Sales Manager

Sarah J. Geddes

***** ********** ****

Laguna Hills, CA 92653

805-***-**** ***********@*******.***

SUMMARY

Confident, results-oriented pharmaceutical District Sales / Training

Manager with proven success across various medical specialties. Outcome-

driven coach who applies extensive industry knowledge and motivational

techniques to increase sales in Southern California market. Launched 4

products and maintained business with multiple line extensions, while

growing at or above regional and national product average. Effective

trainer with documented ability to advance sales skills in new

representatives. Provides exceptional customer service.

WORK EXPERIENCE

XANODYNE PHARMACEUTICALS, Newport, KY 2009 - 2010

Los Angeles District Sales Manager

Managed 9 representatives in Southern California in launching Zipsor to

Pain Management, Orthopedic Surgeons, and Primary Care Physicians.

Communicated with training department to create levels program and shared

training company contacts.

. Achieved 206% growth from first 4 weeks to final 4 weeks by utilizing

target account selling, solution selling and consultative sales

techniques.

. Trended at or above nation in 4 week growth 64% of time, and at or above

region 55% of time with smaller team by motivating representatives to

develop relationships with influential physicians.

. Administered and managed budgets for dinner and lunch speaker programs to

promote Zipsor and train doctors on unique drug properties.

. Maintained on target to meet 90% of Q3 2010 quota by strategically

hunting and growing potential physicians.

. Presented effective probing lesson at Zipsor launch meeting to increase

effectiveness of sales calls.

INVENTIV HEALTH / ENDO PHARMACEUTICALS, Somerset, NJ 2008 - 2009

San Diego District Sales Manager

Managed 8 sales representatives in launching Voltaren Gel and co-promoting

Lidoderm in San Diego for Endo Pharmaceuticals.

. Achieved ranking of 1st team for 16 week growth in Q1 09 for Lidoderm ,

and 1st for national goal attainment at 104% by motivating sales team to

focus on sales growth and targeted physicians.

. Rated 1st team for 16 week growth in Q1 09 Voltaren Gel, and 11th for

national goal attainment at 73% by setting SMART goals for which entire

team was held accountable.

BIOGLAN PHARMACEUTICALS / DOAK DERMATOLOGICS / PHARMADERM, 2003 - 2008

Florham Park, NJ

National Sales Training Manager 2007 - 2008

Managed and developed 13 district trainers on professional management

skills. Coordinated merger between Doak Dermatologics and Nycomed USA

(PharmaDerm Division). Served as West Regional Sales Training Manager and

increased responsibilities until managed national training department.

Educated 60 representatives on company products and selling skills at 6

initial representative training (IRT) classes. Executed district manager

coaching technique and sales analysis training. Attended Society of

Pharmaceutical and Biotech Trainers Meeting May 2006 and June 2007 for

management training.

. Directed district trainers and training department to effectively merge

Doak Dermatologics and PharmaDerm by working effectively with Sales Force

Automation vendor, executive management, and marketing.

. Trained and motivated low performing and new sales representatives in

field setting to increase revenues through more effective sales skills.

. Coordinated and executed plan of action (POA) meetings with executive

sales management and marketing, and created and updated training

materials to remain current with industry changes.

Sarah J. Geddes Page Two

BIOGLAN PHARMACEUTICALS / DOAK DERMATOLOGICS / PHARMADERM (Continued)

Southern California District Manager (concurrent position) 2006 - 2007

Managed 8 representatives in Southern California promoting dermatology and

podiatry products to specialty physicians.

. Increased sales of Rosula NS 29%, Adoxa 18%, Solaraze Gel 17% by

focusing on product knowledge, sales studies and selling with product

insert.

. Successfully launched Kerol Redi-Cloths - Kerol line extension - by

applying customer relationship management techniques to develop and

maintain new business relationships.

. Achieved certification in Predictive Index (personality exam) to assist

in hiring effective sales representatives.

West Regional Sales Training Manager (concurrent position) 2006 - 2007

Managed 7 district trainers for West Region. Trained 20 representatives by

executing 2 IRT classes while managing San Diego Sales Team.

. Developed training materials for effective launch of Veregen in

conjunction with marketing, and medical research departments.

District Trainer 2005 - 2006

"Manager in Training" program utilizing district trainers to coach

representatives in district and assist district manager. Conducted

training courses at IRT and POA meetings.

. Created monthly training documents for district and training department

to develop selling skills of national sales team.

Professional Sales Representative 2003 - 2006

Sold pharmaceuticals to primary care and specialty physicians. Represented

Doak Dermatologics at American Academy of Dermatology Meeting March 2005,

February 2006, and July 2006.

. Increased market share from 11-25% (Adoxa ), 19-29% (Solaraze Gel) and

23-41% (Zonalon ) to dermatologists by using impactful closing techniques

and sales tactics.

. Achieved certification in Innovex Sales Training, Visual Elk Sales Force

Automation and Panorama Sales Analysis System which organized the sales

process with territory management and tracking call notes.

. Ranked 6th nationally for sales growth.

. Received Representative of the Month February 2004 for steady growth of

all 3 Bioglan products and leadership at company national sales meeting.

. Awarded Western Representative of the Year 2004 for exceeding

expectations of sales achievements, numbers, and bonus payouts.

. Named MVP Southern California District 2005 for sales accomplishments and

leadership within Southern California District.

. Achieved greatest increase in Adoxa and Zoderm NRx by achieving new

prescriptions from physicians prescribing less than 5 NRx.

. Recognized for Zonalon market share growth by expanding promotion to

allergists.

MURO PHARMACEUTICAL, INC., Tewksbury, MA 2001- 2003

Medical Sales Representative

Sold Dynabac , Optivar and Tri-Nasal to allergists and general

practitioners. Maintained inventory for promoted products at pharmacies

and wholesalers.

. Launched Optivar and increased market share of all products by focusing

sales calls on highest prescribing allergists and primary care physicians

of allergy eye care.

. Received certification in PSSRx Selling Skills and Pinsonault Managed

Care Program which increased sales and gave proper preparation to sell

through managed care challenges.

. Ranked 3rd in Optivar sales volume contest, and achieved top 20 in

nation for prescription volume by focusing on repeat sales by highest

prescribing physicians.

EDUCATION

BS, Biology / Business Administration, California State University -

Fullerton, Fullerton, CA, 2001

Held multiple executive positions in Gamma Phi Beta Sorority at Cal State

Fullerton

Volunteered at CHOC Hospital and UCI Medical Center

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