AMY M.

SULLIVAN
8013 Broadway Street Mobile: (317) 753-2509
Indianapolis, Indiana 46240 asdef802@westpost.net
SUMMARY
Results driven, successful professional with extensive experience in sales, mana
gement, operations, and marketing. Over 18 years of solid, consistent performan
ce delivering top sales results. Motivational leader with strong management, co
aching and communications skills; accomplished in identifying and developing top
talent. Branded as high potential Representative and District Manager resultin
g in two in-house promotions. Reputation for being a high energy, customer-orie
nted and career driven professional.
PROFESSIONAL EXPERIENCE
ABBOTT LABORATORIES, Indianapolis, IN 1991-Present
Senior District Sales Manager 1999-Present
Managed Indiana and Central Illinois sales teams, promoting pharmaceuticals in t
he following disease states:
*Anti-Infectives (Biaxin, Omnicef) *GI (Prevacid & PrevPac-H. Pylori)
*Asthma (Azmacort) *Hypertension (Mavik/Tarka)
*Cholesterol Management (Niaspan, Simcor, TriCor and Trilipix)
*Metabolics (Meridia and Synthroid)
*In 2008, as high potential District Manager, selected for one year developmenta
l in-house Sales Operations Rotation at Abbott Park, Illinois. Implemented Nati
onal Sales Meeting Strategy for SIMCOR, TRILIPIX and Pain Care Launches. Nomina
ted for 2008 President's Award for excellence in launch meeting implementation.
*Adept at implementing unique and successful office access strategies. Devised
a "Co-pay Assistance and Prescription Access Office In-service Program" increasi
ng no-see and difficult-to-see office access by 50%. Initiative rolled out nati
onally and highlighted at the National Sales Meeting for Launch Execution Excell
ence "Innovation Station" (August 2009).
*Secured preferred status of all promoted products on Indiana Medicaid PDL durin
g DM tenure resulting in market shares exceeding nation. Represented Abbott at s
tate DUR meetings. Coordinated state-wide/multi-regional initiatives to drive f
ormulary acceptance and market share growth. Initiatives included P&T Committee
member coverage, physician targeting, messaging,
pull-through piece development, measurement and reward.
*Exhibited urgency in managed care pull-through of commercial plans and Medicare
Part D wins. Devised contingency plans in event of formulary loss in order to
prevent market-share 'bleed'. Applied local knowledge of employer group benefit
s, carve outs inclusion/exclusion and PBM benefit coverage, where applicable, to
capitalize on growth opportunities.
*Hired, developed and promoted numerous representatives during tenure: Positions
held by past direct reports: two District Managers, one Payor Optimization Exec
utive, one Senior Manager Sales Analytics, four Sales Trainers, and nine Special
ty Representatives.
*Demonstrated strong leadership ability in making difficult HR decisions; effect
ive in managing through vacancies and hiring top performing representatives. Ma
intained lowest turnover in Region of AE (achieved expectations), AE+ and O (out
standing) performers during 2005-2007 hiring freezes.
District Manager performance highlights:
*2010 all product portfolio performance rank 1 of 35, year to date
*2009 All Star Rank (Trilipix Launch) 7 of 26 in Mid-west area
*2008 Completed 1 year in house rotation resulting in President's Award nominati
on
*2007 All Star Rank 5th in Mid-west area, 1st in Primary Product (Azmacort)
*Achieved Expectations or above on all annual performance reviews during 18 year
tenure at Abbott.
Manager, Convention Marketing, Abbott Park, IL
1998-1999
*Successfully managed 50+ National Conventions and over 200 State, Region and Sp
ecialty
Conventions annually for PPD in all therapeutic areas.
*Developed training and motivational programs for representatives regarding
appropriate product discussions and acceptable product promotion on the show flo
or. This practice ensured successful convention promotion while remaining compl
iant with FDA guidelines.
*Managed the Convention Department budget, including product team's convention b
udgets totaling over $3,500,000, ensuring all components came in at agreed upon
levels.
Medical Center Representative, Atlanta, GA
1995-1998
*Promoted Biaxin, Omniflox, Prevacid, Hytrin, Zyflo and Norvir to institutions i
n Atlanta area.
*Secured Biaxin on Pneumonia protocol for step down therapy (critical pathway) a
t Promina Hospital System.
*Attained unrestricted formulary access for Norvir at all targeted institutions.
*Served as Regional Training Specialist training new Representatives 1996 and 19
97.
*Ranked top 20% in All Star Ranking, 1996.
*Ranked top 10% in All Star Ranking 1997, 1st in District, 4th in Region, 7th in
Eastern area.
Professional Marketing Representative, Gainesville, GA 1991-199
5
*Increased Hytrin market share to #1 in Southern area (Southern area covered eig
ht states, territory started at bottom 10%).
*Appointed Regional Field Trainer, 1995.
Millard-Wayne, Atlanta, GA
1990-1991
IBM Sales Agent for the Medical Industry
*Marketed computer solutions to medical practices and long term care facilities
in metro Atlanta.

IBM CORPORATION, Atlanta, GA 1989-1990

New Business Specialist
*Executed lead generation strategies for the Application Solution Marketing Prog
ram.
AWARDS AND LEADERSHIP APPOINTMENTS
*Selected for Divisional Vice President's Leadership Board, February, 2010
*Communications Co-Chair, WLA (Women Leader's in Action) 2009 and 2010
~WLA is an Abbott organization supporting inclusion to build diversity in leader
ship roles~
*Completed one year in-house Sales Operations Rotation 2008 supporting Primary C
are and Pain Care sales forces: nominated for President's Award, 2008 for Launch
Meeting Excellence
*KOS DM Mentor, 2006 and 2007 during integration of KOS Pharmaceuticals to Abbot
t
*Winner of Central Area Pharmaceutical Product Division Value Award two consecut
ive years: Training role in Medicare Modernization Act/Ambassador Program 2006 a
nd Indiana Medicaid Omnicef formulary 'save' and pull-through efforts, 2007
*Represented Region at all Leadership Development Summits 2004-2007
*Represented Mid-West area at Executive Leadership Program, Las Vegas, November,
2007 (Mentored high potential representatives and DMs)
*Promoted to Senior District Sales Manager, 2006
EDUCATION
Bachelor in Science in Business Administration
Saint Louis University, Saint Louis, Missouri
Acquired 15 hours of life science: Anatomy, Chemistry and Biology
GPA 3.2 Marketing GPA 3.6
AMY M. SULLIVAN SUPPLEMENTAL INFORMATION
DEVELOPMENTAL ACTIVITIES
oHarvard School of Medicine, Joslin Center for Diabetes
Diabetes Disease State Preceptorship, 2009
oLQ Performance Strategies
-Insights training/DISC, 2004 - 2006
-Performance Coaching, 2004 - 2007
-Team Management & Coaching, 2005 - 2006
-Managing through the Generations , 2007
-Presentation Skills, 2004 - 2007
oProComm
-Insights, 2007 & 2009
-Executive Presentation Skills, 2007
oWrite to the Top
-Executive writing skills workshop, 2008
oAccountability Coaching
-Coach U, 2009 & 2010
oStar Interviewing
-Annual training & mentor, 2006 - 2009
oDistrict Manager Development Program
-Mentor, 2006 & 2007
oSupplemental Computer Training
-Intermediate Excel Workshops, 2008
-Excel Workshop: Charts & Graph, 2008
-Intermediate PowerPoint Workshops, 2008
-Microsoft Project, 2008
-Microsoft Share Point, 2008 - 2010