MATTHEW J.

MARR
mme3472c@westpost.net
1280 Poplar Ridge Road
Alexandria, KY 41001
Residence: 859.635.0271
Mobile: 859.445.2233
"Matt is always positive and professional ... he brings a high level of passion
and desire to win in every aspect of the business... creates an open and engagin
g dialogue with his physicians ... sales message is sincere and persuasive." Pe
rformance Reviews

MEDICAL SALES, PRACTICE DEVELOPMENT, ACCOUNT MANAGEMENT

Solid sales experience with documented record of achievement in business develop
ment and new product introduction. Highly skilled in building/leveraging relati
onships; extensive network of contacts in the tri-state medical community. Surp
assed sales quotas, turned around sales in an underperforming territory, expande
d market share and built loyal prescriber relationships in multiple markets. St
rong time management skills; attentive to detail while maintaining focus on over
all goals. Proven to quickly master new product information and industry trends
to become a trusted physician resource. Key strengths:
Business Savvy - Identifying and acting on market opportunities ... understandin
g the value of teamwork ... aggressively pursuing new business while expanding v
olume with established accounts - always with focus on building solid relationsh
ips with physicians and clinical staff.
Communication - Consultative selling ... assessing needs ... engaging doctors by
asking probing questions and using active listening techniques ... interacting
effectively with both internal and external customers ... prescriber/physician e
ducation ... presenting features and benefits in a way that relates to each phys
ician's practice ... driving sales activities ... influencing, persuading and cl
osing.
Relationship Management - Utilizing an entrepreneurial, customer-focused approac
h ... paying attention to details while keeping the big picture in mind ... trou
bleshooting and identifying solutions ... cultivating trust and loyalty by consi
stently delivering as promised.
EXPERIENCE PROFILE
FOREST PHARMACEUTICALS, INC., Manhattan, NY
January 2000 - Present
Call Points: General practitioners, internal medicine physicians, primary care
doctors, specialty physicians (cardiologists, psychiatrists, pulmonologists, rhe
umatologists, neurologists), nurse practitioners, medical directors, P&T members
, PharmDs.
Products: Bystolic (beta blocker), Savella (SNRI), Lexapro (anti-depressant), B
enicar (angiotensin II receptor antagonist), and Namenda (NMDA receptor antagoni
st), Celexa (SSRI), Tiazac (calcium-channel blocker), Aerobid (corticosteroid).
"... he is always engaging and passionately sells the benefits ... consistently
leverage[s] probing questions to uncover need and/or to quantify opportunity ...
" Performance Reviews
Territory Manager/Field Sales Trainer - OH-IN-KY
Revitalized Benicar sales in tri-state territory, which had not met goal in over
a year. Surpassed quota 1st quarter in the position. After 1st quarter, launche
d Bystolic; transitioned Benicar to counterpart. Played key role in successful l
aunches of Bystolic and Savella. Currently rank in top 25% nationally for Savell
a; on track to surpass sales quotas on all products. (2007-Present and 1/00-7/02
)
Maximized sales and grew market share by cultivating relationships with key opin
ion leaders (KOL); leveraged relationships to get in front of high-volume target
physicians. Hosted dinners and other events to present product information and
cultivate physician relationships.
Earned reputation for proactive approach in gaining access to key decision maker
s. Example: Persisted and successfully scheduled a meeting with a hard-to-see
physician who only took one meeting per month. Delivered an effective sales mes
sage which converted her from a non-prescriber to a consistent prescriber of Sav
ella.
Commended for ability to engage physicians during sales calls and tailor feature
s and benefits to each physician's practice. "Matt's strength is creating dialog
ue during sales calls ... asks insightful questions ... presentations are high e
nergy and delivered with confidence." Performance Reviews
Resolved challenges through communication and teamwork. "Matt has shown awesome
teamwork ... dealt with counterparts that were below standard with communication
and initiative with honesty and integrity, even when it was not easy." Performa
nce Reviews
Identified and implemented best practices across the region to assist teammates
in achieving sales goals. "your team gained a lot from this as well as the many
other best practice voice mails that you left for them ... the leadership and c
oaching that you have been providing the 02 Team has certainly paid off with an
improvement in Savella and Bystolic growth and rankings." Performance Reviews
Led divisional/regional sales meetings. Rolled out new programs; presented new
marketing plans before groups of 100+.
Demonstrated leadership that improved individual and team performance. Examples
: (1) Developed competency binders that established mutual vision and gained buy
-in for business objectives and individual career paths. (2) Adapted training to
fit diverse learning styles and abilities. "Matt's coaching style allows his r
eps to excel with their particular style. He has been able to adapt to differen
t rep styles and increase their effectiveness." Performance Reviews
Major Recognitions/Awards: President's Club Winner, top 5% out of 540 nationall
y (FY02); Outstanding Sales Achievement Award, top 10% sales results (FY01); Rep
resentative of the Quarter (2 awards), based on sales results and leadership (Q3
FY03, Q4 FY02).
Divisional Manager - OH
Took charge of an underperforming team (ranked 49/54, FY06). Hired and trained
5 new reps and headed initiatives that turned around the division. Posted growt
h attainment at or above established goals 5 out of 7 quarters for Namenda. Red
uced rapid share loss of Lexapro, which had begun negative growth trends nationw
ide. Improved division ranking by 11 points to 38/54 after 12 months. Delivere
d sales volume totaling over $13M. (3/06-4/07)
"Matt challenges representatives to take ownership of their business ... passion
ate about the development of his reps ... his meetings consistently have a solid
level of participation ... attracts, develops and retains the best talent ... i
nspires and empowers others to achieve goals ..." Performance Reviews
Divisional Manager - CO
Provided sales leadership; mentored 2 sales reps who achieved President's Club (
top 5% out of 504 reps nationwide). Led new product launches - Exceeded sales g
oals 5 out of 6 quarters for Namenda during 18 months following initial launch.
Led team that surpassed 100% of growth goal 8 out of 8 quarters (100.7%-115.8%,
Benicar) and achieved or exceeded 100% of quota in a declining market (99.1%-10
1.2%, Lexapro). Ranked 9/54 divisions nationwide FY05. (12/03-3/06)
Office Specialty Representative - CO
Managed $2.6M territory. Achieved and maintained overall ranking of 49/260. De
monstrated initiative. Leveraged connections to successfully add Benicar to for
mularies of 3 Colorado hospitals. (7/02-12/03)
Began as Territory Manager (Cincinnati area). Promoted to Field Sales Trainer (
FY02). Promoted to Office Specialty Representative, relocated to Denver, CO - J
uly 2002. Promoted to Divisional Manager December 2003. Provided leadership fo
r 11 sales representatives covering a territory spanning 7 western states. Tran
sferred back to Cincinnati (lateral move), March 2006 - oversaw 11 reps in 5-sta
te area. Returned to field sales (OH-KY-IN), 2007.
BLUE RIDGE LAWN & LANDSCAPING, INC.
May 1995 - December 1999
Sales Manager/Principal
Founded and built company from start-up to a thriving business with 5 employees
and multiple subcontractors. Developed and presented proposals for commercial a
nd residential projects. Negotiated and fulfilled 12-month maintenance agreement
s with commercial clients. Generated profit after 18 months. Sold company to a
ccept offer of employment in pharmaceutical sales.
YAMAZEN, INC.
April 1993 - May 1995
Sales Engineer
Achieved sales quota 17 out of 24 months in territory spanning the state of Kent
ucky. Twice recognized as Representative of the Quarter.
WELLS FARGO GUARD SERVICES, INC.
October 1991 - April 1993
Sales Representative
Grew southern Ohio territory by 10% first year. Delivered 25% growth last 6 mon
ths. Annual sales volume $800K.
MOBILITY HEALTH CARE
December 1990 - September 1991
Sales Representative
Sold medical devices in 100% commission position. Surpassed quotas 10 out of 11
months. Products line included Invacare power wheel chairs and scooters.
EDUCATION
WRIGHT STATE UNIVERSITY, Dayton, OH
Bachelor of Science, 1990