STEPHEN VINCEL SMITH

* 6250 153rd Avenue Southeast, Bellevue, Washington 98006

* 425.641.5151 (H) 206.769.1517 (C) * ss59b46c@westpost.net
REGIONAL/DISTRICT SALES MANAGER
Sales Leadership | New Business Development | Strategic Account Management
Innovative and performance-focused professional with award-winning sales record
in highly competitive industries. Creative and resourceful with key talents for
developing and executing effective strategic sales plans to increase sales and b
oost market share profitability. Extensive experience spanning all aspects of sa
les, managed care, and health care organizations in both regional- and district-
wide settings.. Creative problem solver with exceptional communication and prese
ntations skills. Aggressively identify new leads, establish focus and provide ta
ctical business solutions.
CORE COMPETENCIES

* Innovative Sales-Marketing Strategies / Company Vision

* Territory Management / Expansion
* Account Acquisition / Development and Growth
* Multi-divisional Integration and Communication
* Contract Negotiation and Closing Deals
* Leadership / Sales Force Development
* Program Development and Implementation
* Product Knowledge / First-rate Customer Service
* Key Relationship Building / Client Education
* Lateral Thinking Approach
* Behavior Focused Coaching
* Solution Oriented Consulting
CAREER OVERVIEW
Avidas Pharmaceuticals * Doylestown, PA
Regional Sales Manager & Trade Accounts 2009-Present
Direct report to the Chief Operations Officer of the sales organization; develop
, manage, and mentor the western US sales force, and District Sales Manager-East
. Manage the Northwest wholesale distribution as well as purvey new market oppo
rtunities for OTC brand Business Development.
King Pharmaceuticals * Bridgewater, NJ 1999-2009
Director of Corporate Accounts -PBM's, GPO's , Trade, Regional Accounts 2006-20
09
Directly reported to the Vice President of Managed Markets, with full responsibi
lity for maintaining robust sales activities, account management, contract negot
iation, and business development within an established territory consisted of sp
ecific national accounts, PBMs, as well as regional and trade accounts. Strategi
cally devised and led the execution of business plans to boost contract profitab
ility for all company's product franchise, including pain management portfolio,
cardiovascular portfolio, and medical devices.
* Oversaw the implementation of innovative managed care sales and marketing init
iatives to effectively support and improve MCO formulary access for all product
lines
* Conceived and executed value-based contracting strategy that targeted audience
s in both national and regional MCO's throughout Washington, Oregon, Utah, Color
ado, Nebraska, Kansas, Wyoming, Montana, Idaho, Alaska, North Dakota, and South
Dakota
* Devised innovative Market Analysis Tool to facilitate effectiveness of Managed
Markets Performance Snapshot in 2008 (National Field Sales)
* Instrumental for the successful implementation of the Pain Management Symposia
in 2008
* Delivered the Difference National Award in 2007
* Won the Leadership Difference National Award in 2006
Specialty District Sales Manager, CNS Neuro-Psych & Pain Division 2003-2006
Singlehandedly managed both operational and promotional budget plans, national s
peaker programs, and region-wide sales representatives. Supervised the effective
ness of company development programs, such as product training, closing sales, s
ales presentations, planning and territories management, and performance evaluat
ion. Strictly enforced all actionable field contact report deliveries and busine
ss planning directives, along with the national plan of action implementation. S
erved as Regional Managed Markets liaison.
* Developed and managed 10 specialty sales representatives held responsible for
managing 10 territories within the borders of California, Oregon, Washington, Mo
ntana, and Idaho
* Gained the 2006 Leadership Award Specialty District Sales Manager
* Won the National Award-Circle of Merit in 2006
STEPHEN VINCEL SMITH
* 6250 153rd Avenue Southeast, Bellevue, Washington 98006
* 425.641.5151 (H) 206.769.1517 (C) * ss59b46c@westpost.net

* Attained National Award-Circle of Merit and ranked #1 in CNS Western Region in

2005
* Achieved the National Award and ranked in the top position throughout CNS West
ern Region in the 1st and 4th Quarter of 2004
* Handled the hiring, training, and launch of new CNS Division in the 4th Quarte
r of 2003
* Authored the Leadership Vortex: A Quantitative Approach to Developing pre-MAC
Candidates in 2003
* Chaired the Managed Markets Advisory Board
District Sales Manager 2000-2003
Developed a group of high quality pharmaceutical sales representatives consistin
g of 10 direct reports, DSM, National Sales Force Automation Manager, and Nation
al Product Trainer. Coached and mentored talented management candidates in deliv
ering POA meetings, managing field contacts, and spearheading team development e
fforts.
* Ranked #1 District in Region of four core product portfolio
* Positioned #1 nationwide for Altace sales, and ranked in the top 10% nationall
y for Levoxyl sales in the 2nd Quarter of 2003
* Selected Management Career Biography expose' in King Messenger entitled, "Pres
cription For Success" in 2002
* Chosen to join the National Sales Force Automation Pilot team and to become a
training facilitator
* Attained National Award for Tigan in the 3rd Quarter of 2002
* Gained the National Award as 2001' s Sales Manager Mentor of the Year
* Oversaw the division-wide training of Cardiovascular Team in 2001
* Appointed as the first Advisory Panel Chairperson of the Primary Care Western
Region in 2003
Medical Service Representative 1999-2000
Devised innovative sales and marketing strategies to effectively promote Altace,
Lorabid, EpiPen, Intal Inhaler, Fluogen Vaccine, and Menest, to target audience
of physicians. Built and maintained key relationships with cardiologists, endoc
rinologists, pediatricians, and family practitioners.
* Held speaker programs with key thought-leaders, and coordinated sales efforts
with teammates
* Ranked #1 nationwide, top 10% in Altace sales, and in top 10% of Levoxyl sales
for the 2nd Quarter of 2001
* Positioned top in the Primary Care region Altace sales for the 4th Quarter of
2000
MCI WorldCom * San Diego, CA
Regional Account Executive 1998-1999
Assumed full responsibility for B2B telecommunication sales of products and serv
ices within the San Diego territory. Managed contract negotiation for long term
ROI customers and services for internationally based companies.
* Positioned in top 50 in the national RAE's in 5000
* Earned a "Quality Mark" award for generating 480 accounts during the first yea
r of employment
EDUCATION
Bachelor of Arts in English * San Diego State University, San Diego, CA 1997
Attended MFA program towards Creative Writing * San Diego State University, San
Diego, CA
PROFESSIONAL DEVELOPMENT
* Karrass: Contracts and Negotiations and Effective Negotiating
* The Leadership Institute: Fearless Presentations
* Coach 4 Success: The Art of Strategic Conversation
* Situational Leadership: The Situational Leader
* Academy Leadership: Energize2Lead | Pocket Elk Trainer Certification | PBM Uni
versity
* Total Learning Concepts: Strategic Account Management | The Herrmann Whole Bra
in Model
* CMR Institute: Cardiovascular System | Diabetes: Approaches in Disease Managem
ent

AFFILIATIONS AND ACTIVITIES

* Academy of Managed Care Pharmacy

* Puget Sound Health Alliance
* National Society of Histotechnology
* Thunderbird Little League of Bellevue, WA