Sales Management

Susan L. Ness, M.B.A.

H: 605-***-**** *****.*.****@*****.*** 1318 Edinborough Drive, Rapid City, SD 57702

Passionate, high performing professional with a unique background in education, sales, marketing, and

management. Drives aggressive but practical strategic planning for building alliances, managing

projects, and implementing initiatives that support organization growth and efficiency. Cross-

functional expertise in marketing and communications, demonstrated in an international business

environment.

AREAS OF EXPERTISE

Strategic Marketing Account Development

Event Planning

Project Management Strategic Alliances

Product Launch

Process Improvement Staff Management

Training/Leadership

RELEVANT SKILLS

Marketing and Communications

Delivered high-quality editorial content including articles for publication, media releases,

brochures, speeches, and advertisements

Partnered with cross functional colleagues in strategic planning/execution of Pan American

Health Organization (PAHO) sponsored workshops and symposiums

Orchestrated the launch and promotion of publications, coordinating highly matrixed

environmental deadlines and agendas

Collaborated with international Communication Officers of UN Agencies to create and

publish quarterly electronic newsletter for Western Caribbean UN agencies

Created internal guidebook for VIPs, short-term consultants and new employees to PAHO to

establish effective internal and external communication processes

Management and Leadership

Developed and executed successful marketing plans to continue established relationships

and generate new business to meet organizational goals

Supervised and coached nine account representatives in hiring, staff development, goal

setting, motivation and termination

Selected to participate in Market Research Conference based on product/customer

knowledge and sales performance to determine marketing strategies for billion dollar

company product

Sales/Customer Relationship Management

Moved territory rank from 29th to 2nd through planning and execution of educational

programs with national speakers and focused attention on VIP customers

Addressed high volume customer needs with targeted, responsive approaches, driving

business sales volume

Pfizer Vice President’s Cabinet Award Winner 2005, 2008 (top 10% year end regional

rank), based on quota attainment

Pfizer Excellence in Action Contest Winner 2003, 2005 based on market share growth

Susan L. Ness, M.B.A. Page 2

PROFESSIONAL EXPERIENCE

Pfizer, INC. - Rapid City, SD 2003-2009

Professional Healthcare Representative II

Influenced the prescribing habits of primary care physicians, internists, cardiologists, and

rheumatologists in territory with account base in excess of $4 million. Successfully

managed and optimized budget and market data to ensure effective results to achieve and

maintain above quota sales attainment in a declining market.

Women’s Healthcare Specialty Representative-Pharmacia Corporation 1998-2003

Launched three new-to-market Women’s Healthcare products to primary care physicians,

urologists, and ob/gyns in South Dakota, Nebraska, and NW Iowa. Recruited local opinion

leaders for speaker advocate programs and leveraged relationships to achieve 28% market share.

Pan American Health Organization/World Health Organization – Trinidad & Tobago, W. I. 2008

Communications Advisor-Pfizer Global Health Fellow

Chosen to serve as a corporate liaison to PAHO communications operations in Trinidad &

Tobago. Responsible for all marketing coordination and production requirements for specific

events such as World Health Day, Annual Media Awards, and Educational symposiums. Wrote

and edited press releases, articles, and interviews for publication.

The Minot Daily News, - Minot, ND

1990- 1998

Retail Advertising Sales Manager 1996-1998

Responsible for successful management and execution of organization’s products,

budgets, gross margins, and all facets of staff development, and team building

capacities.

Retail Advertising Account Executive/Project Coordinator 1990-1996

Grew advertising revenue in excess of $1M annually. Coordinated with departmental

management to meet sales, creative, editorial, print, and distribution schedules and

deadlines in delivery of niche publications and special advertising promotions.

EDUCATION

Master of Business Administration, Marketing, Capella University, Minneapolis, MN

Graduated with 3.93 GPA

Bachelor or Arts, Journalism, Concentrations: PR/Advertising & News/Editorial Writing,

University of North Dakota, Grand Forks, ND.

Graduated Cum Laude

National Exchange Student, Rutgers University, New Brunswick, NJ

COMMUNITY LEADERSHIP

Humane Society of the Black Hills Volunteer

United States Peace Corps Volunteer, Kenya, East Africa

YMCA International World Ambassador Abroad, South Korea

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