SHELDON GELBER

Sales Operations: Surged unit growth from 409K to 1.7M in 2022 (315%) by building the foundation for sales operations as second employee hired – oversaw budget development and management ($10M), field communications, sales administration training, sales incentives, fleet operations, expense reporting, compliance, CRM, data management, asset management, MRL approval process, marketing operations, marketing collateral management, and meeting contracts and logistics.

Technology Implementation: Implemented software programs across departments saving resources, including Medical, Legal, & Regulatory (MLR) Approval Software – Pepper Flow, Zinc Ahead (Veeva); CRM Systems – Salesforce.com (Administrator), Synergistix, & StayinFront, Marketing Cloud, Pitcher; Sales Enablement; Expense Reporting Systems – Databasics & SAPConcur; Learning Management Systems; Cloud platforms – Zoom/Webex, Amazon Business, & RxVantage.

Training, Mentoring, & Coaching: Mentored, trained, and coached colleagues – ensured the “right people are in the right roles” by partnering with HR team to improve retention, develop a pipeline of leaders, foster a positive work culture, and support early career talent – expanded and onboarded 56 sales representatives in 2022, (18 in Canada, 24 in Endocrinology, & 14 in Men’s Health); provided assets (vehicles, iPads, & phones); and training (compliance, expense reporting, travel management, hospital credentialing & CRM/call reporting).

Revenue Management: Reviewed and managed 15+ vendors and negotiated contracts across vehicle reimbursement and fleet programs, rental car agreements, sales meeting contracts, software agreements, and travel management – recouped $50K+ in hotel contract fees for 2024 National Sales Meeting, saved 75% in administrative costs in online travel expenditures with a new software program, and introduced a long-term fleet plan.

Sales Transformation: Increased sales by 6.4% in 2014 for a poorly performing product, then drove sales by 9% in 2015-, and experienced double-digit growth from 2016 to 2022 through cross-functional team collaboration with sales and marketing teams.

Business Growth: Grew market share by 20% and launched a new drug (two total) in 2020 in collaboration with the sales team – pivoted to virtual selling, adjusted business strategy, distributed marketing materials via mail, and streamlined operations to overcome challenges during COVID.

• Managed large-scale projects and introduced new systems, tools, and processes to achieve challenging objectives.
• Implemented and developed operational standards, policies and procedures.
• Reviewed and analyzed reports, records and directives to obtain data required for planning department activities.
• Identified cost improvement changes and cost savings plans to increase company savings.
• Coordinated meetings and logistics for national sales meetings and directed and supervised a 5 -member team.
• Provided strong leadership to enhance team productivity and morale.

• Business Growth: Grew market share by 20% and launched a new drug (two total) in 2020 in collaboration with the sales team – pivoted to virtual selling, adjusted business strategy, distributed marketing materials via mail, and streamlined operations to overcome challenges during COVID
• Business Development: Closed four three-year deals worth $2.13M for a sales automation software company targeting life-science and consumer companies – identified leads through pharmaceutical network, presented demos, and facilitated the sale to build a sales pipeline.

• Positioned company for sale as an acquisition target and brokered deal within six months by transforming from underperforming to profitability by performing a due diligence assessment to identify obstacles to profitability – minimized expenditures, rebranded products, and sourced new distributors and sales brokers.

• Revenue Growth: Delivered $240K of new revenue in first year by leveraging pharmaceutical knowledge and business cycles to tailor solutions to business needs.

• Directed sales support staff in administrative tasks to help sales reps close deals.
• Resolved staff member conflicts, actively listening to concerns and finding appropriate middle ground.
• Implemented systems and procedures to increase sales.
• Established team priorities, maintained schedules and monitored performance.
• Maintained positive customer relations by addressing problems head-on and implementing successful corrective actions.
• Assisted in organizing and overseeing assignments to drive operational excellence.

• Accomplished multiple tasks within established timeframes.
• Cross-trained existing employees to maximize team agility and performance.
• Identified and resolved unauthorized, unsafe, or ineffective practices.
• Implemented process improvement to shape organizational culture, optimize procedures for higher efficiency and help company evolve and grow.
• Established positive and effective communication among unit staff and organization leadership, reducing miscommunications, and missed deadlines.

• Recipient of the Excaliber Award, one of TAP’s highest honors
• Achieved or exceeded company-defined sales quotas.
• Managed customer accounts to secure customer satisfaction and repeat business.
• Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.