Sales Leadership

STEVEN D. KING

**** ********** **., **. *****, MO, 63144

Telephone :541-***-**** Email: *********@*****.***

Career Synopsis:

In 2015, I increased the sales of my region by 136% YOY, leading the company in growth. This was accomplished only with strategic planning and execution. At Lupin, where there were 17 districts, my district was responsible for 21% of the total sales growth of the company’s lead product in 2012! I have coached 10 sales reps to become the top award-winners of the organization. Working side-by-side with CEO’s and Vice Presidents has helped me develop excellent insights and business acumen. I have launched over 21 new products during my tenure as a sales leader and as a Director of Sales Analytics, have developed the ability to help others understand and use data analysis to increase business. I have been responsible for comp plan design, new product launches, sales force expansions, sales force call planning and promotional marketing activities. I also have wide-ranging experience with third-party vendors and the development and administration of CRM reporting tools. My objectives are to deliver outstanding results and continually exceed expectations in order to position myself as a strong candidate for career advancement within the organization.

Noteworthy Career Achievements:

2015 Promotion: Director of Sales Analytics

2015 #1 Ranking in Growth

2013 Rankings #3 of 27 Districts

2012 Ranking #4 of 17 Districts

21 New Product Launches.

Consistently Outperform Nation and Region in product growth with entire product portfolio.

Developed territory alignment/expansion process with Lupin Pharmaceuticals (Feb 2011)

8 Direct Reports have won the Presidents/Medallion Club award.

Extensive Internal Project experience in the following areas:

Marketing, Sales Operations, Sales Training, Territory Alignment/Mapping

Extensive Sales Operations Experience: Development of National Call Plan, Product Launch Analytics, Sales Force Optimization, Sales Force Mapping, Sales Force Incentive Comp Design.

Employment History:

Director of Sales Analytics

04/2015 – 03/01/2016

Atherotech Diagnostics, Inc.

(Promotion)

Responsibilities include:

Reporting to CEO and VP of Sales.

Develop actionable insights, intelligence and recommendations to company Senior Leadership, Brand Leadership and other key stakeholders.

Build/Administer/Maintain Dashboard Reporting system for entire organization (Sales/Marketing/Finance)

Manage the sales/revenue data from multiple channels within the organization in order to provide consolidated reports to the CEO, Regional VP, Marketing, and all field sales.

Develop, introduce and manage new database reporting program for the organization.

Design/manage Incentive Compensation Programs (Bonus and Contest Awards Programs)

Assist in development of organization’s financial forecasts.

Develop and manage sales force territory size and structure.

Create Dynamic reports that identify key areas of opportunity for the sales force.

STEVEN D. KING

2528 Pocahontas Pl., St. Louis, MO, 63144

Telephone :541-***-**** Email: *********@*****.***

Regional Sales Director:

11/2013 – 04/2015

Atherotech Diagnostics, Inc.

Responsibilities Include:

o#1 in Sales Growth

oIncreased revenue by 136%

oExpand sales force to MO, KS, CO, WY, NE, IA, WI, IL

oExtensively recruit, hire and train new sales positions within 8 state region.

oLaunch Specialty Cardiovascular Diagnostics Testing to previously untapped markets.

oDevelop/Coach sales team by demonstrating all aspects of sales from client prospecting to close of business.

oDevelop and maintain actionable protocols for increased efficiency and effectiveness of the sales force.

oManage Growth and Client profitability of Region

District Sales Manager:

10/2012 – 10/2013

Amarin Pharmaceuticals, Inc.

Responsibilities Include:

Initiate/Build company’s first sales force for the St. Louis District

oRanked #3/27

oHire/Train/Coach10 Sales Reps for a 7-State District

oMO, KS, CO, WY, UT, ID, NM

oLaunch New Products to Specialty Markets

oPosition dissolved due to corporate restructuring

District Sales Manager:

12/2009-10/2012

Lupin Pharmaceuticals, Inc.

Responsibilities include:

Ranked #4/17 Year Ending 2012

Expand Sales force – Hire/Train entirely new district (9 representatives in Dec.2009)

Geographic responsibility: Missouri, Illinois, Nebraska, Colorado, Wyoming, Iowa, Kansas, W. Kentucky

Develop, Motivate and Train new sales force.

Assist in Sales Operations functions: Data Analytics/Territory Alignments

oDevelop Data Analytic reports for National Sales Force

oDevelop Sales Reports for Regional Directors and V.P. of Sales

oAssist in development of new Sales Analytic Reports with 3rd Party vendors

oTerritory Re-Alignment Project (Only DM selected to assist)

Design and Implement Product Training for new hires.

Assist Training department with development of Learning models.

Sales Operations Senior Manager – Analytics:

5/2008-5/2009

KV Pharmaceuticals, INC. - Ther-Rx Corporation; St. Louis, MO

Responsibilities include:

Provide Advanced Analytics to Company President and Divisional VPs.

Development of national call plan for sales force.

Geographic/demographic analysis for sales-force expansion.

Manage CRM projects with third-party vendors.

Provide Sales force performance analysis.

Position dissolved due to corporate restructuring.

STEVEN D. KING

2528 Pocahontas Pl., St. Louis, MO, 63144

Telephone :541-***-**** Email: *********@*****.***

Senior District Sales Manager:

5/1998-4/2007

Kos Pharmaceuticals, INC.

Management of 12 Sales Representatives in large geography which included: Missouri, Kansas, Arkansas, Southern Illinois, and Western Kentucky.

Increased performance from 24/25 for growth to #1 in growth by year-end.

Consistently outperformed the nation and region for entire product portfolio growth.

Effectively managed annual budget of $400,000.00.

Identified, profiled, built advocacy and maintained relationships with over 40 thought leaders within the Midwest.

Extensive recruiting experience due to rapid growth and expansion

5 of 12 sales representatives won our company’s top sales award - “Medallion Club.“

Promoted to District Manager – 08/2001

Sales Representative: Oregon, Northern California, Idaho

Award-winning Rep responsible for the Launch of a new territory and product. Single-representative territory. Quickly became top performer in Nation. (See Awards).

Promoted to District Sales Trainer: 03/2000

Sales Representative: Southern Oregon Territory

5/1995-5/1998

Smith Kline Beecham Pharmaceuticals

Top-performing Sales Representative responsible for selling Augmentin, Relafen, Bactroban, Engerix-B and Famvir. Ranked 4/14 in district prior to resigning. Geographic responsibilities included Southern Oregon.

Sales Representative: Oregon

8/1993-5/1995

Schwarz Pharma Inc.

Nationally recognized sales representative responsible for the promotion of Monoket, Deponit, Levsin and Levsinex. (See awards). Geographic responsibility was the state of Oregon.

Education:

Southern Oregon University: BA Business Admin/Psychology Minor 1987-1991

Southern Oregon University Football Team – Wide Receiver

Babe-Ruth Baseball Coach

Skill sets:

Sales Coaching, Sales Training, Selling Skills/Closing techniques, Sales Management, Data Analytics, Recruiting/Hiring, Communication Skills (written and verbal), Microsoft Office Suite, budget management, excellent rapport building skills, client management, client prospecting.

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