D Built one of the leading sales territories on a foundation of exceptional physician relationships, EANA C. PASCHAL needs-based selling, advanced product knowledge, and meticulous planning and organization. PHARMACEUTICAL SALES / MEDICAL DEVICE SALES Award-winning sales professional who consistently delivers revenue growth and drives strategic business initiatives. Innovator in launching strategies and processes to boost sales performance and capture new revenue opportunities to support corporate goals. Motivated and ambitious achiever with excellent interpersonal, presentation, negotiation, and closing skills. Build and maintain loyal client relationships based on trust, communication, and extensive knowledge of disease and product information. Areas of Expertise      Sales Forecasting Market Analysis Presentations Staff Training Account Management      Consultative Sales Project Management Product Launch Competitive Analysis Business Analysis/Planning      Team Leadership Client Relations Special Projects Event Planning Territory Management PROFESSIONAL EXPERIENCE GLAXOSMITHKLINE, Atlanta, GA 2004–August 2010 A global pharmaceutical, biologics, vaccines and consumer healthcare company headquartered in London, United Kingdom. It is the world's third largest pharmaceutical company measured by revenues. SENIOR THERAPEUTIC SALES PROFESSIONAL Recruited to serve in an area with difficult access to high-potential customers. Selected to fill high-profile role based on strong aptitude for medical information, extensive product knowledge, and experience working across the Durham, North Carolina pharmaceutical territory. Repeatedly accessed no-see physicians through resourceful approaches, persistence, and genuine rapport-building. Success & Achievements:  Reversed and repositioned territory ranking from bottom 10% nationally to top 10% nationally in 12 months and during first year of tenure. Significant actions taken included: o o o o Performed comprehensive analysis and identified new business strategy to drive revenue growth. Evaluated competitive activity and defined strategy for positioning product as the superior choice. Leveraged expertise in product knowledge and overcame client objections, while focusing on high potential customers. Exploded market penetration, driving huge market gains by calling on previously neglected, indigent clinics located in undesirable parts of the territory.  Dominated sales negotiations, finishing 1 st in region for Wellbutrin XL, and achieved Tier 1 status for seasonalaffective-disorder-launch.  Demonstrated excellence in sales and leadership and selected by district sales manager to serve on the regional vice president’s leadership team for two consecutive years.  Outperformed chief competitor and gained overactive bladder market in 2009, achieving Varsity Club and Junior Varsity Club Awards.  Acknowledged as a proven performer in challenging sales environments, outperforming sales goals in every position and twice achieved top ranking region-wide. o o  Won 1st place in region for volume percentage change for Boniva in 2009. Placed 2nd in region for volume percentage change for Vesicare in 2009. Jumped to quick success first quarter of 2010, ranking in top 25% for total portfolio achievement. 4987 River Creek Court  Atlanta, GA 30303  Mobile: (404) 622-7887  [email protected] DEANA C. PASCHAL PAGE 2 ALIANZA PHARMACEUTICALS, Atlanta, GA 1996–2004 A global, innovation-driven, integrated biopharmaceutical company, with worldwide sales totaling $32.8B in 2009 and more than 62,000 employees. Pharmaceutical Sales Specialist Specialized in securing sales by applying highly effective, strategic account-selling practices across several therapeutic areas. Areas served included Cardiovascular Neurological, Respiratory and Psychiatry to all physicians, mid-level practitioners, pharmacies, Duke University Medical Center, University of North Carolina (UNC) Medical Center, and specialists throughout Durham. Success & Achievements:  Devised winning sales presentations, achieving 115% goal attainment for Zomig, and ranking in the top 10% for representatives in the region for exceeding targeted goals.  Hand-picked by district manager and selected to serve as Zomig District Training Champion, delivering presentations at Plan Of Action (POA) meetings, district meetings, and appointed subject-matter-expert for other representatives throughout the region.  Played an integral role supporting the launch of multiple new pharmaceutical products, including Zomig and Accolate, and surpassed all sales targets for these products.  Assisted district manager with training and development of new representatives, enhancing reps knowledge and level of performance, while completing manager-in-training program.  Amplified regional product sales and made significant contributions to the development of a high-impact, regional marketing campaign for Zomig, while working closely with regional vice president.  Utilized expertise in product knowledge, selected as the Customer Solutions Training Champion for the Raleigh South Cylinder.  Outperformed competitors and won formulary acceptance for Zomig at UNC Medical Center.  Placed 3rd in market share gains for Zomig Nasal Spray across the Southeast region, achieving top 10% ranking for new product launch. EDUCATION BS, Zoology, Pre-Med Concentration, GEORGIA STATE UNIVERSITY, Atlanta, GA ■■■■■■■ HONORS & AWARDS Georgia State University Merit Recognition Scholarship Calvin C. Burns National Scholarship D.S. Weaver AlphaZeta Scholarship Dean’s List President, AlphaZeta Fraternity Georgia State University Graduation Marshal ■■■■■■■ PROFESSIONAL AFFILIATIONS Member, Toastmasters International 4987 River Creek Court  Atlanta, GA 30303  Mobile: (404) 622-7887  [email protected]