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Sales Manager

Location:
Long Beach, California, 90802, United States
Posted:
March 26, 2011

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KATHLEEN L. ANDERSON

**** *. ******** **. abho78@r.postjobfree.com (805) ***-****

Long Beach, CA 90802

OBJECTIVE

Highly motivated sales professional with 17 years experience in the

pharmaceutical/medical industry with proven ability to demonstrate

adaptability and versatility by meeting and consistently exceeding sales

quotas in an ever-changing market.

PROFESSIONAL EXPERIENCE

ISTA PHARMACEUTICALS . Territory Manager . 11/2009 to Present

Promotion of specialty pharmaceutical product line (Bepreve, Xibrom,

Istalol) to ophthalmologists, optometrists, and allergists in highly

competitive market. Responsible for independently functioning in sales

territory by rebuilding client relationships and maximizing sales in

dominant managed care market.

. Ranked #1 in nation for Bepreve growth (3.25%), July 2010

. Increased Bepreve 8.5 MS points from baseline (December 2009 - August

2010)

. Increased Xibrom NRx 5.8 MS points and TRx by 2.9 MS points from

baseline

SEPRACOR, INC. . Senior Sales Specialist . 6/2003 to 2/2009

Promotion of pharmaceutical product line (Lunesta, Xopenex, Omnaris,

Brovana) to specialists as well as primary care physicians. Responsible for

coordination of sales efforts in dominant Medicaid market with strong

generic competition. Possess a strong understanding of Medicare with

implementation through home healthcare agencies.

. Attained highest quota in nation amongst 2,500 representatives for

Xopenex HFA, 2008

. Territory ranked #7 out of 129 for all products, April 2007

. Recruited largest writer of Xopenex in supporting efforts to put

Xopenex on State PDL

. Strong business acumen of Medicare Part A, B & D

PHARMACIA / PFIZER CORPORATION . Senior Sales Specialist . 10/2000 to

6/2003

Promotion of pharmaceutical product line (Bextra, Celebrex, Detrol LA, Depo

Provera) to primary care physicians, urologists, and OB/GYNs in the

Southern Indiana market. Responsible for speaker program coordination,

managing yearly budget of expenses, and development of successful client

relationships to maximize sales.

. Ranked #1 out of 66 in region for all products, April 2003

. One of five people selected out of 84 to represent Upjohn I region on

Expert Advisory Panel at Chicago Plan of

Action meeting, October, 2002

. Detrol LA Drive to 55 Contest Winner

. Detrol LA Switch Is On Contest Winner

. Celebrex Samples to Target winner

. Completed all training to move from Milestone 2 to Milestone 3

MALLINCKRODT MEDICAL, INC. . Critical Care Account Manager . 1/99 to

10/2000

Promotion of respiratory and surgical products to all hospitals and surgery

centers within central Indiana. Responsible for introducing new products,

attaining and expanding new and existing business, educating and training

providers on clinical applications, conducting in-services, attending

surgeries, and negotiating pricing contracts.

. Attained over 100% quota in oximetry and critical care systems within

first six months of hiring date

. Re-established successful account relationships in rural areas that

had been vacant for over a year

. Coordinated efforts of sales and clinical back-up to local account

team

SMITHKLINE BEECHAM PHARMACEUTICALS . Pharmaceutical Consultant . 3/97 to

1/99

Promotion of pharmaceutical product line (Paxil, Augmentin, Relafen) to

broad range of specialists including but not limited to psychiatrists,

oncologists, rheumatologists, and primary care physicians in the Southern

Indiana market. Responsible for negotiation of product line to P&T

Committee members of community hospitals in territory to acquire formulary

status.

. Ranked #1 in region (Indiana, Illinois, Iowa) for all products, 4th

quarter, 1998

. Ranked #3 in region for all products, 3rd quarter, 1997

. Ranked #4 in nation for all products, 3rd quarter, 1997

. Awarded "Rep of the Quarter" for district, 3rd quarter, 1997

. Awarded numerous bonus awards based on exceeding company sales

expectations

. 1997 Super Bonus Award Winner

PAGING NETWORK OF INDIANA . Account Executive . 2/96 to 3/97

Promoted wireless line to business community obtaining monthly quota in

order to maximize sales. Responsible for self-management of territory,

meeting existing customer needs and establishing new business. Participated

in interviewing, hiring,

and training of new candidates within the sales department. Acting liaison

between sales representatives and sales manager.

. Top 10 Sales Representatives, July 1996 - achieved #3 ranking within

a region of 200 representatives

. Top 10 Sales Representatives, April 1996 - achieved #8 ranking within

a region of 200 representatives

. Ranked #36 out of 685 in country for 1996 sales year (10/12 months)

. Top Gun Sales Training - voted third place out of 40 participants

. One of two representatives awarded Cancun trip for top sales in

country

OLSTEN KIMBERLY QUALITY CARE . Account Representative . 5/95 to 11/95

SYNTEX LABORATORIES, INC. . Certified Medical Sales Representative . 9/89

to 11/94

Primary care representative, 9/89 to 11/93; specialty representative, 11/93

to 11/94.

Promotion of pharmaceutical product line (Naprosyn, Anaprox DS, Tri-

Norinyl, Toradol, Synarel, Lidex,Ticlid, Cardene, Femstat) to

cardiologists, neurologists, dermatologists, and orthopedic surgeons in

central and northern Indiana.

. Top product sales, 1994 - achieved #2 ranking within a region of 83

representatives

. Rep of the Year Award, Indianapolis District, 1993 - awarded on the

basis of sales results within the region as

well as outstanding marketing intelligence

. Level Two Sales Contest Winner, 1993 - generated sales that ranked

within top 10% of sales force

. Achievement Award, Indianapolis District, 1992 - produced sales

within top half of district, runner up to

District Rep of the Year Award

. Peak Performer for Toradol Oral, 1992

. Skill Enhancement Product Seminar, 1992

. Top Ten Sales Award for Tri-Norinyl, 1991

EDUCATION

B.S., Journalism, Minor: English; Indiana University, 1987

Extracurricular activities included: SAC, SAB, Kappa Alpha Theta sorority,

Union Board, IU Sing production staff

CERTIFICATION

. Certified Medical Representative Institute, 1993: 36 hours of

premedical/medical school courses including both

life sciences and pharmaceutical marketing

. Certificate of Achievement for Continuing Education, Stanford

University Hospital; California, 1990:

participated in clinical workshop with cardiologists to refine

product training related to the cardiovascular system

REFERENCES

Available upon request.



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