ROB SCOTSON

4376 CHIMAYO DR.

LAS CRUCES, NM 88011
CELL: 575.915.6789
rsad5e1e@westpost.net
HTTP://WWW.LINKEDIN.COM/IN/ROBSCOTSON
AWARD-WINNING PHARMACEUTICAL SENIOR SALES SPECIALIST
EXECUTIVE SALES LEADERSHIP ~ STRATEGIC VISION ~ MARKET PENETRATION ~ TACTICAL PL
ANS
Senior Sales Specialist with 15+ years of progressive experience in a Fortune 50
0 company promoting complex pharmaceuticals in B2B environments through consulta
tive, needs-based selling. Recognized for unmatched product knowledge and consis
tently delivering value in long-established physician relationships. Possess kee
n focus on revenue growth, setting and achieving aggressive targets; drive compl
ex decision-making to synchronize challenging and rapidly evolving market condit
ions. Specializations: adult, pediatric, cardiovascular, endocrinology, dermatol
ogy, and urology
- Consultative / Solution-Based Sales
- P&L Management
- Budget Administration
- Revenue / Market Share Growth
- New Business Development
- Time and Territory Management
- Account Management / Retention
- Sales Cycle Management
- Negotiations / Deal Closings
- Competitive Product Marketing
- Brand Strategy
- Competitive Market Analysis
- Persuasive Negotiator
- Savvy Strategist
- Exceptional Presentation
- CAPTURED A $1.2M VACCINE SALE in the position as Senior Executive II Immunizat
ion Specialist with the State of New Mexico Vaccine for Children program by leve
raging the company's competitive advantage and cutting-edge solutions, emphasizi
ng features and value compared to competitors' products.
- DROVE A 30% MARKET SHARE GROWTH in the position of Senior Executive Sales II b
y initiating a Diabetes Lipid Study with a key opinion physician to determine li
pid parameters between two diabetes therapies.
- LED ANTIBIOTIC ADULT MARKET SHARE FROM 11.7% TO 20% AND THE ANTIBIOTIC PEDIATR
IC MARKET SHARE FROM 19.6% TO 29.1% within a highly competitive antibiotic marke
t as Sales Executive I.
PROFESSIONAL EXPERIENCE
GLAXOSMITHKLINE {NYSE: GSK}
Company reported $44.42B in 2009 revenue, employed ~99,000 personnel, and ranked
#168 on the 2009 Fortune 500 list.
SENIOR EXECUTIVE II IMMUNIZATION SPECIALIST-PEDIATRIC, Las Cruces, NM 2009-2
010
Report to the Regional Immunization Sales Director. Capitalized national expans
ion in U.S. Vaccine Division on new product launch and driving current product p
ortfolio growth. Create and execute sales/business plan for assigned territories
, balancing new business development with account management and customer suppor
t. Full P&L management for $1M territory. Formulate, justify, and manage a $5K c
ustomer fund budget. Scope of territory includes Southern New Mexico with 200 cu
stomer accounts.
- SUCCESSFULLY CONVERTED 25 BUSINESS ACCOUNTS TO VACCINE PORTFOLIO by researchin
g sales trends and identifying the top-performing emerging markets in the territ
ory to penetrate and capture.
- RECOGNIZED IN THE TOP 10 IN SALES FOR ALL FOUR QUARTERS IN 2009 by identifying
competitor strengths and additional business opportunities.
- Ranked #1 out of 17 sales representatives in the first quarter 2009.
- Achieved #4 ranking out of 17 sales representatives in the second quarter 2009
.
- Accomplished #9 ranking in the third quarter 2009.
- Recognized as #4 in sales in the fourth quarter 2009.
SENIOR EXECUTIVE SALES II, Missoula, MT 1998-2008
Reported to the District Sales Manager and Regional Vice President. Promoted to
increase sales in low performing territory, with additional account and territo
ry accountability. Maintained active pipeline for new sales, earning repeat busi
ness by keeping customers informed of new pharmaceuticals, emerging industry tre
nds, and new solutions through speaker programs, territory routing, and more. Te
rritory included 250 customers in Western Montana in the following specializatio
ns: adult, pediatric, cardiovascular, endocrinology, dermatology, and urology.
- Honored as the EMERALD TIER WINNER THREE TIMES FOR RECOGNITION AS THE TOP 5% O
F THE SALES FORCE.
- Awarded the RUBY TIER FOR RECOGNITION AS THE TOP 10% OF THE SALES TEAM.
- Appointed to Regional Advisory Board (2005) and participated in national calls
with product management to disseminate marketing objectives to meet mission-cri
tical goals.
- Nominated and AWARDED THE ASSISTANT REGIONAL TRAINER RECRUITER POSITION BY THE
DISTRICT AND AREA VICE PRESIDENT due to demonstrated success in territory sales
and leadership skills. Facilitated product and sales workshops and mentored new
hires.
- Completed a two-year, 33-hour accredited course EARNING CERTIFICATION AS A CER
TIFIED MEDICAL REPRESENTATIVE (CMR).
- SURPASSED ALL 2005 SALES GOALS by defining quality business targets and creati
ng sales development / penetration strategies.
- Attained 133% of the diabetes goal.
- Exceeded anti-hypertensive goal by 249%
- Achieved 130% of urology goal.
SALES EXECUTIVE I, Missoula, MT 1996-1998
Reported to the District Sales Manager and Regional Vice President. Met / excee
ded sales forecasts. Revitalize dormant accounts, recapture lost accounts, and p
enetrated new target markets to drive long-term revenue growth. Continuously pro
spected new customers and developed new business with existing accounts. Spearhe
aded high-level consultative sales to deepen and elevate client relationships. T
erritory included Missoula, MT and Western Montana territory.
- Honored with TWO REGIONAL ACHIEVEMENT AWARDS for exceeding sales goals in 1995
and 1997.
- Awarded SALES CONSULTANT OF THE SEMESTER (1996).
- EXCEEDED 1998 SALES RESULTS by building an expansive client base of loyal and
referring customers strengthened by quality products backed with strong after-sa
les support.
- Achieved 128% of antibiotic adult goal.
- Surpassed antibiotic pediatric goal and reached 127% of goal.
- Attained 142% of the anti-inflammatory goal.
- Realized 99% of the topical antibiotic goal.
- Accomplished 117% of the anti-viral goal.
PREVIOUS POSITION HELD:
SENIOR SALES REPRESENTATIVE, Billings, MT
Selected as the DIAMOND TIER WINNER FOR RECOGNITION AS THE TOP 1% OF THE SALES F
ORCE. Honored with TWO REGIONAL ACHIEVEMENT AWARDS. Achieved 100% goal attain
ment on all priority products.
EDUCATION
BS, Business, Northern Montana College, Havre, MT

CERTIFICATION
Certified Medical Representative (CMR)