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BOB WICK Resume November 2015

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BOB WICK Resume November 2015

  1. 1. BOB WICK, RN 9372 Chardon Road Kirtland, Ohio 44094 440-668-8912 “Top talent is an expensive proposition but ensures a competitive advantage.” Forbes, July 2012 CAREER SUMMARY Extensive and diversified career in the healthcare and pharmaceutical/biotechnology sectors, consisting of: management, training and development, learning technologies and design, hospital sales and clinical applications. Consistently exhibited the core competencies of leadership, decision-making, innovation, collaboration and communication. Exercise a systematic, analytical, data-oriented, and behavioral approach to managing professional career and personal endeavors. Central Nervous System Sales Specialist-InVentivHealth Edgemont Pharmaceuticals Northern Ohio November 2014-July2015 Specialty representative who promoted two novel antidepressants in launch mode to psychiatrists and other Healthcare Professionals. Participant on Business Analytics Committee that incorporated best practices for identifying segmented business opportunities and streamlining data for optimum business efficiency and ROI. Utilized advanced communication skills that were designed to heighten awareness and provide full disclosure to benefit the customer and their patients. Increased sales of both products within the first three months demonstrating the outcome of effective development and implementation of strategy and fostering sustainable professional relationships from the start.
  2. 2. Community Service Liaison, All Caring Hospice Cleveland/Akron, Ohio April 2014 to October2014 Represent Hospice Program to the community and heighten awareness of compassionate care services to multidisciplinary healthcare entities; Medical Directors, Physicians, Nurse Practitioners, Executive Directors, Case Managers, etc. Utilize education and business development skills to develop and implement strategic initiatives in key industry segmentations to optimize referral opportunities and identify contractual relationships. Increase community understanding of definition of hospice and the value it provides to patient, family, friends, health care providers and community at large. Accomplishments at All Caring Hospice Secured contracts for; 3 hospitals, multiple nursing homes. Hospital contracts did not exist previously. This was a strategic goal. Discovered/contracted 2 high volume Associate Medical Directors. This was a strategic goal. Increased referrals from Medical Directors/physicians. This was an overall goal. Heightened awareness of service via relationship development with executive level/key influencers, displays and community events. This was absent before my start date. Created ExcelSpreadsheet Customer Data Base with multiple tabs. This did not exist previously.
  3. 3. Key Account Manager, SalixPharmaceuticals Northern Ohio/WesternPennsylvania July 2012 to January 2013 Promoted Specialty Gastrointestinal Pharmaceuticals (Xifaxan/Relistor) to the following specialty departments in the hospital: Hepatology, Gastroenterology, Emergency Medicine, Hospital Medicine, Internal Medicine, Oncology, Palliative Care, Pain Management, Case Management and included Resident and Fellows programs. Promoted Medical Device (Deflux) utilized in surgery by Pediatric Urologists. Accounts included academic teaching centers Cleveland Clinic, University Hospitals and 30+ hospitals in Northern Ohio and Western Pennsylvania. Consultative discussions included HCAHPS,Value-Based Purchasing,Readmissions, Evidence Based Medicine, Integrated Delivery Networks and Managed Care reimbursement. Accomplishments at Salix Rapidly developed key relationships and leveraged a multidisciplinary approach to have dosage of medication converted to appropriate and cost-effective form at Cleveland Clinic. Achieved required MBO goals. Presented insight to leadership and colleagues at POA with regard to selling in the Emergency Medicine Department. Increased ranking 63% in 3 months. Ranking Overall: July 2012: 39/40 – Sept. 8/40: 63% increase. Maintained 10/40 through December. Xifaxan (most heavily weighted product) 80% increase since July-December.
  4. 4. Senior ClinicalSpecialist, Roche Labs, Inc. (Genentech) Cleveland, OH May 1999 to June 2012 Functioned as hospital (including academic centers) and office sales representative in various therapeutic areas including, emergency, anesthesia, oncology, rheumatology, pulmonology, endocrinology, OBGYN, and infectious disease. Products included; Rocephin (antibiotic parenteral therapy), Demadex (diuretic), Xenical (GI Lipase inhibitor), Tamiflu (neuraminidase inhibitor), Kytril IV/PO (anti-emetic), Boniva IV/PO (osteoporosis), Xolair (Immunomodulator anti-IgE monoclonal antibody biologic for allergic asthma) and Pegasys (HVC Testing). Collaborated with purchasing, pharmacy and specific department medical directors to place products in preferred status on formulary and therapeutic pathways, assisted infusion centers with buy and bill model for injectable pharmaceuticals/biologicals. Utilized Total Office/Hospital Call strategy. Professional Leadership Accomplishments at Roche (Genentech) Developed Managed Care Organization (MCO) Excel Analytical Trending Tool that was presented to Regional Leadership Team and utilized as territory business tracking feedback mechanism. Chosen to initiate Learning Technology and Design Mission Critical Pinnacle Project,which consisted of review, analysis, research and subsequent development of Distance Learning Techniques Instruction Sheet and additional ongoing projects. Co-designed analytical Excel Pre-CallPlanning Tool and subsequently trained representatives to execute which increased focused productivity and sales. Completed Division Manager Training Program and several Harvard Business Online Classes that led to increased delegation of business responsibilities and growth opportunities. Functioned as Field Based Trainer for products, therapeutic areas,sales and continuous professional development initiatives that prepared trainees to successfully pass Home Office Courses and improve fluency in navigating Career Development programs. Facilitated weeklong workshops for contracted sales force, which transferred into increase sales of product. Initiated, planned, coordinated and lead team of Regional Field Based Trainers to produce a series of WebEx-Distance Learning modules to increase knowledge and understanding of new data and messaging of product. Created the WICK Script Newsletter that reinforced “Think Like a Buyer-Words Matter” campaign and heightened awareness of business messaging, clinical studies and operational priorities.
  5. 5. Professional Leadership Accomplishments at Roche (Genentech) cont’d Selected to participate on Franchise Advisory Panel, which produced goals, strategies and tactics for National Sales Meeting. Facilitated Design Thinking and Prototyping workshop, which resulted in the development of innovative new sales aids. Retained as clinical specialist in downsizing of field force,mastered new technological business tools, developed strategy and tactics for new and geographically enlarged territory and rapidly developed new customer relationships, which produced an outcome of sales volume growth. Selected to participate in MCO Best Practices Meeting, which led to roll out of increased utilization of Pre-Call Planning Tool and Fingertip Formulary application. Selected to participate in ongoing Franchise Advisory Panelto utilize Design Thinking and Prototyping in developing National Sales Meeting and strategic plans with regard to improving sales productivity, career development and personal empowerment, evaluation of H2 Territory Goals and Alignment/Compensation for Region that was presented and executed at National Sales Meeting. Special Achievement Awards 1999, 2003, 2005, 2007 and 2010. Performance Evaluations Full Achievement since 1999 and Superior Achievement in 2004 and 2007. Exceeded Expectations 2010 & 2011. Outstanding Performance 2009. Rankings Roche (Genentech) 2009-13%, 2010-9%, 2011 31% (3 year average = 18%) Xolair: Consistently ranked number 1 in Division for over 1 year President’s Club Award Standings 2010 – Rank 8/90
  6. 6. Education Registered Nurse, Ohio; maintain license by completing CME throughout the year. Bachelor of Arts,Health Profession Education, GPA 3.8, Capital University, Columbus, OH Pre-Pharmaceutical HealthcareExperience Business Service Representative of large urban hospital-Occupational Medicine Center Director, Emergency Servicesof large urban hospital (3 cost centers) CoordinatorCardiac Rehabilitation of major cardiac center EMS Coordinator of hospital serving numerous communities RN Critical Care Units; Burn, Emergency, Cardiothoracic, Cardiac, SICU, MICU, Mobile Intensive Care Unit Safety Supervisor of Federal Construction Project