Sales Management
Resume:
David T. Kesner
*** ********* ***** ****, **** **807
Email abh2wj@r.postjobfree.com
KEY STRENGTHS:
Proven sales leadership and documented selling skills
Excellent long-term relationships with physicians
Comprehensive knowledge of the local healthcare environment
Hospital and multi-specialty experience
Top performer with consistent professional advancement
OBJECTIVE: Seeking a position that will utilize my skills and past
experience to benefit the patient, organization and enable
further professional development.
PROFESSIONAL EXPERIENCE:
9/05-Current Takeda Pharmaceuticals America. Professional Sales
Representative, Oh
. T-Rxpert: District computer champion.
. Regional Advisory Board Member.
. District Trainer: Led training of new and tenured sales
representatives: sales skills, computer, business acumen,
clinical knowledge, managed care and sales strategy.
. Diabetes Specialist-Primary focus on Cardiology,
Endocrinology, GI, FP and IM.
. Hospital Sales Rep-Responsible for eight community hospitals.
. Four time quarterly winner for "Take the Lead, Keep the Lead"
sales contest.
. National Sales Award Winner, "Cresset Guild"
. Regional Achievement Award.
3/05-9/05 OsteoSolutions-Stryker Orthopedics, Orthopedic Representative
Lima, OH
. Contract Orthopedic/Surgical Representative.
. Reconstructive Surgery Sales of the Knee, Hip and Shoulder.
. Trauma related products: IM nails, Compression Hip Screws,
ORIF, and External Fixation.
. Sports Medicine Products.
. Contract ended.
8/02-3/05 Merck & Co., Osteoporosis Specialty Representative N.W. Ohio
. Primary object is to generate sales within the Osteoporosis
market with a focus on the Rheumatology. Ob-Gyn and
Endocrinology specialties. Responsibilities include
development of key thought leaders, develop and maintaining
customer relations, penetrating competitive accounts and
development of key densitometry accounts.
. Managed Care point person: worked with management/managed
care team to market to key managed care accounts. Key point
person for Paramount.
Results: preferred position, competitive advantage and market
share growth for Fosamax.
. Award of excellence 2003, 2004, 2005.
Merck & Co., Professional Sales RepresentativeII Hospital Rep.
N.W. Ohio
. Responsible for the promotion and sales of Vioxx/Fosamax to
Orthopedic Surgeons, Rheumatologists and Pain Management
physicians in the Northwest Ohio territory. Responsibilities
included speaker development and training, and coordination
of medical forums and scientific programs.
. Fosamax/Vioxx Point Rep. Marketed products including
medications for Pain/Inflammation, Osteoporosis and
Cholesterol to Primary Care, Internal Medicine, Cardiology,
Ob-Gyn, Rheumatology, Oncology, Neurology, Podiatry and
Pharmacies.
. Responsible for activities directed to Physicians, Nurses,
Pharmacists, Hospitals, Pharmacies and any other person
within the territory that can positively influence demand for
products and ensure formulary approval.
. Hospital Contracting and pull-through selling with eight
hospitals.
. Point Representative for VIP (hospital contract
negotiation/pricing).
. Point Representative for Aetna Pull-through initiative.
1/99-8/02 Purdue Pharma Professional Sales Representative-Hospital, N.W.
Ohio
. Hospital Sales Rep.-Responsible for twelve hospitals.
. Extensive Institutional Selling. Hospital, Long Term and
Hospice Programs.
. Primary objective is to generate sales of OxyContin, Uniphyl
and Senokot within an assigned territory to all Pain
Management, Oncology, Surgery, Physical Medicine,
Rheumatology, Primary Care, Internal Medicine, Respiratory
and Hospital Specialties.
. Successfully networked with Hospital Physicians, Pharmacists
and other Health Professionals to allow the addition of
Oxycontin, Senokot and Uniphyl to standing orders. This
allowed for the pull-through of significant sales growth.
. Demonstrated the ability to work collaboratively with
physicians, healthcare professionals and peers.
. District Field Trainer 2000.
6/97-1/99 Astra Pharmaceuticals. Pharmaceutical Specialist: Respiratory,
Cardiovascular and Anesthesiology
. Actively market Astra Pharmaceutical products and services to
customers located within an assigned territory.
. Develop effective and efficient targeting and territory
management.
. Demonstrate the ability to work collaboratively with
physicians, healthcare professionals and peers.
. Ability to learn scientific medical terminology and apply
them in a selling environment.
. Extensive relationship building and strategic partnering.
. Market Astra Products to hospitals, physician offices,
clinics, pharmacies and other health care centers.
. Skilled in Windows based PC, territory management, time
management and various training programs.
. "Quota Buster"-Received National Recognition: Top 45
representatives in the country.
12/94-6/97 Automatic Data Processing-ADP: District Manager, Employer
Services Columbus, OH 43231
EDUCATION:
2009 Mount Vernon Nazarene University, Mount Vernon, Ohio
Masters of Business Administration. (MBA)
1994 Franklin University, Columbus Ohio
Bachelor of Science, (BS Marketing)
Special Training: Merck & Co. Pre-Management Training. Merck &
Co. I, II, III. Purdue-Phase I, II, III Training. Tufts Omnibus
Medical Training. I Speak Your Language, Social Savvy.
Continuing Education-CMR Institute. SPIN Sales Training, ADP
and Astra.
Microsoft Applications, Siebel Territory Data Base Management &
Gelco Expense Reporting Systems.
Additional Experience: Lima Technical College Adjunct
Instructor/Management and Marketing Program.
Contact this candidate