Michael P.

Fritz
70 Cobblestone Lane * Meriden, CT 06450 * 203-213-7664 *
mff78f52@westpost.net

SENIOR SALES EXECUTIVE

Value creator with talent in organizational strategy development and brand manag
ement
BROAD COMMERCIAL SUCCESS * PROVEN LEADERSHIP * BUSINESS ANALYSIS
Highly accomplished and recognized top-performer who builds value and drives bra
nd recognition in both growth and turnaround situations. Continually deliver unp
recedented sales and revenue growth despite competitive and economic conditions.
Called upon regularly to participate on key committees for proven expertise and
knowledge of business analytics, sales leadership and marketing in the pharmace
utical industry.
New Business Development
Contract Negotiations
Competitive Analysis
Product Positioning
Market Growth Key Account Management
Change Management
Revenue Generation
Global Marketing
Profit & Loss Sales Cycle Management
Integrated Marketing
Workforce Planning
Team Leadership
Budgeting
VALUE TO THE ORGANIZATION
* Execute value-based sales and marketing propositions propelling revenue and pr
ofit growth.
* Establish effective negotiating positions, communicate competitive value, and
exploit new business opportunities.
* Expert in building and sustaining relationships driving long-term revenue, mar
ket and profit growth.
* Key contributor with unrelenting commitment to quality and service, compliment
ed by talent to capture business from competitors.
* Comprehensive knowledge and experience of regulatory and legal proceedings.

EXECUTIVE EXPERIENCE
SHIONOGI PHARMA, Atlanta, GA; 2007 to Present
(Formerly Sciele Pharma)
Specializes in sales, marketing and development of branded prescription products
focused on Cardiovascular/Diabetes, Women's Health and Pediatrics. Annual reven
ues of $450 million and 800 employees, including more than 600 in Commercial sec
tor.
Regional Sales Director; 2007 - August 2010
Products: Fortamet; Fenoglide; Nitrolingual Pump Spray; Sular Geomatrix
Pharmaceutical Sales Director responsible for up to 93 representatives / territo
ries, including Sales Goal achievement, development, budgets, program implement
ation and execution, regulatory and compliance adherence, regional meeting plann
ing, and lead on internal teams for recruitment, and disciplinary actions, inclu
ding terminations. Orchestrate, implement and execute all Marketing, Training, C
ompliance and Managed Care programs for region.
Researched and revealed competitive activity with key physicians that was harmin
g two branded products, Fortamet (Metformin) and Fenoglide (Fenofibrate). Launch
ed aggressive regional campaign in spring of 2010 and surpassed competitors by 5
+% generating 7.2% and 4.7% growth in brands respectively despite national decli
ne in both products.
* Selected as Commercial Reorganization Member for expertise in sales force stru
cture and P&L management to partner with VPs and Sales Operations teams to insti
tute first-ever, successful methodology, "promotional sensitivity modeling" and
territory (sizing) formulation strategy resulting in near 50% reduction in sales
force while profitability influenced territory sizing.
* Cultivated and prepared four representatives that attained Top-5 ranking among
26 program participants (Management Development Program) for advancement to man
ager roles.
* Developed and implemented Business Analytics platform and training for Sales L
eadership encompassing analytic tools, inclusion of Business Analytics focused c
ourses as career progression pre-requisites of continuing education program for
Managers, Directors and Vice Presidents.
SOLVAY PHARMACEUTICALS, Marietta, GA; 1998 - 2007
Mid-size pharmaceutical company focused on male and female hormone replacement,
CNS, Gastroenterology, Cardiovascular (recently purchased by Abbott Labs).
Director of US Business Strategy and Business Analysis; 2007
Estratest(R) Senior Product Manager; 2004 - 2007
Prometrium (R) Product Manager; 2004
District Manager, Philadelphia Women's Health; 2001 - 2004
Senior Corporate Sales Trainer; 2000 - 2001
Training and Development Preceptorship; 2000
CNS Sales Specialist; 1998 - 2000
Products: Estratest; Prometrium
Held full accountability for entire Commercial Strategy Analysis comprised of ne
w business opportunities, evaluation and forecasting of existing client portfoli
o and US product market research with staff of 22. Commercial Representative on
six (6) "Due Diligence" teams.
Rapidly progressed through a series of increasing responsibilities for expertise
in product, sales, and leadership talents.
* Spearheaded "Customer Centric" Sales Force structure entailing national grid e
mphasizing "differential resourcing" based on product profitability, determined
number of representatives, and localized promotional mix. Drove territory profit
ability by 23%, maintained 93% of sales force positions and positioned organizat
ion for substantial growth for Androgel augmenting sales from $440 million to mo
re than $850 million within three years, including sustained growth across all p
romoted brands.
* Reversed client's multi-million dollar decline in highest asset (Estratest) ef
fected by non AB rated generic substitution to more than $120 million in sales i
n less than one-year complimented by 16% increase in RXs through aggressive mark
eting and education programs to all channels of industry; pharmacy; trade; and p
hysicians.
* Selected as US Representative on Global Cardio Metabolic and Neuroscience long
-term strategy development in 2007.
* As Senior Product Manager, led Estratest(R) to 123% of sales goal, and 113% of
TRx goal.
* Developed entire Prometrium(R) 2005 business plan.
* Pioneered company's first-ever E-based learning program for Women's Health "pr
e-basic 1" training.
AWARDS & RECOGNITIONS
#1 Regions PC Sales Director, 2008, 2009 and currently for double-digit market g
rowth in declining landscape
Solvay Summit Award and Pharmaceutical Product Manager of the Year Award, 2005
Top-ranked District Manager in NE Region 2002 & 2003 and nationwide in 2002 & 20
03
Earlier sales experience in the insurance and electronics industries.
EDUCATION
CLEMSON UNIVERSITY, Clemson, SC
Bachelor's Degree, Political Science / Economics
Committees
Solvay Joint Commercial Committee
Global Strategy Board, Sales Force Structure, IC and briefings for Chief Commerc
ial Officer and CEO