Summary
Overview
Work History
Education
Skills
Timeline
Awards
References
First Officer for Eudlo Rural Fire Brigade
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David Weir

Palmwoods,QLD

Summary

Highly motivated Regional Sales Manager with talent to drive team spirit and morale while promoting sales techniques and methods. Effective leader with pleasant personality and commitment to build successful teams. Performance-oriented Sales Leader offering exceptional record of achievement over 25 year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets.

Overview

29
29
years of professional experience

Work History

Regional Sales Manager

DKSH
08.2023 - Current
  • Responsible for the coaching and development of a Sales team of 12 direct reports with varying levels of Pharmaceutical and medical sales experience
  • Helping the Sales team navigate the complexities of contract sales and maintain both the motivation and drive to grow sales in a competitive respiratory, Primary Care environment
  • Develop and implement short and long-term sales strategies and plans to achieve sales targets for assigned contracted companies
  • Liaise and coordinate management and sales strategies across cross functional teams with peer managers from contracted companies
  • In this case increasing share of voice and growth of Breztri for Astra Zeneca
  • Growing a 3rd to market triple therapy Breztri against a gold standard Trilogy from 7.5% market share to 12.9% market share and growing.
  • Developed a successful sales team through rigorous coaching, performance management, and ongoing training.

Hospital Specialist Representative

Bayer Australia
03.2018 - 07.2023
  • Responsible for the sale and promotion of the anti-coagulant Xarelto into hospitals, from the Sunshine Coast to Rockhampton, including Caboolture and Launching Verquvo for heart failure
  • The role involved promoting to Cardiologists, Neurologists, Geriatricians, Vascular Surgeons, Interventional Cardiologists and Radiologists, associated Registrars, NUMs, nursing staff and Hospital Administration to increase the sale and educate in the prevention of Stroke and DVT/PE in NVAF patients and at the same time, stem competition growth
  • Was awarded Joint First Place for Hospital Specialty Rep of the year in 2019
  • Have been consistently in the top 3 for sales since starting with Bayer and successfully maintaining an Evolution index of between 99% and 103% against competition
  • I was also, only one of 2 people, nationally granted a retention bonus in 2021 to stay within the company.

Field Sales Manager

iNova Pharmaceuticals
01.2016 - 11.2018
  • Returned to previous role as Field Sales Manager
  • This was due to Business and Structure change within the Company
  • In an act of collaboration and in partnership with my fellow sales manager, I choose to take on the role as Hybrid manager that involved having 4 direct reports and a Sales Territory which included Gladstone and Townsville
  • Gladstone historically in negative growth I managed to turn it around and took it from 83% STT to 98% STT
  • Also managed and developed the Rep of the Year and won the second-best national sales team for 2016.

National Training Manager

iNova Pharmaceuticals
06.2014 - 12.2015
  • Responsible for developing and implementing product and sales training platforms across three major business units for iNova nationally
  • These include primary care, dermatology, and ophthalmology business units
  • Also responsible for developing new business opportunities involving Key Opinion Leaders and private business consortiums to grow the business in the obesity management market
  • Coordinating strategy and aligning sales programs across diverse business units to minimise company spend.

Field Sales Manager

iNova Pharmaceuticals
06.2012 - 06.2014
  • Responsible for coaching and development of the Queensland Primary Care field force, consisting of 9 direct reports
  • Conducting training and development programs, ensuring they meet company KPI’s and sales targets, whilst at the same time maintaining a harmonious and motivated team
  • On starting with iNova the retention rate of employees in Queensland was 50% and sales growth 92% to target
  • It is now a successful 100% retention rate and a growth of 15% to target after 18 months
  • Also responsible for the management of the maintenance of the company’s budgets and marketing strategies in line with iNova company directions and fiscal constraints.

Territory Manager

Cook Medical
08.2010 - 03.2012
  • Responsible for the sales and clinical support for vascular surgeons and interventional radiologists, with the focus on treatment of PAD (peripheral arterial disease) of the legs with a comprehensive line of peripheral products
  • This also involved developing new sales opportunities and customers within the Vascular Surgery market
  • Grew sales on territory by 27% and help launch a new drug eluding stent.

National Training & SFE Manager

Bayer Healthcare
08.2007 - 08.2010
  • Responsible for training and development of all new and existing sales staff in selling skills and sales force effectiveness
  • Also responsible for ensuring all sales personal, be it sales reps, specialist reps or marketing managers are compliant with the Medicines Australia’s Code of Conduct.

Sales Rep.

Bayer Healthcare
09.2004 - 01.2007
  • Responsible for achieving expected sales targets for products such as Levitra, Adalat OROS and Canesten within the territory between Bundaberg and Morayfield, whilst adhering to the Bayer LSI expected performance Matrix
  • Growing Nasonex and Elocon under a co-promotion contract with Schering Plough.

Sales Rep.

CSL Ltd.
07.2001 - 09.2004
  • Based on the Sunshine coast and reporting to the National Sales Manager, I was responsible for the territory from Caloundra to Bundaberg
  • The principal role was to promote both pharmaceuticals and vaccines to GPs, Specialists, Practice Managers, Nurses Pharmacists and Government bodies such as Queensland health and Immunisation coordinators.

Stone Fruit Industry Development Officer

QFVG
01.1999 - 03.2001
  • Reporting to the Industry Development Manager and Project Manager it was the development officer’s role to liaise extensively with research bodies, grower groups and marketing organizations, with the aim of developing the stone fruit industry throughout Queensland and Northern New South Wales.

Field Officer

CSR MILLS GROUP
01.1995 - 12.1998
  • I held the position of Field Officer for CSR Mills Group Sugar division
  • The position entailed ensuring a continuous supply of cane was maintained throughout the crushing season
  • It also involved employing seasonal staff and managing their work performance throughout the year.

Education

Bachelor of Applied Science - Rural Technology -

UNIVERSITY OF QUEENSLAND
Gatton, QLD
11.1993

Certificate IV Training -

01.2009

Skills

  • Sales Leadership, Coaching and Development
  • Customer Service
  • Strategic Planning and Budget Management
  • Business development and planning
  • Team Recruiting and Onboarding
  • Account and Territory Management
  • Product Knowledge

Timeline

Regional Sales Manager

DKSH
08.2023 - Current

Hospital Specialist Representative

Bayer Australia
03.2018 - 07.2023

Field Sales Manager

iNova Pharmaceuticals
01.2016 - 11.2018

National Training Manager

iNova Pharmaceuticals
06.2014 - 12.2015

Field Sales Manager

iNova Pharmaceuticals
06.2012 - 06.2014

Territory Manager

Cook Medical
08.2010 - 03.2012

National Training & SFE Manager

Bayer Healthcare
08.2007 - 08.2010

Sales Rep.

Bayer Healthcare
09.2004 - 01.2007

Sales Rep.

CSL Ltd.
07.2001 - 09.2004

Stone Fruit Industry Development Officer

QFVG
01.1999 - 03.2001

Field Officer

CSR MILLS GROUP
01.1995 - 12.1998

Bachelor of Applied Science - Rural Technology -

UNIVERSITY OF QUEENSLAND

Certificate IV Training -

Awards

  • SSI Scuba Diving Instructor
  • First Officer Eudlo Rural Fire Brigade (Current)
  • Fire Warden Eudlo District
  • First Aid and Defib Certified

References

Available on request

First Officer for Eudlo Rural Fire Brigade

Responsible for recruitment, training and development of Volunteer Rural Fire fighters within the Village of Eudlo, Queensland.  Asa first responder,responsible for command and control of Incidents located within the Eudlo area and liaising with other emergency services personel.

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David Weir