www.linkedin.com/in/estrollo
Ambitious, goal driven, disciplined V.P. of Sales and Marketing with a lofty record of increasing revenues, managing budgets, building, training and managing sales teams and outperforming the goals of organizations.
HISTORY
BIOPLUS SPECIALTY PHARMACY SERVICES 2001—2010
Vice President of Sales and Marketing
• As a start up, grew the sales team to 25 inside and 5 outside.
• Built and managed the verification department for 3 years improving our service levels and ensuring a “no wait time” experience for customers.
• Took BioPlus from start up to $100 Million in revenue in 8 years
• Created standards and policies for interviews, hiring and training that led to a 60/40 sales team compared to sales industry standard 80/20.
• Negotiated and signed contracts with Pharmaceutical companies for adherence, marketing and other related services leading to 20% increases in revenue.
• Built the network of Payer contracts including preferred agreements with Humana and MaineCare.
• Created and maintained web site www.bioplusrx.com, which increased traffic 10-30% monthly.
• Generate weekly, monthly, quarterly and annual business summaries and business development plans
• Branded BioPlus leading to national RFP recognition from pharmaceutical companies, managed care organizations, PBM’s and employer groups.
• Managed all trade shows including market response tracking to show increases in sales justifying the spend per show.
• Physician practice specialist in Gastroenterology, Neurology, Nephrology, Oncology, Infectious Disease, Internal Medicine, Rheumatology and Dermatology
• Innovated marketing plans with Pharmaceutical companies to co-promote which increased gross profits on specific items 25-50%.
• Participated in pharmaceutical advisory boards and assisted in pre-launch strategies.
• Created the RXAssist program(s) and grew our partnerships and helped differentiate our company thus increasing our incoming sales opportunities by 40%.
• Acted as patient financial coordinator to assist patients in financial need thus keeping BioPlus aligned with prescriber offices to ensure complete prescription pull through and longevity.
• Managed the profit lines on all products to ensure margins of 15-18% in a 2-5% industry.
• Created and managed numerous multi-media outlets including Twitter, Facebook and LinkedIn updating on company and industry information with the goal of direct to consumer market strength.
• Performed several Webinars on managed care trends.
• Created corporate “pitch book” and core story.
• Developed all marketing programs including monthly mass marketing which showed 10% increases in new referrals
• Presented company to equity investors. General Public Relations, press releases etc.
PRIORITY HEALTHCARE 1997- 2001
Account Executive
• Overachieved expected call minimums by 100%
• Sold services of Priority Healthcare at national trade shows selling to physicians and nurses from across the country.
• Set appointments with physicians and mid-levels to present services and evaluate patient and office needs
• Increased sales territory to $19 million dollars in 3 years.
• Secured customers physician of...
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