Resume - ScotBurnsFinalFormat

SCOT M. BURNS Smithtown, NY 11787

631-724-5927 (home) 516-314-4486 (ce l l ) sburns503@gmai l .com

AWARD WINNING SALES LEADER Delivers top sales performance by developing professionals

Spec ia l ty Sales Manager wi th top- l ine exper ience enhancing prof i t , product branding and bui ld ing customer re la t ionships in pharmaceut ica l industry. Proven abi l i t ies in sa les, market ing and people management . Cons is tent ly recognized for super ior per formance wi th nat ional rank ings in t op 10%. Adept a t recru i t ing and coaching sa les teams, and p romot ing assoc iates to management ro les . Known for cross co l laborat ion and exper t ise at bu i ld ing s t rong sa les teams in s tar t -up organizat ions and rea l ignments .

ACCOMPLISHMENT HIGHLIGHTS

9 El i te Manager Awards 16 Product Launches Promoted 23 Profess ionals

to Management

PROFESSIONAL EXPERIENCE UCB, Smyrna, GA 2/16 -9/16

Senior Dis tr ic t Manager Epi lepsy Team

Recru i ted, h i red, and oversaw t ra in ing and development of 7 sa les representat ives. Di rected reg ional and nat ional market ing s t ra teg ies to achieve sa les vo lume and market -share object ives. Planned and organized quar ter l y bus iness meet ings to ensure adherence to corporate act ion p lans. Responsib le for the launch of Br i v iac t .

Ranked #2 in Br i v iac t Launch in Reta i l secto r and ranked #4 overa l l .

Moved las t p lace team f rom #8 to #7 in 4 months .

DAIICHI SANKYO , Pars ippany, NJ 2007 – 2016

Senior Cardiovascular Special ty Dis tr ic t Sales Manager 2010 – 2016 Cardiovascular Special ty Dis tr ic t Sales Manager 2008 – 2010

Recru i ted, h i red, and oversaw t ra in ing and deve lopment of average of 10 sa les representat i ves. Di rected reg ional and nat ional market ing s t ra teg ies to achieve sa les vo lume and market -share object ives. Planned and organized quarte r l y bus iness meet ings to ensure adherence to corporate act ion p lans. Managed annual operat ing budgets ($500K) for bus iness development .

Recognized fo r per formance excel lence wi th promot ion to Senior Dis t r ic t Manager 2010 and Specia l ty Dis t r ic t Manager 2008, in addi t ion to fo l lowing achievements :

2015 Ranked #1 in nat ion Gold Cup W inner .



2012 Ranked #3 in nat ion .



2009 Ranked #5 in nat ion.


2007 Ranked #7 in nat ion.

2007 Ranked #2 in nat ion wi th Azor launch .

ICOS CORPORATION , Bothel l , W A 2002 – 2007

Distr ict Sales Manager

Recru i ted to s ta r t -up newly const i tu ted sa les organiza t ion inc lud ing recru i tment , t ra in ing and development of sa les representat i ves. Planned and organized quarter l y bus iness meet ings to opt imize corporate act ion p lans. Managed annual operat ing budgets for bus iness development .

Achieved complete d is t r ic t s tar t -up of 260 sa les profess ionals inc lud ing recru i tment , t ra in ing and development . Acted as Regional Cl in ica l Manager respons ib le for s i te moni tor ing act iv i t ies of 3 ongoing c l in ica l t r ia ls pr ior to launch of Cia l is (2002 – 2003).

SCOT M. BURNS sburns503@gmail .com PAGE 2

(Dis t r ic t Sales Manager exper ience con t inued)

Di rected reg ional and nat ional market ing s t ra teg ies achieving sa les vo lume and market share object ives o f the fo l lowing:

o 2006 - Emerald Award w inner and ranked #3 in nat ion at 101.58% . o 2005 - Emerald Award w inner and ranked #3 in nat ion at 101.41% to budget . o 2004 - Ranked # 6 in nat ion in vo lume and #13 in market share .

PHARMACIA / G.D. SEARLE & CO. , Skok ie, IL 1990 – 2001 Senior Dis tr ic t Sales Manager 1991 – 2001

Charged wi th turnaround of bot tom -ranked d is t r ic t , in develop ing sa les force, execut ing market s t ra teg ies, and increas ing communicat ion and s taf f development wi th quarter l y meet ings. Recru i ted, t ra ined and developed sa les representat i ves. Planned and organized meet ings to opt imize corporate act ion p lans. Managed annual operat ing budgets for bus iness development .

Sales accompl ishments inc luded:

2000 Achieved Sear le Pro Club .

2000 Ranked #5 TPP in nat ion at 107.0% to budget .

1999 Ranked #1 Ambien , #16 Covera , #33 Celebrex, and TPP at 116% to budget .


1998 Ranked # 1 TPP in nat ion at 124.0% to budget .





1994 Ranked #13 in nat ion at 106.1% to budget .

Inher i ted bot tom-ranked d is t r ic t and increased rank ing f rom #96 in 1992, to #80 in 1993, and to #13 in 1994.

Senior Medical Sa les Representat ive 1990 – 1991

Establ ished Har lem sales terr i to ry wi th sa les presentat ions to p r imary care phys ic ians and managing 5 c i ty hospi ta l accounts .

1990 Ranked # 2 sa lesperson in nat ion .

1990 Rookie of the Year . WESTWOOD PHARMACEUTICALS , Bu f fa lo , NY 1986 – 1990 Account Manager / Account Representat ive 1989 – 1990

Establ ished sa les te rr i to ry of New Jersey and New York. Sold prescr ip t ion, e th ica l and consumer products to a l l c lass of t rade accounts . Managed accounts in excess of $5M tota l vo lume.

1989 #1 sa lesperson in d is t r ic t wi th sa les o f 10 3% of budget .

Professional Medical Representat ive 1987 – 1989

Establ ished sa les te rr i tory of Brook lyn and Manhat tan . Made sa les presentat ions to dermato log is t s , pediat r ic ians and fami ly phys ic ians. Managed wholesale and d i rect accounts .

1988 #1 in d is t r ic t wi th sa les of 127% of budget .

1988 Dis t r ic t Representat ive of the year .

Medical Representat ive 1986 – 1987

1987 #1 in d is t r ic t wi th sa les of 114% of budget

Terri tory Representat ive 1986 – 1986

1986 Achieved sa les of 144% of budget .

EDUCATION

BA, Psychology, Univers i ty o f Rhode Is land, Kingston , RI

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