Sales Manager

Kevin H. Birchen

Glen Allen, VA 804-***-**** ( abmgyt@r.postjobfree.com

Healthcare Industry Sales Professional

Award-winning consultative sales professional. Highly effective

communicator with excellent organizational,

analytical and interpersonal skills. Medical account experience includes

physician offices, academic teaching hospitals and health systems. Mastered

the art of reaching decision makers. Tenacious in building new business and

securing customer loyalty.

Selected Achievements:

. Won Horizon Award (2009) for development of strategic partners with

medicare reimbursement initiative.

. Ranked #1/22 as District Sales Manager (2008) and secured top ranking as

Territory Manager (2006).

. Won 6 awards (5 Teal Diamond, 1 Infinity Cup) in the last 6 years for

top sales performances.

. Nominated for 12 Bio Vision Awards for exceptional work implementing and

exchanging best practices.

. Experience in launching a biopharmaceutical product.

Professional Experience

Ortho Biotech inc.

A Johnson & Johnson Company. Horsham, PA

1999-2009

District Sales Manager (2007 - 2009)

Full responsibility for Profit and Loss. $65M district .9 direct reports

Sold core product line consisting of injectables Procrit - red blood cell

growth factor for anemia, Doxil - a chemotherapeutic regimen for Ovarian

Cancer and Velcade -treatment for patients with multiple myeloma and mantle

cell lymphoma. Primary call points Oncology, Hematology and GYN-Oncology.

. Delivered high impact sales presentations to win and secure business

with key clients; University of Pennsylvania Medical System, Georgetown

University, University of Maryland Medical System, and Washington

Hospital Center.

. Established Key Opinion Leader relationships to exceed aligned

objectives.

Territory Manager (2005 - 2007)

Developed academic hospital and office based segment for core product line

above.

. Executed business plan resulting in territory growth of +$736,179

exceeding sales targets.

. Influenced positive formulary decisions by executing plan of action

strategy with pharmacy and therapeutic committee.

Institutional Sales Specialist (2002 - 2005)

Established executive relationships and managed accounts to ensure

formulary access. Key accounts included University of Virginia (UVA) and

Virginia Commonwealth University (VCU) health systems.

. Selected as product trainer at Corporate HQ (2003).

. Effective in successfully completing health system General Purchase

Agreement contract negotiation.

. Promoted from Product Specialist (1999 - 2002), after having won 2

awards for top sales performances.

Hallmark Cards, Inc. Kansas City, MO

1992-1999

Key Account Executive (1996 - 1999)

Sold and managed category performance and profitability. Influenced

relationships at headquarter level. Accounts included Wegmans, Weis

Supermarkets, Superfresh Mid-Atlantic, and Giant Food.

. Generated sales of $16.2M vs. goal of $10M.

. As Chain Executive (1994 - 1996), developed the Mid-Atlantic territory.

Achieved sales of $12M vs. goal of $5M; won R.B. Hall Award for top

sales achievements in 1994.

. Promoted from Account Representative (1992 - 1993) and Account Executive

(1993 - 1994). `

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Kevin H. Birchen

Glen Allen, VA (

804-***-**** ( abmgyt@r.postjobfree.com

Summary of Previous Experience

Began career with Marriott Corporation in Bethesda, MD (1984 - 1987).

Recruited to Royal Sonesta Hotel in Cambridge, MA (1987 - 1990) Corporate

Sales Manager. Achieved $1.5M in sales vs. goal of $500K. Career advanced

to Hyatt Regency Hotel in Baltimore, MD (1990 - 1992) Senior Sales Manager.

Achieved $2.2M in sales (convention business) vs. goal of $800K.

Education, Training & Activities

Bachelor of Science in Business Administration

Morgan State University Baltimore, MD

Professional Training: Advanced Selling, Effective Presentation and

Facilitation Skills,

Hospital Selling Skills, Interpersonal Skills, and Leading Edge Selling -

The Sales Process

Active in local community as a mentor-leader to local business via Boston

Fellows Program.

Provides sales-career planning lectures to local high schools and colleges.

Mentor for Junior Achievement of Central Virginia, Inc.

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