Sales Representative
Resume:
SANDRA GILMORE KERN
Rocklin, CA 95677
******.*******@*********.***
PROFESSIONAL EXPERIENCE
DAIICHI SANKYO 06/08-present
Hospital and Office Based Cardiovascular Sales Specialist
Cardiovascular territory consists of a physician universe of 130 (focused primarily on interventional and
clinical cardiologist), 6 hospitals (9 years of critical care sales experience), and retail pharmacies in a large
geographical area of Northern California. Responsible for product launch, sales, and marketing activities for
a new oral anti-platelet, Effient, accomplished through targeted sales calls, lunch and learns, hospital
inservicing (in critical care areas, cath lab, and emergency department), speaker programs, round table
discussions, and key thought leader development. Design and execution of business plans for individual
hospital accounts and cardiology targets. In addition, marketing of two anti-hypertensive agents, Benicar
and Azor. Multiple sales award achievement inclusive of product launch contest winner.
GLAXOSMITHKLINE 07/06-03/08
Executive Medical Group Account Sales Specialist
Established relationships with targeted major medical groups and their key physicians through inservices,
roundtable discussions, speaker programs, routine office visits with physicians, and appointments with key
corporate administrative personnel. Developed and implemented a plan focused on each major medical group
to increase access and product pull through by outlining tactics, activities, and resources. Presented and
demonstrated a disease management program to medical group administration and their case management
team. Positively impacted sales in a managed care dominated territory by developing and delivering
informative sales presentations based on customer needs. Established strong awareness of new product
information in no access or limited access medical group practices. Worked with clinical pharmacists to
create awareness of new product information in a timely manner to insure prescriptions were filled according
to physicians’ requests and to ward off intrusion from the competition. Worked closely with internal
stakeholders. Responsible for selling Advair, Imitrex, WellbutrinXL, Valtrex, Veramyst, and Vesicare to both
primary care and specialists. Multiple award winner for sales excellence and quota attainment.
GLAXOSMITHKLINE 09/02-07/06
Senior Sales Representative
Responsible for selling Valtrex, Imitrex, WellbutrinXL and Boniva to primary care physicians, internists,
dermatologists, and OB/GYNS. Utilized customer-focused selling techniques to grow product portfolio
market share and product volume. Educated physicians, mid-levels, and staff on disease state, formulary
coverage, and product updates. Created access to offices by utilizing value-added resources and conducting
lunch and learns. Established rapport and built strong relationships to facilitate and maintain access for an
optimal selling environment. Active role in speaker and thought leader development. Scheduled and
implemented speaker programs. Active participation in territory selling team for effective communication
and successful territory management.
- 2005 Winner’s Circle Award - for outstanding total sales portfolio performance
- Finished Summer Quarter 2005 as #1 for Valtrex % Volume Change
- Finished Fall Quarter 2004 as #1 for Valtrex % Volume Change
- Finished Spring Quarter 2004 as #1 for Valtrex % Volume Change
- 3 Bronze Spirit Awards 2004
- Most Valuable Team 2003
- Avodart KOL Development Spirit Award 2003
- UC Davis Residents coverage Spirit Award 2003
- 2 Gotcha Awards for Above and Beyond performance 2003 and 2004
PDI for ASTRA ZENECA PHARMACEUTICALS 11/99-09/02
Pharmaceutical Sales Specialist
Responsible for selling Nexium and Atacand to primary care physicians, internists, gastroenterologists,
cardiologists, and mid-levels. Percent to plan achievement 129% for Nexium and 142% for Atacand.
Coordination of sales activities with territory cylinder to assure target physician coverage, review territory
sales trends, managed care issues, and updates on competitive activity. Schedule and implement medical
education programs. Preparation and presentation of state of the territory report and business plan to district
management team. Participation in management training program. Multiple award winner for sales
excellence.
RHONE POULENC RORER 11/97-03/99
Advanced Therapeutics Specialist – Hospital Sales
Hospital sales responsibility for Lovenox, an antithrombotic subcutaneous injectable agent. Sole
responsibility for a territory that consisted of 10 key hospitals, including teaching institutions, in a large
geographical area producing over $1 million annually. Quota attainment of 118%. A great deal of focus was
on inservicing all areas of hospitals where Lovenox was used, planning and implementing speaker programs,
and establishing relationships with physician thought leaders.
BRISTOL-MYERS SQUIBB 11/95-11/97
Cardiovascular/Diabetes Territory Business Manager
Chico territory pod leader. Point person for implementation of all territory medical education programs and
development of business plan. Sole responsibility for development of opinion leader relationships with
cardiologists. Strong knowledge base of managed care impact while accomplished in successful pull through
activities. Selling responsibility for Glucophage, Pravachol, and Monopril. Multiple award winner for sales
excellence. #1 national team in 1996 for Glucophage.
SUN RIDGE HOSPITAL 05/95-11/95
Business Development Account Manager
Responsible for marketing and selling all services of hospital, inpatient and outpatient treatment programs to
physicians, mental health professionals, employers, managed care companies, and the community. Increase
of over 100% in hospital census was a direct result of the solid and trusting relationships developed from past
experience with physicians in the community. Analysis of current market needs. Facilitator of clear
communication and continuity of care between hospital psychiatrists and physicians in the medical
community. Preparation and presentation of hospital discharge files. Answer and process hospital admits and
crisis calls.
WYETH AYERST LABORATORIES 05/94-01/95
Territory Representative
Quickly demonstrated effective sales techniques, territory management, and organizational skills.
Implemented sales programs to achieve established sales goals and objectives. Responsible for co-marketing
of products with five other territory representatives. Responsible for analysis of current market conditions,
trends in dollar volume, and managed care influence.
SANOFI WINTHROP PHARMACEUTICALS 12/88-01/94
Regional Sales Specialist (1992) Professional Sales Representative (1989)
Senior Professional Sales Representative (1991) Associate Professional Sales Representative (1988)
Responsible for managing a diverse territory of multiple specialties which consisted of both hospital and
office sales. Generated an overall five year increase of 18%. Solid foundation of achievement in establishing
and expanding hospital sales in radiology, cardiac cath lab, cardiovascular surgery, and pharmacy accounts.
Regional Trainer with responsibility for training new representatives on high performance techniques in
salesmanship, product knowledge, and territory management. Worked with national, regional, and division
management in developing and conducting training workshops. Appointed to be a Regional Product
Specialist. Actively participated in designing national marketing plans and materials, assessing and
identifying customer needs, and presenting my ideas to an audience of upper level sales management.
Exercised initiative to create detailed medical education materials that were implemented nationwide.
Developed and implemented comprehensive inservice programs for physicians and nurses in a variety of
therapeutic areas. Honored as an Ambassador for the company to the Third World Congress on
Endometriosis in Brussels, Belgium. Enrolled in Career Development program designed to prepare
individuals for product and sales management.
- President’s Award – 127% quota attainment – 1990
- Twelve-time Star Achiever Award for sales excellence
- National Sales Star Award winner as the number two division in the nation in 1989 and 1991
- Ranked in top 5-10% of the national sales force with 105% five year quota attainment
.
EDUCATION
Bachelor of Arts, Health and Community Services/Health Science
Option: Health Education
California State University, Chico – 12/86
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