Sales Representative

JENNIFER L. PASCARELLA

abl2ft@r.postjobfree.com 910-***-**** [C]

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PROFESSIONAL PROFILE

Top-performing and highly motivated professional, recognized for

influencing key accounts and decision makers. Exceptional interpersonal and

rapport-building skills utilized to build partnerships and ignite sales

performance.

. Strong sales, marketing and leadership abilities include awards and

recognitions for outstanding sales support, community alliances, and

achievements. Sales have been focused on specialty pharmaceutical

products and the staffing industry.

. Outstanding success in developing key accounts and Thought Leaders from

the following medical departments: Division of Neurology, Division of

Orthopedics, Division of Pulmonology, Division of Urology, and the

Division of Nephrology.

CAREER ADVANCEMENT

Shire Pharmaceuticals, Wilmington, NC

Executive Renal Specialty Sales Representative, (2007 - Present)

- Current: Highest TRx Volume in Region QTD, 2010

- Won: Managed Healthcare/Patient Education Utilization Contest, 2009

- Awarded: "Top Performer Grant"- Performance Shares for Consistently

Exceeding Expectations, 2007, 2008

- Finished: 6th in Nation for exit market share; 4th in Zone for highest

MHC coupon utilizations, 2008

- Awarded: "Business Acumen" leadership certificate for innovative

utilization of resources, 2007

- Awarded: "Cross-Boundary Communication" achievement for exceptional

teamwork with Abbott, 2007

. Responsible for selling oral pharmaceutical (Lanthanum Carbonate) to

Nephrologists, Academic Nephrologists, Hemodialysis centers, Hospitals

across North and South Carolina. Responsible for clinical protocols at

Fresenius and DaVita medical centers, education and in-servicing of

staff on the proper use of Fosrenol. Achieved formulary acceptance at

ECU-Pitt Memorial Hospital and Cape Fear Valley Hospital.

. Selected to attend and assume leadership at all National Meetings and

events: American Society of Nephrology, Annual Dialysis Convention.

Assisted in development of "Advanced Renal Specialty Sales" pilot

training program based upon sales performance, professionalism, and

ability to offer constructive feedback. Chosen by Fosrenol Marketing

Team to lead "best practices" presentations at national sales force

meetings.

. Nominated by Shire's Leadership team to participate in Promotional

Campaign Advisory Board for material review and collaboration with

Market Research Team.

Boehringer Ingelheim Pharmaceuticals, Wilmington, NC

Hospital Representative and Neurology/Urology Specialty Sales, (2003 -

2007)

- Ranked: Top 10% President's Club, 2006

- Achieved: Silver Award (#8 of 81; began year at # 33), 2005

- Named: "Pathfinder of the Year" for leadership and innovative selling,

2005

- Member: Top 10% Club, 2004

. Interfaced with Neurologists and Urologists in physician offices,

community hospitals, and leading teaching institutions, such as Duke and

UNC-Chapel Hill. Educated numerous departments in hospital: Pharmacy,

Triage, Physical Therapy, Stroke Unit, ICU, Sleep Labs, and Emergency

Medicine. Gained formulary access at New Hanover, Onslow, Columbus

County, Cape Fear Valley, McLeod, and Carolinas Hospital. Worked

exclusively with key opinion leaders to change hospital stroke protocols

at New Hanover Hospital, Moore Regional-Pinehurst, Wake Med, and Rex.

. Finished 2004 with highest market share of Flomax in region. Recognized

by Regional Director for maintaining highest market share of 46.2% in

region suffering least saturation by new competitor, Uroxatral.

. Proposed marketing idea to Aggrenox Product Manager: Aggrenox core

message to be placed in antihypertensive product Micardis visual aid for

increased selling opportunity for both brands; idea adopted by both

product managers 4/06.

. Co-developed Flomax marketing roadmap to blunt competitor and gain

market share with key accounts; sales strategy implemented by entire

Urology sales force.

. Recognized for superior product knowledge/mentoring ability and asked to

lead both an Anticholinergic and Dopamine Agonist Training Program.

Chosen to represent company at World Parkinson's Conference, Washington,

DC. 2/06.

Boehringer Ingelheim Pharmaceuticals, Wilmington, NC

Primary Care Representative, (1999 - 2002)

- Promoted to Specialty Sales Representative-as a result of top performance

and leadership, 12/02

- Received: $3600 "Kicker Bonus" outperforming Region with 30.52% growth in

Combivent sales, 2002

- Gained Aggrenox formulary access at New Hanover Hospital, 2001

. Generated new business and grew market share in all specialties:

Internal Medicine, Neurology, Orthopedics, Cardiology, Rheumatology,

Pulmonology, and Urology.

. Moved territory ranked # 52 to #16; a growth of 36 spots from 2/02-

11/02.

. Acted as Speaker Liaison with local organizations to further

promote/market product in community sector: Triangle Arthritis

Association, Parkinson's Association of the Carolina's. Educated

medical professionals and the general public on Mobic as well facilitate

meetings between spokesperson Joe Namath and key physicians at Women's

Open in Pinehurst.

. Trained and certified to interview 12 potential candidates for

employment with company and played key role in decision making process

with District Managers. Responsible for approval of all speaker programs

for two districts.

AT&T Solutions, Durham, NC

Staffing Specialist (1998 - 1999)

. Sourced IT professionals including Cisco/Bay Network Engineers, Voice,

and Video Analysts for large enterprise level operations centers in

Durham, NC and Dublin, OH. Played vital role in supporting AT&T's

multimillion dollar contract in "end-to-end" networking management by

acting as intermediary between vendors (Citibank, MasterCard, and

Merrill Lynch) and AT&T Solutions central hiring force.

. Responsible for full life cycle of hiring process including: technical

assessment, coordinating interview with hiring management, salary

negotiation, and benefits administration. Conducted roundtables with

hiring management following interview process to assist in making

hiring decisions.

. Organized and attended corporate and military job fairs in various

locations throughout the country to recruit top IT talent. Trained

recruiters to staff all proper candidates for AT&T Solutions specific

requirements to ensure low attrition rates.

Aerotek-TEKsystems, Raleigh, NC

Technical Recruiter (1997-1998)

. Built talent pipeline by conducting thorough telephone

interviews/screens and IT assessments. Matched qualified candidates

with reputable companies for contract, contract-to-hire, and direct

placement positions. Established credibility/trust with contractors and

assessed career goals; hired for permanent placement as TEKsystems

employee.

. Recognized for working successfully under deadlines; often assisting

other recruiters in filling requirements.

. Promoted candidates' qualifications to corporate directors at MCI,

Quintiles, and Sprint with Sales Manager at monthly meetings. Made bi-

monthly site visits to contractors to ensure professional commitments

were being met by both parties.

EDUCATION

UNIVERSITY OF NORTH CAROLINA, Wilmington, NC, Bachelor of Arts in English,

1997

Honor Society Member, Sigma Tau Delta, 1993-1996

Vice President, Chi Omega, 1995-1996

Greek Representative, University Board, 1995

PROFESSIONAL TRAINING AND COURSES

Selling to Specialists: Developing Call Continuity, 2009

. Spin Selling, Jefferson Hospital Case Study Course, 2008

. American College of Chest Physicians Education Program in Neurology,

2006

. Advanced Sales Training: Boehringer Ingelheim, 2001

. Targeted Selection-Interviewing/Hiring Process: Boehringer Ingelheim,

2000

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