Sales Representative

Dale R. Furrer

My objective is to continue my career with a well organized, progressive

company where exceptional sales performance is recognized and rewarded. I

thrive on the challenge of successfully introducing new products as well as

expanding new territories and building companies.

SUMMARY OF QUALIFICATIONS

Since graduating from the University of Wisconsin - Madison (BBA

Marketing), I have been employed for the past twenty seven years with three

major companies. My latest position was as a Specialty Territory

Representative for King Pharmaceuticals. King Pharmaceuticals purchased

Alpharma Pharmaceuticals in 2009 where I had been employed since 2000. I

was hired by Alpharma to expand their base of business by opening up the

Wisconsin market. At one time or another, I have been responsible for

every part of Wisconsin including the Upper Peninsula of Michigan. During

my time with Alpharma, my efforts produced territories in Milwaukee (4),

Green Bay (1), Appleton (1), LaCrosse (1) and Rockford, IL (1). In my last

position, I was responsible for the Madison territory which included

Beloit, Janesville, Madison and areas west.

Alpharma was a Norwegian pharmaceutical company that had been in existence

for over 100 years. My primary responsibility with Alpharma was to

introduce Kadian, the only once daily (Q12h option) sustained release

opioid for the treatment of chronic pain. More recently, I launched the

Flector Patch. Flector is still the only topical NSAID patch available for

use in the US. In this capacity, I called on a variety of specialists

including pain management, orthopedics, neurology and oncology. Since

starting in 2000, I successfully developed many Wisconsin territories into

some of the highest dollar producing territories in the entire company. I

am the only representative in company history to achieve the 100, 150, 200

Century Club milestones in three consecutive months. Despite having

numerous managed care obstacles, I won President's Club in 2003 and

Director's Club in 2005 and 2008. At the district level, I have always

been a sales leader and have won numerous awards as well.

Prior to Alpharma, I started my pharmaceutical career with Dura

Pharmaceuticals. Dura was a rapidly expanding respiratory specialty

company based in San Diego, California. Dura promoted prescription

medications for allergy and respiratory conditions focusing on allergists,

ENT's and selected primary care physicians. I was hired in 1990 as their

first sales representative in the Chicago market where I quickly

distinguished myself as a top performer. I was "Rookie of the Quarter" my

first quarter and "Rookie of the Year" for 1990.

In 1991, I was nominated for "Sales Pro of the Year". Prior to the end of

1991, however, I was promoted to District Sales Manager.

Throughout my tenure as a district sales manager, my teams were top

performers. In 1994, however, I decided to return to field sales to open

an expansion territory in Madison, Wisconsin. I finished 1994 ranked #1 in

percent to plan for the entire company. In 1995 and 1996, I achieved back

to back President's Awards for exceptional sales. In 1997, I was promoted

to Senior Sales Representative for consistently exceeding company

objectives. In 1999, I received the "Alpharma Certificate of Excellence".

This award was given to a select few who consistently exceeded sales goals

over time.

Prior to Dura, I was employed by Con Agra Foods. Con Agra is a billion-

dollar company employing over eight thousand people nationwide. Starting

as a retail representative, I was consistently promoted, with my last

position managing one of the two largest key accounts in the Chicago

market, "Dominick's". This account represented over 11 million dollars in

annual sales for Con Agra.

Friends, fellow employees and business associates characterize me as

intelligent, loyal, hard working, aggressive, honest and well organized.

Planning is extremely important to me and I am dedicated to doing things

right the first time.

693 Windward Way, Oregon, Wisconsin 53575

Home: 608-***-****, Cell Phone: 608-***-****

abhyhh@r.postjobfree.com

WORK EXPERIENCE

King/Alpharma Pharmaceuticals, April 2000 - February 2010

Specialty Territory Representative, April 2000 - February 2010

Responsible for introducing Kadian and Flector Patch to the Wisconsin

market. Along with physician targeting, this included wholesale and

retail pharmacy stocking, hospital penetration, and all aspects of

successfully promoting and expanding the business. Prior to this, Alpharma

had never been represented in the Wisconsin market.

Accomplishments

. Finished the first trimester of 2009 ranked 5th regionally and 31st

nationally (King Pharmaceuticals).

. Awarded Directors Club in 2008 for finishing in the top 15% of sales

nationally (Alpharma Pharmaceuticals).

. Finished ranked #2 nationally in the first trimester 2007 Jump Start

sales contest (Alpharma).

. Awarded Directors Club in 2005 for exceeding full year's objective and

finished ranked 20th (Alpharma).

. Awarded President's Club in 2003 for finishing the year in the top 10% of

the company (Alpharma).

. Only representative in Alpharma history to achieve the 100, 150 and 200

Century Club milestones in 3 consecutive months. Only representative to

achieve the 300 level in the Century Club within first year.

. Developed several Wisconsin territories from a zero base line of business

to become some of the highest Kadian dollar producing territories at

Alpharma.

. Developed 8 other territories for Alpharma.

Dura Pharmaceuticals January 1990 - April 2000

Senior Sales Representative, April 1994 - April 2000

Responsible for introducing Dura's line of prescription medications to the

Wisconsin market. Prior to this, Dura had never been represented in the

Madison market.

Accomplishments

. Despite "Non Formulary" status in all managed care organizations, I was

able to produce consistent sales growth for all promoted products.

. Awarded all expensed paid trip to Vail, CO for exceptional sales growth

with Ceclor CD/Nasarel 1st Quarter 1999.

. Earned Certificate of Excellence, Feb 1999, in recognition of

exceptional performance for the Ceclor CD/Nasarel/Entex Contest.

. Promoted to Senior Sales Representative in 1997 in recognition for

exceptional sales performance shown consistently over time. I was one

of only three representatives company wide to achieve this distinction.

. Earned Presidents Award status for 1996 sales, ranked 21st company wide

on cumulative sales criteria.

. Earned Presidents Award status for 1995 sales. Ranked 13th company

wide on cumulative sales criteria.

. Ranked #1 company wide on percent to plan for 1994 sales.

. Presented and received formulary status for 5 medications to Dean Care.

District Sales Manager, January 1992 - March 1994

Responsible for the hiring, training and management of new sales

representatives to form the Midwest district. This was part of the first

ramp up to achieve national coverage in all major markets for Dura.

Accomplishments

. Named "4Q 1992 District Sales Manager of the Quarter". Achieved 142%

of objective ranking my district #1 in the company.

. Hired and trained a total of 14 people in 7 states to help facilitate

Dura's national expansion.

. Built the Midwest district from scratch to become one of the top rated

districts in Dura.

. Consistently exceeded quarterly Rx objectives for 1992 and 1993.

. Made initial contact to gain authorization for all Dura medications and

continue to be the primary liaison for all wholesalers and major chains

in the Midwest.

Sales Representative, January 1990 - December 1991

Responsible for introducing Dura's line of prescription medications and

medical devices to the Chicago market. Prior to this, Dura had not been

represented in the Chicago market. With little direction and training, I

was required to call on wholesalers, pharmacies, home health care dealers

and physicians to introduce and distribute our products.

Accomplishments

. Finished 1991 at 270% of objective on Rx ($178 K) and 158% overall

which included devices ($240 K).

. Nominated for "Sales Pro of the Year" in 1991and promoted to district

sales manager.

. Awarded all expense paid trip to Hawaii for 1991 sales performance.

. Named "1990 Rookie of the Year", selling $102 K in new business.

Finished #1 among rookies in device sales and was ranked #5 company

wide. Earned membership to Dura's President's Club and awarded a trip

to San Francisco.

. Earned $5000 year-end bonus for exceeding 1990 objective.

. Named "1Q 1990 Rookie of the Quarter" finishing #1 in sales.

. Finished 1st among rookies and 4th company wide in a March 1990

nebulizer promotion, selling 47 units in only my second month in the

field.

. Gained authorization at Walgreens and the American Drug Store chain

with our product Fenesin for substitution to the market leader.

Con Agra Foods January 1983 - November 1989

Account Manager, Dominick's Finer Foods - Chicago, IL, 1987 - 1989

Account Manager, Central Grocers - Chicago, IL, 1987 - 1988

Account Manager, Certified Grocers - Chicago, IL, 1986 - 1987

Account Manager, Godfrey Company - Milwaukee, WI, 1985 - 1986

Retail Representative - Milwaukee, WI, 1983 - 1985

EDUCATION

Advanced Sales Training - Dura Pharmaceuticals 1998

American Management Association, 1992

Dale Carnegie Effective Speaking and Human Relations, 1989

University of Wisconsin - Madison, 1982

Bachelor of Business Administration, Marketing

Grade point average 3.20 of 4.0

Completed 3 semesters of Japanese

CONTACT INFORMATION

Dale.Furrer @yahoo.com, 608-***-**** cell, 608-***-**** home

Updated January 2011

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