Sales Representative

Brenda M. Larkin

**** *. ******** **. *****, FL *3629

**********@*******.*** 813-***-****

PHARMACEUTICAL SALES Profile

Relationship Building Territory Management Revenue Growth

Accomplished, results-driven professional with a proven record of success in sales and account management capacities for a leading pharmaceutical producer. Educational background in business and medicine; knowledgeable of the pharmaceutical industry, medical/dental products and physiology. Effectively detail product information and field inquiries from health care professionals and decision-makers. Cultivate profitable relationships, efficiently manage territories and ensure responsive coverage of account base. Consistently ranked as top 5-10% sales producer in highly competitive industries. Computer proficient.

Core Competencies

Customer Prospecting

High-Impact Presentations

Product Detailing

Effective Promotional Techniques

Persuading and Influencing

Consultative Sales

Sales Call Record-Keeping

Management Reporting

Training Programs

Professional Experience

GLAXOSMITHKLINE –Tampa/Brandon, FL

Pharmaceutical Respiratory Sales (2014 to present)

Work in a matrix environment with accomplished ability to assimilate multiple resources to meet customer needs and deliver results. Experience in developing and sustaining a customer base and influencing a customer group.

Ability to comprehend complex products of a scientific nature, as well as mastering technical knowledge.

Demonstrated ability to engage, influence and support customers throughout the selling process. Excellent communication, interpersonal influencing and leadership skills documented success in scientific and technical sales environments. Demonstrated ability to quickly learn and embrace new ways of working in a rapidly changing environment Ability to support and contribute to a values based organization focused on addressing the needs of customers and patients in a healthcare environment. Have been an intrigal part of 7 very successful new product Launch Teams.

Key Achievements

Spirit Award- June 2014 for exceeding goal on Peer-to-Peer Presentations

GLAXOSMITHKLINE – Tampa, FL

Senior Dental Sales Consultant (2002-2013)

Serve in a Senior Sales Representative capacity for the Dental Products Division of the world’s second-largest pharmaceutical company. This role required representing a “specialty” therapeutic line of consumer products. Prepare and deliver presentations to specialty dental health care professionals such as Periodontists, Prosthodontists, Endodontists as well as general practitioners, to grow and secure new business. Maintaining relationships with nearly 1,300 accounts in the greater Tampa Bay Area including Sarasota.

Key Achievements

Ranked third in Southern division at time of departure, 12-2014

10-2012 Key member of team that was awarded “Division of the Year”

6-2011 Promoted to “Senior Sales Consultant” based upon merit and goal achievements

3-2010 Invited to participate in Chief Executive Officer’s team on “ Consumer Culture””

10-2008 Key member of team that was awarded “Division of the Year”

1-2007 Appointed president by manager to our divisional “Advisory Board” in which I perform various managerial duties, including conducting weekly conference calls, preparing data for weekly dashboards, among other ancillary duties when called upon by management.

2-2007 Received “Special Contribution Award” for the Southeast Division for being invited to participate in the interviewing and screening process for new candidates in the Southeast Division for 2006.

1-2006 Divisional Recognition Award for “Most Improved Talent” in 2005

Established record of consistently exceeding quotas and ranking among the division’s top producers; instrumental in increasing territory sales 12% during tenure.

Exceeded 2005 quarterly quotas by up to 188%, and outperformed 2004 sales quota by 29%;

Integral in division ranking #1 company-wide out of 9 divisions in 2003 due to over achieving.

Named to Gold Team in third quarter of 2000 and second quarter of 2001.

Contributed vitally to the successful launches of periodontal treatment Atridox, canker sore treatment Aphthasol, tissue regeneration barrier Atrisorb, oral/periodontal bone grafting material Perioglass and cold sore treatment Abreva. Generated 623% sales growth for Abreva through office detailing and retail efforts.

BLOCK DRUG CO. – Tampa, FL

Specialty Sales consultant (2000-2002)

Drove sales of “specialty” dental products sold to Periodontists, Prosthodontists as well as General dentists. Products included: Atridox, a locally delivered oral antibiotic device, Perioglass, a synthetic bone grafting material for bone reconstruction, Atrisorb, a synthetic tissue regeneration barrier used in reconstructive oral surgery and tissue regeneration, and Aphthasol, a prescription product for intra-oral ulcers. Ancillary duties included preparing and delivering presentations to dental health care professionals to secure new business, build upon existing relationships, launch new products, and inventory control of pharmaceutical samples. Products were formulary and non-formulary approved. Territory covered one fourth of the state of Florida with overnight travel required.

Key Achievements:

Recognized by the company’s Vice President for ranking sixth company-wide for performance against sales quota (130.8%) in 2000.

Received company award for increasing overall sales 21% for 2001.

Promoted to Trainer of new hires in 2001.

ABF FREIGHT SYSTEMS – Tampa, FL

Executive Sales Consultant / Sales Representative (1997-2000)

Responsible for third largest sales territory in Florida for one of the nation’s largest logistics company. Generated sales of in-bound and out-bound freight across territory of four counties in the greater Tampa Bay Area generating revenue of nearly $1 million annually.

Key Achievements:

Drove 41% increase in territory sales through effective customer relationship building and new business development.

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BRENDA M. LARKIN Page 3

Successfully serviced more than 500 accounts, well above the company average of 150-200; received two bonuses in one year (1998) based on outstanding performance, a first at the location.

Played key role in creating quarterly sales incentives for drivers.

FERRELL GAS, INC. – Tampa, FL

Senior Account Manager (1994-1997)

Established new accounts and maintained customer relationships across five-county territory for this nationwide liquefied petroleum product supplier.

Key Achievements:

Consistently ranked among the company’s 10 leading account representatives in the country based on sales quota performance and volume; generated 34% sales growth in first year, and recognized as the company’s top producer in the state of Florida in 1995.

Developed sales aids, such as a system to document daily activity and organize follow-up calls that are still used today throughout the company.

Baxter Perfusion Services-Northeastern Ohio

Perfusion Technician (1992-1993)

Contract perfusion services to area hospitals in Northeastern Ohio. Performed perfusion assistant services, which included the operation of equipment such as the heart/lung by-pass pump, intra-aortic balloon pump and cell saver, all used in various ortho, neuro, cardio and pulmonary surgeries. This position included a trauma on-call schedule of every other week.

Key Achievements:

July 1992, received Certificate of Completion for Autotransfusion Specialists.

Cuyahoga Falls General Hospital- Cuyahoga Falls, Ohio

Outpatient Clinic Manager (1987-1992)

Manager of out-patient teaching clinic. Duties included managing staff and operations at a clinic that housed six specialty clinics. More specifically, all administrative responsibilities such as preparing annual budget, scheduling staff, reporting weekly operations to administrator and responsible for purchasing. I also performed medical assisting when needed which included phlebotomy, injections, assisting in orthopedic, dermatology, gynecology, obstetric, general practice and surgical procedures.

Key Achievements:

Increased patient census from 150 patients a month to over 900 per month by marketing to area physicians and hospitals.

Educational Background

Bachelor’s Degree, Business Administration Malone College – Canton, OH

Associate’s Degree in Medical Assisting Southern Ohio College – Akron, OH

Professional Development

Worldwide Sales Force Excellence on Mastering the Short Call

Computer Skills

Excel, PowerPoint, Word, Works, QuickBooks

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