Sales Manager

Keith A. Fuller

** ******* **. ( Columbus, OH ***14 614-***-**** (*****.*.******@***.***

Senior Sales Manager

Marketing & Sales

Strategic Planning / Tactical Execution / Cross-Matrix Collaboration /

Organizational Improvement

Dynamic leader who drives results...

developing strategic plans, setting tangible goals, engaging others to

achieve them...

...capably delivering results even in times of organizational change.

High-energy executive with a proven record in success in leading sales

organizations, developing and executing strategic plans to maximize sales

effectiveness while driving market growth. Respected, influential leader; a

trusted business confidante and recognized go-to resource known for ability

to identify solutions and collaborate across functions to achieve shared

goals. An accomplished developer of people, I excel in leading individuals

to reach their maximum potential, thereby delivering maximum results.

Core Competencies:

< Providing vision and leadership to sales and marketing organizations,

setting clear directions to drive business goals.

< Building and leading loyal, high-performance teams, capitalizing in

individual strengths to maximize results while implementing sound

staff development practices to promote improvement.

< Planning and executing well-conceived programs aimed at driving

profitable growth.

< Designing and implementing new regional field structure to maximize

overall organizational effectiveness in an account based selling

model.

PROFESSIONAL EXPERIENCE

GlaxoSmithKline 1997 to present

Senior Therapeutic Sales Manager/District Sales Manager (12/02 to present)

Oversaw teams of as many as 19 sales representatives in driving sales of

large portfolio of products. Provided leadership and guidance, leveraging

stellar sales skills to maximize sales performance.

. Management in Field Sales and complex Academic Institutions. Managed

cross-matrix collaboration requisite for successful contracting.

. Extensive and successful experience in recruiting and hiring high

performance sales professionals. Hired more than 20 new sales reps,

several of whom subsequently where identifies as "Key Talent".

. Earned 2 top sales manager awards for top performance (#1 in the region

#4 in the nation and in the top 12% nationwide).

. Chosen to manage and implement Regional Development Program for high

talent sales professionals. Each representative to complete a 9 month

internal "MBA" program to increase business acumen, facilitation skills,

and strategic thinking capabilities.

Leadership Excellence

. Tapped by Regional Vice President to develop and present Regional

Business Plan to Senior Vice President of U.S. Pharmaceuticals.

. Selected as 1 of 15 Sales Manager's on National Manager Advisory Board;

developed and discussed recommendations for senior management on

strategic marketing directions and sales force optimization to drive

business growth.

. Identified as management key talent, a program designed to expose

individuals to other areas of the company and prepare them for further

career growth.

. Selected to lead and develop Regional Long Term Care Plan to explore

business and collaborative opportunities by aligning nursing homes and

their respective pharmacy provider accounts to affiliated physicians and

healthcare providers.

(Continued)

GlaxoSmithKline Continued

. Selected by Vice President to champion corporate Diversity Initiative for

sales region of over 250 sales professionals.

< Among successes, coordinated a Healthy Communities Initiative during

NBC's Health and Fitness Expo where free health screenings took place

and results were evaluated by area physicians and follow-up

recommendations were given to the underserved community. Over 1200

individuals were screened.

Sales Support Initiatives

. Partnered with top regional pharmacy chain management to provide pharmacy

education around highly effective medication adherence program, an

education-based initiative that identified and reached out to patients

with open prescriptions to encourage them to fill them.

< Among successes, worked with Kroger pharmacies to promote Advair, an

asthma control pharmaceutical. As part of program, trained pharmacy

interns to conduct interventions and counsel patients on the benefits

of Advair.

. Implemented strategies to drive business growth in markets with limited

or challenging access, i.e., plans or states that have restrictions on

products. Focused on strategic messaging and facilitation of the

prescription approval process in highly profitable arena.

. Provided tactical support to sales team, developing and executing plans

to direct sales effort based on customer segmentation strategies.

Launched numerous well-received educational programs in support of sales,

developing prestigious list of key opinion leaders to service as speakers

and lecturers in support of business in the Columbus, OH market.

. Developed methodologies in support of Ohio State Medicaid pull-through

strategy, including template/grid to map and understand market, as well

as communication tool used to capture and share best sales practices.

Marketing Rotation (2002)

. Chosen to take on rotational assignment, serve as a vital resource to

Marketing Leadership, conducting research and developing insights to

establish framework for the launch of a new indication for a major brand

with sales of $1.8 billion.

Sales Training (2001)

. Facilitated new representative product training for two initial training

classes.

. Developed a Sales Representative Mentorship Program for the roll-out of a

new product launch. Representatives would spend the day in the office of

a local provider to determine how to provide value to the customer's

practice.

Sales Representative/District Sales Trainer (1997-2001)

Sold broad range of pharmaceutical products in retail settings (clinics and

doctors' offices) while also successfully promoting products in large

teaching institutions.

. Achieved exponential sales growth, winning 4 awards for top sales

performance. "President's Club Award" 1998, Ranked #1 Burroughs Wellcome

Sales Division. 1998-2000, "Peak Performer Award" for maintaining a

portfolio quota attainment average of at least 102%.

. Earned promotion into management based on leadership and performance

excellence.

EDUCATION

B.A., Communications, Biology Minor, Kent State University, 1996

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