STEPHEN P.

SANFACON
4 Mason Drive
North Grafton, Massachusetts 01536
(774) 276-2088 sanfs@aol.com

BIOPHARMA & HEALTHCARE: REGIONAL or NATIONAL SALES/MARKETING ACCOUNT EXECUTIVE

Profile & Qualifications: Results-driven Regional & National Sales & Marketing Executive with 15+ years
strategically developing and closing deals in the Biopharmaceutical health care sector. Documented success &
awards earned for increasing each company‟s market share, customer relations & loyalty.

Highlighted Knowledge & Competency Areas:

Institutional/Organizational Sales Injectable Sales/Reimbursement

Thought Leader Development Obtaining Formulary Approvals
Prior Approvals/Adjudications Customer Training/Education
Managed Care Presentations/Workshops/Trainings/WebEX
Reimbursement Expertise: Medicare A/B/C/D, Medicaid, Commercial

PROFESSIONAL EXPERIENCE

AMGEN, Thousand Oaks, CA 2005 -2010

Regional Account Manager (RAM)-Senior Care (New England)

Largest Biotech worldwide; $15B annual sales; 20,000 employees
Recruited directly by Amgen to be RAM-New England: only non-Amgen personnel hired to start Division
st
Inherited last place Region in 2005 (#18 of 18); Finished 1 in East for S2 2007, and #3 overall in 2007
st
Finished 1 for Senior Care Team S2-2009 (153% Quota)
Awarded (Plaque) “Greatest RAM increase in Prescriber Share” (S2 2008)
Recognized S2 2009-„Most Speaker/Liaison Programs‟ (16) and In-services(50)
Elected Sales Trainer for Eastern Region Senior Care by Executive Management-1 of 2 nationally(2009)
Recognized by Executive Management for successful Development, Implementation and product pull
through of Protocol Initiatives at National and Local Level
Named best Regional Account Manager by industry consulting firm HIRC (2008, 2009); recognized at
Annual National Meeting-Corporate Accounts. Based on Customer feedback (Clinicians, Directors, CEO‟s)
Recognized by Senior Care Customers (900 + Rph, MD and RN) for special recognition/Plaque in 2008
(Senior Symposium-Foxwoods, CT 2008)
Developed Sales Tools/Forms (w/ Manager) that are used nationally; Legal Approved

THE PURDUE FREDERICK CO., Stamford, Connecticut: 1991 - 2005

Privately held Pharmaceutical Company; $2 Billion annual sales; 4,000 employees

Medical Marketing Representative (MMR) – (5/2004 -9/2005)

Top 10% of sales force achieves MMR Title
Successfully launched new product Palladone to oncologists, anesthesiologists, & hospitals:
# 1 (out of 70) in Region in prescriptions at Launch

Health Systems Specialist (HSS) –Boston, MA (7/1997 - 5/2004)

Handpicked by NSM to be first/only HSS in Eastern Region during Division rollout; one of 12 nationally;
Role‟s goal: to increase sales within Specialty and Managed Markets.
Produced growth volumes at: 218% ahead of HSS national average in 2002
49% ahead of HSS national average in 2001
17% ahead of HSS National average for 2000
Stephen P. Sanfacon page 2

Achieved productivity awards: Toppers Club (‟02); Top-10% (-02); #1 in Region, Senokot Growth (‟03)
Account coverage: (managed care, hospitals/government, long term care):
LTC pharmacy providers/institutions: Omnicare, Pharmerica, independents; 400+ snf‟s: Beverly,
Genesis, Kindred, HCR, and independents/private
Staff model HMO‟s (Fallon Clinic, Harvard Vanguard, and HMO Blue),
Veterans administration teaching hospitals-Boston & Providence VA hospitals, VISN 1 HQ-Bedford
Maintained close, productive business relationships with:
Medical directors, institutional LTC prescribing groups (Evercare, Fallon Geriatrics…),DON‟s ,
consultant pharmacists, clinical team leaders oncology, anesthesiology, neurology, psychiatrist,
surgeons, thought leaders, executives & P&T members in all called on markets
Active & participating member of ASCP, AMDA, AGS AND H&PCFM.
MA Dept. of Public Health, MA DUR/Medicaid members & sub-committees, Director of Ed.,
DPH pharmacy consultant, 140 DPH state surveyors, national/state quality improvement
organizations (MASSPRO)
Appointed mentor for 5 newly hired or appointed HSS reps by Regional Manager
st
1 in US to establish contracts and direct purchasing between Nursing Homes and Purdue to sell our
laxative line
Selected to participate in only LTC preceptorship; Portland, OR 2003 (Attendees--Directors/VP‟s of Managed
Care, Sales Training, Marketing, and Sales)
Increased business from <$200,000 to $2 million annually
Achieved Formulary approval for all VA accounts within 6 months of acquiring
Successfully launched Spectracef in LTC. Ranked #4 out of 26 nationally
Achieved 2 formulary approvals for Spectracef in 6 months
Prepared and conducted full day LTC Institution training workshops to Region for incoming HSS reps,
territory reps with LTC exposure, 4 DM‟s and Regional Manager
Assisted Corporate Sales Training Department in teaching Phase 1-3 New Hire classes in Home Office

PROFESSIONAL SALES REPRESENTATIVE; Central Massachusetts (1991 - 1997)

Promoted product lines to hospitals, physicians, hospice accounts, VNAs, HMOs, closed provider & retail
pharmacies, nursing homes, 7 retail pharmacies
Selected Product Specialist for Region; Train, write Tips, Reports for region of 70 reps
Selected to attend REMAP-Corporate Management/Development Training
Successfully launched injectable Alferon-N (Interferon alfa) under Buy and Bill model to Derm/OB- Gyn
Represented Co. at national asthma, allergy and COPD meetings
Recognized for achievement, including: #2 in Region for Uniphyl (‟95) ; #8 nationally for Uniphyl („95);
93-Winner, Senokot sales; #3 nationwide, Trilisate sales („92); #2 in Region, Trilisate sales (‟92)

SOLVAY PHARMACEUTICALS, Marietta, Georgia: 1989 – 1991

Inherited Territory ranking of 230 (out of 250) to a ranking in the Top 10 within 18 months

BENCHMARK CORP., Chattanooga, Tennessee: 1988 - 1989

EDUCATION, TRAINING, AND PROFESSIONAL ASSOCIATIONS

University of Massachusetts, Amherst, MA; Bachelor of Science (B.S.); Cum Laude (3.31 GPA)
Major: Psychology; Minor: Neuroscience and Pre-Med (Magna Cum Laude 3.72 GPA)

Additional Training: Sales Methodology, Reimbursement; Product Training, Managed Healthcare,

Purdue Management Assessment Center, Stamford, CT,
Respiratory Specialist Training, American College of Allergy, Asthma and Immunology, Dallas, TX

PROFESSIONAL ASSOCIATIONS: ASCP, AMDA, NPACE, NADONA