Microsoft word - cv - sourles, rashaun phillip.docx
RASHAUN P. SOURLES
4750 E. 53rd St., Unit 103 Minneapolis, MN 55417
STRATEGIC BUSINESS DEVELOPMENT & MARKETING MANAGER
Comprehensive experience in sales, marketing and new business development—including personal client
relations, project leadership and total account management.
Skilled in strategic planning
and high-impact, target marketing; determine and meet specific client needs and
create custom sales proposals; negotiate contracts, pricing and terms for win-win situations.
Plan and conduct written and oral presentations in a professional manner; work in tandem with Fortune 500
companies and all types of physicians and medical staff to align sales strategies and messages for high-impact promotions.
Awarded JOHNSON & JOHNSON President’s Circle designation
Experience in highly-profitable new product rollouts; strong background in a wide range of anti-infective
pharmaceuticals, biologics, as well as devices used to prevent infection pre- and post-surgery; leverage technical and communications skills to determine, align and meet specific corporate goals.
Effective in change management as well as building, influencing and supporting teams to successfully navigate
Successfully completed a year-long Action Learning project and consulting engagement
that culminated in
the publication of a children’s book: Percival Perkins: The Particular & Picky Eater (2010).
Trained in human resources and talent management; assist in staff hiring, training and supervision, as well as
mentoring new reps in client relations mgmt., platform skills and sales presentations, product knowledge and corporate procedures.
Certified Hogan Assessment Administrator and Interpreter
, including the HPI, HDS, and MVPI inventories
Experience using Social Network Analysis tools (e.g., Pajek software)
to design knowledge management
strategies that increase best-practice sharing and identify critical information brokers and hubs to amplify organizational effectiveness; create and leverage strong networks of suppliers, physicians and hospitals to expand specific territories.
2010 Minnesota Cup Winner: Blue Water Ponds, LLC (BlueWaterPond.com)
JOHNSON & JOHNSON 4/2004 – 11/2010 Senior Institutional Account Manager
Ortho-McNeil, Inc. – Minneapolis, MN 12/2006 – 11/2010 Consistently achieve sales quota at hospital systems/IDNs by securing and defending formulary status during periodic Pharmacy and Therapeutics committee (P&T) reviews, resulting in strong growth in market share. Act as a liaison between clinicians and supply chain/operations teams to determine cost-effectiveness of J&J products. Approach each customer from a total account management perspective - leveraging resources appropriately, collaborating with business partners, and accurately articulating the value proposition to emerging stakeholders in Quality, Case Management, Risk Management, Infection Control, and others with emerging influence. Achievements – 2009:
→ Launched BioPatch
(7/2009), and Invega Sustenna
(8/2009), strategically positioning each within
→ Increased territory market share by 2X (from 10% to 20%) for lead growth product Doribax.
Achievements – 2008:
→ Launched Doribax; Secured "Preferred" Contract (>80% share) at HCMC ($225,000/yr),
→ The HCMC formulary "win" represented the first such conversion by a Teaching Institution in the Midwest Region.
→ “Peer-to-Peer” Award: 1st Cycle (Q1/Q2) 2008.
→ Region Business Director Award Trip, 2008.
→ J&J Management Development Program – Trainee
Rashaun P. Sourles
Achievements – 2007:
→ National leader in Levaquin
750mg share at a single account (HCMC): 65%.
→ Overall Levaquin
750 mg share in territory: 24%.
Ortho Women's Health and Urology – ND/MN Territory (based in Fargo, ND) 4/2004 – 12/2006 Specialty Sales Representative
Highly successful in pharmaceutical sales to more than 120 physicians in both private practice and PHS clinics, including
OB/GYN and Urology specialists; developed and maintained excellent relationships with decision makers.
Effectively analyzed product & market trends; developed and executed territory business plans; established partnerships.
Successfully implemented call plans and deployed resource strategies developed with district management; located and
utilized customer and market data to adjust sales strategies and maximize sales results. Achievements – 2006:
→ National Sales Performance, 27 of 332 Representatives (top 8%).
→ Region Sales Performance, 8 of 81 Representatives (top 10%).
→ President's Circle Trophy Winner - Top 10% of Sales Reps nationwide.
→ Region Business Director Award – Top 10% of Sales Reps throughout the region.
→ "District Rep of the Cycle," Q1/Q2, 2006.
NORTHWESTERN UNIVERSITY – Evanston, IL
Graduate School of Education & Social Policy – 3/2009 to current
in Strategic Change Management,
awarded 12/2009, Learning & Organizational Change.
→ Master of Science in Learning & Organizational Change
(MS LOC), expected 9/2012
→ Applied Learning – Practicum: 12-week (100+ hour) consulting engagement with IL Farm-to-School (ILF2S) to design
their organizational strategic plan and multimedia communications strategy.
→ Applied Learning – Strategy & Execution Consultant with Blue Water Ponds, a company offering eco-sensitive and
sustainable pond restoration and consulting services.
2010 Minnesota Cup Winner
for innovative and breakthrough business concept (see press releases below).
Feature in Twin Cities Business magazine as a “Next Great Innovator” – December 2010 issue.
NORTHWESTERN UNIVERSITY – Evanston, IL
Weinberg College of Arts & Sciences Bachelor of Arts: History
Minor concentration, African Studies (3.4 Cum. GPA; 3.7 Jnr/Snr GPA);
→ Research Assistant to Prof. Ken Alder, Director, Science in Human Culture Program, Dept. of History, 2002 – 2004.
→ Northwestern University Mock Trial Team, 2001 – 2003.
→ Dean’s List, 2002 & 2003.
SCHOOL FOR INTERNATIONAL TRAINING – Durban/Cape Town, South Africa
Reconciliation & Development Cohort – 2003
Independent Study Project: Employment Equity and Affirmative Action: A Case Study of the Pavilion Shopping
Center, with a Focus on its Management Mentorship Program.
McGaw YMCA Evanston (IL), Junior Board Member – Project SOAR.
Olin Crossings Condominium Association – Board Member (President from 2007 – 2010).
Slow Money Alliance – Member.
Northwestern University Black Alumni Association – Undergraduate Admissions Interviewer.
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Dr. med. Reinhild Eberhardt, Ärztin für klinische Pharmakologie Publications – Reinhild Eberhardt M.D., Ph.D. Specialist in Clinical Pharmacology, Specialist in Laboratory Medicine 1. Cardiovascular Actions of Nicotine and Smoking Journal of the National Cancer Institute (1972) Vol. 48, No. 6 2. Absorption of Nicotine Through the Oral Mucosa Measurements of Nicotine Concentration in t