TED CHARETTE

2753 Webster Ave Minneapolis, MN 55416

(612) 750-0633 * tc8a0c34@westpost.net

SENIOR ACCOUNT EXECUTIVE

TERRITORY MANAGEMENT * ACCOUNT DEVELOPMENT * SALES GROWTH
Top-ranking, quota-breaking senior sales professional with over 20 yearsa succes
sful market penetration and sales growth in very competitive markets for major p
harmaceutical and transportation companies. Combine unsurpassed relationship-bui
lding skills with expert product knowledge to close large accounts for long term
revenue growth. Exceptional skill at identifying and meeting key decision maker
s to develop close relationships, convince of product merits and ROI. Technical
knowledge allows peer-to-peer communication with physicians and other profession
ally trained contacts. Consistent award-winning sales performance. Recognized fo
r team leadership and development skills; excellent communicator, able to train,
motivate eager, energetic and productive sales teams for winning performance. L
ong-term, strategic sales development outlook combines with ability to identify,
seize immediate sales opportunities.
ACCOUNT MANAGEMENT * NEW BUSINESS DEVELOPMENT * CLIENT RELATIONS * SALES FORECAS
TING *COMPETITIVE ANALYSIS MARKET ANALYSIS * CONTRACT NEGOTATIONS * COST/BENEFIT
ANALYSIS PRESENTATIONS * PRODUCT MARKETING * SALES FORECASTING * TERRITORY DEVE
LOPMENT
TERRITORY MANAGEMENT * BUSINESS PLANS * PROJECT MANAGEMENT * CUSTOMER SERVICE
COMMUNICATIONS * STAFF MANAGEMENT * TRAINING & DEVELOPMENT

PROFESSIONAL EXPERIENCE
SANOFI-AVENTIS PHARMACEUTICALS 2004 a" 2009
Worldas third-largest pharmaceutical company, manufacturer of Ambien and Allegra
and many other over-the-counter and prescription medications. Annual sales of $
20B and 6,500 sales employees in the United States.
Senior Specialty Sales Professional, 2008 -- 2009
Specialty sales executive for Minneapolis territory for developing sales of inje
ctable products including Lovenox, Eligard and Hyalgan in regional hospitals, lo
ng term care facilities, and clinics. Managed sales/marketing budget of $1.4M to
develop long-term relationships with key physician opinion leaders particularly
in teaching hospitals and research facilities. Organized symposia and in-servic
e presentations and participated in community health to inform of product qualit
ies and ROI. Kept current with latest scientific research pertinent to diseases
targeted by company products; targeted longest-tenured physicians, researchers a
s wells as medical residents for long-term account potentials.
Maintained number one rank among 66 sales staff nationwide for market share gro
wth through October, 2009 with sales at over 120% of target.
Successfully identified and targeted leading professional opinion makers to inc
rease sales of Lovenox by 9.7% and Hyalgan by 13.1% for $320,000 in sales for th
ese products in 2009.
Won exclusive, $105,000/year formulary contract with long-term growth potential
for entire Buffalo County, MN long term care by developing strategic relationsh
ip with president of MN Association of LTC Directors
Named District Training Champion for 2009 for depth of knowledge of clinical da
ta and ability to communicate this effectively to targeted physicians and for ab
ility to effectively train other sales staff.
TED CHARETTE * tc8a0c34@westpost.net * PAGE TWO
Specialty Sales Professional, 2004 -- 2008
Sold injectables including Hyalgan, Lovenox and Eligard to Orthopedic Surgeons,
Rheumatologist and Oncologists. Identified key opinion leaders to communicate bo
th clinical and ROI benefits of products. Worked with opinion-leading physicians
to arrange peer-to-peer discussions about product efficacy. $1.6M budget.
Ranked 14th out of 110 sales staff for market share growth in 2004, 19 out of
110 for market share growth in 2005.
Achieved 114% over quota in 2004 and increased sales by 13.8%.
Converted largest competitor account to exclusive Hyalgan contract worth $1.3 m
illion
ASTRAZENECA PHARMACEUTICALS, Minneapolis, MN 2001 a" 2004
Global pharmaceutical company selling prescription medications including Symbico
rt, Arimidex, Seroquel and Nexium. $31.6B in sales with a US sales force of 7,00
0.
Primary Care Sales Professional
Needs-based sales of key company products through targeting leading specialists
and opinion formers, relying on clinical and product knowledge. Also key distric
t trainer for new sales staff in correct understanding and presentation of clini
cal data to gain more and more effective face-to-face time with targeted physici
ans. Annual budget of $800,000.
Gained placement of Nexium as preferred PPI for Minnesota Gastroenterology resu
lting in 50% increase in client sales worth $137,000 in 2005.
Won first place award for largest market share growth in 2003 for new prescript
ion growth of 5.7% to exceed year-end growth goal by 3.7%.
Named District Training Champion for effective training of new sales staff in e
ffective presentation of clinical information for estimated addition of $125,000
in sales.
UNITED PARCEL SERVICE, Fort Lauderdale, FL 1986 a" 2001
Largest package distribution in the world and largest ground shipper in the US w
ith annual revenues of $24.6B and 330,000 employees throughout the world.
District Marketing Manager. 2000 a" 2001
Directed all marketing for South Florida district including major account pricin
g and contracting, advertising and strategic growth planning. Managed budget of
$580M with 5 direct reports and overall staff of 20. Developed international mar
keting department to grow shipments to South America; developed cross-functional
training program to ensure correct documentation for international shipments an
d improve transit time and decrease package delays. Focused on targets with grea
test ROI based on internal costs and revenue forecasts.
Grew international shipment volume by 43.2% in first 12 months.
Developed exclusive and strategic shipping contract with Barclayas Bank to incr
ease revenues by $2.3M.
Negotiated contract with executives of Royal Caribbean Cruise Lines for overnig
ht shipping to increase account sales by 23.8% to $3.8M.
EDUCATION AND MEMBERSHIPS
Bacheloras Degree in Business Administration, Marketing Management Concentration
, California State University, Hayward, CA
Member, American Marketing Association