Sales Representative
Resume:
KEITH R. SCHWERTFEGER
Clarence Center, NY 14032
*************@**********.***
Dedicated manager with a proven history of success in Sales Management,
Marketing, and Sales with a Fortune 50 high-technology company.
Experienced tactical and strategic planner with expertise in marketing and
sales analysis. Effective training, coaching/counseling, and people
management skills gained while supervising and working with teams to
surpass their potential. Supervised 14 direct reports and generated $40
million in annual revenue - consistently achieved top 10% national sales
performance rankings. Core strengths include:
? People Management skills ? Sales and Communication
skills
? Tactical/Strategic Planning experience ? Analytical and Market
Research expertise
Management And Leadership Expertise
Merck & Co., Inc. - Buffalo, NY
Business Manager: 2000-2003 - Successful management of a $40MM sales
district in the Buffalo/Western New York/Northern Pennsylvania markets.
Managed sales activities for a team of 14 Sales Representatives in a highly
technical health-care business. Developed and launched successful tactical
and strategic plans to maximize revenue in a highly restrictive managed
care environment. Directed employee recruitment, selection, and retention
initiatives. Maintained high level of local business knowledge and
developed successful business relationships with key customers and
accounts.
. Developed and executed strategies to limit the effectiveness of 2 new
key competitors resulting in lower share uptake for these two products
versus regional and national benchmarks.
. Demonstrated customer relations and problem solving skills by leading
team of 35 Representatives during product recall. Leveraged customer
knowledge and relationships to minimize the recall's effect on the
performance of other products in my portfolio.
. Conducted market analysis, formulated sales strategy, and presented
findings and recommendations to Senior (VP level) management -
recognized by VP for analysis, strategic direction, and presentation
skills.
. Led by example through coaching and training of District and Regional
Sales Representatives. Averaged over 110 days in yearly field
visits/coaching sessions with Representatives.
. Hired 15 new employees during a 10-month market expansion period.
Mentored and facilitated the promotion process of 3 direct
reports.
. Motivated team to excel and maintained high employee retention rate -
resulted in corporate trip award for the team and savings for the
organization in personnel expenditures.
. Annually allocated and managed over $500,000 in resources to achieve
sales targets.
Marketing AND ANALYTICAL experience
Merck & Co., Inc. - Corporate Headquarters - West Point, PA
Manager - Health Management Services: 1997-2000
Responsible for the design, development, and implementation of
Cardiovascular and Migraine Disease Management (DM) programs to key HMO,
Government, and Employer customers. Directed vendor/agency contracting and
management.
. Directed multi-disciplinary team (managed care sales, scientific, and
marketing teams) in the development and launch of a comprehensive
Migraine Disease Management program to key customers.
. Principal Merck contact to the National Headache Foundation (NHF)
during the development of a national migraine treatment guideline
document. Coordinated Merck and NHF developmental activities and
provided strategic and tactical packaging suggestions to team.
. Led/collaborated with scientific departments in the development and
packaging of tools for the program leading to the development of an
innovative consumer-based headache screening tool.
. Conducted/facilitated meetings with National Sales Executives and
customers to help define, design, and implement specific DM programs
for acquiring NCQA accreditation/HEDIS reporting.
. Trained internal and external staff, National Sales Executives, and
Medical Directors in disease pathophysiology and the use of Migraine DM
program tools. Served as department Product Specialist for migraine.
Keith Schwertfeger - Page 2
Merck & Co., Inc. - Corporate Headquarters - West Point, PA
Marketing Analyst: 1995-1997
Utilized statistical and quantitative tools to provide analysis,
interpretation, and recommendations to Upper Management concerning
marketing and sales promotional strategies. Responsible for external
vendor sourcing, hiring, and monitoring.
. Primary research focus was the calculation of ROI for Direct to
Consumer advertising.
. Provided recommendations to Sales Management for the optimization of
sales force and promotional strategies - resulted in reallocation of
sales personnel.
. Worked with internal marketing teams and hired external market
research firms to conduct longitudinal consumer attitude and awareness
surveys.
. Conducted analysis of physician prescription activity for a new method
of direct-to-consumer advertising and an innovative fax-based
promotional program.
Direct to Consumer Advertising Campaign for Mevacor (advertising
expenditures of $23MM)
Successfully designed and analyzed multiple data sources to determine the
impact of the campaign. Developed, implemented, and analyzed the first
study of Patient Persistency and Compliance that was linked to DTC
advertising. Developed, coordinated, and assessed multiple waves of
market research tracking studies and analyzed physician prescribing
habits. Presented analysis of prescription-based testing, primary
research studies, and financial outcomes to senior management; financial
resources were re-allocated to the Consumer Awareness Advertising Campaign
for Zocor .
Consumer Awareness Advertising Campaign for Zocor (advertising
expenditures of $15MM)
Led team in the development of protocols for the measurement of the
campaign. Designed and implemented the fielding of qualitative and
quantitative research studies including an innovative consumer re-contact
study to expand Merck's understanding of consumer behavior. Designed,
conducted, and analyzed results from consumer focus group sessions.
Sales Experience
Boehringer Ingelheim - Buffalo/Rochester, NY
Neurology Specialty / Senior Sales Representative: 2008-2009
Educated physicians and affiliated medical personnel regarding advances in
the pharmacological treatment of Stroke, COPD, Benign Prostatic
Hyperplasia, and Restless Leg Syndrome. Position was eliminated due to 30%
reduction in the sales force.
Merck & Co., Inc. - Buffalo, NY
Senior Executive Osteoporosis Specialty and Primary Care Sales
Representative: 2003-2008
Provided consultative treatment recommendations to Specialists and Primary
Care physicians in the Osteoporosis, Hypercholesterolemia, Asthma, and
Arthritis markets. Position was eliminated due to the closure of the Sales
Division.
. Most senior sales position within Merck - less than 5% of the Merck sales
force has achieved this designation.
. 2007 Director's Award - top 15% national sales and market share
performance
Ranked #6 in the Nation for market share change and sales objective
attainment through 2007 (out of 125 territories).
. 2006 Vice President Award - top 10% national sales and market share
performance.
Ranked #1 in the Region for sales objective in 2006 (out of 37
territories).
. 2005 District Most Valued Peer Award.
Professional Sales Representative: 1989-1995
Multiple disease category/pharmaceutical product sales to Primary Care
physicians in the Western New York marketplace.
EDUCATION
Masters of Business Administration
Joseph M. Katz Graduate School of Business
University of Pittsburgh, Pittsburgh, PA
Concentration: Marketing
Bachelor of Arts
Bethany College, Bethany, WV
Business Administration/Economics
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