1. Xavier Mercado Torres
Urb. Monte Sol #422, María E. Vázquez Ortíz St.,
Juana Díaz, P.R. 00795
(571) 247- 4159 / (787) 444 - 6510
xmercado26@yahoo.com
SUMMARY OF QUALIFICATIONS
Good experience in professional sales, with solid qualification in account management and customer
relations. Proven ability to develop new business and increase sales within established account and
mature territories. I developed persuasive communication skills, and consider myself an assertive
negotiator with strong deal closing abilities. I also developed excellent time management skills; good
listener, analytical, structured presentation skills and well organized.
EXPERIENCE
Cesar Castillo Inc
1999 – Present
Pharmaceutical Sales Representative Retail (2014-Present)
Animal Health Division
➢ Develop a new structure within the Division of Animal Health.
➢ Assigned to develop the structure and increase sales and distribution of veterinary drug and
veterinary product for Agricultural Homes in Puerto Rico.
➢ Provide quality service we offer in all areas of the Company and agree with the buyer as is the
service of my follow up visits.
➢ Fill credit document and permits to create an account customer.
➢ Perform collection management. Responsible to maintain accounts outside payment terms.
➢ Responsible for contacting main accounts in Puerto Rico, which were directly relevant to
impact with prescriptions.
➢ Responsible for sales performance and promotion of the company to the established monthly
quotas
Pharmaceutical Sales Representative Retail (2013-2014)
Animal Health Division
➢ Recruitment of Veterinarians in order to offer them the services provided by the Drug
Division for the distribution of prescription and non-prescription medicines used by humans
that can also be used for pets and other animals.
➢ Promote, development and sales direct Meet and exceed monthly and annual sales quotas.
➢ Exceptional delivery of all core arguments and associated product messages. Consistent,
excellent implementation of the Sales Action Plan.
➢ Responsible to sales activities to the highest potential opportunities to drive results for both
the Public and Private markets.
➢ Continually gain rapport with increasing number of customers by utilizing professional
communication skills.
➢ Use consultative selling approaches that satisfy the Company's various customers' styles and
business/product needs.
➢ Routinely service and follow up with customers on product purchases and practices.

2. ➢ Prospect and qualify new and emerging markets and feedback information to the Company as
requested. Operate within assigned budgets.
➢ Continued with the responsibility of the Coordinator of Drug Wholesales Division
Pharmaceutical Sales Representative Retail (2011-2013)
Vaccines Division
➢ Develop and promote the sales structure and distribution of the Vaccines Division for adults
and kids with pediatrician, immunization clinics, primary care physicians and internists.
➢ Sell products in order to meet and exceed annual sales quotas.
➢ Communication, coordination and cooperation with fellow representatives, specialty
representatives and all of Company Management.
➢ Plan and allocate sales activities like a; Conventions and Health Fairs to the highest potential
opportunities to increase customer rapport, promotion new products and new offers.
➢ Established long-term relationships with key clients for their designated therapeutic area and
may build and maintain formulary availability, ensures product availability, organize resources
for conventions, and gets involved in local organizations that are key to the business.
➢ Performed weekly reports of duties, the opening of new accounts, quotations for clients and
submission of credit solicitudes for company’s approval.
Pharmaceutical Sales Representative Retail (2008-2011)
Coordinator of Drugs Wholesales Division
➢ Monitor and track sales representatives compliance with monthly sales goals.
➢ Establish salespersons action plans and supervise their performance.
➢ Provide support to sales representatives related to sales, to collections, to new products
presentations, to price negotiations in order to increase sales.
Sales Representative (2003-2008)
Drugs Wholesales Division
➢ Met monthly sales and collections projection.
➢ Made new products presentations.
➢ Inventoried customer’s supplies and suggested needed items to be ordered.
➢ Made customer orders and negotiated product offers to increase customer sales volume.
➢ Promoted Drug Wholesale Division and influenced customers to order their items through the
company’s web order system.
Sales Merchandiser (1999-2003)
➢ Visited supermarkets, discount stores, and pharmacies to promote new products through
different sales approaches.
➢ Made sales, merchandising and setting of beauty, babies, shoes care, and OTC products.
Globe MarketingCorp.
1998-1999
Promoter Merchandiser
➢ Merchandising, settings and sales of cosmetics, hair and beauty products in pharmacies,
discount stores and supermarkets.
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3. C&Y TradingCo.
1994-1998
Sales Representative
➢ Responsible of presented new products, sales, merchandising and collections in supermarkets,
department stores and pharmacies.
EDUCATION
Pontifical of Puerto Rico, Ponce.
May 1994
Bachelor Degree in Business Administration
Major in Marketing
ACHIEVEMENTS
Salesperson Award of the Year (2008)
Promoted from sales representative to supervisor
SUMMARY
➢ Team and customer oriented
➢ Capable to handle a variety of priorities at the same time
➢ Computer Literate
o MS Office
o Power Point
o Excel
o Word
o Accounting
o Economics
➢ Languages: Fluent in Spanish and English / written and verbal
➢ Negotiation and close sales skills
➢ Taking on leadership responsibilities for the benefit of sales peers and management, such as
program development, meeting coordination, training and mentoring
➢ Strong work ethic disciplined in composing and executing account plans
➢ Able to positively impact client decision
➢ Goal focused – short and long term
REFERENCES
Available Upon Request
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