MARTIN A.

RIVERA
Greenville, SC 29609
http://www.linkedin.com/in/martinrivera
864.616.6064

martyrivera80@gmail.com
DISTRICT SALES MANAGER - SPECIALTY

Superior Coach and Sales Leader ** Team Builder ** Dynamic Cross-Functional Sales Team Mobilizer
Seasoned and motivational Pharmaceutical Sales Leader and coach building high producing Specialty Pharmaceutical
Sales teams. A tenacious lead-from-the-front possibility thinker with a record for achieving exceptional sales results.
Dynamic cross functional communication with internal and external sales customers. Development and nurturing of Key
Opinion Leaders, C-Level customers and local prescribers.
Proven acumen and long-term strategic and tactical planner with a unique, creative analytical problem-solving
perspective. Charismatic, articulate and persuasive. Successful sales history thriving in a fluid environment and providing
a deft touch to manage multiple, concurrent goals. Fluent in Spanish.
Areas of expertise
16 Successful Product Launches
Key Account Management (KOL)
Sales Staff Training and Development
Inspire High Sales Rep Call Averages
Data Analysis, Insight and Impact
Hospital Formulary Approval Expertise P&T
Managed Care, Medicare and Tricare formulary sales
expert.

New Sales Business Development

Strategic Business Planning and Execution
Strong Written and Verbal Communication
Multiple Clinical Specialty Sales Training
MS Office expertise
Sales Recruiting, hiring, and training
Superior Field Coaching Presence

SALES MANAGER CAREER TRACK AND PERFORMANCE | DRIVING FORCES

WESTCHASE COMPOUNDING PHARMACY, District Sales Manager + [4 Years] SC/ GA/ AL/ FL

2012-Present

Built a high sales performing pharmaceutical team (10 Reps) in a fluid and volatile environment. High level
sales knowledge of Managed Care.
Established WCP as the leader in the Region for customized compounded medicines. Provided competitive information
that streamlined and met customer needs. Worked closely with V.P. of Sales to improve cross-functional dialogue and
acquire more sales ideas to increase team performance.

Increase customers by 100% first 12 months

$2,000,000+ sales annually; revenue growth 100% for 2013, 53% for 2014, 72% for 2015

Salesforce terminated 12-2016

NITROMED, INC., District Business Manager, Cardiovascular SC / NC / GA + [6 Months]

2006

Streamlined communication and goals for 10 Cardiovascular Pharmaceutical Sales Professionals immediately to achieve
desired business outcomes. Analyzed, Targeted and secured new business with strategic planning, cross functional verbal
and written communication, planning and implementation. Assigned quotas, budgets, ensured staff members possessed
high level of clinical product knowledge and sales abilities.

Inspired and motivated team resulting in achieving 85% (up 40% in 6 months) P&T Hospital Formulary success rate
Improved Rank to #1 of 16 districts in 6 months. Started at 6 th / 16.
Championed C-level high-profile Hospital and Cardiology accounts with personal dialogue.
100% employee retention in a volatile and fluid environment

MARTIN RIVERA

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864.616.6064 / martyrivera80@gmail.com

PDI, INC. (ASTRAZENECA) District Business Manager, Cardiovascular / GI + [3.5 Years]

2003 2006

Created New District of 12 Cardiovascular Specialty Pharmaceutical Representatives for New Product Launch and
strong cross-functional written and verbal strategic cooperation for superior goal achievement.
Strong analytical and strategic skills plus individualized setting resulted in excellent plan execution. Excelled in Two
Product Launches in a crowded Cardiology and Statin market. At contract termination, sales representatives selected
to remain as client employees because of superior selling and teamwork skill sets.

Recognized as 3rd / 19 Regional Sales Leader.

Recognized for employee retention of 100%.
Recognized for attaining 115% of goal for Field Days.
District led with above call average in top territories.
100% retention until the CSO contract was terminated.
Strong budgeting management for ROI maximum results.
Solid writing skills and MS Office literacy.
Regional Sales Leader Market Share 2006
Crestor Regional Market Share Leader 2004
Professional Pharmaceutical Specialty Representative

PFIZER, (former KING PHARMACEUTICALS / ALPHARMA, Inc.) Greenville, SC / Asheville, NC

2007 2011

Professional Pain Sales Representative

Retained through 2 major acquisitions (Alpharma Pharmaceuticals and King Pharmaceuticals) due to exceptional results.
Identified prospective business in major hospitals, teaching facilities, clinics, and other PCP and specialty healthcare
providers. Identified physician needs, and presented narcotics, Cox II NSAID, Lyrica and 1st US Topical NSAID to
improve patient outcomes and client financial goals.

Product Launch Successfully of industry-leaders Embeda (ER Morphine) and Flector Patch (1st US Topical NSAID)
resulting in Top 10% National Ranking.
Key Team Leader 2 product launches
Field Trainer in 2008
National Directors Cup for top 10% - 2008
P.A.R.T. AWARDS 8X in 7 Trimesters for Leadership, Accountability, and Results.
District Leadership Award 3rd Trimester 2007 Ranked 27 / 400 nationally and 1 / 72 regionally
District Leadership Award 1st Trimester 2008 Ranked 11 / 400 nationally and 3 / 72 regionally.
Kadian Expand Contest winner: only 16 out of 198 reps nationally
2008 Miles Contest 2nd trimester 2008
Mercedes C300 Sport for ranking 2 / 72 regionally and 37 / 400 nationally

PDI, Inc. (ASTRAZENECA) GI Pharmaceutical Sales Specialist + [3 Years]

2000 2003

District leader in sales and call average. Promoted to Field trainer. Promoted to DSM in my 3rd year. Maximized teamwork
with cross functional communication, interaction, strategic planning and targeting. Team leader with creativity in gaining
access and coordination among 10 representatives per territory.
Successfully launched Nexium (PPI) to surpass territory goals while maintaining current product PPI market share.

Crestor NRx Market Share Award 2003 Product Launch

Nexium #1 Club Region July 2003
Member of Nexium 100% Club 2002
Prilosec Sales Milestone Award 2002
Highest Call Average in the Region

MARTIN RIVERA

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864.616.6064 / martyrivera80@gmail.com

ROCHE LABORATORIES, INC., Medical Rep. Hospital / Retail, Spartanburg/Greenville, SC+[3YEARS] 1997 1999
Delivered exceptional, tenacious results securing P & T formulary wins first 9 months post hire. Nurtured and grew new
business at existing accounts. Cross functional teamwork with Key Account Manager and Regional Manager to negotiate
hospital grouping contract. Strengthened key C-Level relationships with hospital KOLs and health care professionals.

Product Launch Success of Posicor calcium channel blocker, Xenical GI lipase Inhibitor, Versed Syrup, and Tamiflu
National Sales Achievement Award 1998 for Teamwork
100% P & T formulary wins at 100% Hospital for IV Rocephin and IV Versed
Ranked in top 10 nationally for successful launches. Achieved 147% of goal in 1999 and 152% of goal in 1998.
Served as Team Leader for the Antibiotic Team and Team Co-Leader for the Spartanburg territory

HOECHST-ROUSSEL PHARMACEUTICALS, INC., Professional Hospital / Sales Representative + [9 Years]

Charleston, SC and Bucks County, PA

Medical Residency and Pharmacy PharmD Program superior sales success in 2 Major Teaching Institutions, 2 VA, 2
Military, and 3 County hospitals. Solid CLevel and KOL relationships. Exceptional Contract negotiator with Chief
Pharmacists. Excellent cross functional teamwork with the District, MSL, Regional and National leadership.
Successfully promoted, coordinated, and managed logistics for a National Symposium during my first 8 months. Top
Specialties included Infectious Disease, Pediatrics, Surgery, Hemorrheologic, Gastroenterology, Cardiology, Internal
Medicine, Primary Care Practitioners, Hospital Pharmacy, Dermatology, and Urology. Solid writing skills.

Product Launches I.V. Claforan, Altace, Diabeta, Merital, Trental, Floxin 100%+ Successfully
100% P & T Formulary Approval
Top 10% National Ranking: 8X years Total
Division Sales Representative of the Year: 2 years
Regional Representative of the Quarter

Field Trainer Promotion

Hospital Representative Promotion
Professional Hospital Representative Promotion
EDUCATION / LEARNING

BSBA, Marketing, Management, Spanish, The Citadel, Charleston, SC

Academic Scholarship
Deans List
Atlantic Coast Second Team Baseball

Baseball Scholarship Division I

Cadet Rank
Southern Conference Champion

Additional Courses, Seminars and Workshops

Insights Management Training (Manager); Focus: Leadership Development AstraZeneca

(FYI) For Your Improvement Leadership Course (Manager); Focus: Operational Excellence PDI
(ROC) Results Oriented Coaching (Manager); Focus: Professional Development Nitromed, Inc.
Management Training Candidate 2-year Formal Field and course work HRPI
Professional Hospital Workshop Formal Field / Classroom Course
National Sales Diversity Panel Moderator HRPI
National Antibiotic Workshop Moderator HRPI
Clinically trained in Cardiovascular, GI, Pain, and Diabetic Medicine. Including, statins, ACEI, ARB, diuretics,
thrombolitics, hemorrheologic, vasodilators, neurohormonal agents, dermatological, PPIs, antibiotics, oncological,

vasodilators, transdermal patches, anxiolytics, anesthetics, lipase inhibitors, antivirals, and antipsychotics, & more