James D.

Shirilla
Medical & Biotech Sales Leader

(740) 881-4931 * home : (614) 561-3830 * cell : jsa4aa44@westpost.net

4568 Hickory Rock Drive : Powell, Ohio 43065
President's Club * Sales Excellence Awards * Top 5% Nationally
Top sales performer with a documented record of success outselling quotas, doubl
ing territories, securing key health system clients, and marketing equipment and
drugs in diverse hospital and clinic settings and specialties. Consistently ran
k in the top 5% of the sales force, produce unmatched results-leading to multipl
e 1st place rankings-and cultivate sustainable and consultative relationships wi
th clients. Possess extensive experience in the Oncology market, working with ke
y hospital clients including OhioHealth, OSUMC, and Cincinnati and Columbus Chil
dren's Hospitals.
Core strengths also include:
* National Product & Pilot Program Teams
* Clinical & Consultative Selling
* Technology Integration * Startup Operations & New Product Launch
* Team Training & Mentorship
* Sales Force Automation
Professional Experience
Genentech, Inc., Columbus & Dayton, Ohio : 2001-present
Senior Clinical Specialist (2004-present); Clinical Specialist (2001-2004)
Ranked #1 in the division, #2 in the region, and #7 in the country in '09 (out o
f 130) for this biotech pioneer-President's Club-level performance-and received
the 2009 Portfolio Excellence honor for driving 100%+ of goals in all product li
nes. Market thrombolytic disease management products- Integrilin, Activase (TPA)
, TNKase, Cathflo-working on a clinical and consultative level with cardiologist
s, neurologists, ed physicians, interventional radiologists, vascular specialist
s, oncologists, pulmonologists, nurses, and other education, ICU, SICU, pharmacy
, and hospital representatives. Team with new representatives to mentor on inter
nal proprietary processes and best practices, managing troubled accounts, and ma
ximizing target account potential. Develop and implement workshops at the divisi
on and regional levels and create marketing tools and sales materials to facilit
ate key account entry.
* Captured record-setting percent to plan, achieving and surpassing goals for 7
of 8 years (113% of goal in '09), and only falling 2% short in '04 due to 28 of
35 hospital clients transitioning to in-house, full-time cath labs. Drove double
-digit year-over-year product increases: 137% over LY '06 and 178% over LY in '0
7 for Cathflo.
* Achieved Sales Excellence 3 times in 3 different territories, demonstrating th
e ability to transfer actions and results into any region despite its unique cha
llenges. Member of the Region of the Year in '05 and '06.
* Promoted to Senior Clinical Specialist and assumed training, mentorship, and c
ommittee-related accountabilities; voted Division Rep of the Year by peers in th
e same year.
* Served as a member of National Product Teams for stroke, pulmonary embolism, o
ncology, and technology initiatives involving taking ideas from concept to fruit
ion and orchestrating product rollout programs.
- National Stroke & Pulmonary Embolism Team: Learned call patterns, defined sale
s strategies, and shared information vital to the success of a newly launched or
rebranded product. Served as the 'go-to' person for all team members and consul
ted specifically on managed care, reimbursement, and contracts.
- National IT Product Team: Contributed greatly during three years on the team,
assisting in the selection, testing, and rollout of technology platforms and app
lications to increase efficiencies enterprise-wide.
- National Oncology Pilot Program: Secured key competitive wins including OSU's
James Oncology Hospital and its related clinics, driving a 500-vial increase in
Cathflo over the previous period. Coordinated speaker programs, managing a $30K+
budget used to secure SME presenters and host in-demand events.
* Spearheaded new product launches and re-launches including managing training,
facilitating conference calls, distributing educational materials, and serving a
s the point person for the discussion on reimbursement.

James D. Shirilla, 2
(740) 881-4931 * home : (614) 561-3830 * cell : jsa4aa44@westpost.net

Medex Inc., A Furon Company, Columbus, Dayton, & Lima, Ohio : 1998-2001
Account Manager
Achieved major success in key account acquisition and conversion, transitioning
OSU Medical System; OhioHealth; and Cincinnati, Dayton, and Columbus Children's
Hospitals to Medex products, resulting in million-dollar-plus sales and a #1 ran
king. Presented PIC and CVC catheters, ports, syringe and large-volume infusion
pumps, and disposable medical products to hospital, clinic, and home healthcare
settings. Implemented contracts with hospital systems on a regional and national
basis, focusing on oncology, hematology, and critical care markets.
* Received Sales Achievement Awards for 3 consecutive years based on the consist
ent ability to surpass objectives (100%+ of goals), convert key accounts, and le
verage relationships to secure new business. Top Sales Closer in '00, ranking 1s
t out of 55 account managers.
* Demonstrated unyielding determination and dedication, despite experiencing a l
ife-threatening accident-was on the patio at the time of the Lonz Winery terrace
collapse that killed one person on a July 4th weekend in Put-in-Bay- never lett
ing rehabilitation interfere with client servicing and achieving sales goals.
Laerdal Medical Corporation, A Hewlett-Packard Company, Ohio, West Virginia, & M
ichigan : 1996-1998
Account Manager
Secured strong sales results averaging 111% of quota for 3 years, in part fueled
by strong professional alliances, client relationships, and the ability to win
key accounts such as OSU and other Central Ohio hospitals. Sold services and sys
tem solutions for advanced life support with a training and education focus to p
hysicians and nursing professionals.
* Delivered testimony on the Ohio State House floor to facilitate the passing of
the AED bill into law.
Medtronic/PS Medical, Columbus, Dayton, Lima, & Cleveland, Ohio : 1995-1996
Account Manager
Delivered 105% of goal while marketing implantable devices for vascular and intr
aspinal access, specifically for drug delivery for chemotherapeutic agents and p
ain management from ports and catheters.
* Presented new surgical oncology therapy protocols and new technologies to nati
onal sales training classes; trained in Xerox PSS Selling School for Advanced St
rategic Selling.
Respironics Inc., Ohio & Kentucky : 1993-1995
Account Manager
Played a key role in bringing sleep apnea products to market for the trend-setti
ng organization, working with distributors in 2 states to increase awareness, se
cure physician support, and overcome reimbursement roadblocks.
* Grew territory 50% in year 1 and 72% in year 2, ranking in the top 5% of the e
ntire sales force, receiving President's Club honors, and placing #2 in the worl
d out of 95 account managers in '94.
MEDIQ/PRN Life Support Services, Columbus & Cincinnati, Ohio : 1990-1993
Sales Manager
Recruited, trained, and oversaw the performance of 8 team members located in 2 b
ranches, while holding team-based and individual accountability for driving reve
nue results.
* Managed the #1- and #2-ranked branches in the region-doubling revenue in less
than 2 years-and personally placed in the top 5% of the sales force.
Education & Affiliations
BA in Economics, Minor in English : The Ohio State University, Columbus, Ohio
: 1990
Professional Affiliations: Oncology Nurses Society (ONS) & Infusion Nurses Socie
ty (INS)