Sales Manager

LILLIE RENEE PENN

*** ***** **** **** ***** Mountain, GA 30088 678-***-**** *********@*****.***

OBJECTIVE

To obtain a responsible and challenging position with a progressive company where my work experience will have valuable application and utilization of my opportunity for advancement.

PROFESSIONAL PROFILE

Accomplished manager with over 10 years of experience as an Environmental, Health and Safety Manager for industry-leading organizations. Maintains the highest quality standards to void time and cost expenditures.

Implemented programs to identify, evaluate, control and document chemical and environmental exposures that may adversely affect the health, well-being, and/or productivity of employees.

Provided corporations managerial guidance to increase productivity through effective use of resources focused on prevention rather than reaction.

Assessment of risks and providing management guidance to minimize corporation's liability related to industrial issues. Quality safety specialist with the ability to analyze operations, pinpoint areas for improvement and redesign and implement plans that generate profitable results.

Insured compliance with all OSHA regulations and assessing and commenting on proposed regulations to minimize the impact on business interest.

Excellent communication skills. Excellent relationship builder with success in forming strong sustainable relationships and securing consensus among cross functional team members for key initiatives.

Effective, personable team player with unsurpassed interpersonal skills and demonstrated ability to handle customer questions and objections.

Motivated achiever cited in performance reviews for excellence in relationship building, obtaining appointments, and taking on leadership roles.

Energetic contributor with demonstrable detail orientation and multi-tasking/organizational proficiency.

EXPERIENCE

ATLANTA SOUTH TERRITORY MANAGER Pharmaceuticals

Primus Pharmaceuticals, Atlanta Southeast, Georgia 2011 – 2013

Successfully increased market share and sales growth in Atlanta Southeast territory for Limbrel, Fosteum, Vasculera, Alcortin and Aloquin products. Professionally promoted anti-inflammatory, pain management, women’s health, chronic venous insufficiency/ circulatory, and dermatology therapeutic products to Internal Medicine, Rheumatologists, Anesthesiologist, Pain Management, Gastroenterologist, Obstetrics and Gynecology, Neurologists, Orthopedics Surgeons, Podiatrists and Dermatologists physicians.

Utilized effective selling skills and product knowledge to influence targeted health care professionals to prescribe company pharmaceutical promoted products. Executed brand strategies to ensure consistent company sales and marketing message. Supported the execution of all marketing launch plans and new product sales objectives.

Called on assigned territory healthcare providers and inform those healthcare providers about the features and benefits of our products, explain the characteristics, uses, dosages, effects and side effects of promoted drugs, and to communicate other relevant educational information as directed by management in order to grow market share.

Pre-call planned to meet health care professionals needs. Leveraged data and customer knowledge to build discussions around patients’ needs. Delivered accurate and timely follow-up discussions with physicians and office staff. Maintained and build ongoing trust with physicians.

Distributed product samples in accordance with approved sampling guidelines and marketing literature to physicians and other healthcare providers (HCP’s).

Provided feedback to District Managers on market place trends, challenges, programs, response to promotion, and product access. Collaborated with District Managers to establish goals and implement plans to enhance current skill sets and sales results.

ATLANTA SOUTH TERRITORY MANAGER Pharmaceuticals

Primus Pharmaceuticals, Atlanta Southeast, Georgia 2011 – 2013 (cont.)

Consistently ranked in Top 25 for market share growth within the Atlanta South territory by delivering sales programs and utilizing effective sales techniques and promotional materials in order to influence targeted physicians.

Attained 105.02% of goal for Limbrel Sales and Ranked #19 overall in Vasculera, Fosteum, Alcortin and Aloquin Sales.

Actively pursued continuous learning and professional development on efficient sales, communication, certifications & product knowledge training. Performed Company business in accordance with all regulations, Company policy and procedures.

ENVIRONMENTAL, HEALTH AND SAFETY MANAGER Consulting

Raffle Smarter, Macon Georgia 2010- 2011

Encouraged the protection of people, the environment and company resources while supplying products and services in a sustainable manner. Enabled EH&S integration with the business, regardless of the product, service, project, or location through measurable goals promoting continual improvement toward zero incidents and the prevention of pollution, line management accountability for EH&S matters and the individual contribution of all employees, recognition by all employees and contractors, environmental, health and safety protection are first and foremost, and they are responsible for their safety and the safety of those around them. Minimized environmental footprint, which includes conserving resources, such as energy and water, reducing waste and spills and increasing recycling.

Encouraged a framework that drives continual improvement in EH&S performance and legal compliance in facilities and operations. Communicated and documented to employees operational control procedures that detail the minimum standards for controlling safety and environmental risk in operations.

Identified and evaluated hazardous conditions and practices at the site/project on an ongoing basis and develops hazard control practices and programs. Conducted investigation of incidents/injuries (including subcontractor injuries), and provided analysis of cause along with recommendations for corrective action.

Participated in the EH&S audit program which is an ongoing review of operations to ensure personnel safety and environmental protection. Audited identification of risk, determined the degree of implementation and effectiveness of the EH&S Management System, and evaluated compliance with applicable regulations. In addition to recognizing locations for noteworthy efforts and identifying best practices that can be shared with other locations, auditors identify gaps or findings.

Performed hazard assessment on chemical/job/zone combinations using physical and toxicological properties, equipment and facility information, and knowledge of process unit operations and tasks. Developed a sampling strategy to support and confirm the hazard assessment process. Ensured that the samples are taken, results are communicated to employees, data is maintained, and interpretative statements are completed. Addressed specific industrial hygiene concerns that occurred in the facility. Performed special industrial hygiene monitoring and analyses as needed upon request of special emergency situations. Approved pre-plans for immediately dangerous to life and health situations.

Develop environmental, health and safety training modules and performed training. Coordinate training programs and requirements with selected vendors and training specialists. Assess new developments and regulations in the environmental, health and safety field which may have application to the company's operation. Provide technical advice in the areas of personnel safety, process safety, fire protection, driver’s safety emergency protection, and industrial hygiene to ensure regulatory compliance.

Developed special safety incentive programs for employees by combining financial and safety recognition awards, which increased awareness, enthusiasm, and motivation and fostered worker's compensation reduction environment.

PHARMACEUTICAL / MEDICAL SALES REPRESENTATIVE Pharmaceuticals

NovaQuest/Eli Lilly Pharmaceuticals, Atlanta South, Georgia 2007 - 2009

Successfully increased market share and sales growth in Atlanta South territory for Humalog, Humalog Mix 75/25, Humalog 50/50, Byetta and Cialis (launched Cialis Once Daily) products. Professionally promoted Type II Diabetes and Erectile Dysfunction therapeutic products and medical devices to Primary Care, Internal Medicine, Endocrinologists and Urologists physicians. Provided education to customers by reviewing the benefits of the products based on efficacy, safety and formulary status, the use, characteristics, advantages, indicated treatments and all other developments related to the products. Supported the execution of all marketing launch plans and new product sales objectives. Launched new products.

Consistently ranked in Top 25 for market share growth within the Atlanta South territory by delivering sales programs and utilizing effective sales techniques and promotional materials in order to influence targeted physicians.

Attained 102.24% of goal for Humalog Sales and Ranked #23 overall in Humalog, Byetta and Cialis Sales.

Maintained effective communication and positive relationships with key external and internal customers. Maintained strong relationships and customer loyalty.

Provided periodic reports on territory management and analysis by providing business plans, territory analysis, pre-call planning, material/product inventory, weekly reports, expenses, forecast, and contracts in a timely manner. Also demonstrated good territory planning, effective time management skills, and ensured high levels of visibility and customer satisfaction in the Atlanta South territory.

Achieved daily/monthly/ quarterly sales call activity/client deliverables by gaining access to prescribing decision makers and influencing purchasing decisions.

Possessed solid knowledge and understanding of all assigned products, medical terminology, anatomy and physiology, systems and disease states, managed care, the formulary system, competitor products, and cost issues facing practitioners.

ACCOUNT REPRESENTATIVE Biotechnology Manufacturer

Celliance Corporation a division of Serologicals Corporation, Norcross Georgia 2004 - 2007

Responsible for direct sales of BioProcessing and Cell Culture products to Biotech, Pharmaceutical and Veterinary Vaccine companies throughout the Northwest, Midwest, and Pacific West and several Canadian Provinces.

Exceeded 2005 actual sales by 154.5%, resulting in $1,200,000 in additional revenue.

Maintained key customer accounts, selection of inventory, processing sample submission and purchase order to fulfill customer order. Develop new contract opportunities. Develop various sales approaches. Develop and maintain sales tracking information.

Provided periodic reports on territory management and analysis by providing business plans, territory analysis, weekly reports, expenses, forecast, contracts and pricing in a timely manner. Also demonstrating good territory planning and time management skills by effectively covering their specific geographical area of responsibility.

Interacted with support functions to ensure that products and service meet the highest degree of customer satisfaction, lean manufacturing, etc.

Supported the execution of all marketing launch plans and new product sales objectives.

Maintain a continuing program to improve and upgrade skills to include, but not limited to:

product knowledge, competitive knowledge, selling skills, pc skills.

Communicated effectively with accounts to resolve any issues of controversy.

SALES MANAGER Furniture Sales

Kathryn Fine Furniture, Macon, Georgia 2003- 2004

Responsibilities include purchase furniture from vendors and sell furniture/accessories to customers.

Increased sales by 35% over prior year, resulting in $325,000 in additional revenue.

GEORGIA ACCOUNT MANAGER Hazardous Waste Management Services

Perma-Fix Environmental Services, Orlando, Florida 2002- 2003 (downsized)

Responsibilities include sales calls on clients and consultants to promote hazardous waste management services in the marketplace.

Increased sales by 30% over prior year, resulting $450,000 in additional revenue.

MARKETING REPRESENTATIVE Laboratory Services

Doctor's Laboratory, Inc., Stone Mountain, Georgia 2001 - 2002 (downsized)

Responsibilities include selling laboratory products and services to physicians, universities, pharmacy directors, hospitals, nursing homes and other influential healthcare personnel.

Researched and targeted high potential referral sources and developed business plan to build strong referral network, including direct office visits, in-service training, and luncheons with physicians, nurses and other healthcare professionals.

Opened 24 new accounts within first six months in metro Atlanta and surrounding areas increasing revenues by 25% over prior year.

ENVIRONMENTAL, HEALTH AND SAFETY SPECIALIST Facility Management

Johnson Controls, Inc., Alpharetta, Georgia 1997 -2000

Responsible for environmental, health and safety in facility management systems in the southeast region, which had sales in excess of $25M. Geographic area included Virginia, North Carolina, South Carolina, Georgia, Florida, Mississippi, and Texas.

Developed special safety incentive programs for employees by combining financial and safety recognition awards, which increased awareness, enthusiasm, and motivation and fostered a 36% worker's compensation reduction.

Negotiated assertively and effectively to secure the improved contract terms- pricing, solve delivery delays, product lines and improved customer service therefore fostering cost effectiveness programs that reduced expenses by 45%.

Developed strategic plans for risk management and loss control with emphasis on operational aspects of environmental, health and safety. Developed policies and procedures, instating information management systems and increasing employee involvement.

Provided technical advice in the areas of personnel safety, process safety, fire protection, driver and fleet safety, emergency preparation and response, ergonomics, and industrial hygiene to ensure regulatory compliance.

Identified and evaluate hazardous conditions and practices and develops, in consort with the line organization, hazard control practices and programs. Assists line and staff management to understand regulations and company policies, including guidance on handling compliance, inspections and citations.

Developed environmental, health and safety training modules and performed training. Coordinate training programs and requirements with selected vendors and training specialists. Assess new developments and regulations in the environmental, health and safety field which may have application to the company's operation.

Coordinated performance of environmental, health and safety audits and assisted the field personnel with correcting deficiencies. Developed guidelines for audits and reporting results.

Investigated serious injuries in conjunction with line and facility staff personnel. Performed trending and reported injury analysis. Worked with line organization and managed worker's compensation cases.

Developed a systematic plan for improvement of safety performance. Developed key environmental, health and safety process indicators and corresponding metrics for ongoing monitoring and reporting process.

Managed injury illness information database and uses information to perform trend analyses. Recognized significant trends through statistical review and developed strategies for addressing those trends.

Implemented environmental, health and safety programs for heavy industrial sites, construction sites, to high tech manufacturing across the nation.

Thorough understanding of the marketing function including: financial process, sales and customer knowledge, artwork/packaging, advertising/media, creative development and market research techniques and promotion.

Organized the logistics of corporate environmental, health and safety training seminars nationwide - location, registration, catering, training materials and tools, instructors travel budget, etc.

Develop and implement a phased Quality Control/Assurance and EH&S Program with defined metrics, a series of continuous process improvement steps, and program milestones to create an effective Quality and EH&S System (ISO 14001/OHSAS 18001).

INDUSTRIAL HYGIENIST AND PROJECT MANAGER Environmental Consulting EMCON, Duluth, Georgia 1995 -1997

Successfully managed $500,000,000 annual/five year contract for the United States Postal Service.

Responsibilities for sales, and marketing and customer support operation in Tennessee, Georgia and Mississippi. Responsible for all business activities including establishing technical approaches, staffing cost estimating, report preparation, monthly sales plan; forecasted sales goals and budgets; identified account maintenance; targeted special problems and concerns requiring attention; serviced account.

Received several awards for maintaining highest percentage above prior year in overall sales performance. Profit increase of 48% and improved market share 15%.

Served as troubleshooter for accounts where problems developed, saving the company $195,000.

Developed and delivered effective presentations and service offerings to perspective clients and business groups that clearly conveyed the business needs, project approach, and relevant experience and client benefits. Increased account bases and improved customer satisfaction, through assertive salesmanship and consistent follow-up. Demonstrated effective negotiation and closing techniques in securing profitable business.

Developed monthly sales plan; forecasted sales goals and budgets; identified account maintenance; targeted special problems and concerns requiring attention; serviced account.

HOUSTON FACILITIES INDUSTRIAL HYGIENIST Geophysical Manufacturer Halliburton Energy Services, Houston Texas 1993 -1994 (downsized)

Developed industrial hygiene procedures and reduced costs related to regulatory and company policies training initiatives.

Ensured manufacturing sites were compliant with all Federal, State and local governmental regulations and laws, which could affect the ability to manufacture products on cost and on schedule with customer demand.

Minimized waste generated from operations and reduced the life-cycle environmental impacts of the products.

Coordinated workers' compensation activities with occupational nurse and management. Reduced worker's compensation costs by 27% over prior year cost.

PLANT INDUSTRIAL HYGIENIST Petrochemical

Hoechst Celanese, Clear Lake Plant, Pasadena, Texas 1992 - 1993

Performed hazard assessment on chemical/job/zone combinations using physical and toxicological properties, equipment and facility information, and knowledge of process unit operations and tasks.

Administered and maintained the hearing conservation program including personnel monitoring, area surveys, engineering controls, training, and reviewing audiometric testing results.

Reviewed process unit modification or expansions to ensure adequate health control and OSHA compliance.

Developed a complete list of chemical containing equipment in the entire facility, including chemical composition and attributes if the equipment for Hazard Communication and SARA III/ Texas Tier reporting.

Served as a coordinator for receiving, documenting and communicating Toxic Substance Control Act (TSCA) allegations or substantial risks reports.

Developed a sampling strategy to support and confirm the hazard assessment process. Ensured that the samples are taken, results are communicated to employees, data is maintained, and interpretative statements are completed.

Reviewed documentation and training records for contractors on projects with special industrial hygiene concerns. Reviewed Contractor's Health and Safety plans.

Addressed specific industrial hygiene concerns that occurred in the facility. Performed special industrial hygiene monitoring and analyses as needed upon request of special emergency situations. Approved pre-plans for immediately dangerous to life and health situations. 40-hour HAZWOPER certified.

INDUSTRIAL HYGIENE TECHNICIAN Pharmaceutical Company

Glaxo, Research Triangle Park, NC 1990 - 1991 (relocated)

Performed noise surveys, emergency evacuation plan audits, evaluating ventilation and industrial hygiene at Glaxo.

INDUSTRIAL HYGIENIST Research and Development

National Institute of Environmental Health Sciences, Research Triangle Park, NC 1990 - 1990 (internship)

Received developmental assignments and on-the-job training in chemical and radioactive safety and industrial hygiene matters. Responsibilities include maintaining, calibrating and operating, a variety of standard industrial hygiene field and laboratory instruments and equipment to measure noise, heat, light, ventilation, humidity, air velocity, and air contaminants.

EDUCATION

Bachelor of Science: Industrial Hygiene and Safety, Saint Augustine's College, Raleigh, NC (1990).

The Certified Medical Representatives Institute, Inc (2007 - 2008)

Successfully Completed Courses:

DSM-402 Diabetes: Approaches in Disease Management

SCI-426 Endocrine System

DSM- 421 Nutrition: Wellness and Disease

SCI- 302 Introduction to Pharmacology

Park Nicollet International Diabetes Center (2008)

Diabetes for Industry Professionals

Safety Management Techniques (1998)

National Safety Council

IFM Safety Training (1998)

Kemper Natlsco

Hazardous Waste Operations and Emergency Response 40 - Hour (1996)

EMCON

Asbestos and Lead in Buildings: Project Designer and Inspector and Management Planner(1998)

The Environmental Institute

Industrial Emergency Response HAZMAT Team and Firefighter (1993)

Texas A&M Firefighter Academy

Publications and Presentations

TRIGGERS: A Computer Program of Environmental Cleanup Criteria and Other Referenced Values, Presented at Industrial Pollution Control Conference & Exposition, February 1996.

ADDITIONAL INFORMATION

Computer skills: SAP, SalesForce, CRM, NetSuite, IMS, Windows, Word, Outlook, Lotus Notes, PowerPoint, Quatro, Project Managing and Tracking, Access, dBASE II & Visual Basic, ACT, and Excel.

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