Sales Manager

Karl R. Borchers

**** ****** *****, **** ******, IL 62034 / 618-***-****

/*********@*******.***

Sales Manager

Territory Sales / Specialty Sales / District Sales Management

Over 10 years experience in Sales, Specialty Sales, and District

Management. Dedicated to the Health Care industry and recognized for

successful achievements in patient care, education, sales and marketing.

Identified and promoted for strength in business unit development,

identification of deficiencies and potential opportunities. Demonstrated

success in diversified areas including: outstanding long-term relationships

with clients, developing territory sales plans to maximize profitability,

volume, and market share

. Represented 9 Pharmaceutical products and 1 Medical Device to 10

Medical Specialties.

. Developed Key Relationships with Medical Professionals, Business

Managers and Ancillary Services

. Recognized and Promoted to Specialty Sales Position and District Sales

Management

. Identified by Peers as Outstanding Coach and Mentor

. Committed to the Values of; Loyalty, Honesty, Integrity,

Collaboration and Communication

Professional Experience

Wyeth Pharmaceuticals, 1999 - 09

Territory Sales Manager, Alton, IL 2008 - 09

Effectively utilized product knowledge, customer specific information,

market dynamics and communication skills to achieve productivity and sales

goals. Developed and implemented Territory Business Plan to improve

geography performance in goal achievement.

. Successfully launched new Anti-depressant SNRI (Pristiq*) with Key

Customers in saturated market.

. Lead District in Key Opinion Leader speaker programs supporting new

launch of new product.

. Launched new first in class product for Medication Induced

Constipation patients with Advanced Illness (Relistor*)

District Sales Manager, Southern Illinois 2004 - 08

Managed 11 Sales Representatives in diverse geographic area to promote

multiple products in PCP, IM, and Gastroenterology and Cardiology offices.

Performed field performance improvement activities, managed administrative,

human resource concerns and budget for district. Recruit, screen, interview

and hire for vacancies.

. Improved District Overall and Individual Sales performance resulting

in 2 district member promotions to Specialty Sales, 5 Representatives

received Area and National Award Recognition.

. 2005 AREA Coach of the Year Award from Illinois Business Unit

. District Ranked #1 of 8 in Illinois Business Unit June-December 2007

and January- March 2008

. Chosen to attend Wyeth Sales Management Skill Development Program

conducted by Psychological Consultants of Richmond, Virginia.

. Management Courses Completed for Professional Development:

. District Manager Level I 2006

. Targeted Selection/Civil Treatment for Managers

. Management Seminar I & II

. Leadership Seminar I & II

. Return on Investment Coaching

. Exceptional Management Practices I & II

Professional Experience cont'

Specialty Sales, Wyeth Pharmaceuticals Bio-Pharmaceutical Division

2001 - 2004

Marketed Injectible Medical Device (Synvisc Hylan G-F20) to Orthopedic and

Rheumatology offices in Southern Illinois, Western Indiana, and Kentucky.

Communicated and demonstrated proper injection technique to Orthopedic

Surgeons, Rheumatologist and Physician Assistants responsible for patient

care. Implemented a training program for business offices on billing and

reimbursement procedures, resulting in increased product sales.

. Ranked # 4 out of 50 Representatives in Zone Sales Results July - Dec

2001.

. Selected to represent Company at 2 National Medical Professional

Conventions

. Developed business model with focus on customer needs for purchase,

billing and reimbursement of device.

Sales Representative, Wyeth Pharmaceuticals Robins Division

1999 - 2001

Successfully sold Branded Pharmaceutical Products to Primary Care, Internal

Medicine, Gastroenterology, Orthopedic and Rheumatology offices in Southern

Illinois and Metro-East St. Louis Market. Communicated effective product

information and Managed Care Information related to product utilization.

. Completed Pharmaceutical Sales Training Program for promotion to Level

II Sales Representative

. Added Psychiatry Offices within geography above and beyond primary

care responsibilities due to specialty sales vacancy.

. Coordinated geography Key Customer Speaking programs to improve

product knowledge and utilization.

. Promoted to Specialty Sales Position

SSM Healthcare, St. Louis, MO 1997 - 1999

Health and Wellness Coordinator, Pediatric Markets, SSM Cardinal Glennon

Children's Hospital 1997-1999

Designed, promoted, implemented and evaluated community outreach activity

in St. Louis and surrounding area serviced by Cardinal Glennon Children's

Hospital. Recruited a multi-disciplinary team of professionals to staff

and conduct programs. Contributed information and content used for Public

Relations and media. Member of St. Louis Immunization Coalition.

Health and Wellness Coordinator, SSM St. Joseph Hospital, St. Charles, MO

1998-1999

Added responsibility of the Adult Market in St. Charles County, MO.

Coordinated programs including; Seasonal Flu Vaccine Clinics, Skin and

Prostrate Screening Program, Breast Cancer Awareness Campaign, Smoking

Cessation, Bicycle Helmet Programs and CPR/First-aid programs.

Illinois Department of Human Services, Belleville, IL

1994 - 1997

InTouch Specialist, Division of Alcohol and Substance Abuse

Southern Illinois University at Edwardsville, Edwardsville, IL

1997 - 1998

Adjunct Faculty, Health Education and Sciences

Piasa HealthCare, Prevention Specialist, Chestnut Health Service,

Maryville, IL 1992 - 1994

WESTERN ILLINOIS UNIVERSITY, Graduate Teaching Assistant, Department of

Health Science 1990 - 1991

Additional Experience

US NAVY HOSPITAL CORPS Honorable Discharge 1987

1982-1987

. Navy Achievement Medal 1984

. Navy Good Conduct Award 1986

Education

MS, Heath Science Western Illinois University, Macomb, IL

May 1996

BS, Health Education Southern Illinois University Edwardsville,

Edwardsville, IL May 1989

Academic Achievements & Honors

Outstanding Senior Award in Health Education 1989

Southern Illinois University at Edwardsville

Vice President ETA SIGMA GAMMA Health Science Honorary 1988

Southern Illinois University at Edwardsville Certification Health Education

Specialist1989-91

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