Steven C. Mathieu
Boston,MA
Summary
Dynamic and results-oriented professional with extensive experience in healthcare communications, territory management, and product advocacy. Proven track record of engaging physicians and health care professionals to deliver optimal product applications, developing comprehensive business plans, and leveraging cross-functional partnerships to drive success within regulated promotional policies.
Overview
30
30
years of professional experience
Work History
Manager, Strategic Initiatives Sales and Development
Stuart St. James Real Estate Brokerage
06.2016 - Current
- Spearhead all company prospecting, marketing, and closing activities
- Generate lists of properties compatible with buyer requests and needs
- Prepared all formal documentation for purchase agreements, deeds, and leases
- Accompany and advise buyers during visits and inspections to ensure satisfaction with value and condition of property
- Arranged meetings between buyers and sellers when terms needed to be negotiated
- Keep up to date on competitive real estate landscape through conventions, reviewing listings and trade journals
- Personally deal with lenders, home inspectors, pest control operators, escrow companies, and the like to ensure that all terms and conditions of purchase agreement were met before closing
- Developed 25 projects and 600 units mix of residential and commercial properties
- Completed a major market analysis for a development site in Boston focusing on political, economic, market factors, and city zoning policies
- Sold 8 properties listed for sale through the agency, resulting in more $110M development projects
Senior Sales Consultant (Dermatology Division)
Bayer Pharmaceuticals
06.2014 - 06.2016
- Responsible for the promotion and marketing of Finacea (azelaic acid) Gel and Desonate Gel in Hospitals and Private Practices
- Identified specialty pharmacies to better gain access and penetration with both products
- Developed thorough understanding of disease states, Bayer Brands and relevant competitor products very quickly
- Developed highly effective territory management and exemplary selling competencies (DiSC, SPIN)
- Grew both products 68 out 70 to 31 out 70 in the IC rankings – more than 120 % improvement
- Volume change # 1 in the country with Desonate Gel and # 9 Volume with Finacea Gel
- Recognized at National Meeting by Manager, Director, VP of sales for Innovative approach, collaboration and can-do attitude
Pathology Specialist/Senior Account Manager
Roche Pharmaceuticals
06.2012 - 06.2014
- Developed and maintained a high level of product knowledge of Ventana Biomarkers and competitive products
- Sales negotiation, deal closure, interfaced with all key buying influencers (direct users, department heads, lab directors and C-Suite personnel)
- Worked directly with oncologist, OB/GYN at major institutions in optimizing tumor boards in New England
- Provided leadership in market analysis and development/execution of strategies and action plans to drive product sales
- Maintained a minimum of 102% to 113% for 4 quarters in a row
- Year to date sales of 107% to goal with over $1,750,000 in combine sales – Capital Equipment and biomarkers
- Worked with Six Sigma consultants and IT integrations engineers to facilitate the installation and optimization of automated Digital Pathology Systems
Senior Sales Psychiatry/Neurology Consultant (Institutions and Community)
Novartis Pharmaceuticals
06.2006 - 06.2012
- Secured favorable formulary status at major teaching institutions
- Build customer confidence and receptivity; maintain personal relationships with physicians, hospitals, private practice, medical group practices, clinics, pharmacy and others in the customer influence sphere
- Launched new anti-psychotic drug (Fanapt) and have achieved significant market penetration within 2 years
- Final ranked # 1 in the northeast district at more than 120% to quota
- Finished ranked #1 for the past 3 quarters in my District (New England) with DDD sales, promoting Fanapt and, Focalin XR
- Only one in District to meet all requirements for quarterly special bonus with super targets
- Finished at 150% to quota with Focalin XR
- Responsible for more Fanapt and Focalin XR scripts than anyone in New England
- Outstanding Sales Achievement Award 2012 for Outstanding 1st Qtr Sales Representative
Territory Sales Manager (Neuroscience Division)
Eli Lilly Pharmaceuticals
06.2003 - 06.2006
- Responsible for driving sales performance of all Eli Lilly’s psychiatric products: Zyprexa (antipsychotic), Cymbalta (antidepressant), Symbyax (treatment-resistant depression), Strattera (ADHD)
- Established deep understanding and relationship of customers and key stakeholders in the psychiatric markets
- Attained an average of 102% to 112% of goals, thereby exceeding goals and finishing #2 in the district
- Improved territory rank 70%, from bottom half
- Received special recognition from District Manager and Director
- Ranked #5 in the district for sales and contributed to district’s #2 national ranking for the 1st time in 3 years
- Recipient of multiple individual and team awards: Team MVP, Director Ring of Honor Awards, MVP District
Enterprise Marketing Associate/Product Specialist
Divine Inc., formerly, Northern Light
04.2000 - 06.2003
- Coordinated with Marketing Communications, General Counsel, Finance, Development to ensure contracts procedures are followed
- Responsible for demonstrating new products to Global and Fortune 2000 companies, Fidelity, Agilent, Apple
Executive Education, Owner/President Managed Programs (OPM) Program and Admission Manager
Harvard Business School (HBS)
11.1994 - 04.2000
- Developed internet marketing strategy to target prospects domestically and internationally
- Credited for increasing participants (senior executives) enrollment by more than 100% in 1999-2000
- Managed all aspects of admissions for the Owner Management Program
- Collaborated with HBS Faculty on course outlines and content of OPM Websites
Education
BA - Economics
Boston College
Chestnut Hill, MA01.1994
Skills
- Fluent in French
- Miller Heiman
- Spin Selling Method
- DiSC Selling Method
- Salesforce
- Microsoft Office Suite
Awards
- District Leadership Awards
- Director Leadership Award
- Vice President Club Award
- Managed Care Champion for District
- Rookie of the Year Award
- MVP Awards
- Good Promotional Practice Champion for Team
- Product Champion for the Team
- Novartis Retention Bonus
- Harvard Executive Education Bonus
- Harvard University Volunteer Award
Timeline
Manager, Strategic Initiatives Sales and Development
Stuart St. James Real Estate Brokerage
06.2016 - Current
Senior Sales Consultant (Dermatology Division)
Bayer Pharmaceuticals
06.2014 - 06.2016
Pathology Specialist/Senior Account Manager
Roche Pharmaceuticals
06.2012 - 06.2014
Senior Sales Psychiatry/Neurology Consultant (Institutions and Community)
Novartis Pharmaceuticals
06.2006 - 06.2012
Territory Sales Manager (Neuroscience Division)
Eli Lilly Pharmaceuticals
06.2003 - 06.2006
Enterprise Marketing Associate/Product Specialist
Divine Inc., formerly, Northern Light
04.2000 - 06.2003
Executive Education, Owner/President Managed Programs (OPM) Program and Admission Manager
Harvard Business School (HBS)
11.1994 - 04.2000
BA - Economics
Boston College
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