PATRICK BURCH

32023 3rd Avenue SE a Federal Way, Washington 98023 a (253) 709 a" 2186 a pbb20
7c0@westpost.net
SALES MANAGEMENT / ACCOUNT SALES
Pharmaceutical ~ Biotechnology ~ Health Care ~ Medical Device ~ Managed Care
Forward-thinking, business-minded professional equipped with an extensive set of
transferable skills, unique industry insights, and long history of sales succes
s to quickly serve as a catalyst for growth. Seeking to apply experiences in acc
ount development, marketing and management to support the growth initiatives of
an innovative company in the Pharmaceutical/Biotech or Medical Device space.
a Results-centric team manager with proven ability to propel individuals to exce
llence and leadership roles via training, development, and coaching.
a High-achiever; strengthened market share for new and existing products at Glax
oSmithKline, exceeding quotas with regularity.
a Influential communicator with superior interpersonal skills and wide breadth o
f clinical knowledge to describe in detailed terms the benefits of cardiovascula
r, metabolic, urology, and CNS products.
a Adept in leveraging innate interpersonal skills to build strong relationships
with decision-makers in diverse healthcare and corporate settings.
Areas of Expertise
Hospital/Institutional Sales a Account Management a Specialty Sales a Client Rel
ationship Management Regional Planning a Marketing a Strategic Planning a Brand
Equity a Sales & Territory Development
Consensus Building a Product Launches a Conflict Resolution a Team Building & Le
adership
Customer / Marketplace Analysis a Negotiations & Contracts a Business Planning a
Market Penetration

SELECTED CAREER HIGHLIGHTS a" GLAXOSMITHKLINE

DISTRICT SALES MANAGER
a Identified, hired, and developed top talent,4 out of 6 whom received Top Diamo
nd Tier Recognition.
a Solidified reputation of consistency and stability, positioning the district f
avorably to achieve ranking among top 50% in the region for 6 consecutive years.
a Catapulted multiple new products to market: achieving 150% of goal (Lovaza a"
nationally ranked); capturing 1st Place and achieving 125% of goal (Requip for R
LS); and 135% of goal (Vyvanse for Adult ADHD a" ranked 6th in the sector in 201
0- 125% of goal.
MEDICAL GROUP ACCOUNT MANAGER
a Uncovered opportunities in the Western Washington territory and penetrated pro
vider group customer accounts. Representative organizations included: Virginia M
ason, Poly Clinic, High Line, Swedish, Valley Medical, Everett Clinic, Francisca
n, and Multi Care Medical Systems.
a Captured second tier status on CHPW formulary for Augmentin ES. Oversaw CHPW c
linics in Western Washington and CHPW Health Plan-formulary.
MANAGED CARE SPECIALIST
a Facilitated inclusion of Relafen to Group Health formulary and elevated Coreg
to preferred drug status in Group Health HMO.
a Achieved and maintained preferred SSRI status for Paxil working together with
members of the Depression Disease Management Team.
a Selected to serve in multiple concurrent roles including Managed Care Trainer
for the Pacific Northwest Region and Vice President of Managed Care Representati
ve Association.
REGIONAL MARKETING CONSULTANT
a Identified for leadership; appointed as 1 of 3 moderator facilitation skill tr
ainers in support of the Promotion Analysis marketing team.
a Re-assigned to drive product launches of Paxil and Relafen in rural territorie
s; executed successfully.
a Added Coreg to second tier after being asked to oversee the Managed Care rotat
ion for a major regional health plan; Harris Methodist.
PATRICK BURCH a pjb1951@comcast.net a PAGE TWO

PROFESSIONAL EXPERIENCE
GLAXOSMITHKLINE a Seattle, Washington & Other US Locations a 1989 a" 2010
DISTRICT SALES MANAGER (2003 a" 2010): Championed positive customer experiences
during sales, resulting in long-term relationships. Built sales teams from scrat
ch. Proactively monitored and fine-tuned performance and presentation skills of
field sales representatives. Delivered comprehensive insights on physician conta
cts and strategies. Provided leadership to an 11-member team.
MEDICAL GROUP ACCOUNT MANAGER (2001 a" 2003): Led account development, product k
nowledge, customer service, and relationship building. Drove efforts to negotiat
e and secure contracting with Physician Hospital Group (PHO) hospital formularie
s. Forged key relationships with decision-makers, including doctors, administrat
ors, registered nurses, discharge planners, social workers, and pharmacists. Eng
aged client accounts to present GSK disease management tools. Trained medical st
aff and administrators.
MANAGED CARE SPECIALIST a" SMITHKLINEBEECHAM (1999 a" 2001): Performed outreach
and formed alliances with executives and managers at Group Health Cooperative. O
versaw contracting and product pull through at 26 Group Health Clinics. Worked w
ith team members to negotiate access to 5 facilities.
REGIONAL MARKETING CONSULTANT (1994 a" 1999): Advised the Marketing Research dep
artment, led focus group meetings, and assessed the effectiveness of company mar
keting materials. Supported new product launches across 7 Southwest states gathe
ring data and reporting findings to brand management.
TEACHING HOSPITAL REPRESENTATIVE (1989 a" 1994): Achieved formulary acceptance o
f 70% of assigned accounts for injectable antibiotics, Cefizox, Ceftriaxone, and
Monocid. Engaged and provided expert-level insight on SmithKline Beecham produc
ts to decision makers and formulary committee members. Proactively participated
in medical education grants, speaker programs, and CME event sponsorships within
hospital settings.
EDUCATION
Master of Business Administration in Health Services Management, University of D
allas
Bachelor of Arts in Political Science, University of Texas at Arlington