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MICHELLE M.

SIPULA
Richmond, VA Sipula1@wildblue.net (804) 769-2290 home office
https://www.linkedin.com/in/michellesipula

CAREER SKILLS & KNOWLEDGE

Extremely motivated sales leader who excels in relationship building and business development within a highly
competitive environment
Results oriented detailed problem solver known for incorporating innovative ideas to drive business
Adept at establishing customer trust while cultivating conducive working relationships at all organizational levels
Persistent and highly self-motivated, equipped with the aptitude to deliver in highly pressurized situations
Strategic Account Management
Organized Customer Expertise
Cross Functional Team Player

B2B Sales Experience


Product Launch Excellence
Exceptional Organizational Skills

PROFESSIONAL EXPERIENCE
Boehringer Ingelheim Pharmaceuticals, Inc.
November 2003 April 2016
Action oriented sales leader with over 13 years of pharmaceutical sales and management experience in C-Suite,
Cardiology, Pulmonary, Allergy, Endocrinology, Urology, Rheumatology, Neurology, Nephrology, Urology,
Pediatrics and Primary Care in the Clinic, Hospital and Veterans Administration setting.
District Manager, Richmond, Virginia
January 2012 April 2016
Built a winning team hiring 13 people in 2 years, led launch planning/execution of 5 new products in 3 years
Developed top talent and increased engagement as Regional Advisory Council District Manager Lead
o Led Customer Centricity sub-committee team resulting in Regional FIRE nomination - 2015
Analyzed sales data which led to reassessment of accounts, expansion of institutional team and invitation
to lead peer IC & Data Analytics Session
Executed extensive pull-through collaboration as Managed Markets Regional DM Lead, Anthem
Created and implemented the vision, training and execution of medical group strategic/tactical plan
2012 - Reach Award, Regional Satellite Speaker Program Platform Launch
2015 - Leader of the Pack National Stiolto Launch Award
2016 - Reach Award, Spiriva Asthma Regional Launch Meeting
2016 Zone Level Jardiance Beat the Competition Award
Institutional Specialist II, Madison, WI
March 2006 December 2011
Developed relationships in access challenged highly integrated markets in academic teaching hospitals,
community hospitals and VAMCs promoting cardiovascular, neurology and respiratory products.
Cultivated teamwork with cross-functional team members in assigned accounts that led to successful pull
through, formulary addition and uptake
Developed and executed account strategy in 9-13 targeted accounts to meet/exceeding sales goals
Attracted key stakeholders to WI COPD Coalition professional society that expanded key customer
relationships
Led the product briefing meeting for Aggrenox at the World Congress ADA Meeting, Chicago generating
over 673% leads from previous year
Invited to lead the National Inspec Meeting session, The Changing Environment, Maintaining Access
Led, created and implemented the vision of National Inspec Team, E-communication
2010 - Spiriva Silver Sales Contest Award - Top 15% in Zone, 11 of 77 reps
2009 - Spiriva Silver Sales Contest Award - Top 15% in Nation, 15 of 102 reps
2009 - Micardis Silver Sales Contest Award - Top 15% in Nation, 15 of 102 reps
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Michelle M. Sipula (804) 564-6023 Page 1 of 2

Professional Sales Representative, Milwaukee, WI


November 2003 March 2006
Developed strong working relationships with geo-team, specialty and co-promote partners in urology, respiratory
cardiovascular, rheumatology and primary care.
Developed and implemented business plans to drive sales among targeted physicians
Earned Certified Field Trainer and progressed into Management Development Program
2004 - Micardis Kicker Contest Award Top Micardis Performance in the Region
2005 - Presidents Club Bronze Award
Andrx Laboratories
May 2002 November 2003
Sales Consultant & District Trainer, Milwaukee, WI
Contributed to launch success of a new cholesterol medication and accelerated growth of OB and pain
medications within the Milwaukee market.
Promoted to District Trainer mentoring new hires on clinical papers and territory management
Led monthly district conference calls to share successes, obstacles and develop strategies
Improved impact and maximized performance during field training visits with peer representatives
District Leader in Sales, Great Lakes Region MVP Award
Heritage Quality Printing Brookfield, WI
September 1999 May 2002
Account Executive, Southeastern WI
B2B Sales experience, attracted and established 150 new accounts through networks developed in leadership
roles occupied within professional organizations including Co-Chair Membership Women in Communications,
Waukesha Area Chamber of Commerce, Sales Club Committee, targeted mailings and cold calls.
Hired, trained and developed quarterly performance expectations for account support reps
Designed customized ordering systems to assist clients in inventory management
Selected as a member of the strategic planning committee to determine business growth opportunities
Successfully completed Dale Carnegie Sales Advantage Course
Exceeded all sales goals from $0 to $245K in first year and 40% growth to $350 K in second year
TelMark Sales, Inc., Appleton, WI
September 1996 September 1999
Norelco Consumer Products Company Program Manager, US Accounts
Developed and drove sales results with current and new business to over 400 accounts including drug
wholesalers, distributors, federal accounts, convenience stores, department stores and specialty stores.
Established promotional programs, established pricing, quarterly sales bulletin, seasonal display &
account specific promotions in cooperation with Norelco national marketing efforts to maximize growth
Trained retail sales associates on quarterly sales promotions & pull through at the retail level
Negotiated and tracked co-op ad expenditures by conveying proof of purchase, off-invoice and BB
allowances
Exceeded prior years sales of $4 M by 16%, winning 3 sales contests
Coleman Company Assistant Manager, US Accounts
Developed new and existing sporting goods and drug wholesale accounts to $3.2M account base of 537 accounts.
Developed strong client relationships to convert competitive products and developed new business
Provided input to product promotion and pricing strategy for Worldwide Distributors, Inc.
Team leader in sales exceeding last years sales by 30% and sales goal by 14%
Earned 2nd Employee of the Month Award (2 of 350 reps)
EDUCATION
Marquette University, Milwaukee, WI
Bachelor of Science College of Business Administration, Marketing
Michelle M. Sipula (804) 564-6023 Page 2 of 2

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