Sales Manager
Resume:
Kevin R. Brown
O'Fallon, Missouri 63368
314-***-**** . abh7pd@r.postjobfree.com
Summary of Qualifications
Senior Pharmaceutical Sales Professional with a track record of success
that includes:
. 30+ new formulary wins as a Hospital Representative
. Significant promotions at 3 of 4 companies
. Winner/Co-Winner - 5/7 sales contests as a National Accounts Manager
(Integrated Health Networks, national responsibility)
. Perservered with Top-10% performance in new product launch v strongly
embedded incumbent
. Strongly contributed to #1 district-of-the-year performance
Professional Experience
Allergan 3/09 - 4/10
Senior Territory Manager
Responsible for driving sales with Opthalmologists/Optomotrists in a four-
state area including parts of Indiana, Illinois, Kentucky and Missouri.
. Increased ranking for underperforming territory from #90 to #58 for
Restasis (flagship product) in first six months
. #21/97 share rank change for Acuvail (3/10) from #81/97 Acular
attainment rank (10/09)
. #19/97 share rank change for Zymar (3/10) from #85/97 Zymar
attainment rank (10/09)
Sepracor - St. Louis, Missouri 6/04 - 2/09
Institutional Sales Specialist/15 Hospital Targets (2005 - 2009) *PROMOTION
Senior Pharmaceutical Sales Specialist (2004 - 2005)
Responsible for Central St. Louis territory and surronding rural areas,
including major teaching hospitals (ie. Barnes - Jewish, St. John's Mercy,
St. Louis University, etc.). Called on key Pulmonologists, Hospitalists, Intensivists, Pharmacists, Emergency Medicine physicians, etc. for
clinical buy-in as well as formulary / protocol adoption for Xopenex
(short-acting b-agonist) and Brovana (a new long-acting Bagonist) for COPD
/ Asthma.
. Eight Hospital formulary wins / stockings in 2008 for Brovana
. Formulary wins or stockings at six hospitals through July, 2008
. Increased Pulmonologists prescribing Brovana by 35% through June,
2008
. More than doubled my #1 hospital goal for Mid-year evaluation
(increased "pull-through" hospitals by over 100%)
. Ranked 14 / 64 President's Circle - 2007 (2/64 - Tri 1 ; 6/64 - Tri
3)
. Ranked #3 / 64 for market share growth (Decile 10 - highest) through
October . 2007
. Stocked 7 / 15 hospitals with Brovana in launch year 2007
. Developed two new speakers for Brovana (one is National from Barnes)
in 2007
. Regional leadership development demonstrated as "Regional Council"
and "X-Team" representative in 2007
. Won contests regarding growth of both Xopenex and Lunesta in Jan,
March, May, and June (06)
. Increased top-six accounts an average of 11% market share in first
year as ISS (05-06)
. Growth rank for 2005 - #14/ Decile 10 (First year as Senior PSS)
. Won "Within Your Reach" contests as a PSS in September, November and
December for growth of four to six Decile physicians (04)
Centocor/SCIOS - St. Louis, Missouri 1/99 - 1/04
National Account Executive (2002-2004) *PROMOTION
Responsible for new contract implementation, compliance at IHN corporate
level, pull-through sales at flagship hospital / cardiologist /department
head level, leading field representatives, partnering with over 12 District
Managers and three Regional Directors nationwide - Retavase, Reopro
Fragmin)
. Winner / Co-Winner 5 /7 Sales Contests in 2003 as NAE
. Increased product market share at several key IHN's including BJC,
SSM, SOM, Ascension Health in St. Louis, Health Enterprises
Cooperative in the Quad cities, IA area, and OSF in Central Illinois
(target of 15 IHN's)
. Won "Big Ticket" Sales Contest based on highest market share growth
per IHN (Integrated Health Network)
. Won "Run-Through-The-Warehouse" Sales Contest based on being ranked
#1 in growth of promoted products (Retavase) for 2003
. Won "Fast Start" Sales Contest based on IHN (Integrated Health
Network) growth by 300% v second place
. Co-Winner for both the "Top TNK & Top TNK II" Sales Contests by
achieving positive weekly growth v competition for Q1 & Q2
. Promoted from Senior Cardiovascular Representative in 12/02
. Excelled motivating / mentoring representatives to close new business
Senior Cardiovascular Representative(Ann Arbor, MI/St. Louis, MO) (1999 -
2002)
Responsible for driving Retavase/Reopro sales with invasive cardiologists,
emergency medicine physicians, Pharmacists, etc. in 15 target hospitals,
including nationally-ranked teaching Institutions like the University of
Michigan and Barnes as well as surronding rural areas in Detroit / St.
Louis.
. Special 10% salary increase based on Detroit performance for 1999 &
2000
. Gained formulary additions at 13 new accounts for Retavase, increased
units 384 / yr (40% increase) - Detroit market in 2000
. Increased market share for Retavase to 81% in AMI (Acute Myocardial
Infarction) - Detroit market in 2000
. 128% sales / quota in 1999 (first year at Centocor)
. # 1 District in the region in 2000 (I had highest market share in
District -won Jaguar for two years)
. Exceeded / Met 100% of Quota / Objectives for flagship products in
99, 00, 02
Bayer Corporation - Ann Arbor, MI 1/91 - 1/99
Hospital Account Executive (1997-1999) *PROMOTION
Responsible for driving sales of Cipro, AdalatCC, Precose and Trasylol in
teaching institutions as well as hospitals in rural areas.
. Full company transfer to Michigan from Mt. Vernon, IL with Promotion
in 1997 based on three "Exceeds" evaluations for 94, 95 and 96
. Ranked # 3 / 28 ("Super - Achiever) in 1998 (first year as a Hospital
Account Specialist at Bayer) - 1998
. Increased formulary adoption of flagship product (Cipro) from 0-3
hospitals in 10 months; resulting in a 196% quota attainment for
flagship product in 1997
. Exceeded 100% of Quota / Objectives for flagship products in 1993,
94, 95, 97, 98
. Representative of the Month" (May & September, 1998)
. Significantly involved in hiring and training of new representatives
. Excelled as Field Trainer at Phase I & II Sales Training (West Haven,
CT)
. Orchestrated Divisional Sales Meetings (Bayer)
. Moved up to #7 from #39 / 57 in first two years as PSR
AT&T - St. Louis, MO
1989 - 1991
. "Most improved player" (1990)
Education
Bachelor of Science/Business Administration
Bachelor of Science/Psychology
Southeast Missouri State University, Cape Girardeau, MO
Contact this candidate