Sales Manager

duane heitkemper, BS, CNMT, RT(N),R

**** ***** **** **** ( Yorktown, VA 23692 ( ******@***.*** ( 757-

***-****(direct)/757-***-****

Healthcare professional/board certified nuclear medicine technologist with

20 years of combined experience in sales, management, continuing education,

marketing,reimbursement. credentialing, procurement, supply chain, and

patient care in a variety of healthcare-related environments.

account management ? client relations ? sales/business development

SUMMARY OF QUALIFICATIONS

OUTSTANDING MULTI-LEVEL SELLING SKILLS COVERING ALL DEPARTMENTS (RADIOLOGY,

NUCLEAR MEDICINE, CARDIOLOGY, MED-SURG, ONCOLOGY, MATERIALS MANAGEMENT) IN

BOTH HOSPITAL, PHYSICIAN PRACTICE AND NON-ACUTE SETTINGS RANGING FROM

DEPARTMENTAL MANAGEMENT LEVEL TO C SUITE SETTINGS.

Able to provide the high touch client management needed for maintaining and

growing strategic accounts and building cohesive internal relationships

Provided revenue enhancing services; problem-solving, reimbursement

assistance, sales generation, contract negotiations, GPO contract

compliance, ROI and consultative selling.

Trained by leading authorities: face-to-face Strategic Selling , Miller

Hieman

CAREER HIGHLIGHTS

. MEDICAL SCIENCE LIAISON IN CLINICAL TRIALS INVOLVING NOVEL BIO-ONCOLOGY

INJECTABLE THERAPY, INSTRUMENTAL IN ESTABLISHING RELATIONS AND DEVELOPING

KEY OPINION LEADERS WHILE PROVIDING EDUCATIONAL INSTRUCTIONS TO

PHYSICIANS AND PHARMACISTS REGARDING PATIENT TREATMENT REGIME AND

COMPOUNDING ?ETA EMITTING THERAPEUTIC AGENT IN PREPARATION FOR PRODUCT

APPROVAL AND LAUNCH

. WORKING WITH GPO'S AS A PREFERRED VENDOR AND ASSISTED MEMBERS IN CONTRACT

COMPLIANCE

. ABLE TO COMMUNICATE COMPLEX MEDICAL/SCIENTIFIC DATA. FIRST CORPORATE

RECIPIENT OF ALLIANCE PARTNER'S "ONCOLOGY IMPACT AWARD" FOR MARKETING

PROMOTIONAL EFFORTS

. INSTRUMENTAL IN PREPARING MAJOR MEDICAL FACILITIES FOR GOVERNMENT

REGULATORY INSPECTIONS (NRC, OSHA, DOT) AND JOINT REVIEW COMMISSION

EVALUATION(S) WITH SUCCESSFUL CERTIFICATION AND COMPLIANCE

PROFESSIONAL EXPERIENCE

PARTNERS PHARMACY /RICHMOND, VA

NOV 2009 - APRIL 2010

bUSINESS dEVELOPMENT mANAGER

V Business development for three state area providing pharmacy solutions

and services to the alternate care market, assisted living facilities,

CCRC's, and skilled nursing selling to Medical Directors, Administrators,

Directors of Nursing, and C Level.

amerisourcebergen & subsidiaries/ Valley Forge, PA

Sept 2005 - March 2009

director OF Contrast Media (ASD Healthcare)

OCT 2008 - March 2009

Directed corporate efforts in $100m new business segment. Responsible for

all aspects of Diagnostic Imaging division while maintaining Covidien

Imaging Solution C level relationships

Selected Contributions:

V Responsible for building sales through relationships with strategic

partners and service providers and managing a team of four sales managers

growing the business from $12m to $26m within six months

V Kept senior management informed of emerging trends in healthcare

impacting all aspects of diagnostic imaging. Provided clinical and

product training to sales force. Presented educational overviews to

senior management on imaging business.

V Built and maintained relationships with the nation's leading GPO's for

the business segment (alternate and acute care facilities)

V Brought together the resources and people to resolve sampling efforts and

IT reporting conflicts, keeping senior level management advised at each

step. Proposed and implemented new distribution paradigm focused on

patient safety and regulatory compliance.

V Instrumental at developing new marketing concept aimed at tri-branding

GPO, Manufacturer, Distribution in one focused message to the diagnostic

imaging business segment

V Educated key Radiologists and thought leaders on compliance with new USP

regulations and assisted in reimbursement issues for free-standing

imaging centers.

V Responsible for business development and building relationships with key

vendors (both domestic and globally) and provided corporate direction and

attendance at major diagnostic imaging trade shows

V Proposed and development marketing campaign to risk management/infectious

diseases departments of new safety message for diagnostic imaging product

line

V Analytic ability to review the data and recognize sales trends

V Trained and coached direct-reports; provided ongoing performance

feedback, as well as quarterly and annual formal performance appraisals;

handled any employee relations matters that arose.

client relationship Manager (AmerisourceBergen Specialty Group)

JUL 2007- OCT 2008

Establishing relationships with specialty physician practices within a 14

state territory. Provided assistance in reimbursement issues and

recommended services focusing on their bottom line.

Selected Contributions:

V Identified potential members of a GPO's and actively recruited from such

groups as community-based physicians, gastroenterologists, nephrologists,

urologists, ophthalmologists, and rheumatologists; generated strategies

to increase membership and sales.

V Generated $1m in new business within first 60 days while maintaining $14m

in existing customer base

MANAGER BUSINESS development (AmerisourceBergen)

SEPT 2005 - JUL 2007

Newly created position charged with prospecting and closing new business

opportunities in the alternate care arena while maintaining new customer

business relationships.

Selected Contributions:

V Identified, negotiated and executed business contracts with clients and

service partners in the infusion pharmacy business

V Conducted analyses to discover future trends and related customer needs;

developed and implemented appropriate sales strategies to address needs

and generate additional revenues.

siemens Medical solutions /Malvern, PA

MAY 2003 - oCT 2004

Clinical Solutions Executive

Subject Matter Expert for Soarian Cardiology IT Solutions and Soarian

Solution Product Line selling into hospitals and specialty Heart hospitals.

Selected Contributions:

V Multi-level selling in all hospital clinical, departmental, and

administrative areas achieving $2.2m on quota of $1.5m and accounted for

$750,000 net new business, rating within top ten percentile

V Maintained existing customer base while prospecting new business

opportunities. Exceeded regional business goal of 20% market share for

one product, propelling overall market share beyond 30%.

IBA Molecular /Washington, D.C.

May 2002 - May 2003

mid-altantic regional sales manager

Selected Contributions:

V Achieved quota of $5.5m annual sales in areas of oncology, radiology,

cardiology (Rb82), free standing imaging centers, and hospitals

V Forecasted sales projections, ensure compliance of federal regulatory and

certified of public need directives

V Assisted in development of continuing education material for customers

and reimbursement information pamphlets

V Consulted with large physician practices and conducted feasibility

studies on adding this service line as an extension of their practice.

V Trained/educated ancillary and medical staff on JCAHO standards, risk

management, quality control, and infection control

ideC pharmaceuticals (via Ventiv Health) San diego, CA

jan 2001 - May 2002

MEDICAL SCIENCE LIAISON

Established business relationships with key thought leaders for novel tumor

targeted injection therapy product launch in oncology while ensuring

compliance within FDA clinical trial guidelines. Set up strategic hospitals

as clinical show case sites working with their personnel for proper

accreditation.

Selected Contributions:

V Educated physicians and medical staff regarding efficacy while monitoring

progress of each clinical site and instructing in techniques for proper

patient treatment regimen and logistics. Instructed nuclear pharmacists

in proper labeling procedures and assisted hospitals in equipment

calibration

V Ensure Hospital Federal and State licenses were updated and in compliance

with clinical trial protocol

V Exceeded clinical trial site set up goals and objectives achieving net

new 11 sites with quota base of 8

V Explained process to physicians and their staff the concept of providing

this as an additional product line offering within their practices

generating revenue for their business while keeping complaint with

regulations

GE HEALTHCARE/Princeton, NJ

aug 1998 - nov 2000

senior imaging specialist

Responsible for sales and marketing the full line of diagnostic imaging

products to Hospitals and Out Patient Centers (adhering to be compliant

with GPO contract) 111% to plan.

Selected Contributions:

V Expanded revenues 51% in territory within eight months. Accomplished

$800K new business with nations leading Integrated Healthcare Deliver

Network

V Established business relationships with independent pharmacy

distributors.

V Consulted in development of nuclear medicine departmental management

propriety software.

V Served as sales trainer and presented corporate business overview to

National GPO's.

cardinal Health/woodland hills, CA

jan 1993 - aug 1998

senior sales consultant

Accountable for sales and marketing of radiopharmaceuticals to hospitals,

physicians, and clinics. Developed continuing education events for nuclear

medicine departments and was the area reimbursement assistance provider.

Selected Contributions:

V Generated and developed new business, managed existing accounts while

consistently exceeding profit contributions and sales quotas: growing

business by $1.8 million

V Set up contracts with a variety of Group Purchasing Organization

contracts while ensuring compliance for hospital.

V Consulted with Cardiology Practices in setting up imaging services within

their practices and assisted in reimbursement implementation.

V Analyze business trends, budgeted operational expenses, and projected

sales forecasts. Investigated opportunities for corporate international

expansion. Coordinated and participated in international trade shows and

professional society meetings.

V Facilitated corporate effort and initiated joint working teamwork

relationship with other companies in leading edge risk sharing

arrangement with integrated healthcare network. Recognized for superior

communication and team building skills.

V Trained field employees on PC applications and corporate database

warehouse software.

CLINICAL EXPERIENCE

. MANAGER NUCLEAR MEDICINE BON SECOURS MARYVIEW HOSPITAL PORTSMOUTH

VIRGINIA (MANAGED 6 FTE'S)

Directed four camera SPECT

department with direct patient care

Education, Credentials & Military Service

Bachelor of Science Degree, Management Health Care Services ( Ottawa

University

Board Certified Molecular Imaging Technology (NMTCB) & Radiology Technology

(ARRT)

US Coast Guard, Top Secret Security Clearance, Honorable Discharge

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