Christopher L. Kennedy
O’Fallon, MO 63366
An Experienced Director, Account Executive and Sales Management Professional with extensive expertise in customer facing roles and personnel development. Strong business background developed through various field and corporate positions. My sales and development teams showed solid incremental gains in revenue, market share and total sales/revenue while maintaining expenses within specified budgets. One of my strengths is motivating and building teams that value cross-functional working relationships.
MERCK & CO., INC. – WEST POINT, PA
Customer Team Leader May 2019 – Present
I lead a group of antibiotic sales representatives covering 7 states in the Midwest. District finished as top district in the region for sales and growth in my first year 2019. Currently, top District in the Region in sales through November 2020 and fourth in the nation in sales for antibiotic franchise.
I serve as point manager for Zerbaxa
I lead the region Subject Matter Advisor group of representatives picked to share expertise on all matters relating to field sales issues.
Point CTL for Field Suggestions rollout to the Hospital Group.
Executive Institutional Representative May 2016 – May 2019
As a Hospital Acute Care Representative I have sales responsibility for Merck’s Antibiotic Products. I cover a semi-rural geography, which contains both rural private hospitals and urban Integrated Health Systems, which include large teaching institutions. Key accomplishments include:
I have achieved 54% growth year on year with both antibiotic products while focusing on 11 key hospital accounts and infectious disease physicians for inpatient and outpatient prescriptions.
I have been a mentor to new representatives, point representative in the District for Sivextro and District/Region point for Renflexis.
I have also served as District Lead when our manager is on vacation or traveling for business.
Served as Customer Team Leader on Special Assignment when Team Leader retired from Merck.
THE SALVATION ARMY 2012 – May 2016
Peoria, IL – Divisional Director of Development
I directed all development activities including Fundraising, Strategic Planning and Advisory Board Development for the Heartland Division of The Salvation Army. Notable achievements since joining the Heartland Division in February 2014 are:
Developed Annual Civic Luncheon guidelines to increase revenue
Achieved record fundraising for Tree of Lights Campaign 2014 & 2015
Reorganization of the Service Extension team (rural fundraising) to reduce costs and improve revenue stream.
Developed fundraising training program to assist Corps Officers (ministers) in the Division in fundraising and Advisory Board development, as well as help prepare the Direct Mail campaigns for donor acquisition and development.
Kansas City, MO - Assistant Director of Development
Under my direction for Christmas 2012, the staff increased giving 61% to achieve a landmark $10 MM in donations. Other responsibilities:
Leadership of the Development Department Advisory Committee, Director of Fundraising for the Pathway of Hope Initiative and capital campaigns for Salvation Army Corps (churches) in the Division.
Developed MBO initiatives for Gift Planning Director and direct reports, which resulted in over $140,000 in living gifts in addition to the planned gift component of the department.
AMGEN, INC. – THOUSAND OAKS, CA
Senior Biopharmaceutical Representative 2009-2012
Responsible for market development and promotion of PROLIA to all targeted customers. Achieved metrics for all aspects of pre-launch activities including calls on top ranked physicians and customer profiling activities. Appointed District Sales Trainer January 2010. District Orion and Computer point representative. Exceeded sales contest goal for first semester 2011.
MERCK & CO., INC. – WEST POINT, PA 1987-2009
Medical Group Account Manager (2007-2009)
Managed a diverse group of large medical group accounts to increase customer focus and provide resources to increase patient compliance and education. Served as change agent between sales teams and customers to enable Merck to develop and implement a new commercial model. Increased customer trust and value scores over baseline.
Identified partnership opportunities with accounts through needs assessment by meeting with group executives and administrators.
Presented unique resources through workshops and in-services to customers which resulted in increase access to accounts and increased patient focus during medical visits.
Primary Care Business Manager (2006-2007)
Managerial responsibility for sales district with promotional responsibility for Osteoporosis and Asthma franchises. Established guidelines for effective representative performance.
Provided coaching and counseling on routine sales calls with team of 12 representatives which resulted in performance above prescribed objectives.
Point Manager for regional training in which I identified training issues and coordinated course offerings with region based training team on managed care issues.
Developed a unique theme for each district meeting, which resulted in increased representative morale and confidence.
National Account Executive (2002-2006)
Integrated Health System/Group Purchasing Organization Executive with responsibility for contracting and pull through with large regional I.H.S. customers and G.P.O. Support for the local sales teams resulted in increased sales and account penetration through placing of effective contracts and projects.
Received Presidents Award for activities in development of STAR Management marketing project for antibiotic resistance. (2005)
Received Special Achievement Award from Director for utilization of resources to develop STAR strategy for Account Executives use with customers. (2004)
Hospital Business Manager (1997-2002)
Consistently led the region in above plan performance through leadership, creative management style and business analysis. Created a cohesive sales unit with a senior sales representative team.
Masters Club winner for top district performance in 1999.
Number 1 Acute Care District 1997, 1998, #2 overall sales performance 1999.
Point Manager for Cancidas® during FDA review and post approval. Provided field sales input as part of strategic team during launch. Provided training overview and support during the launch, while effectively leading the district team selling antibiotics and cardiovascular products.
Training Coordinator (1995-1997)
Corporate development position enabled me to use my corporate and field based experience to effectively develop newly hired and incumbent representatives promoted into new assignments.
Re-engineered the H.S.A. Clinical Liaison & Acute Care Training and developed anti-infective modules.
Developed Preceptorship and Tutorial programs for Acute Care Representatives and Health Science Associates in HIV, Respiratory and Cardiovascular diseases.
Assisted in the development of the HIV training course.
ADDITIONAL RELEVANT EXPERIENCE – Includes a variety of other positions including Customer Service Representative in a corporate call center, Medical Science Liaison, Primary Care and Hospital Representative and Medical Group Administrator.
Bachelor of Science Degree – Finance Masters of Business Administration
Bradley University – Peoria, IL Illinois State University – Normal, IL