Melissa Capiccioni
Columbia Station,OH
Summary
Successful Sales Representative with ten years of exceeding sales goals and production of immense growth National Pharmaceutical Representative Certification – CNPR Number 621462015 Diverse background in 503b pharmaceutical compounding and manufacturing Pharmaceutical distribution sales with focus on plasma, vaccines and specialty drugs FDA and cGMP Quality experience Pharmaceutical documentation skills System knowledge: experience as lead coordinator to implement pharmaceutical manufacturing document control systems. Daily use of 503b, Ophthalmology and other pharmaceutical sales systems. Results-oriented Territory Sales Manager with high energy levels and passion for customer service and sales. Polished in increasing sales volume by developing business opportunities and implementing effective sales programs. Critical thinker possessing first-rate multitasking, problem-solving and communication skills. Expertise in reducing turnover and minimizing shrinkage.
Overview
22
22
years of professional experience
1
1
Certification
Work History
Territory Sales Manager
FFF Enterprises
10.2019 - Current
- Territory Sales Manager in leading supplier of critical-care biopharmaceuticals, plasma products (albumin, intravenous immune globulin and coagulation products), oncology, dermatology and vaccines in OH, PA, NY, NJ and MI
- Currently managing territory grossing over $300 million per year
- Working closely with all major GPOs - Vizient, Premier and Health Partners
- Working closely with manufacturing partners to optimize territory growth while providing consultative services and cost savings options to my customer base
- Increased revenue by identifying growth opportunities within existing accounts and cross selling additional products and services
- Working with Major IDNs and hospital groups including University Hospitals, Henry Ford, McLaren Health, Allegheny Health, Kettering Health, Jefferson Health and Catholic Health Services of LI
- Buy and Bill Experience on both the manufacturer and distributor side
- Work as a liaison between hospitals and internal ordering within distribution channels including Pharmaforce, Sentry, Verity and Macrohelix
- Forecasted sales and established processes to achieve sales objectives and related metrics
- Organize trade shows and events within the territory to showcase company products, generating leads and increasing brand exposure.
Regional Sales Manager
SourceB, Avella of Houston
10.2016 - 05.2019
- Increased territory growth by $5 million in two years and projected to grow to $7.5 million by Q4
- Successfully building a new sales territory by developing beneficial partnerships with Directors of Pharmacy, Buyers and Health Systems
- Introduce and execute product outsourcing presentations of quality, assist with inventory management and waste by the sale of sterile to sterile products and procedures, quality assurance, CGMP compliance standards and FDA records of inspections
- Meet with executives from GPO groups and large health system networks, while executing contractual agreements through price negotiation and proposal requests to secure regional and national contracts
- Coordinate 503b hospital customer quality reviews and pharmacy site tours.
Territory Sales Manager
Advanced Pharma
12.2015 - 10.2016
- Increased territory growth by $1 million in first year sales
- Successfully built a new sales territory by developing beneficial partnerships with Directors of Pharmacy, Buyers and Pharmacists
- Increased network of verified prospects through qualified system prospecting, conferences and peers within the medical field
- Introduced and executed product outsourcing presentations, quality metrics
- Negotiated prices with pharmacy personnel and contracting groups.
Team Leader / Sales Representative
AIG Financial
01.2014 - 01.2016
- Consistently exceeded company and local market quotas while managing a $500,000 territory
- Top sales representative for Northeast Ohio region (2014, 2015)
- Awarded company-wide sales incentive trip to Fort Lauderdale, Florida (2014)
- Awarded company-wide sales incentive trip to New Orleans, Louisiana (2015)
- Awarded annual symposium incentive trip to Paradise Island, Bahamas (2015)
- Team leader: Implemented successful strategies and selling tactics to the regional team
- Developed comprehensive benefits packages for clients through consultative selling methods
- Build client relationships through quality customer service, networking and client referrals.
Technical Compliance Specialist
Ben Venue Laboratories
08.2007 - 12.2013
- Spearheaded investigations to ensure FDA compliance
- Lead on Project Phoenix to restore company to functional production standards
- Project Management lead for Maintenance/Engineering departments
- Technical support for data systems
- Responsible for departmental training compliance
- Internal/external relationship building.
Maintenance Operations Project Manager
Ben Venue Laboratories
09.2002 - 08.2007
- Liaison between BVL and Contract Customers
- Project lead on IDEA for CON system implementation and roll-out
- Supplier negotiations
- MRO buyer
- Managed inventory systems
- Developed GMP documentation
- Maintained training and system processes.
Education
CNPR Number 621462015 -
Graduate of NAPSR's Pharmacology/Pharmaceutical Sales Training Program
Master of Arts, Public Relations
Kent State University
Kent, OHBusiness Management
Indiana Wesleyan University
Independence, OHSkills
- Professional Training
- Business growth and retention
- Strategic Planning
- Sales Presentations
- CRM Software
- Salesforce
- Business Development
- Sales Strategies
- Competitor Analysis
- Account penetration
- New Account Development
- Contract Negotiation
- Solution selling
- Time Management
- Issue Resolution
- Pipeline Development
Certification
- NAPSRx Certification - April 2015
- Six Sigma Green Belt, Kent State University - August 2013
- Korn Ferry, 2023
Timeline
Territory Sales Manager
FFF Enterprises
10.2019 - Current
Regional Sales Manager
SourceB, Avella of Houston
10.2016 - 05.2019
Territory Sales Manager
Advanced Pharma
12.2015 - 10.2016
Team Leader / Sales Representative
AIG Financial
01.2014 - 01.2016
Technical Compliance Specialist
Ben Venue Laboratories
08.2007 - 12.2013
Maintenance Operations Project Manager
Ben Venue Laboratories
09.2002 - 08.2007
CNPR Number 621462015 -
Graduate of NAPSR's Pharmacology/Pharmaceutical Sales Training Program
Master of Arts, Public Relations
Kent State University
Business Management
Indiana Wesleyan University
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