THOMAS M. NOTARO

• Provide 100% plant-based, organic, whole food feeding tube and meal replacement formulas to Oncologists, GI physicians, cancer centers, specialty clinics and Dietitians
• Established high-value accounts through consultative selling, effective customer solutions and promoting additional business opportunities with target customer
• Delivered engaging and polished presentations to build connections with potential customers and distinguish business from competitors
• Ranked #2/15 increasing sales growth by 24% thru July 2002 vs July 2001 by facilitating client satisfaction and renewing customer relations with major accounts

• Promoted a new FDA approved IV and oral formulation antibiotic for community acquired bacterial pneumonia and acute bacterial skin & skin structure infection
• Educated Infectious Disease, Pulmonary, Hospital Medicine, ED, Wound Care and Infusion Center targets about product features and benefits to aid in selecting best options for each individual patient needs.
• Managed over 50 calls per week and educated Infectious Disease, Pulmonary, Hospital Medicine, ED, Wound Care and Infusion Center targets about product features and benefits to increase sales revenues by15% YOY
• Showcased product features to customers and discussed clinical details to overcome objections and lock in sales. Also, built rapport with customers and assessed needs to make product recommendations and upsell.

• Sold anti-psychotic injectable for schizophrenia and bipolar disorders to Psychiatrists and Mental Health Clinicians. Also promoted Anti-depression ad-on agents for Major Depressive Disorders
• Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling diagnoses opportunities.
• Delivered engaging and polished presentations to build connections with potential customers and distinguish business from competitors
• Devised strategies to perform at required goal level and achieve monthly quota

*2018- Increased Territory Mkt Share 36% vs Nation 18% and Region 17%,

*2017- Increased Territory Mkt Share 26% vs Nation 20% and Region 17%

• Worked with various companies to become a strategic learning partner to enhance their sales and training acumen and helped identify and analyze business needs
• Designed results-driven learning experiences such as onboarding, and various stages of sales and management training
• Also facilitated engaging in-house workshops, and conducted field-based sales training to enhance customer relations and increase sales growth and evaluated success of training programs and recommended improvements to upper management to enhance effectiveness.

• Promoted IV antibiotic through high level clinical proficiency and evidence-based selling to teaching and community hospitals. Primary point of contacts were Infectious Disease, Critical Care, ICU, Emergency Department and Hospitalists
• Identified opportunities to improve clinical practices, devised strategies and implemented plans to increase patient care standards and enhance operational procedures.
• Communicated effectively with physicians, staff, and patients, employing active listening and interpersonal skills to increase territory growth

*2013 Ranked #14/174 quota objective reaching 119% of sales quota

*2012 Ranked #11/174 quota objective reaching 117% of sales quota

*2011 Ranked #13/174 quota objective reaching 122% of sales quota

• Formulated and presented innovative strategies to team members, executives and customers to build foundation for successful sales plans to meet region objectives
• Created robust sales plans, set territory quotas and forecasted annual, quarterly and monthly sales goals.
• Achieved dramatic sales increase by managing customer relationships and serving an instrumental role in closing 25 enterprise accounts valued at over $5 million in annual sales

2007-2010 Ranked #3/13

* "Region 100% Club” five out of six periods.

*2010-increased YOY sales 35%,; Ranked #2/13 in quota attainment

*2009-Increased YOY sales 61%;; Ranked #3/13 in quota attainment

*2008-#1/13 in Sales Growth; Ranked; #3/13 in quota attainment

• Trained sales representatives on Hematology, Oncology, and Pulmonary product therapies: Created three modules of sales training: Phase I (introductory disease state / product line), Phase II (clinical studies, web-based program, and hospital sales), and Phase III (advanced sales effectiveness and best practices, clinical studies, and territory analysis)
• Used various software systems and vendors to revise and update training materials and content to reflect new products and techniques.
• Developed and designed training aids and workshops to enhance and simplify training processes.
• Assessed and analyzed sales team performance to determine areas of weakness and areas of strength, and collaborated with upper management to implement continuous improvements and exceed team goals.

• Coached, mentored and developed 20 trainers in their developmental role to achieve promotion to District Manager
• Collaborated with various divisions to address training needs and curriculum requirements while managing a $2 million sales training budget
• Developed/enhanced disease- state selling skills and product knowledge curricula for Initial Sales Training, Advanced Sales Training, and Hospital Sales Training
• Worked side-by-side with training director and content developers to manage timely and appropriate training material development and deployment scheduling.
• Conducted train-the-trainer courses to elevate abilities and materials understanding for training instructors.
• Created New and Advanced District Manager Training as well as Leadership Training and Sales Trainer Development programs with emphasis on leadership and coaching.

• Hired, coached, trained, and led a team of representatives to meet company/district sales goals for diabetes and cardiovascular products to endocrinologists, cardiologists, and primary care physicians.
• Coached sales representatives in product specifications, sales incentives and selling techniques, significantly increasing district sales quota
• Assessed each individual and team performances, analyzing data trends to determine best methods to improve sales results.
• Devised strategies for retaining accounts, delivering polished sales presentations and promoting brands and products.
• Instrumental in coaching and developing 40% of District to promotions to: Sales Trainer, Associate Product Manager, Business Implementation Specialist, and District Manager
• 1999 and 2000 Two-Time Takeda PRESIDENTS AWARD WINNER; recognition for exceeding sales goals. Led the district to national ranking over 3 years
• 2001-Ranked 15/51, 2000-Ranked 1/5, 1999 -Ranked #11/51; Top 20%.

• Sold an ophthalmic beta-blocker to ophthalmologists increasing sales to revenues of more than $5 million dollars
• Two-time PRESIDENT AWARD WINNER/JAPAN TRIP WINNER:
• Had three promotions in seven yearsFacilitated upselling by cultivating productive relationships with clients, doctors' office staff, and clinical hospital personnel.
• Implemented diverse marketing and promotional strategies to enhance brand performance in target markets.

*1998- Ranked 1/10 in district for quota attainment, 2/10 market share and sales volume. Ranked 3/45 in nation for quota attainment and market share. Achieved territory market share of over 9% vs 5.8% nationally

*1997- DISTRICT LEADERSHIP AWARD. Ranked 3/10 in district for quota attainment, 2/10 mkt share, 3/10 and 10/45 in nation quota attainment

* I996- PRESIDENTS AWARD WINNER: Ranked 1/10 in district in sales, 2/10 market share. Ranked 3/45 in the nation in sales. Also,1992-1994-ranked nationally 13/45, 11/45, and 14/45, respectively in sales