Sales Manager

Stephen Blumm cell: 916-***-****

*** ******* ******, ********* ** 95678

abhl9n@r.postjobfree.com

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DISTRICT MANAGER

Innovation ? New Product Launch ? Solutions-

Based ? Rapid Growth

Pharmaceutical ? Corporate Responsibility ? Healthcare

? Technology

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Intensely motivated and accomplished sales and marketing leader who

generates significant profit while exceeding financial objectives,

increasing market penetration, and enhancing ethical corporate credibility.

Provides astute strategic planning and practical implementation of

initiatives that communicate vision, build relationships, and create

innovations. Secures and manages key sales accounts and establishes both

internal and external long-term strategic partnerships.

Develops productive sales teams by hiring and retaining the right people.

Provides clear direction with realistic, but aggressive individual and team

goals, personalized ongoing training and recognition. Listens to customers,

partners, and employees to establish honest and open communication. Stays

current with market trends.

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CORE COMPETENCIES

Sales Team Development Specialty Sales Management

Marketing

New Product Introductions Sales Strategies

Strategic Alliances Key Account Development

Interpersonal Skills Budget Management

Top Line/Bottom Line Growth Customer Relationship Management

Executive Training

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PROFESSIONAL BACKGROUND

Schering Plough -Merck & Co. Inc. (Sacramento /Northern California)

December 2005- Current

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Customer Team Manager - Respiratory Port 1 (Essex/ White Schering Plough)

. Developed and led successful outside sales force (10). Offered

continuous training, incentive programs, modeled strategic sales

coaching, and provided exceptionally strong marketing support and

tactical tools. December 2010 YTD PPO 100.5%.

. Accelerated the adoption of new product launches in the highly

restrictive Western managed markets by executing on solid pre-launch

market development, refined targeting, differential resource

allocation, frequent communication and avid monitoring.

. District Rank 2009 #34 of 93 (Essex White Sales Division).

. Inherited a district ranked #63 (of 93) in 2005. Improved to a 54

ranking in 2006: 44/93 in 2007

. Developed (promoted) two representatives into Hospital Specialty

positions.

. Identified and recruited high potential candidates for management

development. Developed new hire representative into a DM position in

California. No representatives were in the leadership program when the

district was inherited.

. Appointed to Leadership counsel for the West Region quarterly meetings

with the V/P of Sales.

Mylan-Bertek Pharmaceuticals, Regional Sales Manager January 2001

-September 30, 2005

(Sacramento, Ca)

Northwest Regional Sales Manager (Hospital). Responsible for eleven

Territory Sales Managers in Washington, Oregon and Northern California.

Region included five Neurology Specialty Territory Sales Managers

(Promoting Apokyn a self-injectable for Parkinson's) and Clozapine

(Schizophrenia). Region also included six Primary Care/Dermatology

Territory Sales Managers that overlapped with Neurology specialists.

Responsibilities

. Recruit, hire, train and lead a region of 11 representatives.

. Sales analysis of each territory to maximize reach and frequency to

high targeted accounts.

. Established sales quotas for individual territories.

. Monitored expenses of Territory Sales Managers to ensure ROI.

. Implement corporate directive within the region.

. Identifying market opportunities within the Region to leverage Managed

Care and contract opportunities.

Accomplishments

. Ranked #2 out of 7 regions in Western Division for Apokyn launch

FY2004. Ranked #1 overall in Western Division FY2005.

. Number one Region in country for Amnesteem market share FY2003.

. 128% increase in Clozapine FY2004.

. Developed 2 TSM's to Chairman's Club FY2004, the last Chairman's Club

recipient from the West Coast was in 1999.

. Staffed region upon hire (8 new hires, 3 transfers).

. By executive request participated in Managers Advisory Board, a

prestigious recognition for formulating company direction.

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KEY RELATED JOB EXPERIENCE

Bertek Pharmaceuticals, Product Manager April 1999- December

2001

(Morgantown, WV)

Product Manager for cardiovascular product line. Worked closely with upper

management developing programs to promote product line and grow market

share.

Responsibilities/ Accomplishments

. Re-launched Digitek to align pricing with Managed Care opportunities.

After re-launch contract sales dollars increased from 4.5 million to

23.1 million.

. Formulated budgets and sales forecast for cardiovascular line.

. Worked with National Account Managers to provide support programs for

various Managed Care and retail accounts.

. Analyzed business plans for new product acquisitions and made

recommendations to upper management.

. Coordinated with Clinical Development to author Digitek product

monograph and formulary kit.

Bertek Pharmaceuticals, Associate Product Manager

(Morgantown, WV)

Assisted Marketing Department in the promotion of cardiovascular products;

Maxzide, Clorpres, Nitrek, and Digitek.

Responsibilities

. Worked with various advertising agencies to develop sales and support

material for the sales force.

. Developed market plans and POA's for cardiovascular product line.

. Communicated market plans to the sales force.

. Coordinated product production schedules and inventory levels for

cardiovascular products.

Bertek Pharmaceuticals / UDL Laboratories, Account Manager January 1998-

March 1999

(Livermore, CA) Dow Hickam purchased by Bertek

Sold unit dose product line to private and state hospitals, VA hospitals,

prisons, consulting pharmacies, and various psychiatric clinics in Northern

California and Nevada. Gained experience in the unit dose market.

Accomplishments/ Responsibilities

. Exceeded sales quota by $500,000.

. President's Club 1998 (for exceeding all sales quotas).

. Worked with major drug wholesalers to ensure inventory levels and

advise purchasing of new line extensions and contract updates.

. Coordinated contracts with consulting pharmacies to maximize

compliance.

Dow Hickam Pharmaceuticals, Key Account Manager January 1996-

December 1998

(Livermore, CA)

Promoted wound care product line to various hospitals and nursing home

chains in Washington, Oregon, Idaho, Northern California, Northern Nevada,

and Utah.

Accomplishments

. Chairman's Club 1997 (for sales excellence).

. President's Club 1996, 1997.

. Burn sales ranking # 2 1997, #6 1996.

Responsibilities

. Educated physicians in the operating room proper application of

Biobrane (a bio-synthetic dressing for burn patients).

. Contract negotiations for wound and burn product lines with nursing

home chains.

Dow Hickam Pharmaceuticals, Territory Sales Manager November 1987-

December 1996

(San Francisco, CA)

Promoted wound care product line to hospitals, nursing homes, home health

agencies, and consulting pharmacies. Managed accounts on an eight week

cycle. Consistently exceeded sales quotas while managing a large base

territory (Northern California and Northern Nevada).

Accomplishments

. Chairman's Club 1990, 1994, 1995.

. President's Club 1990, 1992,1993,1994,1995.

. Promoted to field trainer 1991.

. Promoted to corporate trainer 1994.

Responsibilities

. Setting and conducting education programs for physicians, (including

residency programs), clinical specialists and nurses on burn and wound

care relating to current product line.

. Coordinated hospital and convention displays to generate product

interest.

. Established relationships with key wholesalers, distributors and

consulting pharmacies.

Education

Western Illinois University

Bachelor of Business

Management/Marketing

Recent Courses:

Situational Leadership Skills; Marketing Essentials: Capitalizing on

Change; Leading a Team; Budgeting; Focusing On Your Customer; Managing

Generation X.

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