Sean E.

Hernandez
Osceola, IN 46561 (574) 674-6903 seanhernandez@comcast.net

PROFILE Sales Representative/Account Manager with a track record of successfully managing and developing
territories utilizing sound business acumen and results-oriented selling techniques.

InVentiv, South Bend, IN

Territory Business Manager, October 2009 to present Pharmaceutical Sales. Experience selling Onglyza, Kombiglyze XR, Plavix, Avapro and Avalide, Primary Care and specialties including: Cardiology, Endocrinology, Internal Medicine, Nephrology, Neurology, Physical Medicine and Rheumatology. Promoting products utilizing Engage selling model involving opening, probing, features and benefits, objection handling, and closing. Account Management. Responsibilities include business analysis and development of objectives for in depth discussions with physicians. Collaborated with teammates, district managers, and regional Director to maximize sales opportunities.

Sepracor Pharmaceuticals, Kalamazoo, MI

CNS Specialty Sales Representative, April 2006 to July 2009 Achievements. Consistently exceeded product portfolio goals attaining 100% for Lunesta, Omnaris, Xopenex HFA. Ranked 3 of 40 in the region for 2008. Increased Lunesta market share by 2 percent in 4th quarter 2008 at the loss of the competitor. Increased market share of Xopenex 3 percent in 4th quarter 2008 through a focused effort and initiatives to Pediatricians and Pulmonologists. Successfully launched Brovana, Omnaris and Xopenex HFA across multiple therapeutic markets. Exceeded all company expectations for field metrics calls per day, calls to targets and % sampled. Pharmaceutical Sales. Experience selling Lunesta, Xopenex, Omnaris, and Brovana to Hospitals, Primary Care and specialties including: Allergy/Asthma Management and Immunology, Anesthesiology, ENT, Emergency Medicine, Oncology, Pain Medicine, Pediatrics, Physical Medicine, Pulmonology, Rheumatology, Neurology, and Psychiatry. Promoting products utilizing multiple selling process involving opening, probing, features and benefits, objection handling, and closing. Identified, planned, and executed several well attended speaker programs to impact business. Facilitated regional workshops at the request of District Manager. Selected as team mentor for new representatives to develop their business acumen, selling skills, and territory knowledge. Partnered with District Manager on projects to develop leadership skills and prepare for next career level. Assisted in the coordination of the employee referral program during hiring events for regional tracking and feedback. Partnered with home healthcare representatives to leverage Medicare Part B programs for Xopenex UDV and Brovana. Leveraged managed care situation to drive business with Lunesta on Tricare and Xopenex HFA on United Heathcare. Proactively executed pharmacy calls to ensure adequate stocking levels to drive prescription share. Maximized all promotional resources to impact prescription volume. Account Management. Team leader in territory to develop business analysis and development of objectives for in depth discussions with physicians. Collaborated with teammates, district managers, and regional Director to maximize sales opportunities.

King Pharmaceuticals, South Bend, IN

Primary Care Sales Representative, June 2005 to March 2006 Achievements. Consistently exceeded product portfolio goal. Historically ranked in the top 5 in region of 34. Increased Skelaxin market share by 16 percent in 3rd trimester 2005. Ranked 4th out of 34 representatives in 1st trimester 2006. Formally recognized multiple times in 2005 for teamwork and leadership. Winner of 5 sales contests.

Pharmaceutical Sales. Experience selling Skelaxin, Altace, Sonata, and Levoxyl to Primary Care and specialties including: Cardiology, Nephrology, Endocrinology, Anesthesiology, Physical Medicine, Rheumatology, Neurology, Orthopedics and Psychiatry. Promoting products utilizing a five step selling process involving opening, probing, features and benefits, objection handling, and closing. Account Management. Responsibilities include business analysis and development of objectives for in depth discussions with physicians. Collaborated with teammates, district managers, and regional Director to maximize sales opportunities.

Blacksmith Distributing

Elkhart, IN Territory Sales Manager May 2003- January 2005 Account Management. Responsible for maintaining and growing aftermarket truck accessory accounts in Indiana and Western Michigan territory. Grew territory 12% first year. Successful at maximizing emerging opportunities within existing client base. Skilled in anticipating customer needs, maintaining customer relationships and assisting in-house training programs. . Responsible for developing 45 new accounts. Responsible for closing accounts on new product lines. Overnight travel in Indianapolis, Grand Rapids and Fort Wayne areas. Responsible for providing product knowledge and training to customers. Responsible for managing 17 inside sales and 3 customer service representatives. Negotiated pricing and discounts for each account. Elkhart, IN

K EM K REST C ORP . D IVISION OF A CCRA P AC G ROUP

North Central Territory Manager, April 1996 May 2003

Achievements. Sales Representative supplying automotive service chemicals to General Motors dealerships in the North Central region. Responsible for sales to 1700 dealerships in 11 states. Expanded territory 20% in 1996 and 4-6% every year after 1996. Worked directly with GM Regional Managers, GM District Managers and GMSPO Marketing. Attended and spoke at GM local and regional Parts Clubs Meetings. Maintained Parts Managers awareness of new items, technical information, service bulletins, recalls and backorders; helped maximize their discounts and promotions. Participated in QS9000 certification training. Responsible for new program and product development. Secured the participation of the President in those issues requiring the coordination of multidisciplinary and/or multiorganizational activities. Developed new business proposals and project analyses as requested by the President. Responsible for exploring new market opportunities and conducting feasibility studies for the evaluation of potential customers. Handled orders and bids while increasing the value by instructing the customer on how to fully utilize the services provided by the corporation. Responsible for participating in annual budget meetings. Responsible for pursuing the most efficient utilization of available resources and the establishment of state of the art technology in order to maintain a competitive edge in the distribution business.

EDUCATION
Ambassador University, Texas Bachelor of Science August 1991 to May 1995 Major: Management Information Systems Minor: Business Administration

COMPUTER SKILLS
Proficient in Microsoft Word, Excel, Power Point and Outlook. Proficient in STARS, Callmax, Telemagic, Prelude, Map Point.

LEADERSHIP EXPERIENCE

Head volleyball coach at Jimtown High School. Participated in Ambassador Club, similar to Toastmasters International, giving over 40 public speeches upon which I was evaluated. Member of Intercollegiate mens volleyball team Organized and coordinated two basketball tournaments involving 50 teams from 10 states.