Resume

1. DAVID MARK URICCHIO, MBA
2101 Redbud Lane Home: (215) 340-1335
Furlong, PA 18925 david.uricchio@verizon.net Cell: (215) 920-9648
SUMMARY
Award-winning PHARMACEUTICAL SALES MANAGER with extensive experience in multiple therapeutic markets, particularly
cardiovascular and gastrointestinal. Demonstrated leadership of up to 12 and marketing budget of $400K. Proven
expertise in motivating and developing staff to exceed sales objectives and execute multiple product launches.
Excellent ability to analyze and integrate clinical data and market intelligence to optimize team market share. Unique
background also includes Medical Liaison role and biology/MBA degrees. Builds and coaches diverse, high
performance teams.
PROFESSIONAL EXPERIENCE
ASTRAZENECA, Wilmington, DE
District Sales Manager (2000 – 2008)
Recruited to launch Nexium® and Crestor ® in Central and South Jersey in primary care, specialist, and hospital
markets. Developed teams that successfully promoted multiple products.
• Trained/managed team of novice sales reps to exceed objectives. Recruited and developed top performers to
establish cohesive team that grew Nexium® NRx share to 43%, Toprol XL® to 41%, Crestor® to 13% , and overall
sales to $60M in eight years.
• Led district to 4th highest sales nationwide (out of 111) in ‘06 by collaboratively establishing annual market share
stretch goals, holding individuals accountable for strategic plan execution, and recognizing achievements and best
practices.
• Trained and mentored staff in negotiating hospital formulary acceptances for Crestor® (four hospitals) and Atacand®
(two hospitals). Achieved positive retail spillover and increased specialist market share.
• Conceived and developed tools to improve and focus rep performance. Recognized by sales leadership for territory
management process improvement; methods were adopted as best practice by fellow District Sales Managers.
 Red Zone: condensed 30 page IMS report to two pages to enable rapid response time to trends in targeted
physician prescribing behaviors.
 Product Form Strength: sample analysis spreadsheet to facilitate efficient sample utilization.
 Product-Specific Managed Care Reports: summarized commercial / Medicare Part D formulary status in NJ.
• Recognized by Regional Sales Director for hiring, retaining, and developing top sales professionals in region by
emphasizing diversity, providing consistent coaching, and incorporating disease state and/or selling skills training as
part of each rep’s Personal Development Plan. Created motivated, loyal, and productive team.
 Attracted four new hires that had been former specialty representatives previously. All four were recognized
with prestigious peer recognition awards for contributions during new hire training.
 Led four out of five territories to be ranked in top nine out of 44 territories in Northeast region.
 Promoted six Pharmaceutical Sales Specialists (PSS) into training and specialty care roles; advanced eight
other PSSs within primary care sales ranks, with one Cardiovascular PSS first in NJ to achieve second
highest sales rank.
 Maintained highest employee retention rate in Northeast region.
• Significantly increased level of employee engagement by creating and implementing innovative peer-to-peer
recognition program (Leader Among Peers Award, LAPA). Established criteria for annual LAPA that was
ultimately adopted by several districts in Northeast and Mid-Atlantic regions.

2. PAGE 2 DAVID MARK URICCHIO, MBA
(215) 340-1335, david.uricchio@verizon.net
Cardiovascular Medical Information Scientist (1996 – 2000)
Charged with developing and leveraging relationships with key academic and private practice cardiologists,
nephrologists and endocrinologists in greater Philadelphia and Central/Southern New Jersey areas.
• Established AZ as one of premier pharmaceutical companies among nephrologists in Greater Philadelphia area
by working closely with Chair of Medical Advisory Board of National Kidney Foundation to create highly
successful Intercity Kidney Rounds Continuing Education Programs.
• Worked with Director of Cardiology Fellowship Training program at Medical College of Pennsylvania to create
Pennsylvania Chapter of American College of Cardiology’s Cardiovascular Fellowship Seminar Series.
• Improved sales representative knowledge of hypertension, heart failure, diabetes, and relevant clinical studies by
developing and conducting training sessions at district meetings.
• Delivered on AstraZeneca’s commitment to cardiovascular research by aligning with local investigators to obtain
funding for post-marketing basic and clinical research proposals and identifying sites for phase IV studies.
• Enhanced corporate identity, supported medical education, and partnered with major influential teaching
institutions by providing unrestricted grants for visiting professors, fellows’ awards, research awards, medical
textbooks, and software and by being first industry rep to sponsor UpToDate® at academic institution (UPenn).
Gained formulary acceptance for Atacand® (four hospitals, two health systems, and PA Chronic Renal Program)
•
and Toprol XL® (one hospital and one health system).
Pharmaceutical Sales Specialist (PSS) – Astra Merck (1992 – 1996)
Managed West Philadelphia territory that included 10 hospitals. Targeted customer base for Prilosec® and Plendil®
included gastroenterologists, cardiologists, endocrinologists, geriatricians, and nephrologists. Chosen to mentor all
new hires.
Achieved exceptional sales results by delivering exceptional product, disease state, and customer service.
•
Received numerous awards for overall percent to plan:
 #1 PSS in Philadelphia Customer Unit (1995)  Exceeded 100% to plan for Prilosec and Plendil
 Top 30 PSSs nationwide (1995) for four consecutive years (1993 – 1996)
 Top 10 PSSs nationwide (1994)
 Achieved synergy goals for Plendil® and Prilosec®
(1995)
• Nominated for Philadelphia Customer Unit’s Team Player award six times in recognition of quality of mentoring,
scientific contributions, and peer sales support.
• Reached goal of obtaining formulary status for Prilosec® (at Philadelphia VA Hospital) and Plendil® (10 hospitals)
at all nonretail accounts by leveraging relationships with influential specialists.
• Established lasting relationship with Kelly Cardiovascular Group by establishing annual John J. Kelly Memorial
Lecture at Lankenau Hospital; program included Grand Rounds lecture and special presentation to cardiology
fellows.
• Created Delaware Valley Renal Newsletter to build relationships with nephrologists in Greater Philadelphia area.
EDUCATION
MBA & BS (Biology), Villanova University, Villanova, PA
AWARDS & RECOGNITION
Toprol XL #1 Club Award for Market Share Leadership
Nexium #1 Club Award for Market Share Leadership
One of 12 District Sales Managers in country chosen to participate in Scientific DSM training pilot
Selected to manage Cardiovascular Account Specialist (CVAS) pilot initiative in Princeton, NJ District