ROBERT J. STUBING, R.PH.

Sun City Center, Florida 33573-6461 Cell: 973.670.2317 bstubing194@gmail.com http://www.linkedin.com/in/bobstubing194

SUMMARY
Results-driven, high performing Senior National Trade Account Manager with proven success increasing revenue among existing and new clients. Maintains a goal-oriented focus while leveraging strong closing abilities to drive results. Sales excellence in institutions, hospital systems, medical groups, and federal accounts. An innovative manager whose key strengths in leadership, sales skills, product launch, verbal and written communication, and presentation skills consistently translate into bottom line results. A dedicated organizer who identifies customer needs, develops and executes plans to exceed expectations and promote profits. Expertise includes: Product / Disease State Knowledge Distribution / Trade / Analytics Contract Negotiation / Business Acumen Problem Solving / Customer Service Team Leadership / Training / Development Key Account Relationship Management

PROFESSIONAL EXPERIENCE
WEST COAST PHARMACY, Tampa, FL Pharmacist in Charge 2011-Present Fill prescriptions, schedule pharmacists and support staff, counsel patients, adjudicate 3rd party claims, administer pharmacy reimbursement system, manage inventory, administer controlled substance inventory.
BAKERS PHARMACY Sussex, NJ P/T and F/T Staff Pharmacist 2000-2011

GLAXOSMITHKLINE PHARMACEUTICALS, Philadelphia, PA

Federal National Account Manager 2009 2010 Established consultative relationships penetrating federal accounts on regional and national level, representing $2.5M in annual sales, to drive sales to US Government agencies. Identified business opportunities through consistent customer and team interaction, to ensure maintenance of market leadership in this sector. Generated $2.4M in incremental sales by persuading the Federal Bureau of Prisons to purchase 50,000 units of our influenza anti-viral medication, despite its higher cost and greater difficulty of use. Achieved 11% sales increase within the Indian Health Service by coordinating the activities of national cross functional teams, and implementing vaccination programs with local immunization managers. Garnered a 7% increase in sales by liaising with client and internal department contacts to resolve issues at the Federal Supply Center, which resulted in broader access to the full portfolio of products. National Trade Account Manager 2001 2008 Assumed full responsibility for managing GSKs distribution channel, developed and executed corporate marketing strategies to penetrate new markets, and authored and implemented innovative incentive programs to drive sales at the distributor level. This led to average annual growth of 10%, while keeping competitive sales to a minimum. 2008 channel sales were $282MM Built and maintained solid relationships with our distribution partners who were critically important in ensuring broad promotion of, and access to, the full product portfolio for nationwide distribution. Received Winner's Circle Award for saving the company a potential write off of $14M. Consecutive two-time Vendor of the Year award winner recognizing my outstanding contributions to their ability to exceed plan for their vaccine business. Authored and implemented distributor purchase incentive programs which directly led to increased sales of GSK products.

ROBERT J. STUBING, R.PH.

Cell: 973.670.2317 bstubing194@gmail.com

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GLAXOSMITHKLINE PHARMACEUTICALS (continued) Trained sales representatives on disease states, product knowledge, regulatory, legal and operational rules and procedures, and contract administration leading to successful product launches and implementations. Developed systems to analyze data, worked across departments with internal and external stakeholders, and implemented corrective measures to exceed objectives. Leadership recognized through meeting planning and education of GSK field sales personnel at new hire training, regional and national meetings. Kept current with ever changing landscape and competitive challenges by representing company at wholesaler and distributor meetings, trade shows, conventions and industry events. National Telesales Group Manager 2003 2008 Achieved average sales increases of 5 to 10% per year while managing a 20 person telephone sales staff that promoted vaccines to private market physicians, public health departments, and other federal, state and local public accounts. Dramatically improved the morale and performance of the sales team through restructuring, personnel changes, improved training and incentives. Changes instituted led to an increased staff retention rate, higher sales, market expansions, and a doubling of the staff from 10 to 20 representatives. Designed and implemented a quarterly sales commission program which motivated the top performers to achieve above and beyond while also increasing sales across the rest of the team. Developed and implemented detailed business plans which led to the successful launches of new vaccines. Promoted 3 individuals to positions at GSK while supervising the hiring and training of new sales staff. Vaccine Account Manager 1997 2001 Developed hepatitis vaccination market for corporate travelers at Fortune 500 companies through cold calls, networking, occupational health associations, and referrals. Grew market share of hepatitis vaccines despite a higher price than competition. Ranked #2 in the vaccine sales force in 1998 and won Leader's Edge Award recognizing the second highest increases in market share, incremental doses, and new accounts cultivated. Conducted annual blood borne pathogen training which enabled employers to remain OSHA compliant, which led to increased sales of hepatitis-B vaccine among unvaccinated workers. Instructed customers on the utilization of the VacTrac vaccine tracking software program which improved customer's immunization rates and increased hepatitis vaccine sales due to compliance with the schedule. Managed 3 field representatives and was fully responsible for their performance and development. Related Experience 11 years successful pharmaceutical sales experience across a broad range of customers, development of Key Opinion Leaders, organized educational dinners, speaker programs, etc. Successfully launched and sold oral gold for rheumatoid arthritis to rheumatologists and orthopedists. Interviewed, hired, and trained employees, chaired P&T committee meetings, and reviewed proposals for new additions to hospital formulary as a director of pharmacy. Extensive clinical experience gained as a hospital pharmacist in all disease states including HIV/AIDS, carcinomas, pain management, and infectious diseases. Fully proficient in MS Office including Word, PowerPoint, Excel and Outlook. EDUCATION B.S., Pharmacy, Long Island University, Brooklyn, NY Licensed Pharmacist in New York, New Jersey and Florida