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BOB WICK, RN
9372 Chardon Road Kirtland, Ohio 44094
“Top talent is an expensive proposition but ensures a competitive advantage.” Forbes,
Extensive and diversified career in the healthcare and
pharmaceutical/biotechnology sectors, consisting of: management,
training and development, learning technologies and design, hospital sales
and clinical applications. Consistently exhibited the core competencies of
leadership, decision-making, innovation, collaboration and
communication. Exercise a systematic, analytical, data-oriented, and
behavioral approach to managing professional career and personal
Central Nervous System Sales Specialist-InVentivHealth
Specialty representative who promoted two novel antidepressants in launch mode to psychiatrists
and other Healthcare Professionals. Participant on Business Analytics Committee that
incorporated best practices for identifying segmented business opportunities and streamlining
data for optimum business efficiency and ROI. Utilized advanced communication skills that were
designed to heighten awareness and provide full disclosure to benefit the customer and their
Increased sales of both products within the first three months demonstrating the outcome of
effective development and implementation of strategy and fostering sustainable professional
relationships from the start.
Community Service Liaison, All Caring Hospice
April 2014 to October2014
Represent Hospice Program to the community and heighten awareness of compassionate care
services to multidisciplinary healthcare entities; Medical Directors, Physicians, Nurse
Practitioners, Executive Directors, Case Managers, etc. Utilize education and business
development skills to develop and implement strategic initiatives in key industry segmentations to
optimize referral opportunities and identify contractual relationships. Increase community
understanding of definition of hospice and the value it provides to patient, family, friends, health
care providers and community at large.
Accomplishments at All Caring Hospice
Secured contracts for; 3 hospitals, multiple nursing homes. Hospital contracts did not exist
previously. This was a strategic goal.
Discovered/contracted 2 high volume Associate Medical Directors. This was a strategic goal.
Increased referrals from Medical Directors/physicians. This was an overall goal.
Heightened awareness of service via relationship development with executive level/key
influencers, displays and community events. This was absent before my start date.
Created ExcelSpreadsheet Customer Data Base with multiple tabs. This did not exist previously.
Key Account Manager, SalixPharmaceuticals
July 2012 to January 2013
Promoted Specialty Gastrointestinal Pharmaceuticals (Xifaxan/Relistor) to the following specialty
departments in the hospital: Hepatology, Gastroenterology, Emergency Medicine, Hospital
Medicine, Internal Medicine, Oncology, Palliative Care, Pain Management, Case Management
and included Resident and Fellows programs.
Promoted Medical Device (Deflux) utilized in surgery by Pediatric Urologists.
Accounts included academic teaching centers Cleveland Clinic, University Hospitals and 30+
hospitals in Northern Ohio and Western Pennsylvania.
Consultative discussions included HCAHPS,Value-Based Purchasing,Readmissions, Evidence
Based Medicine, Integrated Delivery Networks and Managed Care reimbursement.
Accomplishments at Salix
Rapidly developed key relationships and leveraged a multidisciplinary approach to have dosage
of medication converted to appropriate and cost-effective form at Cleveland Clinic.
Achieved required MBO goals.
Presented insight to leadership and colleagues at POA with regard to selling in the Emergency
Increased ranking 63% in 3 months.
Overall: July 2012: 39/40 – Sept. 8/40: 63% increase.
Maintained 10/40 through December.
Xifaxan (most heavily weighted product) 80% increase since July-December.
Senior ClinicalSpecialist, Roche Labs, Inc. (Genentech)
May 1999 to June 2012
Functioned as hospital (including academic centers) and office sales representative in various
therapeutic areas including, emergency, anesthesia, oncology, rheumatology, pulmonology,
endocrinology, OBGYN, and infectious disease. Products included; Rocephin (antibiotic
parenteral therapy), Demadex (diuretic), Xenical (GI Lipase inhibitor), Tamiflu (neuraminidase
inhibitor), Kytril IV/PO (anti-emetic), Boniva IV/PO (osteoporosis), Xolair (Immunomodulator
anti-IgE monoclonal antibody biologic for allergic asthma) and Pegasys (HVC Testing).
Collaborated with purchasing, pharmacy and specific department medical directors to place
products in preferred status on formulary and therapeutic pathways, assisted infusion centers with
buy and bill model for injectable pharmaceuticals/biologicals. Utilized Total Office/Hospital Call
Professional Leadership Accomplishments at Roche (Genentech)
Developed Managed Care Organization (MCO) Excel Analytical Trending Tool that was
presented to Regional Leadership Team and utilized as territory business tracking feedback
Chosen to initiate Learning Technology and Design Mission Critical Pinnacle Project,which
consisted of review, analysis, research and subsequent development of Distance Learning
Techniques Instruction Sheet and additional ongoing projects.
Co-designed analytical Excel Pre-CallPlanning Tool and subsequently trained representatives to
execute which increased focused productivity and sales.
Completed Division Manager Training Program and several Harvard Business Online Classes
that led to increased delegation of business responsibilities and growth opportunities.
Functioned as Field Based Trainer for products, therapeutic areas,sales and continuous
professional development initiatives that prepared trainees to successfully pass Home Office
Courses and improve fluency in navigating Career Development programs.
Facilitated weeklong workshops for contracted sales force, which transferred into increase sales
Initiated, planned, coordinated and lead team of Regional Field Based Trainers to produce a series
of WebEx-Distance Learning modules to increase knowledge and understanding of new data and
messaging of product.
Created the WICK Script Newsletter that reinforced “Think Like a Buyer-Words Matter”
campaign and heightened awareness of business messaging, clinical studies and operational
Professional Leadership Accomplishments at Roche (Genentech) cont’d
Selected to participate on Franchise Advisory Panel, which produced goals, strategies and tactics
for National Sales Meeting.
Facilitated Design Thinking and Prototyping workshop, which resulted in the development of
innovative new sales aids.
Retained as clinical specialist in downsizing of field force,mastered new technological business
tools, developed strategy and tactics for new and geographically enlarged territory and rapidly
developed new customer relationships, which produced an outcome of sales volume growth.
Selected to participate in MCO Best Practices Meeting, which led to roll out of increased
utilization of Pre-Call Planning Tool and Fingertip Formulary application.
Selected to participate in ongoing Franchise Advisory Panelto utilize Design Thinking and
Prototyping in developing National Sales Meeting and strategic plans with regard to improving
sales productivity, career development and personal empowerment, evaluation of H2 Territory
Goals and Alignment/Compensation for Region that was presented and executed at National
Special Achievement Awards
1999, 2003, 2005, 2007 and 2010.
Full Achievement since 1999 and Superior Achievement in 2004 and 2007. Exceeded
Expectations 2010 & 2011. Outstanding Performance 2009.
2009-13%, 2010-9%, 2011 31% (3 year average = 18%)
Xolair: Consistently ranked number 1 in Division for over 1 year
President’s Club Award Standings 2010 – Rank 8/90
Registered Nurse, Ohio; maintain license by completing CME throughout the year.
Bachelor of Arts,Health Profession Education, GPA 3.8, Capital University, Columbus, OH
Business Service Representative of large urban hospital-Occupational Medicine Center
Director, Emergency Servicesof large urban hospital (3 cost centers)
CoordinatorCardiac Rehabilitation of major cardiac center
EMS Coordinator of hospital serving numerous communities
RN Critical Care Units; Burn, Emergency, Cardiothoracic, Cardiac, SICU, MICU, Mobile
Intensive Care Unit
Safety Supervisor of Federal Construction Project