Sales Manager

KENTARA MCKINNEY

*** ******* ***** ( Allen, Texas 75013 214-***-**** ( *********@*****.***

PROFILE: SALES MANAGER HEALTHCARE & MEDICAL SALES

~ Successful career driving team sales performance within pharmaceutical

environments ~

Award-winning, transformational Sales Leader with 10+ years of

progressive sales, training, brand marketing and sales management

experience within the healthcare industry. Career hallmarked by recognition

including prestigious President's Council and Marketing Excel Awards for

sales and marketing excellence. Highly skilled in developing and leading

high performing sales team through outstanding ability to motivate

employees and create team synergy that elevates performance. Proven

ability to create customer-driven sales strategies that drive market share

growth.

Core Competencies Include:

Staff Management Staff Development Account Retention Strategic Sales

Planning Marketing Budget Management Market Share Growth New Product

Launches Relationship Management

Key Account Management Revenue Growth Business Development Territory

Management

PROFESSIONAL EXPERIENCE

ELI LILLY AND COMPANY ( INDIANAPOLIS, IN

DISTRICT SALES MANAGER, NEUROSCIENCE Dallas, TX 2010 to Present

~Progressively grew with company; promoted to positions of increasing

challenge and complexity ~

Lead high-performance, 14-person sales team accountable for creating

exceptional customer value via brand promotion of Eli Lilly products.

Recognized for exceeding sales targets and driving revenue and account

growth throughout sales territory. Enhance business results by providing

leadership to Sales Representatives and collaboratively creating District

sales vision and strategy. Generate market share growth within Primary

Care, Internal Medicine, Psychology, Neurology, and Pain Management

markets.

V Achieved 101% (2011) and 102% (2012) of Portfolio District Sales goals

by engaging, training, and developing employees.

V Obtained 100% of sales plan in Q4 2010 by quickly acclimating to new

role in organization; ranked #27 out of 103 District Sales Managers

(Top 26%) nationally and attained 101% of Strattera goal.

V Developed winning, customer centric culture; improved Service and

Engagement Scores from 67% and 88% in 6 months by identifying and

recognizing employees' individual motivators.

V Selected as Cymbalta strategy Lead for Area Management Team;

identified sales opportunities, devised business strategy, and coached

priorities to generate 100% performance in 2011 and 2012.

V Selected to launch new indication for Cymbalta as part of pilot

program; presented strategy to Sales Directors and Brand Teams

followed by delivery of training to 109 District Managers on best

practices and implementation plans.

V Provided key account management to high profile accounts to ensure

optimal service levels.

V Fostered atmosphere of career development; generated 5 Sales Level

Promotions, 2 Divisional Winners for Top 10% performance, and

contributed to 1 Sales Representative to District Manager Program

promotion.

ELI LILLY AND COMPANY

ASSOCIATE MARKETING BRAND MANAGER, CYMBALTA Indianapolis, IN 2008 to

2010

Charged with growing U.S. Cymbalta Brand Performance; performed market

analysis to design brand strategy with Primary Care and Psychiatry

environments. Improved market share by identifying sales opportunities,

creating sales promotional dialogues and sales tools. Developed brand and

sales messaging aligned with territory sales strategies and business

objectives.

V Obtained 100% of Cymbalta Brand quota from 2008 through 2010.

V Recognized with Marketing Excel Award in Customer Experience category,

reserved for the Top 5% of U.S. Marketers

V Led strategy and company-wide implementation of 2 Cymbalta Adherence

programs.

> Team exceeded 10K patient enrollments within first 6 months of

launch.

V Completely revised sales messaging to comply with FDA within 36 hours;

rolled message out to 1.2K Sales Representatives and 250 District

Managers within 2 days.

ELI LILLY AND COMPANY

NEUROSCIENCE SALES TRAINING ASSOCIATE Indianapolis, IN 2007 to 2008

Facilitated sales training to new Field Sales Representatives; developed

and presented training curriculum for 7-week training program touching over

125 Neuroscience Sales Professionals. Provided expertise on disease states,

technical product knowledge, and sales processes.

V Contributed to individuals receiving Rookie of the Year and

President's Club awards along with multiple representatives gaining

promotions to new positions.

V Created Peer Coaching Tool that enhanced Training Team's overall

performance.

V Led development of Cymbalta MDD e-training modules and served as Sales

Training Lead for Interactive Visual Aid (IVA) wave 1 rollout.

ELI LILLY AND COMPANY

SENIOR SALES REPRESENTATIVE Indianapolis, IN 2001 to 2007

Managed territory sales functions throughout California and Texas. Promoted

7 pharmaceutical products to key decision makers in Primary Care, Internal

Medicine, and Specialty fields. Developed and executed territory business

plans aimed at driving market share growth across product portfolio.

V Received President's Council for Top 2% in leadership and sales

performance, Director's Council and Peer MVP Award in 2007; ranked #4

out of 290 Sales Representatives.

V Achieved Top 5% ranking in 2006.

V Awarded Strattera Leadership Circle Award by outperforming the

competition for 11 consecutive months after product launch.

V Ranked in Top 10% earning Strattera Volume Leader designation for

script volume.

V Exceeded 100% of sales plan in 2002, 2003, 2004, 2005, 2006, and 2007;

achieved Best Portfolio Performance in the Nation in 2002.

EDUCATION

UNIVERSITY OF CALIFORNIA, IRVINE IRVINE, CALIFORNIA

Bachelor of Science in Chemistry - Minor: Management

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