Microsoft word - cv - sourles, rashaun phillip.docx

4750 E. 53rd St., Unit 103 Minneapolis, MN 55417 Tweet @rashaunps
 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 (

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 (6/2009), Nucynta (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), 9/2008.
→ 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.
Graduate School of Education & Social Policy – 3/2009 to current
Certificate 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).
o Feature in Twin Cities Business magazine as a “Next Great Innovator” – December 2010 issue.
Weinberg College of Arts & Sciences
Bachelor of Arts: History – 2004
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.
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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