Richard A.

Piela
Wilbraham, MA
SUMMARY A results driven customer centered senior business development professional with a track record of exceptional sales, account development and management in biopharmaceutical and manufacturing. Develops long term business relationships based on delivering extensive technical product education resulting in contracting, utilization and product exclusivity. Extensive experience in new product launches producing multimillion dollar sales territories. Core competencies include: Account Development Strategic Planning Customer Focus PROFESSIONAL EXPERIENCE Relationship Management Team Building Rapid Results Hospital Specialty Sales Training Quality Improvement

rpiela@charter.net

413-596-4209

Materials Lifecycle Management Company, Westfield, MA Materials Lifecycle Management Equipment, a LLC of MLMC Vice President

2010-Present

Applies over 25 years of business development skills attained in the biomedical and manufacturing industries to prepare the subsidiary for readiness to launch the national plant deployment. Senior team manager assigned to developing and managing the equipment company subsidiary of the parent alternative fuel and recycling company. Researches and meets individually with a minimum of 3-5 vendors in the following categories; conveyance systems, shredding and cubing operations, and material handling equipment. Evaluates all vendors products in each category to obtain the highest quality components, competitive pricing and delivery schedules. Shares responsibility with MLME President for coordination and staging activities for the delivery and assembly of plant components for construction and operations. Develops and implements a purchase order system and serves as the Purchasing Manager. Ongoing close collaboration with the CEO and principal engineer in the new design of the future manufacturing plants. Attends weekly senior management meetings to plan and execute scaling activities

Merck & Company, Whitehouse Station, NJ

Acquired Schering Plough Corporation, Kenilworth, NJ (2009) Senior Hospital Sales Specialist (2007 2010)

1986 2010

Medical Center Specialist-Coronary Care Group Division (1988 2007) District Account Representative (1986 1988)
Achieved 100% formulary acceptance in the second year by displacing competitor product in single exception account. Drove product utilization in medical communities in Central & Western Massachusetts, Connecticut, and Providence, R.I. Consistently applied advanced selling/account management skills and comprehensive knowledge of disciplines such as marketing, account management, and pull through strategies. 2009 sales results: Ranked 5th in the country for Integrilin sales for the 4th quarter with a 148% of goal attainment with a 100% market share in the Worcester, MA territory. 2008 sales results: Ranked 63rd of 342 for the year (top 18%) with a 97% market share of Integrilin. Achieved these results in spite of a re-alignment to the Worcester territory from the Hartford, CT territory in the third quarter. Attained sales performance ranking in the top third of the nation for at least three of the previous five years for Integrilin sales (2003-2008). Achieved first in Integrilin sales results in the region in three of the first four full years (1999-2003).

Richard A. Piela

rpiela@charter.net

413-596-4209

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Delivered the second highest sales in the nation the first full year Integrilin was on the market. Sales of $763K, which represented 29% of the regions sales; the national average was $281K. Enrolled and executed a National Quality Improvement Initiative, (CRUSADE), for the treatment of Acute Coronary Syndromes presenting at major teaching hospitals in CT and MA. Built teams of healthcare professionals (i.e. clinical & interventional physicians & department chairs of Cardiology and Emergency Medicine, cardiovascular service line managers, Directors of Cardiovascular nursing and data coordinators) to measure and improve performance parameters in service delivery. Recruited and trained nursing professional to provide guidelines to nurses administering products. Developed excellent relationships with pertinent hospital departments: Emergency, Clinical and Interventional Cardiology, Pulmonology, Administration, Infectious Disease, General and Cardiac Surgery, Pharmacy and Nursing resulting in superior sales results and highly regarded long term reputation. Enhances the acceleration of clinical knowledge for peers and customers through the development and execution of presentations and monthly teleconferences. RELATED PROFESSIONAL EXPERIENCE

Curtis 1000, Newington, CT Sales Representative

1984 1986 Business development through the sale of printed products and print management services to a wide variety of industrial, professional and financial accounts in CT and MA. Created numerous new accounts and developed customer rapport, while increasing sales with existing customers. Coordinated efforts with senior management and production personnel to ensure individual quality customer service. Achieved the largest single sale in the history of the Connecticut Division after four months of employment. Delivered over $90K of new business from April 1984 to January of 1985, which was almost double the yearly quota. Placed 75th out of over 500 sales representatives in the country during the first six months of employment to win a sales contest and trip. AWARDS AND HONORS Awarded Zero Order Award in first year of eligibility, 1990. The Zero Order award signifies achievement in the top 3% of sales representatives over a four year period. Appointed by the National Director of Sales. Presidents Award Recipient for highest regional sales in 2003, 2002, 2001. District Representative of the Year 1999. Presidents Award Runner-Up 1996; District Representative of the Year Award 1996. Anchor trainer 2005 2007. Assisted in initial and advanced training for new hires in corporate headquarters. Hospital Sales Representative Trainer (regionally) 1992 1993. EDUCATION MBA, Western New England University, Springfield, MA BA, Psychology, St. Michael's College, Colchester, VT