Sales Representative

Kelly Kaltenbach *** **th Street . Seal Beach, CA . 90740

Home: 562-***-**** . Cell: 714-***-****

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Award-Winning Sales Leader in the

Medical Device and Pharmaceuticals Industries

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Delivering highly developed analytical skills, innovative problem-solving

abilities, and expertise in strategy development.

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Record of accomplishment in successfully changing physician's prescribing

habits to catapult sales, deepen market penetration, and increase market

share.

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Exceptionally skilled in building relationships with physicians, medical

staff, administrators, physician assistants, nurse practitioners, and

others in customer influence network. Establish trust through providing top-

notch customer service.

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Fully knowledgeable in Buy & Bill, insurance reimbursements, working with

340B institutions, specialty pharmacies, formulary processes, and payors.

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Expertise with primary care, respiratory, gynecology, urology, cardiology,

general surgery, pulmonologists, ENT, plastic surgery, allergy, infectious

disease, and hospitalist practices.

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Areas of Expertise

. New Business . Sales Presentations . Proposal Development

Development

. Account Management . Post-Sale Support . Repeat Business

. Market Penetration . Product Launch . Sales Promotions

. Needs Assessment . Marketing . Territory Development

. Business Plans . Product Rollout . Territory Management

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Professional Experience

MERCK (formerly Schering Plough), Whitehouse Station, NJ 2002 - 2010

Pharmaceutical drug company that makes vaccines, prescription products,

consumer health, and animal health products from discovery through

manufacture. More than 110,000 employees; $10.1M in sales.

Specialty Sales Representative, Medical Devices/Pharmaceuticals (2008 -

2010)

Developed and managed business relationships with targeted therapeutic

specialists and customers. Launched new products and conducted marketing

campaigns. Organized FDA-required training for physicians.

Actions:

. Developed expertise with disease states, and ability to communicate

effectively the necessary technical, scientific, and product/disease

management information.

. Assessed needs of target physicians; addressed need with responsive

approach, targeted skills, and appropriate resources.

. Promoted broad portfolio of products, both medical device and

pharmaceutical.

. Cultivated relationships with key opinion leaders.

Accomplishments & Awards:

V Awarded Vice President's Club for 2008; top 7% sales in nation.

V Ranked #1 territory, 3rd & 4th quarters, 2008.

V Achieved 212% of goal attainment for pharmaceutical products, 4th

quarter, 2009.

Kelly Kaltenbach . 132 12th Street . Seal Beach, CA . 90740 Home:

562-***-**** . Cell 714-***-****

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Accomplishments and awards continued...

V Catapulted territory from ranking of 221nd to 14th (out of 400),

including 103% goal attainment, December 2008.

V Sold 192 medical devices (goal was 28) from June-December 2009.

V Negotiated contract for medical facility with 17 locations that

previously had exclusive relationship with competitor; obtained access

to all locations to distribute samples, marketing materials, and

provide education to staff. Obtained formulary change to include two

Merck products.

Sales Representative (2002 - 2008)

Launched new products, managed budget, expenses, and individual/corporate

accounts. Served as district trainer 2003-2004.

Actions:

. Established relationships with key opinion leaders, key personnel in

each office, and strategically and aggressively managed territory of

current and prospective customers.

. Delivered presentations to physicians, medical group practices,

hospitals, and others in customer influence network to increase

product knowledge.

. Developed advanced territory management plans that identified and

prioritized activities to accomplish short- and long-term business

goals.

Accomplishments & Awards:

V Awarded Representative of the Year, 2006; exceeded goal attainment at

200%.

V Consistent success resulted in promotion to Specialty Sales

Representative.

GOLD COAST REFRACTORY, Santa Fe Springs, CA 1999 - 2002

Small manufacturing company with more than 150 years' experience in

refractory installation, engineering, and manufacturing of combustion

systems for aluminum foundries, secondary recovery plants, heat treating,

environmental, incineration, and other users of industrial heating

equipment.

Marketing Associate

Developed marketing and advertising strategies to advance brand awareness.

Actions:

. Identified client issues and priorities; conducted presentations and

highly personalized interactions to communicate company's solutions.

. Developed long-term, sustainable relationships with corporate and

divisional executives.

Accomplishments & Awards:

V Drove revenue growth and generated market penetration and expansion.

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Community Involvement

SEAL BEACH ANIMAL SHELTER, Seal Beach, CA

Non-profit, no-kill animal shelter

V Create and execute promotions for facility

V Collect items needed for animals

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Education

UNIVERSITY OF PHOENIX, Long Beach, CA 2007

Master of Business Administration, GPA 3.9

CALIFORNIA STATE UNIVERSITY, Long Beach, CA 1999

Bachelor of Arts, Economics

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