MICHAEL J.

ZUBA
Belvidere, IL 61008
815.871.6360
zubamike@aol.com

TOP-PERFORMING SALES LEADER

Enterprising and expert-level sales professional and product evangelist, specializing in diagnostic,
pharmaceutical, medical and telecommunications industries, driving and positioning services and products for
optimal performance. Well-practiced, possessing proven track record of customer base development, referral
network growth and cross-functional team collaboration. Generate results and pursue strategic objectives, guided
by established best practices and customized sales techniques. Earned reputation as proactive and persistent
sales leader, demonstrating thorough understanding of products, services, markets, audiences and competition.
Leverage networks while maintaining strong sense of professionalism and ethics, demonstrating diplomacy and
tact consistently.
AREAS OF STRENGTH AND EXPERTISE

Consultative Sales
Referral Maximization
Closing Deals

Research & Competitive Intelligence

Presentations & Product Pitches
Cold Calling
Sales Technologies

Marketing / Promotion
Written & Verbal
Communications

PROFESSIONAL EXPERIENCE
Agendia, Inc., Chicago North
2014
Oncology Sales Specialist
Develop sales strategies in alignment with revenue objectives for Agendia oncology services. Support sales
opportunities for MammaPrint and BluePrint franchise products with assigned territory. Market and promote
molecular diagnostic technology for breast cancer and risk recurrence, leveraging biologic tumor analysis genetic
RNA innovations.
Key Accomplishments:
Deepened brand awareness and product knowledge by educating target audiences, including hospitals,
pathology groups, oncologists and surgeons, on Agendia Symphony cancer lines, utilizing incisive
investigation and focused educational outreach tactics.
Myriad Genetic Laboratories, Inc., Illinois North
2007 to 2014
Oncology Account Executive
Design and institute approaches and programs to increase genetic test samples and personalized medicine test
samples. Cultivated outreach with physician practices serving patients with hereditary cancer. Specialized in
oncology, hematology and surgery call targets. Developed territory sales plans, conducting market analysis of
products and market trends while assessing competition. Communicated value proposition of genetic testing and
provision of on-site cancer risk assessment services. Forged relationships with physicians, physician assistants,
nurse practitioners and nurses.
Key Accomplishments:
Heightened territory revenues by 10-15% for six consecutive years, achieving top-ranked performer status
during most recent three years.
Outperformed expectations, generating increased territory revenue of 129%, from $918K to $2.1M over six
years in role.
Earned Area Achievement Trip for superior sales and revenue development (2009, 2010 and 2013).
Appointed as member of Directors Council (2009, 2010) for exceptional sales performance.

MICHAEL J. ZUBA

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Sanofi-Aventis Pharmaceuticals, Inc., N. Illinois & S. Wisconsin

2004 to 2007
Sales Representative
Marketed various product lines, including Ambien, Avapro/Avalide and Plavix, to general practitioners, internists,
cardiologists, neurologists and psychiatrists in assigned Northwest Illinois and Southwest Wisconsin territory.
Initiated and sustained relationships, accessing key customers and prospects. Delivered information and education
to physicians and clinical staff, enhancing flow of patient awareness.
Key Accomplishments:
Grew Avapro/Avalide volume by 6%, from 2004 to 2005.
Achieved #2 in team standings for overall portfolio performance within Central Region (2005).
Won Avalide Inclusive Growth Contest, ranked within top 20% performers in Central Region (2005).
Earned 1st-place ranking for Ambien to Ambien CR conversion in district; rated second-place region-wide
(2005).
Awarded Avapro/Avalide Ignite Spreaders distinction for delivering 16.1% market share growth (2004).
ADDITIONAL PROFESSIONAL EXPERIENCE
MCI / WorldCom, Inc., Chicago, IL
1997 to 2004
Account Manager (2000 to 2004)
Recognized among top 1% among 55,000 employees, exceeding corporate objectives consistently.

Project Manager, Sales Support (1998 to 2000)

Managed $48M in projects across 14 major U.S. markets.

Manager, Local Network Development (1997 to 1998)

Designed and deployed new local networks and network expansions nationwide.

MFS Communications, Inc., Chicago, IL

Sales Business Manager, Central Division (1996 to 1997)
Oversaw budget, sales revenue and cost analysis, covering 6-city, 125-employee division.

1994 to 1997

Sales Account Consultant Manager (1996)

Drove monthly $22.5K sales quota, managing team of 5 account consultants.

Sales Account Consultant (1994 to 1996)

Promoted and sold local and long-distance services to Top 100 revenue-producing customers.

Centex Telemanagement, Inc., Downers Grove, IL

1992 to 1994
Sales Representative
Marketed and sold comprehensive telecommunications management services to small and mid-sized
businesses throughout Chicago metro region, achieving targeted forecasts.
EDUCATION
Bachelor of Arts, Political Science, University of Illinois Urbana, Champaign, IL
PROFESSIONAL DEVELOPMENT
Pharmaceutical Sales Certification, AAPSP
Pharmacology / Pharmaceutical Sales Training Program Certification, NAPSR (CNPR # 118002004)
COMMUNITY / PROFESSIONAL AFFILIATIONS
Vice President, Northern Illinois Medical Representative Association (NIMRA), 2006