Sales Manager

Kathleen Lanham

Mobile, AL ***** 251-***-**** ********@*****.*** www.linkedin.com/in/kathleen-lanham-842998b7

Territory Manager

Experienced, dedicated and results driven Territory Manager with a proven record of success in fast-paced and competitive environments, seeking a career opportunity where knowledge, skills and experience can be

effectively utilized to enhance company growth and profitability,

Areas of Expertise

Sales and Marketing

Strategic Planning

Account Management

Communication

Territory Management

Client Relations

Business Development

Education

Market/Data Analysis

Problem Solving

Regulatory Compliance

Recruitment

Professional Experience

TERRITORY MANAGER Cerecor Inc., (Formally Zylera Pharmaceuticals) Mobile, AL 10/2015 to Present

Sales/marketing of pediatric steroids, antibiotics, antihistamines, fluoridated vitamins, gastrointestinal reflux disease and pediculicides in South Alabama, Mississippi and Florida Panhandle. Daily interaction with Health Care Professionals promoting a multi-product portfolio to Pediatricians, Allergist, Otolaryngologist, Pulmonologist, Dentist and Primary Care Providers. Understand and demonstrate targeting principles of physicians, secondary leaders, nurse managers and pharmacists. Territory development includes: conducting quality sales presentations to targeted providers, expense budgeting, speaker programs, call plan routing and resource utilization. Achieve quarterly sales goals within territory while adhering to all ethical sales practices and required regulations. Develop pre-call, post-call and follow up strategy for key targets. Leverage sample program, literature and other items to ensure physician awareness and create clinical experience and value with all products. Ensure patients have total access to products by forming pharmacy program partnerships and promoting utilization of patient co-pay cards, while ensuring stocking of all products is readily available in pharmacies. Collaborate with District Sales Manager to enhance and access territory sales performance. Ensure that sales goals are exceeded within budget for the therapeutic areas of territory. Differentiate products from all competitors and respond to provider correspondence confidentially and appropriately.

Successfully increased territory sales over 400% in the first 24 months.

Selected Territory Manager of the Quarter 2017.

Ranked in top five of 17 categories for eight quarters.

Promoted to Senior Territory Sales Manager October 2018.

Circle of Excellence Award 2018.

BUSINESS DEVELOPMENT/VOLUNTEER RECRUITER SouthernCare Hospice, Daphne, AL 2/2013 to 10/2015

Served as manager of the volunteer program in addition to company liaison between physicians, skilled nursing homes, assisted living facilities, directors of nursing and lifestyle activity directors; obtaining signed physician orders for patient services. Recruited, trained, scheduled and supervised patient volunteer activity in Mobile/Baldwin counties in accordance with Medicaid/Medicare and state guidelines/regulations. Generated, built and maintained multiple accounts, creating community brand awareness and management of complete referral relationship. Participated in the coordination of the patient’s hospice care in addition to the hospice’s quality assessment and performance improvement program. Provided accurate information regarding hospice services in response to inquiries by healthcare providers, patients and general public. Functioned as a member of the IDG teams (Interdisciplinary Group/Patient Care Plan). Assess patient/family request for volunteer placement and assigned volunteer(s) as deemed appropriate. Assisted with determining recruitment needs related to service area and patient population. Networked with community resources and represented the volunteer program within the community. Maintained volunteer recruitment files, retention records and annual evaluations. Recorded and maintained monthly statistics and cost savings reports based on volunteer visits and documentation. Coordinated with patients, family and/or care giver, to provide personalized patient care.

Triumphantly resolved 98% of patient needs for volunteer services.

SALES AND MARKETING Mobile Bay Golf, Mobile, AL 12/08 to 2/2013

Serviced & managed existing accounts by obtaining orders via telephone communication, in-person visits & online for the Gulf Coast area & State of Alabama. Contacted & worked with potential clients to establish new accounts. Procured merchandise as needed to fulfill active orders. Worked closely with owner of business to keep them informed of sales figures, customer issues & products needed.

ACCOUNT MANAGER OF DONOR RECRUITMENT LifeSouth Blood Center, Mobile, AL 3/08 to 12/2008

Developed and maintained new & existing accounts through cold calls, network dealings, promotional packets & community events. Managed onsite blood mobile and Sebra (inside blood drive setup). Development, recruitment & retention of blood donors through sponsoring groups; including but not limited to large & small businesses, manufacturers, civic organizations, business associations, sports teams, churches, high schools, universities, hospitals, &/or families wishing to celebrate a special occasion. Major account representative/liaison for Mobile Infirmary Medical Center, USA Children’s & Women’s Hospital, Springhill Memorial Hospital, University of South Alabama, Mobile Fire & Rescue Department & the Mobile Police Department. Maintained close relationships & contact with media for the purpose of designing, creating & distributing press releases & various public relations materials. Utilized in-house customer management software on a daily basis to manage accounts, schedule blood drives, complete statistics, & compile data.

Education & Professional Development

MASTER’S DEGREE in Education University of Phoenix, Phoenix, AZ

BACHELOR’S DEGREE in Communication/Marketing University of South Alabama, Mobile, AL

Proficient use of CRM Platforms Microsoft Word

Microsoft Excel Sales Force

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