Sales Manager
Resume:
Kent A. Black
Pittsford, New York 14534
EXPERIENCE
SCHERING-PLOUGH CORPORATION, Pittsford, NY
Cardiovascular/Respiratory Hospital Sales
Representative November 2006-March 2010
Promoted pharmaceutical products to Healthcare Systems via
interactions including instruction with administration,
healthcare providers, pharmacy, and students.
Responsibilities include:
* Q4 Goal Attainment: 148.1%
* Achieve all dollar, prescription, share and
share growth targets as well as account
objectives as assigned. (i.e. discharge
protocols, formulary wins, advocacy development)
* Maintain an in-depth knowledge of the
Schering-Plough product line, competition, accounts,
and disease states.
* Serve as a resource to and collaborate
effectively with Primary Care, Specialty, MSP, Merck,
and Managed Markets.
* Develop thought leaders/speakers, and conduct
educational programs within the
institutional setting.
* Make individual and group sales presentations
to health professionals and administrators.
* Select areas of expertise include
Respiratory, Allergy, Erectile Dysfunction, Women's Health
and Cardio Vascular disease states.
* Current product portfolio includes Vytorin, Zetia,
Asmanex, Foradil, Proventil HFA,
NuvaRing and Implanon.
* Interacted with Cardiology, Pediatrics, Internal
and Family Medicine, Endocrinology and
Gynecology
* Experience with Tablets, Inhalers and
Injectables.
* Participate in training and development
programs to continuously improve performance.
Results for Q4 - 2009 total product portfolio
sales: Results for 2009 total portfolio sales:
* Ranked 1 of 9 in the Region.
* Ranked 6 of 9 in the Region
* Ranked 2 of 121 in the Nation
* Ranked 56 of 121 in the Nation
Results for 2008 total portfolio sales:
* Ranked 2 of 9 in the Region
* Ranked 23 of 122 in the Nation
SCHERING-PLOUGH CORPORATION, Niagara Falls, NY
Professional Sales Representative
January 2004-November 2006
Promoted pharmaceutical products to Healthcare
Providers via targeted sales presentations
thereby strengthening the representative/prescriber
relationship.
Responsibilities included:
* Successfully launched two new Schering-Plough
products-Asmanex and Vytorin
* Employed customer-focused selling techniques to maintain
high customer rapport and
knowledge of Schering-Plough products.
* Developed creative sales strategies to reach
and influence "hard to see" providers and "hard to
work" accounts.
* Product portfolio included Asmanex, Nasonex,
Levitra, Foradil, Vytorin and Zetia.
* Cultivated relationships with healthcare
providers based on trust and mutual respect.
* Planned, developed, and implemented a daily
call cycle to maximize reach and frequency for
200 targeted physicians.
* Guided specialists to become product
advocates for the local Primary Care community.
* Facilitated numerous medical educational
programs to enhance marketplace awareness of
Schering-Plough products.
* Identified and utilized marketing strategies
that consistently drove and expanded market share.
Results for 2005 total product portfolio sales:
* Ranked 1 of 16 in the Region.
* Ranked 6 of 142 in the Area.
* Ranked 29 of 525 in the Nation.
CYBERCOPY CORPORATION, Portland, ME
Vice President of Sales and Marketing
April 1999-December 2003
Co-owner and sales manager of a quick print business
catering to both retail and commercial customers.
Responsibilities include:
* Created and implemented a structural business plan
reflecting budgetary projections,
operational feasibility, human resources, and
wages/benefits.
* Secured financing for fixed equipment and credit lines
to ensure future capital needs.
* Established yearly marketing plans with media
advertisements and monthly sales
promotions.
* Reviewed monthly financial reports to track productivity
and profitability.
* Developed a strong team environment between sales and
operational staff to increase
productivity and enhance net profitability.
* Consistently exceeded sales goals with an average
monthly growth of 30%.
* Expanded yearly commercial account sales to exceed 1.5
million.
* Increased account revenue by packaging print services to
meet specific client needs.
* Provided ongoing education, training, and management to
sales representatives.
WASTE MANAGEMENT, INC.
Residential Supervisor-Rochester, NH
January 1995-April 1999
Supervisor of residential refuse and recycling for
subscription and municipal contracts.
Responsibilities included:
* Managed 35 employees to complete waste collection on
residential and recycling
routes.
* Established route goals and monitored employees' daily
collection.
* Identified and addressed concerns voiced by community
citizens and town officials.
Operations Supervisor-Londonderry, NH
Supervisor of operations, personnel, and safety for Waste
Management's largest New
England based hauling company.
Responsibilities included:
* Managed 60 employees to complete waste collection on
residential, commercial, and
recycling routes.
* Ensured community satisfaction through interactive
dialogue with local and town
officials.
Materials Recovery Facility Supervisor-Rochester, NH
Manager of operations, personnel, and all financial
performance of a facility for recycling
paper, glass, metal, and plastic collected from three New
England states.
Responsibilities included:
* Negotiated rates of recycled goods to paper and bottling
companies; steel and
aluminum mills; and plastic manufacturers.
* Managed 20 employees on two production lines.
* Increased facility production by 40%, turned net losses
into profits within eight months.
Dispatcher-Portland, ME
Dispatcher of 14 waste and recycling routes for the Maine-
based hauling company.
Responsibilities included:
* Routed personnel and trucks for collection of residential and
commercial waste
material.
* Improved productivity and division profits by streamlining
route logistics.
* Recorded individual employee throughput for weekly payroll.
HAYHURST AND ASSOCIATES, INC., Miami, FL
Mortgage Banker/Broker
June 1993-December 1994
Loan officer of mortgages for residential and commercial
properties.
Responsibilities included:
* Sold financial services to qualified buyers using diverse
loan programs.
* Networked with lawyers, realtors, and CPAs to gain
referrals.
EDUCATION
Denison University, Granville, OH
May 1993
Bachelor of Arts
Major: Communications/Mass Media Emphasis
REFERENCES AVAILABLE UPON REQUEST
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