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Company: Genentech's Gateway Ranger Division, Dallas Texas
Company Division/Group: Gateway Rangers Division
Company Description: Genentech started the biotechnology industry in 1976. Genentech has won numerous awards including Fortune's Best Place to Work in America for 2005 and #2 in 2006. The team sells a psoriasis medication to dermatologists. The division is based in Dallas, Texas with 9 representatives that cover 17 states. The team has won numerous first place awards the past 4 years.
Nomination Category: Best Individual Performance
Nomination Sub Category: Sales Representative of the Year
Nomination Title: Patria Rachel, Territory Manager, Genentech
How many people are in your organization's entire sales department?
approximately 1000
What were your organization's sales during the eligibility period? If this figure is confidential, simply enter "Confidential" in this space:
Approximately 104MM for Dermatology
Describe the nominee's top 3 accomplishments during the eligibility period (up to 100 words):
Pat has over 22% more volume sold than the #2 rep in terms of product shipped
in '07. In spite of this, she has been in the top 3 three out of four years of
our existence in % to quota attained. She is the ONLY representative in our
franchise that has ever garnered Sales Consistency Award as being in the top
15% 3 years in a row.
Pat has twice led the franchise in # of prescriptions, vials shipped 4 years
and was our first Rep of the Year and Sales Consistency winner.
She currently is 120% to plan (with the largest volume) for the year through
3rd quarter. She has been over 120% to plan for 3 of 4 years.
List the nominee's top 3 lessons learned during the eligibility period (up to 100 words):
The best way to get a physician to prescribe your drug is to first get them to
believe in you. I must first believe in myself, my product and what it
represents before I can make others believe in it.
The best way to establish a strong rapport & partnerships changes with each
physician. The best sales people astute about which approach to use and knows
that regardless of style, it must begin with the HEART.
One is never too old to learn new skills and unless one learns something beyond
what he has already mastered he will never grow – i.e. new sales strategies,
new products, etc.
Briefly describe the qualities that distinguish the nominee from other Sales Representatives (up to 100 words):
Pat is the most mission-oriented, passionate and partnership building
representative my boss and I have ever met. She turns most of her customers
into advocates. She does this by communicating vision and purpose. This in
light of her territory being in mostly poor states. They all want Pat to do
well!
Provide a brief biography of the nominee (up to 100 words):
Pat is the most fearless representative I ever met. She is from the
Philippines. Her tag line is “I’m just a girl from a fishing village who use
to ride water buffalo”. She brought over several brothers and sisters to
America and helped them to get educated.
After getting a pharmaceutical job, she went to nursing school so she could
become a better rep in addition to having a family. She does medical missions
to the Philippines and gives away sizable portions of her bonuses to provide
for those in need, especially back home.
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