Sales Customer Service

Mary E. Wilhelm **** Edgeworth Drive Liberty Township, Ohio

45011

H: 513-***-**** C: 614-***-**** E:

*********@*****.***

Focus: Pharmaceutical/Clinical Products Business Development

Career highlighted by successful marketing and managerial achievements

through practical experience and progressive responsibility. Top-producer

with experience in all areas of sales process; demonstrated success in new

product presentation, customer education, and territory expansion with

unique ability to exceed sales goals through relationship building, customer

service, team leadership, and networking.

Core Competencies Strengths Expertise

Market Analysis Solutions-Based Selling Customer Service

Territory Expansion Strategy Implementation Marketing Strategy

New Market Penetration New Product Deployment Negotiating & Closing

Relationship Management Cost Avoidance & Reduction Account Management

Market Share Client Needs Assessment

Acceleration Strategic Planning &

Analysis

Professional Experience Performance Achievements

Merck & Company, Inc. - Cincinnati/Columbus, Ohio 2002 to February 2011

Global pharmaceutical manufacturer; generated $27 million in 2009 with

operations supported by 100,000 employees.

Pediatric Vaccine Specialist (2006 - 2011)

Brought in to coordinate and carryout functions marketing vaccine

portfolio to pediatric offices (including county health departments and

pediatric centric hospitals) throughout greater Cincinnati territory.

Scope of responsibilities comprised patient needs identification and

analysis; identification and selection of programs/services addressing

customer needs; product feature/benefit presentations; "lunch and learn"

coordination with doctors and staff; client medical practice improvements;

contract reviews demonstrating benefits and maximizing discounts; resource

and order allocation throughout customer base; pull-through support.

. Notable accounts included Cincinnati Children's Hospital Medical

Center, Group Health Associates and River Valley Pediatric Group

(serving as clinical contact).

. Sales performance by product/year:

o YTD October 2010: Rotateq 108% to objective; Varicella 100% to

objective; Gardasil 92% to objective; July 2010 private market

share: included Gardasil - 100% and Rotateq - 96%.

o 2009 YTD: Rotateq 115% to objective; Varicella 79% to objective;

Gardasil 93.8% to objective; Singulair 97.3% to objective.

o Recipient of 2009 Award of Excellence for strategic planning and

implementation (resulting in customer returning to Rotateq );

successfully finished 1st in Ohio for Rotateq special offer,

totaling 39 orders over 70 doses in 45 days in 2008.

o 2008 YTD: Rotateq 103% to objective; Varicella 55% to objective

over 6 months; Gardasil 55% to objective over 6 months; Singulair

81% to objective over 6 months.

o 2007 Director's Award Winner. YTD: Rotateq 164% to objective;

Varivax 220% to objective; Varicella Containing 193% to objective.

o Spearheaded successful launches of Gardasil and Rotateq in 2006.

. Clear contributor to practice enhancements through analysis and

comprehension of practice structure, business model, key influencers,

network structure, customer needs and business opportunities.

. Maximized account discounts through review of current contracts and

informing decision-makers on product additions, use of previous orders

to generate new orders avoiding overages and high bills, and

explanation of contract terms.

. Successfully navigated business throughout Cincinnati Children's

Hospital Medical Center: Worked with multiple departments to implement

Merck Vaccine Assistance Program in 2009; presented and received signed

Apexus contract agreement in December 2010; maintained Rotateq market

share for over 12 months while competitive product invented on-site;

nominated and awarded medical center nurse "Merck Vaccine Service

Award" for increasing vaccination rates.

o Recognized with Award of Excellence for facilitating dialogue

between hospital and Merck program personnel; results included new

internal process increasing vaccination goals in hospital and

throughout Ohio.

o Coordinated ability for uninsured patients in Adolescent Medicine

Department to acquire HPV vaccination, Gardasil ; liaised between

adolescent and pharmacy departments on implementation of Merck

Vaccine Assistance Program enabling provision of approximately 40

doses annually; ultimately provided additional hurdle for

penetration of competitor product and increased private sales from

400 to 1,200 doses annually.

o Resolved issue providing free vaccine in timely fashion amidst

applicant insurance denials and appeals; worked with program

administrator, nurse, manager and lawyer to prove lack of patient

insurance coverage; process modified at hospital while also

facilitating acquisition of vaccine at no charge for all Ohio

Medicaid patients.

. Eliminated potential move to competitive products at Queen City

Physicians through clear and concise demonstration of long-term

benefits continuing purchase of Rotateq and Gardasil ; demonstrated

both cost savings program and superior product quality ultimately

securing sales of 3,800 doses combined.

Professional Representative II (2004 - 2006) Professional Representative

(2002 - 2004)

Circulated territory promoting Zocor /Cozaar /Hyzaar , determining and

addressing customer beliefs/obstacles, and meeting/surpassing corporate

sales objectives; spearheaded implementation of effective selling-in, and

pull-through marketing plans to drive prescription share increases;

maintained territory expense budget.

. Gained and optimized access to physicians through execution of

relationship management and team-based approach with colleagues.

. Selected performance highlights:

o 2005 RCQ September: Zocor Share (Rank): 24.1(3/16); Cozaar /Hyzaar

Share (Rank): 27.5 (8/16).

o 2004 Year-end Review: Zocor Share (Rank): 28.9(2/16);

Cozaar /Hyzaar Share (Rank): 30.6 (6/16).

o 2003 Year-end Review: Zocor Share (Rank): 31.5(3/21);

Cozaar /Hyzaar Share (Rank): 38.9 (2/21); Vioxx Share (Rank):

36.4(6/21).

o Successfully launched Cozaar /Hyzaar new indications including

Diabetic Nephropathy, Stroke, Pediatric & Severe Hypertension and

new dose of Hyzaar , 100/12.5mg; also launched Zocor indication,

Heart Protection Study with Zocor 40mg.

o Managed care pull through awards for increased Anthem Zocor and

Aetna Zocor share in 2004; included Pargluva new product launch

preparation including disease state knowledge, targeting and meeting

coordination.

o Recipient of 2 Award of Excellence in 2004.

Netwave Corporation (www.netwavecorp.com) - Columbus, Ohio May 2001 to

July 2002

Locally recognized provider of information technology and management

solutions consulting, service, and sales to local and state agencies and

small commercial customers supported by 40 employees. Value added reseller

of popular and name brand hardware and software.

Account Executive

Positioned to execute sales and marketing agendas focused on penetration

of new client accounts throughout Greater Columbus territory; established

and maintained relations with network administrators, purchasing agents,

and key executives to promote full line of products and services.

Accountable for all facets of relationship including initial contact,

needs analysis, contract negotiations, and on-going client services.

Certified as both authorized Compaq and Oracle 9i Application Server sales

person.

Clients retained included: Ohio Attorney General, Ohio Secretary of State,

City of Columbus Purchasing Office, Artromick International, Ohio Supreme

Court, Ohio Arts Council, The Columbus MarketPlace, MKC Architects,

Nippert Corporation, and Franklin County Clerk of Courts.

Performance Highlights:

. Within months of assuming position successfully retained two

traditionally difficult to penetrate accounts, Ohio Secretary of State

and Ohio Attorney General, resulting in combined revenues of more than

$585,000; given 2001 Award of Recognition for Customer Development

within 4 months.

. Established strategic partnerships with various manufacturers

resulting in captured business from competitor accounts; employed

warranty service offerings as method of penetrating new accounts and

expanding current account activity.

. Enabled clients to make better progressive decisions by utilizing

Return on Investment (ROI) formulas to compare expenses of new system

hardware purchases versus old system maintenance.

. Served as member of Security Assessments and Security Implementations

team subsequent to September 11th events; collaborated with clients

and vendors in development of appropriate security fixes.

Broan-Nutone, LLC (www.broan-nutone.com) - Hartford, Wisconsin May

1999 to November 2000

[Major global producer of residential and light commercial building

products. $300 million annual sales.]

Territory Sales Manager

Established and maintained effective communications with wholesalers,

builders, and contractors, ensuring exemplary customer service.

Created/monitored marketing plans and designed/implemented sales

strategies and promotions for all new products for these three separate

audiences.

Performance Highlights:

. Skyrocketed sales 900% at key account (Rexel-Duellman Electric).

. Created promotion so successful it was offered to all new customers.

Promotion gave merchants their choice of either one free SKU (for

display) for every three ordered or an overall discount.

. Grew light commercial product sales 700% by numerous on-site

presentations, demonstrations of competitively priced products, and by

leveraging sales across entire product line.

. Demonstrated 12% increase in quarterly sales in 2000.

Moen Incorporated (www.moen.com) - North Olmstead, Ohio November 1996 to

April 1999

One of the world's largest manufacturers of plumbing products, sinks, and

faucets with 200 national sales reps.

Territory Sales Manager

Visited plumbing wholesalers, contractors, and builders, familiarizing and

training them on product features and benefits. Oversaw setup of showroom

displays. Promoted the rollout of all new products to target markets.

Administered co-op benefits to key accounts.

Plumbers & Factory Supply - Columbus, Ohio October 1992 to November 1996

Regional plumbing wholesaler employing 30 and generating $5 million in

annual sales.

Showroom Manager

Ferguson Enterprises (www.ferguson.com ) - Columbus, Ohio October 1991

to October 1992

Leading wholesale distributor of plumbing supplies, with 500 locations in

40 states, Puerto Rico, and Mexico.

Showroom Consultant

Education

Bowling Green State University ... Bowling Green, Ohio

Bachelor of Arts and Science in General Business, 1991

Contact this candidate