CHRISTOPHER JARMUZ

24 Pratt Lane Kennett Square, P.A. 19348 4846538995 c

j5c9e0c@westpost.net
Specialty Sales Leadership; Building and Launching, Integrating, Turning -Around
and Effectiveness Working With Cross-Functional Teams, to achieve revenue goals
! Big and small company performance in highly complex specialty markets where y
ou are closing the sale and pulling through one patient at a time on every call.
25 years of increasing responsibilities at DuPont Pharmaceuticals and Bristol Me
yers Squibb (DuPont 1981-2001, BMS 2001-2005), as well as key leadership roles a
t Cytogen and Denmat Holdings such as ; District Manager, Manager Operations and
Organizational Effectiveness, Director of Managed Care/Health Systems, Regional
Business Director (HIV), National Sales Director (HIV), National Sales Director
(Hepatitis), NSD/VP (Oncology/Diagnostics), VP Sales (Device)
A proven sales leader with strong strategic thinking, outstanding bias for execu
tion and cross-functional teamwork, an exceptional record of 4 specialty launch
achievements, business integration and one turn-around in the last 12 years gene
rating revenues and improving profitability in highly competitive markets such a
s: HIV, Hepatitis, Oncology/Diagnostics, Device , Cardiology, Pain Management, N
eurology and Diabetes Device.
I have been described as a high energy, dynamic leader, a strong developer of pe
ople and customers/markets. Received my B.S. degree from the University of Cen
tral Florida and further solidified my education through an M.B.A. (Marketing) f
rom St. Joseph's University and Masters of Healthcare Administration from Hofstr
a University.
KEY ACCOMPLISHMENTS
Through the support of 10 direct reports, developed and implemented "new custome
r selling model" by significantly expanding the outside sales force, re-alignmen
t of 3 corporate call centers, business analytics, customer service, training, c
linical affairs group, etc. in order to maximize the revenue of a $100M + busine
ss. Denmat Holdings, VP of Sales, Device
Amidst a perfect storm of high turn-over and poor revenue performance worked wi
th regional business directors, specialty representatives, regional field traine
rs, key accounts and marketing, to turn the business around. Estab-lished regi
onal field trainer role, re-alignment of the field force, incentive compensation
, refinement of sales competencies, vacant territory plan of action, revamped pr
e- home office/home office and post home office training, targeting Urologists ,
Medical Oncologists ,Radiation Oncologists Also, developed interview guide alig
ned to "new sales competencies", sales/marketing objection handlers and hired 22
representatives, with company revenue targets achieved for the first time in ma
ny years. Cytogen Corp., National Sales Director /VP Oncology
Orchestrated territory sizing, alignments, incentive compensation plan , develop
ment and implementation of innovative "white space" model and rewards/recognitio
n program. Through focus, motivation and execution of the team market share pe
rformance recognized as achieving "best in class launch" for Baraclude. BMS, N
SD, Hepatitis
Key member of the Reyataz commercialization launch team instrumental in the deve
lopment and execution of pre and post-launch plans for Reyataz. Led the countr
y in launch sales performance which was critical to Reyataz(R) achieving a "best
in class launch". In addition, during my tenure as Regional Manager, three mem
bers of the leadership team and seven representatives were promoted. BMS, Regio
nal Business Director, HIV
Effectively built the Mid-Atlantic Regional HIV team from scratch and developed/
implemented a launch plan that produced strong performance. Due to strong laun
ch performance in the Mid-Atlantic Region, was asked to turn- around the Northea
st Region. By refining customer targeting, training, promotional programs and
addressing performance issues, the Northeast Region got on track! As a result r
eceived the DuPont Company Summit Award for getting the Northeast Region on trac
k with Sustiva(R) launch performance and teamwork involved in covering 2 regions
for a 3-month period before assuming the Northeast Region role full time. DuPo
nt Pharmaceuticals, Regional Business Director, HIV
District of the year in the Northeast Region 2 out of 3 years, top 10% of distri
cts in the country for Ethmozine and Sinemet CR launch performance, hired 12 rep
resentatives as part of regional expansion and 3 rookie of the year award winner
s, all of whom were promoted within 2-3 years of joining the company. DuPont Ph
armaceuticals, Hospital District Manager

CAREER OVERVIEW
Vice President Sales and Operations, Device 2008- DEN-MAT HOLDINGS , Buildin
g and Launching Primary cosmetic dentistry devices promoted include; Lumineer
s(R) (porcelain veneers), Sapphire Whitening, as well as, Radiesse (dermal fille
r) through alliance with BioForm. Through the support of 10 direct reports, dev
eloped and implemented "new customer selling model" by significantly expanding t
he outside sales force, re-alignment of 3 corporate call centers, business analy
tics, customer service, training, clinical affairs group, etc. in order to maxim
ize the revenue of a $100M + business. Amidst economic downturn developed and
implemented Sales and Payer Marketing plans which increased revenue through mana
ged care group practices (22%) and distributor customers (18%) such as Pacific D
ental and Henry Schein.
National Sales/Vice President Oncology & Diagnostics 2006-2008 Cytogen,Turn-Aro
und
The business focused on promoting products such as Quadramet(R) (metastatic bone
pain), ProstaScint(R) (prostate staging diagnostics) and Caphosol (oral mucosit
is) to Radiation Oncologists, Urologists and Medical Oncologists. Amidst a perf
ect storm of high turn- over and poor revenue performance worked with regional b
usiness directors, specialty representatives, regional field trainers, a key acc
ount executive and marketing, to turn the business around. By establishing reg
ional field trainer role, re-alignment of the field force, incentive compensatio
n, refinement of sales competencies, revamped pre home office/home office and po
st home office training, development of interview guide aligned to "new sales co
mpetencies", sales/marketing objection handlers and hiring 22 representatives, c
ompany revenue targets were achieved for the first time in many years. As a resu
lt of this performance was promoted to title of Vice President after my first ye
ar with the company.
Bristol Myers Squibb 2001-2005
National Sales Director, Hepatitis 2004-2005 Bristol Myers Squibb, Building an
d Launching
As a key member of the Baraclude team one year prior to launch, participated in
Marketing initiatives such as, market research, branding, positioning, KOL infl
uence mapping, pricing, and assistance in facilitating cultural advi-sory boards
with Korean, Chinese and Vietnamese key opinion leaders. Orchestrated territor
y sizing, alignments, incentive compensation plan and development/ implementatio
n of innovative "white space" model. Through focus, motivation and execution of
the Regional Business Directors, Hepatitis Sales,etc., market share performance
rec-ognized as achieving "best in class launch"
Regional Business Director, HIV 2001-2004 Bristol Myers Squibb, Building and L
aunching
 Responsible for sales performance for the Northeast Region ($200M), through Dis
trict Managers, Field Develop-ment Manager and Specialty Representatives focused
on promoting Reyataz and Sustiva. Exceeded sales goals each year , while opti
mizing the budget. As a key member of the Reyataz commercialization launch tea
m focused on the development and execution of pre and post-launch plans for Reya
taz. Led the country in launch sales per-formance in 2003 which was instrument
al in Reyataz(R) achieving "best in class launch". In addition, during my te-nu
re, three members of the leadership team and seven representatives were promoted
.
DuPont Pharmaceuticals 1991-2001 before being purchased by Bristol Myers Squibb
Executive Director, HIV 2000-2001 DuPont Pharmaceutical, Launch and Integration
Responsible for Business Unit Directors, Specialty Representatives, Key Account
Executives, Operations Mgr, Training and Payor Marketing, focused on the develop
ment and implementation of plans to accelerate the growth of Sustiva(R) a $100 M
brand. Through sales team execution and initiatives with key Specialty Pharmac
y companies, Sustiva performance was 105% of plan. This performance was made po
ssible by effectively managing the transition of DuPont Pharmaceuticals HIV sale
s team to Bristol Myers Squibb (98% of the team was retained).
Regional Business Director (Mid-Atlantic and Northeast) HIV 1998-2000 DuPont P
harmaceuticals, Launch Six months prior to the launch of Sustiva, was a key
member of Global Commercialization Team focused on key Marketing initiatives suc
h as, market research, branding, positioning, influence mapping, pricing, and a
ssistance in facilitating key opinion leader advisory boards along with developm
ent of advocacy strategy Effectively built the Mid-Atlantic Regional HIV team
from scratch and developed/ implemented a launch plan that produced strong perfo
rmance. Due to strong launch performance in the Mid-Atlantic Region, I was ask
ed to turn around the Northeast Region. By refining customer targeting, traini
ng, promotional programs and addressing performance issues, the Northeast Region
got on track! As a result received the DuPont Company Summit Award for getting
the Northeast Region on track with Sustiva(R) and teamwork involved in covering
2 regions for a 3-month period before assuming the Northeast Region role full t
ime. During the 3 years as a Regional Manager, exceeded regional sales attainme
nt target within budget in every year (117% in 1998, 103% in 1999 and 107% in 20
00) and was ultimately promoted to Executive Sales Director for the HIV franchis
e.
Director, Health Systems (Managed Care/Government) 1996-1998 DuPont Pharmaceu
ticals Developed, executed contracts and disease management pull-through prog
rams with key Managed Care accounts, Specialty Integrated Delivery Networks, Pha
rmacy, State Government Affairs and the Healthcare Finance Administration. In th
is role was responsible for the development and implementation of comprehensive
payer marketing plans for Coumadin, Sinemet CR, Sinemet, Trexan,Percodan/Percoce
t, etc., inclusive of pricing, promotional materials, pull through initiatives a
nd disease management programs in the area of Cardiovascular/Anticoagulation, N
eurology and Pulmonology, specifically tailored to our Managed Care customers.
Received the DuPont Company Summit Award in recognition for creatively planning
and executing stroke prevention initiatives in partnership with the Healthcare F
inance Administration and Peer Review organizations which contributed significan
tly to the success of Coumadin in 1996.
Manager, Operations and Organizational Effectiveness 1995-1996- Reporting direct
ly to the Executive Vice President, responsible for working withSales/Marketing/
Finance/HR, etc., on organizational effectiveness initiatives. As a result of p
erformance, was promoted to Director Of Health Systems.
Managed Care Executive 1994-1995 Responsible for all Managed Care, PBM's, Long T
erm Care, Chain Drug, etc., organizations in the Northeast Region. Through dise
ase management programs for Cardiovascular, Pulmonary Medicine and CNS products
(Sinemet, Sinemet CR), was able to contribute to products exceeding National/Reg
ional goals.
Product Manager 1992-1993 Aside from developing/implementing marketing plans fo
r our Injectable product line (Over forecast for 2 years), was instrumental in w
orking with Teva (Israel) in licensing and successful product launch of Oral pro
duct portfolio achieving 117% attainment.
Hospital and Field District Manager NY/CT 1989-1991- Responsible for promoting C
ardiovascular, Pain Management, CNS, Critical Care and Emergency Medicine Produc
ts in teaching hospitals and private practices. As a result of district of the
year performance in the Northeast Region 2 out of 3 years, Ethmozine and Sinemet
CR launch performance, hiring 12 representatives as part of regional expansion
and hiring back to back to back rookie of the year representatives, was promoted
to Product Manager in Garden City, New York.
Assistant Product Manager/Marketing 1988-1989 -Responsible for the development a
nd implementation of the launch marketing plans for Coumadin in patients with At
rial Fibrillation. As a result of performance of working with agency, cross fun
ctional team and sales performance was promoted to Hospital District Manager.
Medical Liaison 1985-1988. Covered NC, SC, AL, TN, MS and GA, key opinion leade
rs in Cardiovascular Medicine, CNS, Pain Management, etc., as well as field sale
s representative support. As a result of KOL cultivation and regional sales su
pport performance, promoted to Assistant Product Manager in Wilmington, Del.
Hospital Representative/National Account Executive Atlanta, Georgia 1983-1985 -
Covered key teaching hospitals in Atlanta and South Georgia promoting Cardiovas
cular, Psychiatry, Pain Management, Emergency/Critical Care Medicine products.
In second year of hospital position, took on hybrid role as National Account Ex
ecutive in which I covered wholesalers and Group Purchasing Organizations within
6 states in the Southeast. As a result of top 5 performance and KOL cultivatio
n, was promoted to Medical Liaison.
Territory Representative 1981-1982 Orlando, Florida - Covered Central Florida te
rritory promoting Cardiovascular, CNS and Pain Management products. As a resul
t of top 10% performance was promoted to Hospital Representative in Atlanta, Geo
rgia.
Education
University Of Central Florida, Orlando Florida, Bachelors Of Science 1981
St. Joseph's University, Philadelphia, P.A., M.B.A., Marketing 1992
Hofstra University, Hempstead, N.Y., M.A.H.A., Health Administration 1996