steven coccodrilli resume pa 10-16

STEVEN COCCODRILLI

217 Grandview Road Media, PA 19063 (215) 530-5451 scocco4@gmail.com linkedin.com/in/scocco4

HEALTHCARE SALES MANAGEMENT PROFESSIONAL

Accomplished Biotech and Pharmaceutical Field Sales Management leader skilled in injectable biologics and vaccine products with emphasis on Infectious Disease and Immunology. Well versed in Complex Selling Models, Specialty Pharmacy Distribution, Integrated Hospital Networks, Market Access Channels, Reimbursement Policy and Patient Compliance programs. Highly skilled in building & developing high performing teams driven to execute brand strategy and consistently achieve sales results.

Managing Key Accounts & Building Strategic Plans Market Access and Reimbursement Knowledge Pricing & Contract Negotiations Skills Cross Functional Collaboration

Communicating Complex Selling Models Writing Coaching Reports & Evaluations Leading High Performance Teams

PROFESSIONAL EXPERIENCE & SELECTED ACCOMPLISHMENTSMedimmune (AstraZeneca) – Infectious Disease Franchise, Gaithersburg, MD 2011 -2016Area Business Manager – Eastern Pennsylvania, Central New Jersey & DelawareDelivering consistent sales results for Synagis and Flumist Quadrivalent Vaccine in Pediatric market. Trained in building strategic business plans and coaching Field Sales Representatives to optimum performance. Executed complex selling models targeting Community offices, Neonatal units and Public Health Departments for optimum patient compliance and product utilization. Acquired extensive knowledge in promoting specialty injectable products and managing specialty pharmacy distribution channels.

Directed and managed all aspects of strategic business plans for 8 Field Sales Representatives Achieved Synagis Percent to Goal last 3 years Grew Area Flumist Quadrivalent sales by 94% versus 17% nationally over 5 year period Achieved Flumist Quadrivalent Percent to Goal 4 of the past 5 years. President’s Club Award Sum Ranked 3 of 24 National Area Teams for Synagis & Flumist Quadrivalent Percent to Goal Sum Ranked 1 of 6 East Area teams for Synagis & Flumist Percent to Goal Achieved Exceeds Performance Ratings 2 consecutive years

Arbor Pharmaceuticals, Dermatology & Cardiology Franchise, Atlanta, GA 2010 – 2011Key Health Systems Accounts – Southeastern Pennsylvania

Start-up pharmaceutical focusing on novel Pediatric dermatology and Adult Cardiology products Successfully launching novel products for s tart-up pharmaceutical company with immediate impact in Philadelphia area. Tasked with promoting and driving unit growth for Pediatric dermatology products and a dult cardiovascular products at hospital network and physician office level.

OraPharma, Inc., Infectious Disease Franchise, Warminster, PA 2004-2009 J&J Company focusing on Infectious Disease in the Dental Space

Director Corporate Accounts East - 2006 – 2009Leader of corporate account managers focusing on large Group Practice Organizations accounting for 25% of annual company revenue for antibiotic product Arestin. Accountable for segment sales, marketing direction and negotiations for multi-year pricing contracts. Led team of 8 corporate account representatives managing key accounts at senior executive level, focusing on revenue growth, business solutions and relationship management

Coordinated business development and pricing plans for corporate account customers at C-suite level Directed 8 Corporate Account Managers across eastern half of United States Received OraPharma’s national awards in 3 consecutive years for highest rank of corporate sales volume and unit

percentage increase Built corporate account strategic business plan resulting in $5 million sales increase, 25% unit growth and significantly

exceeding company growth rate each year Developed individual performance plans for each corporate account manager that contributed to a 90% talent retention rate

and multiple promotions to sales management

217 Grandview Road Media, PA 19063 (215) 530-5451 scocco4@gmail.com linkedin.com/in/scocco4

Director Corporate Accounts East - 2006 – 2009Accountable for segment sales, marketing direction and negotiations for multi-year pricing contracts. Led team of 8 corporate account representatives managing key accounts at the senior executive level, focusing on revenue growth, business solutions and relationship management.

Coordinated business development and pricing plans for corporate account customers at C-suite level Directed 8 Corporate Account Managers across eastern half of United States Received OraPharma’s national awards in three consecutive years for highest rank of corporate sales volume and unit

percentage increase Built corporate account strategic business plan resulting in $5 million sales increase, 25% unit growth and significantly

exceeding company growth rate each year Developed individual performance plans for each corporate account manager that contributed to a 90% talent retention

rate and multiple promotions to sales management

Regional Sales Manager - Pennsylvania and New Jersey - 2004 – 2006Accountable for the leadership, management and development of 8 specialty sales representatives promoting injectable antibiotic (Infectious Disease) to Dental offices in PA/NJ and Delaware. Developed sales strategies and monitored representative field execution to achieve company objectives within regional geography.

TAP Pharmaceuticals, Inc., Gastroenterology, Gynecology Franchise, Deerfield, IL 1995 – 2004 Specialty Pharmaceutical Company focusing on injectable and oral products in multiple medical disciplines

District Sales Manager – Greater Philadelphia Area - 1999-2004Successfully leading, managing and directing 10 field sales representatives promoting a gastrointestinal product (Digestive Disease) to Gastroenterologists, Primary Care and Cardiology physicians in the Greater Philadelphia area.

Corporate Sales Trainer - 1998 Government Hospital Account Manager - 1997 Territory Sales Manager – 1995-1996 – President’s Club

EDUCATION ST. JOSEPH’S UNIVERSITY, Philadelphia, PA

Masters in Business AdministrationExecutive Pharmaceutical Marketing Program

LASALLE UNIVERSITY, Philadelphia, PABachelor of Arts, Communications