Santos Torres, Jr., M.B.A.'s Email Addresses & Phone Numbers

📖 Summary

Highly accomplished bilingual pharmaceutical professional with more than 18 years of marketing and sales, management, and launch experience across a variety of therapeutic areas in mixed patient / caregiver, healthcare professional audiences. Goal oriented individual with an ability to generate cohesive support across internal and external stakeholders (e.g. Agencies, Global, Legal, Managed Markets, Medical, Product Management, Opinion Leaders, Regulatory, Sales and Training) ○ Strategic Business Planning ○ Competitive Market Strategy ○ Sales Force Development ○ Product Launch / Re-launch ○ Budget Management ○ Vendor Relationships ○ Third Party Alliance PartnershipSenior Product Manager @ • Support the development of annual operating plans, delivery of topline sales and development of revenue and expense forecasts for select in-line brands • Support key business functions across the ophthalmology Rx portfolio (e.g. sample strategy, coupon execution, speaker programs etc.) • Creates the execution of action plans for sales force aligned activities • Adept at managing budgets • Overseeing effectiveness of programs and initiatives including success tracking criteria. Track and share successes and best practices • Identifying and turning consumer/brand insights into actionable programs that have a beneficial impact on the growth of the business • Build collaborative relationships with key internal partners (sales, analytics, operations, medical)Build strong relationships with key customers; ability to engage with thought leaders critical From March 2015 to Present (10 months) Senior Product Marketing Manager, Multiple Sclerosis, Pain and Epilepsy @ • Strategy lead for Congress Planning, Speaker Bureau and Thought Leader Identification and Mapping • Manage allotted $5 million dollar budget at or below plan while maximizing effectiveness of resources and funds for two marketed brands and one brand in development • Worked cross-functionally with commercial team members (Marketing, Medical Affairs, Sales, Sales Operation, etc.) to develop and execute launch programs and materials that support achievement of year end business goals • Managed agency partners to support brand developments: Advisory Boards, Congress Planning, Medical Education, and Speaker Bureau • Strategic utilization of Thought Leaders by coordinating brand plan and engagements with Advocacy and Medical Affairs • Collaborate with the Director into the development and implementation of launch marketing plans KEY INITIATIVES: Pre-market launch, Brand Development, Though Leader Identification and Mapping, Advisory Boards and Speaker Bureau Development and Management KEY PERFORMANCE SUCCESS: Speed to execution on Epilepsy Thought Leader Development and Engagement Plan to launch in a 10 month span From June 2013 to March 2015 (1 year 10 months) Greater New York City AreaSenior Product Marketing Manager, Multiple Sclerosis, Hematology and MRI Contrasting @ • Strategic lead for professional development and implementation of the Brand Plan and year over year lifecycle strategy • Managed a $7 million dollar promotional budget and agency scopes of work • Supported brand strategies by developing and managing HCP promotional materials including CRM, Congress Planning, Digital, Media, Medical Education, and Speaker Bureau • Ensured promotional alignment between HCP and Direct-to-Patient initiatives • Active collaboration with other brand managers and sales leadership on Thought Leader engagements, POA meetings, Field Advisory Boards, training, communication, and segmentation • Co-led the Neurology division initiatives for continued partnership with third party professional and patient association with the National MS Society, The MS Association of America, AAN, CMSC and ECTRIMS • Championed Legal, Medical and Regulatory review process for all deliverables related to the functions above • Spearheaded cross-functionally with Hematology Marketing in developing a strategic plan on Hispanic Patient Outreach Initiatives • Collaborated with MRI Contrasting Marketing Team to create a joint Multiple Sclerosis Promotional Marketing Campaign KEY INITIATIVES: Closed Loop Marketing, Cross Brand Co-Promotional Efforts, Hematology Marketing to Hispanic Segment, Package Insert Change, Transitioning Digital Sales Aids from Laptop to iPad, KEY PERFORMANCE SUCCESSES: Based on Market Research, increase utilization of iPad Sales Aid by the field force by 20% and in turn increased physician retention of product messaging by 40%. From September 2010 to June 2013 (2 years 10 months) Founder and President-African American / Hispanic Association, a Bayer ERG @ • Association established to improve Bayer’s ability to leverage diversity thus impacting business results, talent acquisition / development / retention and community outreach • Led and organized a team of volunteer employees across division and business units to create group’s Brand Logo, Tag Line, Brand Plan, Operational Plan and a Leadership Board • Developed a strategic plan with various U.S. Product Managers on increasing patient education and outreach of Bayer’s Pharmaceutical products to African American / Hispanic segment From September 2011 to April 2013 (1 year 8 months) Accelerated Sales Management Development Program-Future Leaders @ • Completed: Year and half management training program that consists of reading current management theory, classroom training as well as a part-time rotation in a Virtual Region or as a Regional Sales Manager while maintaining Marketing Role. • Managed Part-Time a District in the NYC Metro Area while manager was on disability (March-August, 2012). • Conducted weekly field rides with a team of Sales Consultants and continually coached and evaluated their execution of Bayer Consultative Selling Skill Model. • Responsible for the oversight of all aspects of sales, budget, managed markets pull through, speaker and KOL development. • Developed area business plans based on national sales goals and resource allocation. • Liaison with Sales Management, Marketing and Managed Markets. • Trained in hiring procedures, career development, performance improvement plans and termination. From November 2011 to March 2013 (1 year 5 months) Adjunct Instructor @ Course topics: Consumer Behavior, Healthcare Marketing and Sales Process • Designed, developed and implemented course objectives using Instructional System Design principles • Facilitated the implementation of theoretical aspects of the course to the practical applications • Monitored student against expectations and addresses performance gaps in a timely manner • Solicited guest lecturers from Fortune 500 companies, Consulting Firms and Hospital Healthcare Systems to provide insight into the practical application of theoretical concepts From January 2004 to May 2011 (7 years 5 months) V.P. of Education @ • Strategic lead for educational programming for Hispanic MBA professionals, executives, and student members • Collaborated on tactics to encourage networking amongst Hispanic professionals and MBA Students in the New Jersey area • Solicited guest lecturers from Fortune 500 companies to provide the society with insights into career development practices From December 2008 to December 2010 (2 years 1 month) Senior Sales Consultant - Specialty Sales - Neurology / Hematology @ • Promoted Multiple Sclerosis product to Neurologist and four area MS Centers in New Jersey and New York • 2009-Finished ranked 12 out of 95 representatives with a +3.4% in YTD% volume change. Started the year ranked 39 out of 95 representatives in the county with a -9.7% decline in market share • Partnered with the Hematology (Kogenate FS) Marketing Team to initiate a strategic plan to increase product awareness in Hispanic patients that suffer from Hemophilia; included tactical support development • Recipient: 2009 Regional Sales Consultant Leadership Award • Recipient: 2009 Regional Sales Consultant Leadership Award. From May 2008 to December 2010 (2 years 8 months) Psychiatry Specialty Manager-Wyeth Pharmaceuticals @ • Promoted specialized CNS products to Psychiatrists and Medical Centers. • 2008 -Finished tied for 1st place in District Sales (105% of quota) and launched Pristiq (CNS). • 2007 -Started the year at 89% of quota (ranked bottom 30%). Finished the year at the national average of 98%. • 2006 -Reassigned to a new territory. Finished the year at the national average of 96% of quota on Effexor XR sales. • 2005 -Reassigned to a new territory. Prior to entering the territory, ranked in Dec. 2004 - 50/55 reps. versus Dec. 2005 - 25/55 reps. • 2004 -Achieved the largest increase in the Northeast Sales Area with a net increase of 0.17 YTD share change over last year, which was seventh in the country in a market with decreasing market volume and share. Selected to be the District Representative to participate in the Area’s Sales Advisory Board. • 2003 -Reassigned to a new territory. Sales year ended with a 2.2% total market share growth area over 2002 sales. Bonus Ranked for 2003: Jan. 2003 ranked 51/55 reps – Dec. 2003 ranked 30/55 reps. From January 2003 to May 2008 (5 years 5 months) Area Account Manager @ • Managed several New Jersey Academic Medical Centers. Promoted (3) oral and (1) injectable pharmaceuticals. • Overall sales: Altace, 101% (Cardiology), Effexor XR (CNS), 106%, Protonix Oral and IV (GI) 107.73% of quota. • Managed the service contracts between the wholesaler and the area hospital systems, e.g. St. Barnabas Healthcare System. • Established PPI Automatic Therapeutic Exchange Programs for (3) academic centers and (1) treatment algorithm in stoke prevention. Achieved 100% of formulary availability for Protonix family in all assigned account. From January 2002 to December 2002 (1 year) Institutional Healthcare Representative-Hospital Sales @ • Promoted/sold (4) oral and (1) injectable pharmaceuticals to academic medical centers in the New York Metro area. • Specialized in Allergy, Anti-Fungals, Anti-Infectives, Anti-Inflammatory and CNS. • 1998-2002 at or above sales goal. Launched Aricept (CNS), Celebrex (Anti-Inflammatory) and Trovan (Anti-Infective). • Exceeded total 2001 sales at 102.35% of quota. Ranked #2 out of 16 Hospital Sales Representatives for Zoloft at 109.13%. Aricept sales average reached 110.24%. Total 2001 territory sales: $1,249,863. • Awarded 2nd place in the Regional IHR 2001 Contest for Antidepressant Sales. From May 1998 to January 2002 (3 years 9 months) Greater New York City AreaProfessional Healthcare Representative-Primary Care @ • Managed urban/rural territories in Northern New Jersey. Sold (6) oral and (2) injectable products for (4) community hospitals and local physicians. Specialized in Anti-Fungals, Anti-Infectives, Cardiology, CNS and Urology. • 1995-1998 at or above sales goals. • 1998 Ranked in the top 20% of 67 sales representatives in the region in the firm’s top two product lines: Zoloft and Zithromax. • 1996 Rookie of the Year (Northeast Region). From June 1995 to May 1998 (3 years) Market Research @ MBA Intern From May 1994 to February 1995 (10 months) Senior Financial Analyst @ From 1991 to 1993 (2 years) M.B.A., Business Administration @ Rider University From 1994 to 1996 Santos Torres, Jr., M.B.A. is skilled in: Strategic Planning, Cross-functional Team Leadership, Market Research, Competitive Analysis, Leadership, Marketing, Business Planning, CRM, Team Leadership, Management, Pharmaceutical Industry, Neurology, Sales, Healthcare, Selling