Sales Manager
Resume:
KENNETH R. VORHIES
Mount Juliet, TN 37122
******@*****.***
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SUMMARY
Results driven Pharmaceutical Sales Manager professional with proven
ability to hire, develop, and motivate talented sales professionals to
exceed corporate sales objectives. A top producer in sales and career
development by instilling accountability and a territory ownership
mentality focusing on business acumen, time management, and overall selling
skills. Collaborative management style producing award winning results
through situational leadership and optimistic attitude.
PROFESSIONAL EXPERIENCE
UCB Inc., Nashville, TN
District Manager, Respiratory/Pediatric Division
2005-2010
Lead management position with responsibility for hiring, managing,
developing, and leading a team of sales professionals. Specialties sold to
include Allergy and Immunology, Dermatology, Neurology, Psychiatry,
Pulmonology, Pediatrics and Emergency Medicine.
* Manager of the Year Award Winner - 2009
* President's Club Award Winner - 2009
* District of the Year Award Winner - 2009
* Consistently ranked in the top 20% with sales numbers; finished runner-up
in District of the Year - 2008, 2006, and 2005
* Led region, ranking 3rd in company with Psychiatry product launch (Q3) -
2009
* Led company in market share growth with cough and cold product (Q2 & Q3)
and TRx volume (Q2) - 2008
* District ranked in top 20% with allergy product launch (with top 3rd
party plan NDC blocked) - 2007
* Led company with launch of psychiatry product line extension (District
ranked #1 out of 44) - 2006
UCB Inc, Atlanta, GA
Corporate Sales Trainer, Respiratory/Pediatric & Neurology Division
2002-2005
Trained, developed and coached respiratory/pediatric business unit (440
sales specialists) and neurology business unit (151 sales specialists).
* Coordinated with marketing department and advertising agencies to create
high-impact selling messages and training programs to ensure Brand Team
consistency and success
* Developed new product launch materials and created POA meeting activities
and facilitator guides
* Designed and scheduled training breakouts for national meetings
* Member of The Society of Pharmaceutical and Biotech Trainers (SPBT)
UCB Inc, Indianapolis, IN
Sales Specialist, Respiratory/Pediatric Division
1999-2002
Sold pharmaceuticals to specialty physician offices and hospitals.
Specialties sold to include Allergy and Immunology, Dermatology,
Psychiatry, Oncology, Urology, Gynecology, Pain Management, Pulmonology,
Emergency Medicine, Pediatrics and Internal Medicine.
* Led region ranking 3rd nationally with launch of cough and cold product-
2003
* Led district and ranking 2nd regionally with launch of migraine product
- 2002
* Selected to participate in UCB's Career Development Center - 2002
* President's Club Award Winner- 2001
* Regional Leadership Award Winner - 2001
* Led company ranking 1st nationally in market share growth contest with
urology product - 2001
* Led region and ranking 4th nationally with launch of cough and cold
product - 2001
Ken Vorhies,
page 2
ADVANCED MICROELECTRONICS, Inc., Indianapolis, IN 1998-1999
Sales Representative
Developed and sold computer technology solutions to the business and
education field.
* Generated over $100,000 in sales during the first three months of
employment
* Achieved over 100% of quota 14 of 16 months.
OAK AGENCY, INC., Indianapolis, IN 1997-
1998
Territory Manager
Generated new specialty insurance accounts through extensive canvassing and
prospecting. Responsible for training finance managers within accounts.
Created and implemented successful incentive reward programs.
* Developed a total of 27 new accounts; increased business by over 200% in
assigned territory
BURLINGTON INDUSTRIES, Chicago, IL 1995-1997
Account Manager
Responsible for coordinating sales presentations, forecasting and
scheduling production for National Accounts.
SALES AWARDS
* Manager of the Year - 2009
* President's Club - 2009 & 2001
* District of the Year - 2009
* National Market Share Growth Leader - 2009, 2007, 2005, & 2001
* Selected to participate in training at Center for Creative Leadership -
2008 & 2006
* Regional Market Share Growth Leader - 2001
* Selected to participate in UCB's Career Development Center - 2002
* Selected to National Convention Team - 2002
* National Market Share Growth Contest - 2001
* Regional Leadership Award - 2001
* Pinnacle Award - 2000
EDUCATION
INDIANA UNIVERSITY, Bloomington, Indiana
* B.S. Marketing
UNIVERSITY OF LIMBURG, Maastricht, Netherlands
International Marketing, spring semester
* Overseas study program concentrating in International Business
CONTINUING EDUCATION
Center for Creative Leadership, San Diego, California
2008 & 2006
* Leadership training - "Leadership Development" May 2008
* Leadership training - "Looking Glass" May 2006
Certified Trainer in the following programs:
Meeting and Classroom Facilitation, Situational Leadership, Curriculum
Development and Testing, Civil Treatment, OZ Principle, Versatile
Salesperson, Synergy, Evidence Based Selling, Resource Allocation, Managed
Health Care, Hazmat, Vision, Partnering with Physicians, Listening and
Rapport Building, PSSRx sales model
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