RICHARD J.

MASSARO
7202 S. St. Patrick St.
Tampa, FL 33616
Cell: 813-789-4535 Home: 813-805-7969 rm10b1be4@westpost.net
PROFILE
Highly qualified professional with strong background in sales, sales management,
new business development and account management in the Pharmaceutical and Aviat
ion Industries. Recognized strengths include increasing productivity, team build
ing, motivating and managing employees, problem solving and succeeding where oth
ers have failed. Proven leadership and supervisory experience with the ability
to lead multiple projects/teams simultaneously while achieving and exceeding per
sonal sales targets. Extensive experience in all aspects of Sales Management Cy
cle including the development of high-performing teams and individuals. Persona
l traits: professional, practical reasoning, adaptability, focused, integrity an
d team builder.
COMPETENCIES
* Performance management * Customer needs assessment * Product demonstration
* Relationship management * Coaching sales skills * Follow-up
* Solution oriented * Staff and customer training * Leadership
* Negotiation * Analyzing market requirements * Consultative sales
* Mentoring * Account development * Budget management
PROFESSIONAL EXPERIENCE
GENENTECH, San Francisco, CA 2008-Present
A Worldwide Leader in the research, development and promotion of Pharmaceutical/
biotech products with over $35 billion in sales.
Medical Center Representative, Tampa, FL (2009 - present)
Promoted pharmaceutical/biotech products to 100 office based physicians and nume
rous hospitals throughout the Tampa Bay area.
* Sales Achievement Award 2010 award to the most accomplish representatives for
exceeding operational and sales objectives
* Rank 2nd within sales force in Southeast region.
GLAXOSMITHKLINE PHARMACEUTICALS, Philadelphia, PA 1995 - 2008
A Worldwide Leader in the research, development and promotion of Pharmaceutical
products with over $35 billion in sales.
Senior Executive Sales Consultant, Tampa, FL (2007 - 2009)
Promoted pharmaceutical products to 125+ office based physicians - both primary
care and specialists.
* Ranked 5th within sales force for the Florida region; exceeded company goal ex
pectations
* Exceeded goals by recommending and implementing sales strategies - immediate r
esults shown in all products
* Consecutively recommended and selected as new hire trainer for all incoming sa
les consultants
Senior Executive Therapeutic Sales Specialist, Tampa, FL (2003 - 2007)
Directed, managed and coached 10+sales consultants while establishing and mainta
ining sales relationships with specialty physicians, hospitals and pharmacies.
* Developed and implemented sales protocols relative to increasing performance s
ales goals in medical establishments
* Assisted in problem solving with complex sales conditions, managed customer co
ncerns with products and services
* Set challenging team goals and encouraged debate and discussion to improve sal
es methodology and customer contact
* Coached consultants to visualize the meaning of customer interaction and how
product value makes difference to patients
* Headed group selling functions during training; increased skill enhancement of
sales impact and interface with customer base
* Lead by example; held each member of the sales team accountable for their perf
ormance by setting obtainable parameters
o Selected for Emerging Leadership Development Program, Completed in 2006
o Earned Excellence Award for Top 3rd in the nation four consecutive years, by i
ncreasing market share, 2006
o Achieved Top 14% in Nation (37th Overall) for outstanding sale performance of
pharmaceutical products, 2006
o Earned Award for highest market share growth in region within the Heart Failur
e Market, 2005
o Earned Award for highest market share growth in region for the Benign Prostate
Hyperplasia Market, 2005
o Certified as Trainer and Facilitator for the training of new hires and Advance
d Specialty Consultants
o Established top-notch relationships with hospital administrators, doctors, pha
rmacy and support staff
o Developed and delivered sales presentations for hospital decision makers, phys
icians and medical students
o Positive reputation for Innovative Motivation and Challenging Techniques to te
am members in Advanced
o Accountability
GLAXOSMITHKLINE PHARMACEUTICALS, continued
Executive Sales Consultant, Tampa, FL (2000 - 2002)
Promoted pharmaceuticals products to 125+ office based physicians - both primary
care and specialists.
* Consistently ranked in top 20% of all sales force; exceeded company expectatio
ns and goals
* Promoted to Senior Executive for demonstration of outstanding performance and
leadership capabilities
* Hand selected by senior management as a Facilitator for Baycol National Launch
meeting
Senior Sales Consultant, Ft. Lauderdale, FL (1998 - 2000)
Promoted pharmaceutical products to 140+ office based physicians - both primary
care and specialist.
* Earned Sales Achievement Award for highest market share growth, anti-psychotic
marketplace for region
* Member of the 100% club; awarded multiple-times for exceeding company sales go
als expectations
* Received Excellence Achievement Award for finishing in the top ten 3 straight
years 2000

Sales Consultant, Ft Lauderdale, FL (1995 - 1998)

Promoted pharmaceutical products to 140+ office based physicians - both primary
care and specialist.
* Consistently ranked in top 20% of all sales force; exceeded company expectatio
ns and goals
* Earned Silver Tier Award in 1997 and 1998 for top 10% in sales force
HOOVER INDUSTRIES, Miami, FL 1993 - 1995
Manufacture and repair of aviation products from life rafts and life vest to uph
olstery products for the International and National airline industry
National Sales Representative
Developed new business and negotiated sales as sole United States sales represen
tative to airline clients
* Managed multimillion dollar accounts and reported directly to Board of Directo
rs
* Increased sales of national and regional key accounts by 18% in 8 months
AIRCRAFT INTERIOR DESIGN, Miami, FL 1990 - 1993
Manufacture and refurbish aircraft interior products for all domestic airline in
dustry
Quality Control Manager (1992 - 1993)
* Oversaw quality assurance department and proper inspection to all Federal Avia
tion Regulations
Project Manager (1991 - 1992)
* Managed material engineering, procurement, and delivery for aviation manufactu
ring projects
Marketing & Sales Manager (1990 - 1991)
* Recognized for developing new business in previously untouched markets with re
gional and national airlines
MILITARY EXPERIENCE
UNITED STATES AIR FORCE, Holloman AFB, New Mexico 1984 - 1990
Technical Manager, Aviation Installation and Reconfiguration, Jet Propulsion Eng
ine Systems
* Earned Air Force Achievement Medal for quality of performance
EDUCATION
Master of Industrial Engineering, University of South Florida, Tampa, FL (2012)
Bachelor of Science, Human Resource Management, Park College, Parkville, MO
Associate of Science, Jet Engine Power Plant Technology, Community College of th
e Air Force