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Medical Sales

Mooringsport, Louisiana, 71060, United States
March 23, 2011

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Keith Kelley

***** ******* * ************, ** ***60

Home: 318-***-**** Mobile 318-***-****


EDUCATION Master of Business Administration, Healthcare


University of Louisiana-Monroe, December 1993

Bachelor of General Studies, Management and


University of Louisiana-Monroe, May 1989


April 2000 - Bristol-Myers Squibb, Monroe Louisiana

April Territory Business Manager, Hospital Sales


Responsible for the sale and promotion of

pharmaceuticals in the cardiovascular division of

Bristol-Myers Squibb in North Louisiana within the

hospital in a 4 city area and 12 Hospitals:

Shreveport, Monroe, Ruston, Minden, LA. Utilizes

business planning skills to analyze goals and

develop annual business plan to achieve and exceed

corporate sales goals. Analyzes managed healthcare

market and formulary position to leverage drug

sales. Performs hospital presentations and targets

hospital departments to drive sales. Departments

include: Emergency, Cath Lab, Quality, CCU,

Telemetary, Hospitalist, Social Services,

Pharmacy. Calls on local managed healthcare plans

to better understand how HMO's and PPO's affect

business. Thorough understanding and use of

corporate data (enhanced and Onelook) in order to

dictate pursuit of current and future business.

Functions as an active team member of local,

regional, and national teams. Drugs currently

promoted are Plavix, Drugs promoted in past were:

Avapro/Avalide, Glucovance, Glucophage, Glucophage

XR, Monopril and Pravachol.

?Effient Market Share Contest Winner

?Ranked in top 10% for 2006, 15% for 2007, 12%


?2006 Pinnacle Award Winner top 10% of sales force

?Regional Avapro Powa Purse Contest Winner 07

?National Plavix High Definition Contest Winner 06

?Team member of national/regional teams: Hospital

Business Selling, Onelook(Data Tool), Managed

Healthcare and UAT (IT Position)

?Uses Business Planning Model for goal attainment

?Works with team members/JV to achieve company

alignment to goals

April 1998 - Northeast Louisiana Physician Hospital

March 2000 Organization, Monroe, Louisiana

Director, Provider Relations/Marketing

Develops and maintains an integrated provider

network for a managed care organization consisting

of 14 hospitals, 24 ancillary providers, and 271

physicians. Provider relations activities include:

physician recruitment, provider education

programs, on-site evaluations, monthly newsletter,

provider claims advocate, consultant services.

Develops marketing strategies for NLPHO and

physician offices.

?Resolved over 1 million dollars in claims issues

for hospitals and physicians

?Served as liaison to hospitals and physicians in

network for managed healthcare issues

?Developed marketing plan upon hire for

development of physician network

?53 new physicians added to network during tenure

?Presented variety of educational programs to

physicians and their offices

?Monthly presentations to PHO Board (physicians,

hospital administrators)

?Created database program for tracking of provider


October 1995 St. Francis Medical Center, Monroe, Louisiana

-March 1998 Director, St. Francis P & S Surgery Center

Served as administrator of a freestanding

ambulatory surgical hospital, a for-profit

subsidiary of St.

Francis Medical Center, a 350 bed tertiary care

center in Northeast Louisiana.

Position included full responsibility of a three

million dollar budget and twenty full time

employees. Served at lead representative to 123

member medical staff and committees: Pharmacy and

Therapeutics, Medical Staff, Credentialing.

Responsibilities included all aspects of

healthcare administration: Strategic

Planning/Marketing, Medical Staff Relations,

Business Office Operations, Human Resources, and

Physical Plant. Managed a Pain Clinic of two

board certified pain management physicians.

Highlights included:

?Increased number of surgery cases by 60% in two

year tenure

?Took projected net loss and produced $125

thousand net income for year end 1997

?Planned and developed $750 thousand facility

renovation and equipment purchase

?Reduced accounts receivable by 50% for year end


?P&S rated first of all hospital departments in

year end Press Gainey patient satisfaction survey

?Completed 40 hour Louisiana Hospital Association

Supervisory Training

August 1993 - St. Francis Medical Center, Monroe, Louisiana

September 1995 Director, Program Development

Identify and implemented program opportunities

for St. Francis Medical Center. Implemented and

managed "Medline", a telephone triage database

system, which included: program implementation,

advertising, staffing of, budgeting, and

management of two full time employees.

Co-coordinated implementation of "Medacom of

Northeast Louisiana", an electronic network for

the transmission of text, voice, and images.

Oversee initial planning and implementation of

"OccuMed", an occupational medicine program.

Functioned as member of Marketing/Public

Relations department by participating in market

analysis and research, advertising, campaigns,

public relations activities, new program

development, spreadsheet analysis.

September 1992 - Glenwood Regional Medical Center, West Monroe,

August 1993 Louisiana

Administrative Resident

Secured inaugural position of resident at a 220

bed regional medical center. Participated as an

active member of the administrative team in an

effort to understand the concerns of management

as it relates to strategic planning, budgeting,

policy decision, relation to medical staff, and

day-to-day operations. Performed weekly

departmental rotation in an effort to understand

how hospital and departments function and

interact with patients and physicians.

Key departments: Emergency Room, Labaratory, Cath

Lab, ICU

COMPUTER SKILLS Thorough knowledge of BMS reports and analysis

tools (E-Reports/Onelook) Proficient user of all

Microsoft operating systems and software: Word,

Excel, PowerPoint, Access, etc.

PROFESSIONAL American College of Healthcare Executives,

AFFILATIONS Medical Group Managers Association, Louisiana

(Past) Hospital Association, Northeast Louisiana Medical

Managers Association (past)

COMMUNITY Board President, Positive Forces Counseling

ACTIVITIES/ Agency, Board Member Vantage Multisport

INTERESTS Completed five marathons, many half marathons,

one half ironman, hundreds of triathlons, run

races, bike races, currently writing book on

strategic planning/careers, "You, Family, Career,

Finance, Spirituality: Creating a Life Plan"

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