Archie C.

Robinson
15 Titus Road
Skillman, NJ 08558
Phone: 609-947-1397
E-Mail: are57cf4@westpost.net

Senior Commercial Leader

Excellence in meeting and exceeding all corporate business objectives
Organizational Team Building Marketing Leadership
Expertise in leading high performing Managed Care Account Teams,
Specialty, Hospital, Biotech, and Primary Care Sales Organizations
Skilled integration of big-company business rigor into fast-paced entrepreneuria
l culture
New Product Launch and Delivery Strategy
Growing Mature Products Market Share by Creating Innovative Promotional Strategi
es
People-First Leadership Style Sales Force Turnarounds Multi-Disciplinary Team
Leadership
Corporate Strategic Operations Large Account Management Managed Care Marketing
Partnership & Alliances FDA Promotional Approvals Negotiate Multi-Million Doll
ar Agreements Strategic Planning & Budgeting Sales Force Expansion Product Po
sitioning & Messaging Marketing & Sales Business Plan Development Compensation
Plan Design Market Analysis & Forecasting
Oncology Ophthalmology Urology Neurology Vaccines Rheumatology
Central Nervous System Diabetes Cardiovascular Womens Health
Numerous National & Regional Award Recognitions
Exceptional Sales Leadership Performance
Pharmacia Premier Award
#1 Regional Sales Director
Masters in Microbiology/ Bachelors in Biology
Career Experience

Intercell USA, Inc. 2005 2010

Vice President, Marketing & Sales
Created U.S. business commercialization plan for lead vaccine candidate includin
g: market assessment, value proposition, positioning, messaging, sales force si
ze and structure. Led U.S. military sales and marketing operation. Developed U
. S. promotional launch materials and obtained approval from the Food & Drug Adm
inistration.
Accountable for achieving annual forecast
Identified wholesale distribution partner and negotiated warehousing and distri
bution agreement
Established product launch contract with Defense Supply Center Philadelphia, s
old the companys first $2 million order and negotiated contracts with m
ilitary wholesalers
Profiled all major U.S. accounts and developed account management launch strate
gies
 Interacted with major customers including, payors, providers, vaccine opinion l
eaders and policy makers
Archie C. Robinson Resume Page Two

MedPointe Pharmaceuticals 2003 2005

National Sales Director, Neurology
Built organizational structure, hired, trained, and led sixty six (66) person ne
urology sales team to launch new product within first ninety (90) days. Spearhe
aded key initiatives and led cross-functional teams which stopped erosion of bra
nd and effectively launched new formulation against major competitors. Designed
strategic customer plans, Zomig Acceleration Plan, Speed Challenge Pull-Through
Contest, Essentials of Effective Pull-Through, various rewards & recognition pr
ograms, and formed alliances with key opinion leaders & advocates.
Accelerated Zomig Family to #2 in market share against larger competitors
Increased Zomig Nasal Spray TRxs 54% & Zomig TRxs 18%
Improved call volume productivity 44%
75% formulary acceptance of Zomig brand nationally
Pharmacia Corporation 1985 2003
Senior Director Strategic Operations (2002 2003)
Newly created 18 24 month program which identified, developed, and implemented
processes to enhance overall business performance for 5,000-member sales force.
Impacted sales through driving the implementation of corporate marketing and sa
les promotional strategies.
Designed dashboard for multiple sales forces, devised national strategic custom
er plan and sales force identity
Worked with corporate finance to develop, manage and allocate the sales force b
udget
Spearheaded seamless integration of Pharmacias North American Operation into Pf
izer
Regional Sales Director (1999 - 2002)
Charged with sales performance of 100 plus person sales team in Northeast region
. Managed multiple Primary Care and Specialty sales forces including: Hospital
s, Oncology, Ophthalmology, Urology, Neurology, and Regional Account Managers.
Launched new products and generated formulary approvals at all major health plan
s in Northeast.
Ranked #1 in nation (2001)
Exceeded Expectations 4 consecutive years (ranked #1 - #3 nationally)
Goal Attainment: 116% (2000), 144.6% (1999), 120% (1998), and 105% (1997)
Managed Care Account Team Director (1996 1998)
Led 42-person Northeast region account team that held responsibilities for all m
ajor managed care organizations. Collaborated with Regional Account Managers, P
rimary Care, Hospital Sales, Oncology, Ophthalmology, Urology, and Neurology sal
es team to execute large account management strategy and tactics. Created and e
xecuted contracts with branded and multi-source products for all major health pl
ans and integrated delivery systems in Northeast. Launched Camptosar, Xalatan,
Fragmin, Detrol, Pletal, and Mirapex.
Reversed region from #20 to #1 in two years
Premier Award - # 1 Account Director (1998)
Designed and implemented national formulary approval processes
Author of all major health plan product contracts for company in Northeast; inc
luding branded and generic products
Created business planning & review template
Managed Care Marketing Customer Segment Manager (1995 - 1996)
Led the development of product managed care marketing plans, as well as, drove e
stablishment of a strategic business plan for marketing new and current products
to managed care organizations nationally.
Designed and implemented a therapy management womens health program to drive pr
oduct market share

Archie C. Robinson Resume Page Three

Pharmacia Corporation continued.

Product Manager (1994 - 1995)
Developed and implemented strategic and tactical marketing programs for assigned
products to achieve forecast; including generics brands.
Developed innovative promotional strategy, tactics and guided execution to exce
ed sales and earnings forecast
Managed promotional budget and budget allocation
Created and implemented an ear infection therapy management program
Additional Pharmacia Experience
Managed Care/Product Sales Trainer, Corporate (1993 - 1994)
District Sales Manager (1990-1993)
CNS/Metabolic Health Science Associate (1989-1990)
Hospital Sales Representative (1987-1989)
General Sales Representative (1985-1987)

Formal Education

Master of Science, Biological Science

Concentration Microbiology
Marshall University - Huntington, West Virginia.
BS, Biology - Minor in Psychology
West Virginia Wesleyan College - Buckhannon, WV.

Excellent References Available Upon Request