Paul Matchett
San Antonio,Texas
Summary
Honored with four Vision Awards, reflecting outstanding leadership capabilities and commitment to team success.
Recognized with numerous sales awards, reflecting dedication to driving revenue growth and client satisfaction.
Provided strategic guidance to enhance regional operations and drive growth.
Designed and implemented best-in-class team building strategies to foster a cohesive work environment.
Overview
36
36
years of professional experience
Work History
Senior District Business Manager
Novo Nordisk
San Antonio, Texas
01.2012 - Current
- Circle of Excellence winner 2017 performance in top 8% national.
- 3 time Vision Award for Leadership winner in 2015, 2017, and 2019
- Coach of the year 2017
- Lead a team of 12 diabetes sales specialists.
- Over 20 product launches throughout my career most recently Rybelsus, Ozempic, Xultophy, Tresiba, Saxenda, FlexTouch insulin pen device, Victoza
- Servant Leadership style
- Strategic approach follows the 4 Disciplines of Execution (4Dx) model
Region Support Manager
Novo Nordisk
Texas
01.2011 - 01.2012
- Region finished ranked #1 in the Nation
- Assistant coach to the Regional Business Director (RBD)
- Managed Region Resources – T&E, Speaker budget, Samples, and promotional materials
- Accountable for collaborating with the RBD to improve overall business acumen with DBM Leadership Team.
- Region Liaison to all departments in HQ (Marketing, Finance, Commercial Effectiveness, Field Force Execution)
- Owner of the Area, and Regional Business planning process
- Assistant coach to the RBD
Regional Field Trainer
Novo Nordisk
Texas
01.2010 - 01.2011
- Responsible for developing the local regional sales force through Coaching and Developing , and Inspiring and Motivating
- Collaborated with DBMs to assess and improve the selling effectiveness of representatives.
- Ensured continuity of National Brand Strategy to sales force at POA meetings
- Facilitated National Phase training
Sr. Institutional Diabetes Specialist
Novo Nordisk
San Antonio, Texas
01.2007 - 01.2010
- Top 10% ranking 2009, Top 14% ranking 2008
- Completed Management Acceleration Center (MAC) program
- Exceeded sales goals within targeted institutions.
- Secure formulary addition of Novo Nordisk priority products.
- Cross Functional team leadership with internal stakeholders including EDCS, DCS, and Medical
- Partner with customers to develop and implement inpatient insulin protocols and discharge orders to influence and maximize the Retail market.
Oncology Account Manager
Pfizer
San Antonio, Texas
01.2003 - 01.2007
- Expert in all types of payers including Medicare Part B – buy and bill, Part D, Medicaid, and MCOs, VA, and DoD.
- Educating the sales team on how these payers work and utilizing this to maximize sales opportunities.
- Primary responsibility was to develop account strategies and ensure product access and reimbursement.
- Team leader of a cross functional team that included a Sales Manager, Marketing Representative, Clinical Education Manager, and Medical Science Liaison.
- Building and maintaining customer and patient relations.
Government Account Manager
Pfizer (formerly Pharmacia)
Houston, Texas
01.1999 - 01.2003
- Accountable for meeting sales goals in Government Accounts including DoD, VA, and USFHP.
- Charged with developing and implementing formulary access projects and pull through strategies.
- Responsible for all contract implementation.
- Developing and maintaining customer relationships
- Duties also included training the sales force on the workings of all government accounts to ensure Tricare Pull through.
- Strategic planning with Sales Management to gain understanding of business potential within Government Accounts
- Team Leadership with Sales Management Leadership Team
Specialty Sales
Pfizer (formerly Pharmacia)
Houston, Texas
01.1996 - 01.1999
- Finished in the top 10% in nation
- Responsible for meeting sales quotas by detailing office based and hospital based Ophthalmologists including those associated with Baylor College of Medicine and UT Medical School.
- Developed speakers for peer to peer selling opportunities between physicians.
- Co-wrote the National Market Plan for the entire Ophthalmology organization to ensure a successful launch.
- Achieved successful Xalatan formulary approvals at each of my teaching hospitals in the Houston/Galveston Metro
- Chosen to travel with the Xalatan product manager to Mexico City to present at the Xalatan launch to Mexico and South America.
Primary Care Sales
Pfizer (formerly Upjohn)
Corpus Christi, Texas
01.1990 - 01.1996
- As a primary care sales representative, I was accountable for total territory management.
- Mastered in a variety of specialties including Psychiatry, Endocrinology, IMs, FPs, ENTs, Pediatrics, Orthopedics, Cardiology and others.
- Consistently achieve quota on products including Xanax, Halcion, Micronase, Altace, Glynase, Luvox, and Ansaid.
- Acted as district mentor to help others understand sales reports and territory management. Functioned as the district product specialist for various products throughout the assignment.
Education
Bachelor’s Degree - Marketing
Texas A&M University
College Station, TexasSkills
- Guided personnel development initiatives to foster a collaborative and high-performing work environment
- Cultivated a trusting environment among team members to enhance collaboration and productivity Championed initiatives that prioritize team well-being and support Guided teams in developing strong interpersonal relationships to drive success
- Directed process management initiatives to enhance workflow effectiveness
- Oversaw essential processes while maintaining a focus on simplicity and effectiveness
- Leveraged extensive industry experience to enhance operational effectiveness
- Achieved success across various pharmaceutical positions, contributing to team objectives and regional growth
- Leveraged extensive knowledge to provide support and insights, contributing to team success and collaboration
- Utilized strong communication skills to enhance team interactions and project outcomes
Accomplishments
- Circle of Excellence winner 2017 performance is top 8% in the nation.
- 3 time Vision Award for Leadership winner in 2015, 2017, and 2019
- Coach of the year 2017
- Numerous Sales awards throughout my career.
- Harvard Market Mastery Course – By invitation only course at Harvard University, Cambridge, MA
- Leadership Through Personal Advocacy Course – University of Texas
- Quality First Award for a Breast Cancer Navigation project
Timeline
Senior District Business Manager
Novo Nordisk
01.2012 - Current
Region Support Manager
Novo Nordisk
01.2011 - 01.2012
Regional Field Trainer
Novo Nordisk
01.2010 - 01.2011
Sr. Institutional Diabetes Specialist
Novo Nordisk
01.2007 - 01.2010
Oncology Account Manager
Pfizer
01.2003 - 01.2007
Government Account Manager
Pfizer (formerly Pharmacia)
01.1999 - 01.2003
Specialty Sales
Pfizer (formerly Pharmacia)
01.1996 - 01.1999
Primary Care Sales
Pfizer (formerly Upjohn)
01.1990 - 01.1996
Bachelor’s Degree - Marketing
Texas A&M University