Robert A.

Long
5915 Beckette Court NW
Concord, North Carolina 28027
Home: 704-795-5192 Cell: 704-458-5613
mailto: rladbf45@westpost.net
Summary
Top-ranking sales and business development leader, with 18 years of experience m
anaging and fostering key accounts for several global multi-billion dollar medic
al corporations. A motivated, assertive, and achievement oriented professional
with demonstrated executive leadership and diverse experiences that generate res
ults. Areas of expertise include:
Sales & Marketing Cardiovascular Selling Strategic Thinking
Territory Management Market Development Product Launches Business Development
Medical Selling Sales Training
Training & Development Account Management Technical Comprehension
Program/Project Management Hospital Selling Computer Technology
Personnel Management Proficiency Evaluation Financial Plann
ing
Professional Experience
Training Management & Development - Conceptualized, designed, developed, impleme
nted, and managed numerous complex multi-faceted training programs for the Depar
tment of Defense (DOD) strategic and tactical missile operations, and billion do
llar medical sales organizations; recognized for expertise in technical system o
peration metrics and the design of specialty training program segments.
Medical Sales Training:
*Selected by Bristol-Myers Squibb sales executives and placed in the position of
Regional Sales Trainer. Covered three geographical regions in the United State
s (U.S.).
* Conducted and facilitated classroom instruction and one-on-one field coaching
sessions for sales representatives in three U.S. Regions; submitted behavior bas
ed reports and observations to sales leadership.
*Designed, wrote, and facilitated the BuSpar(R) product launch training for over
350 members the Bristol Laboratory primary care sales force and sales managemen
t.
*Wrote and facilitated the Cefzil(R) product launch training for over 700 member
s the Bristol Laboratory and Mead Johnson Pharmaceuticals primary care sales for
ces and sales management.
U.S. Air Force Operational Training and Program Development:
*Authored a program text to simplify the process of publication posting that was
enthusiastically adopted by the 351st Strategic Missile Wing (SMW), and subsequ
ently by the United States Air Force (USAF) Strategic Air Command (SAC).
*Developed and implemented a comprehensive operations training program for unit
missile launch officers competing in the combat crew portion of the SAC Missile
Competition. Efforts resulted in the missile competition team winning the Strat
egic Air Command Blanchard Trophy, emblematic of the best missile wing in the Un
ited States Air Force.
*Sought out to provide initial Ground Launched Cruise Missile (GLCM) operations
training and evaluation support for the United States Air Force Europe (USAFE) $
3.5 billion tactical missile wings based in Italy, Germany, Belgium, and Great B
ritain. Designed and implemented the initial evaluation metrics used to qualify
missile launch officers for U.S. Air Force GLCM operations for USAFE. Resulted
in more than 120 qualified, mission ready GLCM Launch Officers in four tactical
missile units.
Sales and Marketing - Strategically marketed a variety of medical products in tr
aditional, hospital, managed care, and long term care markets to therapeutic spe
cialists; marketed products in the gastrointestinal, cardiovascular, and anti-ps
ychotic, neurological, oral and intravenous antibiotic, metabolic, respiratory,
and sleep medicine classes; used account selling; coordinated and implemented cu
stomer specific marketing strategies; utilized limited resources to ensure the m
ost profitable return on investment.
*Sought out to be a charter member of the AstraZeneca Mid-Atlantic Business Cent
er Regional Impact Team - Team leader for career development, marketing, and emp
loyee survey special projects; efforts led to increased field sales development
opportunities and improved incentives for increased sales production.
*Consistently produced high sales volume, most recently delivered approximately
$5 million in a very competitive territory. Sales goals increased on average 7%
-8% per year (2006)
*12 AstraZeneca "Being the Best Awards" for exemplifying corporate values
*Placed tenth nationally, Primary Care sales (1991)
*Mead-Johnson Pharmaceutical Great Performer Award
*Mead-Johnson Pharmaceutical Legion of Merit
*Bristol-Myers Squibb Excellence Award
Operations Management - Supervised and directed USAF Minuteman II, Inter-contine
ntal Ballistic Missile (ICBM) and GLCM launch operations and support facilities.
Responded to Presidential orders to launch up to 50 ICBMs; recognized for outs
tanding technical comprehension and analytical formulation of concepts under pre
ssure.
*Assumed several project management roles as a weapon system modification liaiso
n with defense contractors; resulted in critical system upgrades that improved o
perational capabilities for Minuteman II ICBM and GLCM weapon systems.
*Evaluated officer knowledge and technical proficiency of launch operations.
*Selected as 385th Air Expeditionary Group Executive Officer, Incirlik Air Force
Base (AFB) Turkey; facilitated the administrative transition and relocation of
Middle-Eastern theater cargo operations during Operation Iraqi Freedom from Rhei
n Main Air Force Base, Germany to Incirlik Air Force Base, Turkey.
*134th Refueling Wing, Tennessee Air National Guard - Filled various leadership
and administrative roles during unit deployments to Hickam AFB, Hawaii; Elmendor
f AFB, Alaska; Rhein Main AFB, Germany; Incirlik AFB, Turkey; Spangdhalem AFB, G
ermany; Aviano AFB, Italy.
Personnel Management
*Oak Ridge National Laboratory (ORNL), Martin-Marietta Energy Systems, Compensat
ion Analyst & Employee Relations Representative - Implement and administrate the
Hay Compensation Program for over 1000 salaried and hourly employees; establish
ed and negotiated starting salaries; review and approve employee promotion packa
ges and merit increases with no discrepancies or errors.
*Director of Personnel, 134th Air Refueling Group, Tennessee Air National Guard
Oversight and management responsibility of all group personnel functions, to inc
lude group personnel records, manning requirements, personnel record system auto
mation and upkeep; direct supervision of three officers and fifteen enlisted per
sonnel.
Resource Management Managed an annual operating budget in excess of $1.2 million
. Forecasted fiscal projections; procured and distributed supplies and heavy eq
uipment.
*Negotiated contract services and preventive maintenance contracts with local ve
ndors servicing Air Force unit office supplies and heavy equipment.
*As Executive Officer of the 385th Air Expeditionary Unit, Incirlik AFB, Turkey,
conceptualized and implemented a data base program that reduced the time for ne
w unit members to in-process into Turkey from two days to two hours.
Information Systems Management - Managed SAC Automated Records for the 351st Str
ategic Missile Wing. Increased processing rate 50 percent, reduced chance for e
rror 20 percent; Advisor for procurement of unit computer systems; recognized fo
r expertise in programming weapon system training simulators.
Employment History
Edward Jones Investments (June 2009 - Current)
Financial Advisor - Concord, NC; Licenses held - Series 7, Series 66, Life & Hea
lth Ins.
Jazz Pharmaceuticals, Palo Alto, California (Oct. 2007 - Dec. 2008)
Specialty Sales Consultant - Charlotte, North Carolina
AstraZeneca Pharmaceuticals, LP (Sept. 2000 - Oct.2007)
Pharmaceutical Sales Specialist - Charlotte, North Carolina
Bristol-Myers Squibb Company (Nov. 1989 - Sept. 2000)
Senior Territory Business Manager; Charlotte, North Carolina & Knoxville, Tennes
see
Region Sales Trainer (Field Based), Bristol-Myers Squibb, Plainsboro, New Jersey
Martin-Marietta Energy Systems, Inc., Oak Ridge, Tennessee
Compensation Analyst & Employee Relations Representative
Metropolitan Life Insurance Company, Phoenix, Arizona
Sales Representative
Military Experience
Tennessee Air National Guard, Alcoa, Tennessee
Lieutenant Colonel (Retired - Honorable Discharge) - Security Clearance: Secret
134th Air Refueling Wing (ARW) - Positions held:
134th ARW Staff Executive Officer 134th ARW Logistics Group Executive Officer
Director of Personnel Systems Information Officer
Mobility Control Officer
United States Air Force Officer - Captain; Honorable Discharge
Security Clearances: Cosmic Top Secret ATOMAL, and Top Secret; Commander, Minute
man II ICBM launch operations; Trainer and Evaluation for the Minuteman II ICBM
and GLCM weapon systems.
Education
Master of Business Administration, Management
University of Phoenix, Phoenix, Arizona
Master of Science, Industrial Safety
University of Central Missouri, Warrensburg, Missouri
Bachelor of Arts, Biology
University of North Carolina at Chapel Hill, Chapel Hill, North Carolina