sales management or business developement or sales
sales management, business developement, sales with 20 years experience looking for a Middle Management position.
Content
TODD SCHUCK Interim - Director Sales & Marketing A&C Medical Supplies and Equipment Inc 385 Main Street South, Southbury, CT 06480 Showroom- 203.262.1671 636 Chestnut Hill Road (860) 830-6321 Glastonbury, Connecticut 06033 [email protected] ________________________________________________________________________________ _______________________ SUMMARY Accomplished Pharmaceutical and Healthcare Sales professional with a solid under standing of Healthcare economics. Currently acting as Interim- Director Sales & Marketing for A&C Medical Equipment & Supplies Inc., a Medicare Accredideted Hom e Medical Rehabilitation Equipment, Supply & Modification Company. Responsible f or all aspects of new business development, Managed Care contracting, referral r elationship management, sales and marketing. Current employment agreement began 1/1/10. Exploration of new opportunity with full consent of current employer. ________________________________________________________________________________ _________________________________ PHARMACEUTICAL SALES, MANAGEMENT, MARKETING & MANAGED CARE EXPERIENCE WATSON PHARMACEUTICALS - Morristown, NJ 2003-2009 Associate Director- Corporate Accounts- 2005-2009 Developed relationships with Pharmacy and Medical Directors and grew sales for U rological product line through Managed Care and Specialty Pharmacy pull through contracting. Managed all Northeast Regional Health Plans rebate contracting effo rts with; BCBS MA, VT, & RI, Excellus, Empire, GHI/HIP, IHA, MVP, CPPHP, BCBS WN Y, Horizon BCBS, Connecticare, Tufts, Harvard & Fallon Health Plan. Managed rela tions with Specialty Pharmacy Providers; CuraScript, Diplomat, Infusion Technolo gies, OptionCare (Walgreens) & CareMed Pharmaceutical Services. Managed contract ual relations with the National Health Plan Humana. * Executed and managed Trelstar (Injectable) contract with Competitive Acquisiti on Program vendor, Bioscrip that lead to $750k in sales. * Liaised with Specialty Pharmacy consulting company, Icore HealthCare, to pull Trelstar sales through Specialty Pharmacy channel. * Developed successful Trelstar pull-through program with CareMed Specialty Phar macy creating an alternative for "Buy & Bill" MD's at significantly higher acqui sition price than office based sales, that lead to $250k sales in Q109. * Negotiated and managed GPO contracts with HIPPI 340B prime vendor along with P remier, Armada and other smaller GPO offerings. * Monitored and reported on Medicare Fiscal Intermediaries and Commercial Payor policy regarding Parts B and D reimbursement and gained familiarity with Managed Care cost containment strategies regarding fee schedules and payment methodolog ies (AWP, AMP and ASP) used for solid dose & Injectable pharmaceutical products. Regional Sales Manager ( Northeast) -2003-2005 Managed a team of specialized Urology Pharmaceutical Sales Professionals promoti ng full line of Urological products calling on Urologists, and OB-GYN's. Spent considerable amounts of time in field coaching a nd counseling team members while developing and building relationships with "Key Opinion" leaders. * Lead the Northeast Region to a successful launch of the first ever transdermal patch (Oxytrol) for the treatment of overactive bladder. * Re-Launched LHRH agonist- cancer injectable-Trelstar for the treatment of adva nced prostate cancer. * Appointed to serve on Incentive Compensation Task Force. Assisted in the devel opment of cutting edge strategies that lead to enhanced performance of the sales force.
ELAN PHARMACEUTICALS - South San Francisco 1996-2003 DISTRICT SALES MANAGER (SOUTHEAST & NORTHEAST) - 1999-2003 Managed teams of highly specialized Pharmaceutical Sales Representatives promoti ng neurology and pain-management products lines throughout the North and Southeast Regions. * Promoted to manage newly formed Southeast Region in May 1999. Hired and traine d new sales representatives. * Won prestigious President's Cup Award as one of the top two Regions in Sales i n the year 2000. * Managed both the Southeast and Northeast Region for 6 months during corporate wide restructuring and was responsible for 18 direct reports.
TODD C. SCHUCK
PAGE TWO
ElLAN PHARMACEUTICALS (Athena Neurosciences) PROFESSIONAL SALES REPRESENTATIVE & REGIONAL TRAINER - 1996-1999 Generated demand for unique line of specialized neurological/pain management med ications, including anti-Parkinson's and anti spasmodic preparations. Called on Neurologists, Physiatrists, Pain Certified Anesthesiologists, Orthopedic Surgeon s and Neurosurgeons Promoted to Regional Trainer after first six months. Trained and mentored new hires. Organized and implemented quarterly "plan of attack" (P OA) to maximize territory sales and profitability. Consistently exceeded quotas while simultaneously execu ting responsibilities as Northeast Regional Trainer. * Led northeast region in first year sales of new anti-spasticity product, Zanaf lex 1997. * Rookie of the Year for northeastern region 1997 * Promoted to Regional Trainer after first six months with the company * Promoted to Sales Manager for Southeast Region in May, 1999. RHONE-POULENC RORER PHARMACEUTICAL - Collegeville PA 1992-1996 PROFESSIONAL SALES REPRESENTATIVE Responsible for the management, development and profitability of a protected ter ritory in the Greater Hartford area, with emphasis on products for hypertension/ angina, asthma and allergic rhinitis. Developed an d expanded relationships with health care professionals, with specific emphasis on primary care physicians, cardiologists and pediatricians. * Recognized 1994 Representative of the Year for the Eastern Business Unit * Led Northeastern Region in market share with QD diltiazem (Dilacor XR) for HBP in 1994. * Rookie of the Year in 1993, Hartford District ________________________________________________________________________________ ________________________________ PRIOR BUSINESS EXPERIENCE THE FARMINGTON COMPANY - FARMINGTON, CONNECTICUT 1990-1992 EMPLOYEE BENEFIT SPECIALIST - Marketed supplemental life and disability program to hospitals and healthcare employees throughout the Northeast. Extensive face to face presentations with a high closing percentage. NEW YORK LIFE INSURANCE COMPANY - Springfield, Massachusetts
1988-1990 SALES REPRESENTATIVE - Sold comprehensive line of traditional insurance and inve stment products to individual and also small business group health insurance programs.. KAPLAN TOURS & TAUCK TOURS - New London & Westport, Connecticut 1984-1988 TOUR DIRECTOR - Directed motorcoach tours throughout U.S. and Canada ________________________________________________________________________________ _________________________________ EDUCATION UNIVERSITY OF HARTFORD - West Hartford, Connecticut Coursework towards Master of Public Administration, Health Care Management Professional Certification in Health Care Management (1996) Courses: Health Care Services and Organizational Strategies. Legal Aspects of Health Care Administration. Seminar in Health Care Policy. Medical and Health Care Organization and Financing. WESTERN NEW ENGLAND COLLEGE - Springfield, Massachusetts B.S. BACHELOR OF SCIENCE IN BUSINESS ADMINISTRATION/MARKETING Athletics: Quarterback/Punter - Varsity Football MANAGERIAL & MANAGED MARKET DEVELOPMENT PROGRAMS * American Management Association - How to Motivate, Manage and Lead a Team * Ken Blanchard - Situational Leadership * Dan Goleman - Emotional Intelligence - Leadership that Gets Results * Ferdinand Fournies - Coaching for Improved Work Performance * Lou Adler - Guide to Power Hiring * Miller-Heiman- Strategic Account Selling * Pinsinault- Account Management Training & Summits * Active Member- American Academy of Managed Care
ELAN PHARMACEUTICALS - South San Francisco 1996-2003 DISTRICT SALES MANAGER (SOUTHEAST & NORTHEAST) - 1999-2003 Managed teams of highly specialized Pharmaceutical Sales Representatives promoti ng neurology and pain-management products lines throughout the North and Southeast Regions. * Promoted to manage newly formed Southeast Region in May 1999. Hired and traine d new sales representatives. * Won prestigious President's Cup Award as one of the top two Regions in Sales i n the year 2000. * Managed both the Southeast and Northeast Region for 6 months during corporate wide restructuring and was responsible for 18 direct reports.
TODD C. SCHUCK
PAGE TWO
ElLAN PHARMACEUTICALS (Athena Neurosciences) PROFESSIONAL SALES REPRESENTATIVE & REGIONAL TRAINER - 1996-1999 Generated demand for unique line of specialized neurological/pain management med ications, including anti-Parkinson's and anti spasmodic preparations. Called on Neurologists, Physiatrists, Pain Certified Anesthesiologists, Orthopedic Surgeon s and Neurosurgeons Promoted to Regional Trainer after first six months. Trained and mentored new hires. Organized and implemented quarterly "plan of attack" (P OA) to maximize territory sales and profitability. Consistently exceeded quotas while simultaneously execu ting responsibilities as Northeast Regional Trainer. * Led northeast region in first year sales of new anti-spasticity product, Zanaf lex 1997. * Rookie of the Year for northeastern region 1997 * Promoted to Regional Trainer after first six months with the company * Promoted to Sales Manager for Southeast Region in May, 1999. RHONE-POULENC RORER PHARMACEUTICAL - Collegeville PA 1992-1996 PROFESSIONAL SALES REPRESENTATIVE Responsible for the management, development and profitability of a protected ter ritory in the Greater Hartford area, with emphasis on products for hypertension/ angina, asthma and allergic rhinitis. Developed an d expanded relationships with health care professionals, with specific emphasis on primary care physicians, cardiologists and pediatricians. * Recognized 1994 Representative of the Year for the Eastern Business Unit * Led Northeastern Region in market share with QD diltiazem (Dilacor XR) for HBP in 1994. * Rookie of the Year in 1993, Hartford District ________________________________________________________________________________ ________________________________ PRIOR BUSINESS EXPERIENCE THE FARMINGTON COMPANY - FARMINGTON, CONNECTICUT 1990-1992 EMPLOYEE BENEFIT SPECIALIST - Marketed supplemental life and disability program to hospitals and healthcare employees throughout the Northeast. Extensive face to face presentations with a high closing percentage. NEW YORK LIFE INSURANCE COMPANY - Springfield, Massachusetts
1988-1990 SALES REPRESENTATIVE - Sold comprehensive line of traditional insurance and inve stment products to individual and also small business group health insurance programs.. KAPLAN TOURS & TAUCK TOURS - New London & Westport, Connecticut 1984-1988 TOUR DIRECTOR - Directed motorcoach tours throughout U.S. and Canada ________________________________________________________________________________ _________________________________ EDUCATION UNIVERSITY OF HARTFORD - West Hartford, Connecticut Coursework towards Master of Public Administration, Health Care Management Professional Certification in Health Care Management (1996) Courses: Health Care Services and Organizational Strategies. Legal Aspects of Health Care Administration. Seminar in Health Care Policy. Medical and Health Care Organization and Financing. WESTERN NEW ENGLAND COLLEGE - Springfield, Massachusetts B.S. BACHELOR OF SCIENCE IN BUSINESS ADMINISTRATION/MARKETING Athletics: Quarterback/Punter - Varsity Football MANAGERIAL & MANAGED MARKET DEVELOPMENT PROGRAMS * American Management Association - How to Motivate, Manage and Lead a Team * Ken Blanchard - Situational Leadership * Dan Goleman - Emotional Intelligence - Leadership that Gets Results * Ferdinand Fournies - Coaching for Improved Work Performance * Lou Adler - Guide to Power Hiring * Miller-Heiman- Strategic Account Selling * Pinsinault- Account Management Training & Summits * Active Member- American Academy of Managed Care
