Sales Manager

Lance Koester

**** ****** ***, #***, *** Diego, CA 92117. 612-***-****.

************@*****.***

Professional Summary

South Dakota farm kid work ethic, blended with the following professional

experience:

Medical Products Sales - Disposable Medical products sold Sterile and Non-

sterile through Procedural Tray Companies or through Medical Supplies

Distributor. Call Points: Cath Labs, Interventional Radiology, Transplant,

Ophthalmic, Ortho, Operating Room, Labor and Delivery and Independent

Surgery Centers.

Pharmaceutical Sales - Hospital Based. Sold and marketed products into

Transplant, Internal Medicine, Neurology, Psychiatry, Cardiology, OB/GYN,

and GI specialties.

Veterinary Health Product Sales - Wholesale distributor representative

selling vaccines, biologics, medical equipment and testing products into

OTC and Ethical Animal Health Points of Sale.

Professional Experience

2010 - Present Territory Account Manager Eurand Inc.

Re-launched product into marketplace and increased Sales to $44,588/weekly

from $174/year total after my Plan of Action was implemented.

Work with Pediatric Pulmonologists, Pediatric Gastroenterologists and

Transplant Team in giving tools and gaining control over Cystic Fibrosis

Disease state, enabling patients to have better quality of life.

Sold and educated Respiratory Therapists on Medical Device/Nebulizer use,

Physicians and Registered Dieticians on Coefficient of Fat Absorption

Efficacy, Social Workers on product/patient reimbursement, Patients on

symptom relief and Specialty Pharmacy Distributors on delivery of products.

2008-2010 Regional Manager, Territory Account Manager Medical Concepts

Development

I closed over $280,000 at Vanderbilt Hospital, UNC, USC, Duke, Atlanta VA,

TN-VA, Grady Memorial, St Joseph's Hospital, Emory Hospital, and Loma Linda

Medical Center among many other VA's, Private institutions and teaching

hospitals across the East Coast and West Coast. For example:

Targeted, cold called and sold new Radial Cath procedural sheet into

Atlanta, GA VA = $17,000.

Targeted, cold called, designed and sold new Pacemaker sheet to Oceanside,

CA Tri City Medical Center = $28,000.

Targeted, cold called and sold new Angiography sheet to Broward Health

System, Florida = $19,900.

Targeted, cold called and sold new Epidural Procedure sheet to Vanderbilt

Hospital, Nashville, TN = $22,000.

Increased surgical/procedural drapes sales volume every month with internal

and external cooperation through creation of Distributor (ex. Cardinal,

O&M, McKesson) network and partnering with Custom Procedure Tray companies

(ex. Cardinal-Presource, Avid, PHS, DeRoyal).

Supervision and responsibility of direction of 3 Territory Account Managers

and 3 Product Specialists at regional level sales, engaged in the marketing

of medical products, including traveling and interfacing with customers on-

site across 26 states. Ownership of accounts not covered directly by

Territory Account Managers.

Cold called into specialty departments; sold product and shepherded the

sale through to Dept head, Purchasing, Materials Management, Various

Utilization Committees, Sterile Products Distribution, Prime Vendor

Distributor (ex. PHS, Cardinal, McKesson, O & M) or Procedural Tray Company

(ex. PHS, Cardinal Pre-source, Avid).

2001-2008 Executive Sales Representative,

GlaxoSmithKline

Diamond Award Winner's Circle. Distinguished Performance Award for highest

TRx growth in Midwest Region.

First Place achievement award for product Total Market Share.

First Place achievement award for product Market Share Change.

Second Place achievement award for product Market Share Change.

Gold Level Award for Innovation and Performance.

Silver Level Award for product's NRx Total.

Silver Level Award for sales goals exceeded.

Bronze Level Award for sales goals exceeded (Back to back years).

Leveraged relationships with Key Opinion Leaders to add new products to

major formularies in territory. Increased New Rx Market Share growth 100%

for 4 straight quarters.

1999-2001 Sales Specialist, FARO Pharmaceuticals

Achieved top 15% (4th, 7th, 6th and 6th) in sales rankings every year.

Challenged Medical Doctors to defend prescribing authority (DAW).

Increased total prescriptions and regained 10% market share from generic

competition.

Pursued and established client accounts by cold calling and company

representation in opening territories across Minnesota, Iowa, North and

South Dakota. Reclaimed and grew market share by 15%.

Cooperated and helped create marketing/sales plans for emerging

pharmaceutical company in Transplant, Cardiology, Nephrology, Neurology and

Internal Medicine specialties.

1993-1997 Branch Manager, Distributor Sales Rep IVESCO/Iowa

Veterinary Supply

Knowledge of over 5,000 pharmaceuticals, biologicals and medical equipment

with their respective benefits, features, advantages and costs.

Pursued and maintained client accounts by cold calling and company

representation in opening new territories in Missouri and Texas. Created

and secured $5 million and $10 million dollar accounts.

Planned and prepared product launch into Over The Counter and Prescription

marketplace. Increased sales by 10% annually by adding screening

distribution channels.

Education

1992 B.S., Animal Science and Microbiology (Pre-Veterinary Medicine)

South Dakota State University

Hobbies/Interests

Created Animal Health Pet product and sold over $1 million dollars of

product direct to Target stores across country.

Created High-End Wrought Iron Furniture Company and sold products through-

out Midwest, Southwest and West Coast through retailers and distributors.

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