Anu G.

Rao
Healthcare Product Sales & Marketing Executive
Location: Atlanta, GA cell: 404-803-4526 email: arcee6ba@westpost.net
Professional Focus
Continue as an effective healthcare leader and sales professional with proven ab
ility to consistently satisfy customer expectations and exceed company sales goa
ls. Demonstrate top quality sales training and coaching skills as well as abili
ty to build strong teams motivated to attain new business.
Skill Summary
a Sales Team Leadership a Coaching and Development
a Sales Training a Hospital Sales Executive
a Recruitment a Product Launches a Product Promotion
a Brand Planning & Development a Product Brand Marketing
a Distribution Network Development
Relevant Achievements
a Healthcare Industry: pharmaceutical sales management, sales training and produ
ct brand marketing, hospital and home healthcare sales along with physician offi
ce field sales
a Therapeutic Sectors: gastroenterology, orthopedics, neurology, psychiatry, car
diovascular, respiratory, infectious diseases, nutraceuticals
Professional Management Awards
Brand Convention Marketing Team Leader, FY 2006
Highest Total Dollar Sales Growth, FY 2005
Circle Of Excellence for #1 District Manager in Sales, FY 2004
Incentive Trip Winner for #1 District Manager, FY 2004
Teamwork Award [Awarded by sales reps], FY 2004
PREMIER Award for Results Focus, FY 2003
PREMIER Award for #1 Market Share Change, FY 2003
PREMIER Award for People Development, FY 2002
Professional Sales Representative Awards
Sales Representative of the Year, FY 1997
Sales Representative of the Year, FY 1996
Nominated for Presidentas Club, FY 1996
Top 40 Program Golden CD Awards, Q1 FY 1996
Top 40 Program Golden CD Awards, Q2 FY 1996
Top 40 Program Golden CD Awards, Q3 FY 1996
Top 40 Program Golden CD Awards, Q4 FY 1996
Olympic Contest Winner, FY 1996 (#1 Market Share for new product launch)
Bahamas Cruise Contest Winner, FY 1995 (Top 15 in the region)
Sales Representative of the Year, FY 1993
Rookie of the Year, FY 1993
BlueSky Herbal Inc Pharmaceuticals:
Director of Business Development [Atlanta, GA] 2006 - Current
a Involved in strategic Business Plan development for OTC pharmaceuticals and nu
traceutical products. Conducted product market analysis, and developed product
sales strategy, packaging and labeling that met FDA guidelines for OTC products
for distributors, wholesalers, and retailers.
a Achieved measurable success increasing press and media attention to products b
y developing creative and cost-effective DTC marketing strategies. Specifically
, coordinated new product launches, and developed and managed revenue sharing wi
th partners based on sales (e.g. membership clubs, rewards programs, magazines a
nd online newspapers, opt-in email campaigns, partnering with catalog companies,
and regional and local newspapers).
a Directly contributed to 30% increase in product line growth in FY2009.

Tyco Healthcare 2003 a"

2006
District Sales Manager, Neurology and Psychiatry [Atlanta, GA]
Managed a team of 12 people and was consistently recognized by them as well as m
y peers as a supportive and effective manager.
a Performed market and personnel analysis quarterly and made marketing and organ
izational recommendations to upper management. Successfully assisted the Compan
yas Corporate Training Department in developing an advanced training process for
tenured reps as well as improving the New Hire training curriculum.
a Assigned to and effectively assisted start up a new division within the Compan
y focused on specialty brand product sales for neurologists, psychiatrists, onco
logists, pain specialists and primary care health professionals resulting in exp
anding marketing presense from generic to Brand products.
a Acted as a DSM field consultant and worked closely with with the Group Product
Manager, Marketing and Training departments to set product messaging strategy
and competitive focus, resulting in 40% growth in sales for Tofranil-PM in 2005.
a Assisted the Training Department in the strategy development and roll-out , of
market and product trend analyses, professional coaching skills training, and t
raining for District Sales Management and Rep Business Acumen development plan a
long with how to sell to hospitals.
Novartis Pharmaceuticals 2002 a"
2003
Area Sales Manager, Neurology and Psychiatry [Atlanta, GA]
Successfully hired and managed a team of 10 sales specialists and 7 States with
a 3.4 million dollar budget. Designed and executed quarterly written sales stra
tegies, performance reviews, coaching plans and sales meetings. Worked with my
sales team to consistently exceed sales goals.
a Successfully trained and developed an effective Atlanta sales team for the new
NS4 Division resulting in being ranked number 2 in the nation for both the 2002
and 2003 fiscal years.
a Developed training objectives, helped to coach and mentor team members, assess
ed performance and addressed skill development of direct reports resulting in ov
er 20% growth in revenue each year.
a Served as a project leader for coordination and training of 50 new sales speci
alists during an expansion working with other peers and the training department.
Resulting in a much faster ramp of new sales specialists product and disease s
tate knowledge.
AstraZeneca Pharmaceuticals 2000 a
" 2002
District Sales Manager, Gastroenterology and Cardiovascular [Minneapolis, MN]
Managed a team of 8 sales representatives in 3 States with a 2.8 million dollar
sales budget. Responsibilities included sales skills coaching, setting up and s
upervising sales trade shows and conventions, conducting performance reviews, an
d coordinating sales activities with 4 other sales managers.
a Successfully hired, trained and mentored 18 sales reps and built a brand new s
ales team with no previous pharmaceutical industry experience.
a Successfully launched the Companyas mega-brand Nexium(R) (esomeprazole) withou
t the top 3 MCO formulary coverage of our product with continued increase in mar
ket share by 6% each year.
Aventis Pharmaceuticals (Rhone-Poulenc) 1992 a" 2000
Senior Hospital Sales Specialist [Chicago, IL] 1998 a" 2000
Regional Sales Trainer, Hospital Div. [Chicago, IL] 1998 a" 2000
Hospital Sales Specialist [Chicago, IL] 1996 a" 2000
Field Sales Representative [NW Indiana] 1992 a" 1
996
a Successfully cultivated sales in key teaching institutions for anti-thrombotic
and neuroprotective agents resulting in 134% and 114% of sales budget (FY1998,
FY1997).
a Effectively sold through multiple levels within hospitals by accessing and pre
senting products to surgeons, pulmonologists, hematologists, pharmacists, nurses
, MCOs and CFOs .
a Successfully added Lovenox and Rilutek to hospital Critical Care Pathways and
protocols.
a Partnered with Humana HMO in developing and implementing a DVT protocol for al
l Chicago-area Humana sites.
Industry Expertise & Solutions
Award-winning track record in both sales and management
Product marketing and technical sales training strategies
Customer and product coordination, proven sales success and service record
Professional Training
a Six Sigma Green Belt training, 2010
a Coaching for Performance, 2009
a Leading through Change, Managing through Conflict, Motivating and Improving Wo
rk Performance, 2004
a Business Planning and Analysis, 2003
a Womenas Leadership Program, Center for Creative Leadership, Strategic Thinking
educational Programs, 2002
a Market Dynamics, 2001
a Targeted Selection, 2000
a Peer Selling Presentation Skills, 1997
a Business Planning & Analysis, 1994
a Managed Care, 1994
a MSWord, Excel and PowerPoint Training I/II; 1993 / 1995

Office Productivity Tools

MS Office Suite (Word, Excel, PowerPoint)
ACT, Siebel, PeopleSoft, Lotus Notes
Various Company-specific personnel management and sales software
Communication and Networking
Georgia Association of Healthcare Executives
Healthcare Businesswomenas Association (HBA), Atlanta, GA
Chamber of Commerce, Atlanta, GA
Sales and Marketing Executives of Atlanta Incorporated
Medical Association of Atlanta

Education
College: Southern Illinois University (SIU) / Carbondale, IL, 1992
Degree: Bachelor of Science,
Major: Business Management
Minor: Organizational Psychology
Honors: Society for the Advancement of Business Management - National Award f
or Outstanding Service