Sales Representative
Resume:
KRISTEN B. EDDINS
New Market, Maryland 21774
********@***.***
I am a sales professional with extensive expertise and training in delivering technical presentations that are relevant to my customers. My focus is on uncovering and identifying needs by encouraging a narrative that allows me to gain access to issues my customers place primary importance on. My strengths are building trust, establishing myself as an expert, and motivating my customers to take action.
Professional Experience
July 2013-present Diabetes Alliance AstraZeneca/Bristol Myers Squibb
Solely AstraZeneca February 2014-present
Diabetes Sales Specialist
• Consistently achieved sales performance goals. 2014: only territory in district to achieve all 4 IC payouts above 100%. Portfolio performance per quarter; 111%, 119%, 111%, 110%. Overall Farxiga-129%, overall Bydureon for subcutaneous injection 105%
• Launched 3 new products in 2014 gaining rapid adoption. Farxiga market share of 31% within 4 months & above nation; 28.55%. 42% market share growth of Bydureon Pen for subcutaneous injection during 3 month launch period, 119% to goal. District top performer for Xigduo XR volume; market share 146% vs. district, 211% vs. region, 158% vs. business unit
• Developed successful collaborative relationships with internal stakeholders including Steady Start Education Network partners resulting in 150% increase of patient participation in the diabetes education program
• Maintained strong consultative relationships with customers through a focus on the patient, responsiveness to customer needs, professional interactions, and integrity
• Recognized district leader in disease state knowledge and selling approaches
• TRX market share contest winner Q4 2013; Market share contest winner Q4 2014
• Achieved maximum bonus payout for Q4 2013 across brand portfolio,106% to goal
May 2008-June 2013 InVentiv Health/Endo Pharmaceuticals
Specialty Sales Consultant
• Leadership Development Program graduate 2012
• National Recognition Award recipient 2011
• Top Footprint Award winner 2011
• Regional Sales Representative Pinnacle Award winner 2011
• Divisional Leadership Award winner 2009, 2008
• Served on Regional Representative Advisory Board, Selling Skills Captain, developed resource collaboration project published monthly to share best practices and provide sales reference guides for my district
• Developed and executed multiple training sessions & presentations for region POA meetings
• Developed strong business relationships with targeted specialists, primary care physicians, mid-level providers, & pharmacists
• Launched and promoted Fortesta Gel & Voltaren Gel
• Developed two speakers for Fortesta Gel
March 2000-January 2007 Wyeth Consumer Healthcare
July 2007-March 2008
Territory Representative
• Promoted portfolio of heritage branded products to include; Advil, Caltrate for bone health, Robitussin, Dimetapp, and Centrum. Therapeutic areas included: pain, osteoporosis, respiratory, and nutrition
• Launched Alavert which received #1 OTC NSA recommended by allergists claim, 2006
• Protonix 40mg overall territory market share change exceeded region share by 4%, 2004
• Spirit of Wyeth Award recipient 2006 & 2000 recognizing teamwork & a proactive approach to enhancing brand market share
• Member of the Representative Advisory Board aimed at improving product positioning, effective marketing strategies, and training skills enhancements
March 2007-July 2007 Publicis/Schering-Plough Corporation
Professional Sales Representative
• Employed cross-functional teamwork and collaboration to maximize sales objectives
• Enhanced brand loyalty in highly competitive NIS market for Nasonex & Claritin family of products
• Evaluated pull-through planning tools to target resources effectively
• Recognize emerging trends and develop alternate plans to achieve objectives
• District ON THE SPOT contest winner June, 2007
• Administration streamlining task force member
February 1998-December 1999 Nelson Professional Sales Group
Professional Sales Representative
2/99-12/99
Proctor & Gamble Pharmaceuticals
• Achieved increase of total specialty prescribers by 31%, TRX by 75%, market share by 65% for ERT patch Alora
• At close of contract, indexing 3.5% above total market goal for UTI management, Macrobid
• Developed product presentation utilizing technical peer-reviewed documentation for specialty providers
2/98-12/98
Johnson & Johnson
• Promoted OTC products to specialists and staff
• Increased physician recommendations 4% in Q2,vs Q1 in VAF category
• Achieved year-to-date market share growth in all product categories
• Marketing task force for product development member
• Professional Sales Representative of the month, November 1998
February 1996-February 1998 Moore Document Solutions
Account Representative
• Responsible for marketing business products for a worldwide leader of information handling solutions
• 40% of annual sales were the result of new business prospects, 1997
• Total account management valued at $1MM/YR
• Prospecting, process evaluation & analysis, defining a competitive value proposition to employ a consultative selling strategy
• Sales Representative of the Month, January 1997; 115% of budget
May 1995-February 1996 Platinum Publishing
Regional Accounts Manager
• Marketing advertising
• Prospecting, product presentations, and bringing projects to completion under budgetary deadlines
• Achieved company monthly sales record and year-to-date top sales producer
August 1993-May 1995 Mother’s Work, Inc
Area Sales Manager
• Responsible for the operation and sales generation of 4 field locations, Washington DC metropolitan area
• Managed team of 20 employees
• Recruited, hired, trained, developed, and coached management and staff
• Conducted annual performance evaluations
• Achieved 7% increase in gross sales over company average for fiscal year 1994
• National contest winner of the Total Wardrobing Obsession, personal achievement
October 1988-May 1995 Britches of Georgetowne/Britches Great Outdoors
Store Sales Manager
• Recruited, hired, trained, developed management team and sales staff
• Implemented corporate directives to achieve effective merchandising presentations
• Gathered and provided feedback on trends and top sellers to category designers
• Responsible for conducting quarterly team strategy meetings to achieve objectives
• Coached management to handle changing priorities in a dynamic market setting
• Overall proven track record in sales achievement
Professional Sales Training
-Moore Document Solutions: Dynamics for Sales Success, Neil Rackham’s SPIN SELLING Sales Performance Strategy
The Counselor Salesperson Training Course
-Wyeth Consumer Healthcare: Professional Selling Skills Training, Negotiating Skills, Versatile Pharmaceutical Representative
Customer Focused Sales Training, Report It Now, Adverse Events Training
-Schering-Plough Corp: Promotional & Product Foundation Training & Simulation, PDMA Sample compliance Training
Responsible Business Communications Training
-inVentiv Health 2012: Leadership Development Program Graduate
-Bristol-Myers Squibb: Track I & II Sales Training 2013
-AstraZeneca: Enhancing Selling Impact, The Advanced Selling Skills Training 2014
Education: West Virginia Wesleyan College
May 1988 Bachelor of Science, Business Administration and Economics
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