manchester Community College basketball team
Timeline
District Sales Manager
AstraZeneca
01.2019 - Current
Territory Business Manager
Medtronic
01.2017 - 01.2019
Senior Executive Specialty Sales Professional
Sanofi
01.2014 - 01.2015
Executive Sales Professional
Sanofi
01.2010 - 01.2013
Sales Professional
General Therapeutics Care
01.2009 - 01.2010
Specialty Senior Sales Professional
Sanofi
01.2008 - 01.2009
Specialty Sales Representative
Sanofi
01.2006 - 01.2008
District Sales Manager
Sanofi
01.1996 - 01.2017
Executive Sales Representative
Sanofi
01.1996 - 01.2006
Account Executive/Senior Account Executive
Dean Witter, Discover Card Financial Services
01.1990 - 01.1996
B.S. - Business / Communication
Eastern Connecticut State University
A.S. - Liberal Arts
Manchester Community College
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