Paul Pochekailo
Falls Church,VA
Summary
Extensive sales and management experience in both large pharmaceutical companies and small start-up biotech companies. In-depth background in rare diseases and biotech marketing. Proven ability in leading sales teams to achieve optimal performance levels in highly competitive specialty markets, meeting/exceeding revenue projections through creative strategies, encouraging open dialogue and diversity of thought, targeted coaching and clear communication of expectations and accountability. Collaborative nature and liaison skills in cultivating a cohesive approach across a highly-matrixed organization. Effective skills in engaging with key customers and external stakeholders to foster relationships that impact treatment and disease state management. Established track record in surpassing expectations, ensuring successful product launches, and increasing revenue during 25+ year career.
Overview
39
39
years of professional experience
Work History
Executive Clinical Account Associate
Sanofi-Genzyme Corporation
Washington, US
01.2004 - Current
- Company Overview: US Rare Diseases, Genetics
- Project managed cross functional team of Clinical Science Associates, Patients Care Liaisons and Case Managers to maximize patient care and needs of evaluators/providers working with Lysosomal Storage Patients
- This included patient’s compliance, change of infusion site, new patients identification, insurance development
- Responsible for key evaluator and treating sites throughout Virginia and Maryland
- Responsible for expanding patient base/increasing revenue by identifying and capturing patients in target markets
- Leverage talent for strong referral relationships to educate a broad range of medical specialists (including genetics, hematology/oncology, neurology, nephrology, ophthalmology, gastroenterology and cardiology) to recognize/diagnose rare genetic disorders (Lysosomal Storage Diseases)
- Act as liaison between patients and providers to create an infrastructure capable of delivering the necessary lifelong care of twice monthly IV therapy
- Lead team of Case Mangers and Patient Education Liaisons in coordinating patient care
- Initiate support for other Genzyme business units to maximize outreach for patient identification
- US Rare Diseases, Genetics
- Key achievements with Genzyme:
- 2016 Regional Achiever Award
- Executive Representative
- Developed and maintained key assessing centers and Key Opinion Leaders (KOLs) throughout the Mid-Atlantic
- 2012 Regional Achiever Award
- Developed pivotal assessing center in Northern Virginia with national reach
- Pompe Spot Award 2012
- Renal Collaboration Award 2008
- Selected for Consolidate Center CSA
- SMART TEAM Working group
- Gaucher Working group
East Regional Sales Manager
Enzon Biopharmaceuticals
Northeast, US
11.2002 - 01.2004
- Company Overview: Bridgewater, New Jersey
- Managed 10 sales representatives for start up biotech company, covering region from Virginia to Maine with the primary focus on mycologists/infectious disease specialist at major teaching centers
- Contributed to top-level corporate discussions on setting goals/territories, objectives, strategies and marketing message
- Participated in structuring bonus program
- Bridgewater, New Jersey
- Key Achievements:
- Divided northeast region into ten viable and balanced territories, capitalizing on strengths of representative-client/provider relationships to support key products
- Successfully transitioned Élan sales force into Enzon corporate culture and structure
District Hospital Sales Manager
Elan Biopharmaceuticals
Washington, US
03.2001 - 11.2002
- Company Overview: San Diego, California
- Managed ten representatives in the Washington, DC, Maryland and Virginia region
- Primary focus: oncology, BMT, infectious disease and pharmacy at major teaching centers and large hospital systems
- San Diego, California
- Key Achievements:
- Integrated two Dura Hospital Sales teams with key members of the Liposome Company
- Increased formulary acceptance of Maxipime throughout the district from 30% to 70%
- 56% growth of key products
Area Sales Manager
The Liposome Company Inc.
Washington, US
11.1996 - 03.2001
- Company Overview: Princeton, New Jersey
- Analyzed potential business opportunities and created business plan for start-up biotech company with primary focus on hematology, oncology, BMT, solid organ transplant, infectious disease and pharmacy
- Territory consisted of large hospitals throughout Washington, DC and Virginia
- Princeton, New Jersey
- Website: [not provided]
- Key Achievements:
- 2000 Elite Achiever Award (Rank#2 in national sales force)
- 2000 Achiever Award
- 1998 Achiever Award
Professional Hospital Sales Representative
Janssen Pharmaceutica
Washington, US
03.1986 - 11.1996
- Company Overview: Titusville, New Jersey
- Website: [not provided]
- Represented Janssen Pharmaceutica products in targeting major teaching centers, oncologist and infectious disease private practices, federal accounts and hospice programs in Washington, DC and Northern Virginia
- Titusville, New Jersey
- Key Achievements:
- Ranked #5 (out of 114 representatives) in the oncology market and #16 in overall sales of Duragesic in its first year on the market
- Increased business in federal accounts by 278% from December 1994 to September 1995
- Inner Circle Award
- Sales Training Advisor
- Partnered with Ortho Biotech in marketing of Procrit
- Partnered with Ortho McNeil in marketing Ultram in pain management area
- Sales Achievements:
- District Representative of the Year
- Promoted to Professional Hospital Representative
- Promoted to Professional Representative
Education
B.A. - Government, Business Administration
Kings College
Wilkes Barre, PennsylvaniaSkills
- Sales Management
- Biotech Marketing
- Team Leadership
- Performance Optimization
- Creative Strategy Development
- Coaching
- Communication
- Collaboration
- Stakeholder Engagement
- Relationship Building
- Product Launch Management
- Revenue Growth
References
References available upon request.
Timeline
Executive Clinical Account Associate
Sanofi-Genzyme Corporation
01.2004 - Current
East Regional Sales Manager
Enzon Biopharmaceuticals
11.2002 - 01.2004
District Hospital Sales Manager
Elan Biopharmaceuticals
03.2001 - 11.2002
Area Sales Manager
The Liposome Company Inc.
11.1996 - 03.2001
Professional Hospital Sales Representative
Janssen Pharmaceutica
03.1986 - 11.1996
B.A. - Government, Business Administration
Kings College
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