ANTHONY J. BELSITO
5677 Lindsey Oval
Medina, Ohio 44256
Cell: 440.343.5003
E-mail: tonyb0406@yahoo.com
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PROFESSIONAL SUMMARY
An energetic executive with over twenty years of experience in the pharmaceutical industry with a unique ability to conceptualize, design and implement strategic and tactic planning. Consistently obtain extraordinary sales results through motivational leadership and cohesive cross-functional team building while marketing innovative medications to Health Care providers. Experience includes business to business, hospital selling/managing, start-up, launch, and co-promotions with major pharmaceutical companies with a unique ability to recruit, train and motivate teams to exceed business objectives in a dynamic corporate environment.
SKILLS/QUALIFICATIONS
. Ability to assimilate complex information and simplify task
. Effective leader with strong interpersonal/motivational skills, utilized in recruiting, training, and directing
. Familiar with every phase of product marketing, from pre-launch to growth to generic entry
. Earned reputation for superior target marketing, needs identification, and strategic planning abilities in
diverse geographic markets
. Launch and co-marketing experience. Partnered with Novartis, Merck, SmithKline Beecham, Pfizer, Upjohn
. Effective business consultant to small businesses by developing sales and marketing strategies
. Flexibility, energy and organizational skills to tackle a wide array of ongoing projects and to mobilize the
necessary resources to achieve positive bottom-line results through excellent planning
. Experience in managed care with primary care, specialty physicians, hospitals, and pharmacy groups
PROFESSIONAL EXPERIENCE
11/2005-Present EISAI PHARMACEUTICAL INC., Teaneck, NJ
Senior Divisional Sales Manager, Critical Care/ Oncology
. Launched hospital sales division with multiple major formulary wins
. Managed nine (9) hospital reps in Ohio, Western New York, Western PA and West Virginia
. Responsible for sales of Fragmin (LMWH), Aloxi (CINV, PONV), Dacogen (MDS)
. Developed Fragmin injectables sales in hospitals – 0.0% to 14.9% vs 8% nation in market share
. Consistently ranked in top ten percent (10%) in Neurology and Hospital division
. Won Eastern Region District Manager of the year award – 2008
. Attended Eisai University Executive MBA – University of Penn –Wharton Business School - 2007
. Promoted twice: Senior District Sales Manager; Secondly to newly created Hospital Division
08/2004-11/2005 EISAI PHARMACEUTICAL INC., Teaneck, NJ
Senior Divisional Sales Manager, Neurology
Responsible for recruiting, training and motivating a team of ten (10) specialty representatives for this specialty pharmaceutical company, with focus in Neurology
. Developed the Cleveland District which included hiring for this newly created Neurology Specialty Division
. Promoting Aricept (donepezil) for Dementia of the Alzheimer type and Zonegran (zonisamide) for
adjunctive therapy in the treatment of partial seizures
. Partnered with Pfizer Pharmaceuticals
. Lead team from last place starting out to #2 out of 12 in eastern region by year-end
11/1998-4/30/2004 COLLAGENEX PHARMACEUTICAL INC., Newtown, PA
(restructure – closed down three districts)
Division Sales Manager
Responsible for recruiting, training and motivating a team of thirteen (13) representatives for this specialty pharmaceutical company, with focus in dermatology, dental and university teaching hospitals
. Established first fully dedicated ethical dental pharmaceutical company in the U.S
. Launched Periostat, our flagship product, creating a new market that resulted in a paradigm shift
. Acquired and introduced a mid-potency steroid product, allowing for entry into the dermatology market
. Recruited, trained, and motivated thirteen (13) professional marketing representatives in a four state area
resulting in team members receiving top awards and honors
. Exceeded forecast every year, ranking in the top 50% of the company
. Grew sales in the first three years of launch to highest base dollar sales per rep average in the company
. Grew prescription dollars from zero dollars at launch to more than three million dollars
. Awarded the “Best Field General” award for 2000, 2002, 2003. An award for excellence in coaching
. Received 16 out of 39 “exceeds” in my annual performances reviews (included five years of reviews)
. Number “1” in the nation in 2003 for coaching days in the field; Number “1” for fewest office days
. Instrumental in developing the company’s Field Session Review” now used by management as a baseline
for the representative’s annual performance review
. Developed the company’s first Territory Organizational Plan (T.O.P.) now used by all representatives
. Created and implemented a training program for District Managers “Coaching for Improved Performance”
9/1997-10/1998 INNOVEX INC., Parsippany, N.J.
Division Sales Manager
Responsible for recruiting, training and motivating a team of ten representatives with focus on Primary Care, Cardiologist and Hospitals
. Partnered with Novartis Pharmaceuticals to promote the sale of antihypertensive and NSAID’s to
Cardiologist, Orthopedics and Primary Care physicians in Northern Ohio, resulting in increased market share
. Recruited, trained, developed and motivated a team of ten professional sales representatives
. Developed a marketing manual used by the district, resulting in increased sales
. Significantly increased New Rx’s and Total Rx’s, ranking in the top 20% of the company
3/1997-9/1997 CLEVELAND CLINIC FOUNDATION, HEALTH CARE VENTURES, Cleveland, OH
Account Executive/Sales Manager
Responsible for promoting the Clinics Home Health Care products and services to hospitals and nursing homes while developing alliances and partnerships with major hospitals
. Identified new markets and partnerships resulting in new business alliances with the clinic
. Promoted to Sales Manager to direct and train the clinics first professional sales organization
. Developed a marketing skills workshops for the clinics Home Health Care division personnel
. Called on physicians, nursing home owners/administrators, and hospital CFO's, resulting in alliances
. Secured contracts for home health care, rehabilitation services, infusion, respiratory therapy, durable
medical equipment, bad debt collections, and hospice programs, resulting increased sales/contracts
. Developed community programs resulting in name recognition and patient referrals
5/1995-12/1996 CBG TELECOMMUNICATIONS, INC., Denver, CO
Sales Manager
Responsible for recruiting, hiring and motivating a team of six r(6) representatives in this local telecommunication company, promoting local and long distance products and services
. Consistently achieved sales forecast, having the # 1 sales team 15 out of 19 months.
3/1987-5/1995 SOLVAY PHARMACEUTICALS INC., Marietta, GA
Division Sales Manager (1991-1995)
Responsible for hiring, training and motivating a team of eight (8) representatives in three therapeutic classes
. Consistently met and exceeded business unit goals for marketed products
. Received an overall number one performance ranking in 1994 in a region of 10 divisions
. Successfully launched a major SSRI product (Luvox) in the Central Nervous System arena
. Successfully recruited, trained and promoted eight (8) representatives while calling on primary care, ob/gyn,
gastroenterology, psychiatric and hospital markets
Senior Hospital Representative/Regional Trainer (1988-1990)
Territory Sales representative (1987-1988)
EDUCATION BS, Business Administration, minor in Marketing, Breyer State University
