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Sales Manager

Location:
Los Angeles, CA
Posted:
February 08, 2016

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Resume:

Edward McKernan

**** *** ***** ****, *******, CO 80302 720-***-**** actgad@r.postjobfree.com

Director of Sales

Revenue Growth / Sales Leadership / Change Management / Strategic Planning / Top Producer

New Product Launch / Account Management / Award Winner / P&L / Talent Management

Accomplished sales leader with an exceptionally strong track record in increasing revenues and exceeding sales quotas for top firms including Purdue Pharma, Merck & Co. and Abbott Laboratories. Proven leader with skills in creating success cultures, developing high performance teams and overachieving sales goals through a sustained focus on team building, process improvement and excellence. Multiple President’s Club award winner (top 10%). Can contribute by:

Planning and implementing strategic growth initiatives

Leveraging innovation and change to build competitive advantage

Recruiting, training and leading top performing sales teams

A high-energy, creative problem-solver. Manage teams by creating a positive working environment setting individual & team goals and rewarding excellence. Received a BA degree in Biological Sciences from Southern Illinois University. Substantial additional professional leadership training. Certified Challenger Master Trainer.

Career History & Accomplishments

Regional Sales Director, Purdue Pharma LP, 2010-2015. $2B pharmaceutical manufacturer. Managed seven first line sales managers and 60+ sales representatives. Responsible for meeting sales quotas, recruiting and training. Many contributions in increasing revenues and building highly professional team. Company reorganized & downsized. Among key accomplishments:

Built startup sales region during expansion to #2 in the US. Purdue was creating a new sales region based in Colorado. Personally recruited and hired 80% of District Sales Managers and 60% of Sales Reps. Within three years, region was ranked 4th of nine regions. By its fifth year, the region achieved #2 ranking nationally.

Played leadership role in corporate sales change initiative. Selected to be Change Agent Leader for implementation of sweeping changes to the Purdue sales organization. Put together team comprised of 30 Sales Reps and nine District Managers, proposing compensation changes and redefining national sales award program.

Led development of Excellence In Action sales recognition program. Purdue lacked vehicle for recognizing contributions outside of sales results. Spearheaded project to design and launch comprehensive new awards and recognition program for all sales team contributors. Successful program was quickly expanded companywide. Recently nominated for 3 industry awards!

Senior District Manager, Purdue Pharma LP, 2003-2010. First line manager supervising 11 Sales Representatives. Two-time President’s Club winner, named National and Regional District Manager of the Year. Contributions include:

Engineered “last-to-first” turnaround of sales district. Asked to takeover struggling sales district in Michigan. Took quick action to recruit new talent, create a more positive sales culture and build a strong sales momentum. District climbed steadily from last place to top 50% ultimately, claiming #1 district in the nation.

Identified and coached future Sales Management talent. Company lacked well-prepared candidates for future management assignments. Evaluated existing district talent and created coaching scenarios to aid in their personal and professional development. Successfully developed and nominated three representatives for District Manager roles.

Creative analytics delivers #1 national sales ranking. Pain analgesic, OxyContin, had been added to AARP Medicare Part D formulary. Developed a sales call model for hard-to-identify patients as an ESI percentage. Team took over #1 ranking in US for OxyContin growth in AARP.

Edward McKernan … Page 2

Career History & Accomplishments (cont’d)

Professional Sales Representative, Purdue Pharma LP, 2000-2003. Appointed District Field Trainer for 2002 & 2003. Two-time President’s Club winner and twice District Representative of the Year. Awarded President’s Circle in 2003. Among accomplishments:

Turned “bottom 10%” territory around to win National Sales Award. Took over poorly-performing sales territory comprised of both academic and community setting. Prioritized customers by potentials and set quarterly, monthly and daily goals. Consistently surpassed sales quotas to win two annual National Sales Awards for Top 10% performance.

Respiratory Specialist & Professional Pharmaceutical Representative, Merck & Co., 1997-2000. Developed KOLs in Northern CA and managed District asthma portfolio. In sales, specialized in respiratory market. Among major accomplishments:

Developed simplified messaging and training for Merck sales team. Northern California sales for Singulair, an asthma medication were flat. Discovered sales team lacked an understanding of the science involved and needed coaching on effective messaging. With improved training, sales team finished at 100+% of plan.

Earlier: Employed as Professional Sales Representative, Direct Marketing Representative and Toxicology Technician for Abbott Laboratories at the start of career, 1993-1997.

Education: Received a Bachelor of Arts degree in Biological Sciences from Southern Illinois and have completed substantial additional professional training in sales, sales management and technical subjects. Also, am a Certified Challenger Sale Master Trainer.

Awards: Recipient of six national sales awards from Purdue Pharma including National District Manager of the Year in 2010 and Regional District Manager of the Year in 2009 along with five President’s Club awards for his contributions.

Technical: Substantial coaching and sales experience in the following disease states; pain management, anti-infective, insomnia, osteoporosis, cardiovascular, gastroenterology, and urology.

References: A list of well-informed personal and professional references can be made available to interested parties.



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