Ian E. Stein
West Chester,OH
Summary
Experienced Pharmaceutical Sales Specialist highly effective at achieving sales goals on a consistent basis in competitive, fast-paced sales environments by applying exceptional verbal and written communication strengths along with detailed knowledge of products and deep customer relations expertise.
Overview
12
12
years of professional experience
Work History
Relationship Manager
Carvana/Adesa Auction Service
Cincinnati, OH
12.2023 - Current
- Developed and maintained relationships with existing clients to ensure customer satisfaction.
- Generated new sales leads through cold calling and networking activities.
- Maintained accurate records of all sales and prospecting activities.
- Researched competitors' products, prices, and sales techniques.
- Negotiated pricing contracts with customers to maximize profits.
- Utilized CRM software tools to track progress of each sale cycle stage.
- Answered inquiries from prospective customers regarding features of products and services offered.
- Assisted in developing promotional materials such as flyers, brochures.
- Fostered relationships with customers to expand customer base and retain business.
- Created successful strategies to develop and expand customer sales.
SALES SPECIALIST
Boehringer Ingelheim, DIABETES
Cincinnati, OH
11.2020 - 12.2023
- Consistently has achieved over 100% to quota while also attaining higher percentages than region, district and nation while also winning the Metabolic Master Award within first year.
- Utilized selling skills and product knowledge in order to influence targeted health care professionals to support the use of promoted diabetes products.
- Executed brand strategies to ensure that company sales and marketing messages are delivered appropriately to customers.
- Discussed formulary where appropriate and engaged in conversation revolving around payer options within the confines of commercial and public options.
- Developed plans to optimize allocation of key resources, including samples, co-pay cards, funds for speaker programs, and funds for in-office meals.
- Leveraged expertise and knowledge of diabetes and cross-functional activities to manage business opportunities and challenges with key thought leaders and specialists.
- Documented daily activity in call reporting and tracking system to maintain accountability for samples.
- Maintained strong professional relationships with physicians, medical group practices, hospitals, pharmacists, nurses and office staff to execute daily sales calls.
- Analyzed health care industry trends, sales trends and market dynamics to develop actionable business plans, following compliance guidelines.
SALES REPRESENATIVE
Amarin Pharmaceutical
Dayton , OH
11.2019 - 11.2020
- Educate cardiologists and primary care physicians on benefits of Vascepa for treatment of hypertriglyceridemia, cardiovascular disease, diabetes and the associated risks such as primarily myocardial infarction and stroke.
- Execute business plans and drives achievement of sales targets for assigned territory including medical specialists and staff.
- Adapt and optimizes approach and communications style during sales calls, responding to customer needs.
- Implementation of available technologies (heavily data driven) and channels to support sales calls.
- Deploys and uses approved Marketing and Sales promotional materials and programs; runs promotion programs and facilitates pull-through activities.
- Finished national top 5% at 105% to quota.
- Used CRM database to track referral and appointment data.
- Created successful strategies to develop and expand customer sales.
- Stayed up to date on company products and services to support sales objectives.
- Listened to customers to understand needs and refer to optimal services.
- Reason for leaving: Generic designation for product.
Pediatric Nutritional Sales Executive
PEDIATRIC NESTLE HEALTH SCIENCE
Cincinnati, OH
07.2017 - 11.2019
- Educate physicians on benefits of specialized infant and pediatric formula to combat varying ailments in the gastro intestinal arena.
- Focus on CMPA, food allergy, failure to thrive and seriously ill pediatric patients.
- Daily doctor visits, lunch and learn, sample procurement, patient follow up.
- Average of 50 calls per week.
- Built strong, professional relationships through identification of client needs, which increased overall sales and opportunities.
- Cultivated professional HCP relationships by asking appropriate questions, identifying needs and providing insightful information regarding products.
- Exceeded sales goals and improved profitability by aligning sales strategies and business plans with market trends.
- Implemented processes that drove change and improved performance.
- Discovered needs of prospective clients through strategically layered questions and utilized information to customize sales presentations.
- Followed up face-to-face guest interaction with email, phone, or mail correspondence.
- Communicated regularly with territory and regional managers for daily support and strategic planning.
- Reason for leaving: Contract discontinued.
Specialty Pharmaceutical Representative
CHEISI/ZYFLO CR
MIDWEST REGION , OH, IN, MI
09.2016 - 07.2017
- Maintain and cultivate relationships with doctors within a specific target group.
- Met with Pulmonologists, Asthma and Allergy Specialists, and Primary Care Physicians with main objective of gaining market share for the medication Zyflo CR.
- Focused on designated distribution channel through Foundation Care Pharmacy.
- Team leader in number of prescriptions for 4th quarter 2016 and 2nd quarter 2017.
- Achieved territory, individual and company goals for call metrics, sample distribution, market share and sales.
- Implemented and developed strategic business plans.
ACCOUNT MANAGER
Unifirst Corporation
06.2012 - 09.2016
- Outside Sales Consultant for a publicly traded, Forbes Platinum 400, facility service/uniform company who posts $1 Billion dollars in annual revenue.
- Job responsibilities include identifying constant new sources of business, maintaining high productivity and sales standards to achieve sales quotas within a protected territory.
- Cold calling businesses in person and via phone to secure face to face meetings with the intended goal of efficiently moving the sales process forward.
- Organization sizes vary from large household name organizations with 250+ employees to locally owned businesses with 3 to 20 employees.
- Organizing and filing information pertaining to prospect’s current contract status, contact information, and overall intelligence for a range of companies in numerous types of industries.
- Met with key individuals, C-suite level executives and decision makers to analyze needs as well as presenting to demonstrate solutions to those needs.
- Negotiated agreements with clients for pricing and logistics.
- Oversaw multiple accounts and worked diligently to meet and exceed performance goals.
- Provided clear business insight and market knowledge to drive solutions to meet customers' business objectives.
- Pitched to new clients by leveraging client base and targeting strategic partnerships.
Education
B.A. - Political Science, Public Relations Studies
Thomas Edison State University
Trenton, NJSkills
- Outperformed All SGLT-2 Competitors within designated territory
- Metabolic Master Designation within first year
- Metabolic Master Award Winner For Sales Goals 2020
- Achieving 100% to quota for all quarters while outperforming region and district for Jardiance Sales (Documentation Available)
- Consistent Team Leader in Volume and Percentage to Quota (Jardiance)
- Finished top ten out of 400 sales representatives for Vascepa sales (Amarin Pre Generic)
- Lead Cheisi Team in Prescriptions written 2 of 5 quarters (length of contract)
- January 2016 UniFirst National Sales Rep 1st Quarter
- UniFirst Corporate Advanced Selling and Leadership Seminar Attendee
- UniFirst Nationally Ranked top 15% in weekly produced revenue out of 950 representatives
Timeline
Relationship Manager
Carvana/Adesa Auction Service
12.2023 - Current
SALES SPECIALIST
Boehringer Ingelheim, DIABETES
11.2020 - 12.2023
SALES REPRESENATIVE
Amarin Pharmaceutical
11.2019 - 11.2020
Pediatric Nutritional Sales Executive
PEDIATRIC NESTLE HEALTH SCIENCE
07.2017 - 11.2019
Specialty Pharmaceutical Representative
CHEISI/ZYFLO CR
09.2016 - 07.2017
ACCOUNT MANAGER
Unifirst Corporation
06.2012 - 09.2016
B.A. - Political Science, Public Relations Studies
Thomas Edison State University
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