District Sales Manager
Resume:
KIMBERLY A. WHITE DRENTH
Huntington Beach, CA ***49
Sales Management Professional
Action and results oriented sales professional offering extensive experience in competitive outside and corporate sales, marketing, account management, and customer relations. Natural leader with a strong commitment for positive change and continuous improvement. Adept at creating people, process, and procedural enhancements that increase productivity, decrease costs and drive profitability. Noted for the ability to build and inspire teams and maintain / develop strong cultures. Fluent in both English and French.
● Business Acumen
● Strategic Mindset
● Client Base Expansion
● Leadership Across BU’s
● Product Launch
● Partners & Alliances
● Competitive Analysis
● Coaching / Development
● Team Building
● Payor Knowledge
● Business Development
● Territory Management
"Kim is a quick study with documented sales performance, leadership impact and a track record of recognition. She’s able to hold individual representatives to a high standard and coaches and holds her team accountable in order to achieve top performance."
Paul Leonardi, Sr. Director, Eli Lilly
Recently achieved SAM Award Management, creating more business opportunities. Achieved top 10% in the nation for new product launch Responsible for selling a portfolio of 900+ SKU’s to numerous HCP specialties in the Nutraceutical Market space. Took over a region with a 10+ year history of “bottom performing” and turned it into an ongoing top performing team within 1 year.
First Female in the Neuroscience division promoted to Master Performer DSM in 2007 and every year after. KOWA PHARMACEUTICALS AMERICA 2019 – PRESENT
District Sales Manager, Los Angeles S District
• Coach, lead and develop a team of 9 sales representatives in the Southern California Area.
• Managed operations and expectations in a several million-dollar sales district.
• Took over a poorly managed, high performing district and evolved the growth of the team.
• Promoted 5 sales representatives in the first full year in the position.
• Ended 2021 at #3 in the Nation and won Circle of Excellence award. 6 out of 9 representatives also won sales awards.
• 2/9 representatives promoted to National Field Trainer for 2021.
• Met all sales goals and expectations.
ALL CITY OFFICE PRODUCTS 2018 – PRESENT
Co-Founder / Consultant
Start-up internet-based company selling recycled / Remanufactured office-based equipment globally.
● Assisted in site design, establishing vendor / supplier relationships, and bid development.
● Successfully refined the billing and accounts receivable procedures to negotiate 30/60/90-day billing contracts.
● Oversee sales presentations specifically sourcing and presenting to business owners and key business executives. METAGENICS 2018
District Sales Manager, San Diego and Orange County District
● Coached, led and developed a team of 6 Territory Managers across multiple counties in Southern California.
● Managed operations expectations in a one million dollar+ Specialty District.
● Recruited to take over a very low performing District, make the right HR decisions and improve performance as quickly as possible. Successfully identified best performers, established employee improvement plans and restructured the District thus improving field performance.
● Created trusting relationships and a positive Team environment with the Territory Managers in place to build trust and create a workable succession plan to quickly improve District performance. AREAS OF EXPERTISE
SELECTED CAREER HIGHLIGHTS
PROFESSIONAL EXPERIENCE
● Managed and took ownership of 3 open territories 2 months into the job in addition to coaching and developing the 3 remaining Territory Managers while successfully complete the responsibilities of my day to day position.
● Asked to actively mentor another District Sales Manager to ensure proper training and field services.
● Built cross-functional relational systems and procedures with Sales Development Management, HR & Recruitment Management, Sales Operations, Inside Sales and Customer Service Management, Trade Show Management teams, Brand Marketing Leaders, Internal and External Medical Staff which improved District performance BAYER HEALTH CARE 2013 – 2017
Regional Business Manager, Pacific Southwest
● Hired, coached and developed sales team of 7-11 sales representatives across 6+ states to achieve top performance.
● Developed strong coordination with 3rd party overlaps, Inside Sales, Strategic Accounts and Brand Teams to bring quality to customers in a complicated business.
Kimberly A. White Drenth ***.******@*****.*** page two
● Managed operational expectations in a multimillion-dollar Region in the Animal Health Division enabling maximum resource use and allocation while maintaining Region within budget.
● Sent the first sales representative in the Region to Bayer Council for the first time in 10+ years after providing honest and open coaching which stretched and augmented his strengths.
● Proactively took lead on Bayer RBM team to reform the Developmental Diagnosis process leading to a more consistent system for coaching representatives.
● Led the Bayer booth staffing at the WVC, largest Veterinary Conference in the world ensuring we had the best professionals in the booth to positively represent Bayer.
● Created, led and implemented breakout sessions at National Business Meetings leading to significant improvement in core selling competencies.
● Led, coordinated and implemented agenda at 2 quarterly RBM meetings to include cross functioning attendees, intern and external to ensure top coaching and field implementation.
● Primary lead on team to rework the PMP rating system making a more consistent way for all managers to evaluate their representatives.
● Mentored other RBM’s on difficult coaching situations for faster outcomes to improve their team's performance. ELI LILLY 2000 – 2013
Sr. District Manager, Neuroscience Division
● Hired, coached and developed 12+ PCP and Specialty Neuroscience representatives across 4 states minimizing open territory time.
● Met operational standards in a multimillion-dollar District every year leading to strategic use of resources.
● Hired and trained 69 new representatives with 5 expansions throughout 2000 – 2013, leading to top sales and minimal open territory time.
● Facilitated and influenced the promotion of 54 representatives throughout 2000 – 2013, moving to either Associate positions in Indianapolis or Field Management and Director positions.
● First Female in the Neuroscience division promoted to Master Performer DSM in 2007 and every year after. Only 2% of DSM's in all US BU's achieve this prestigious award.
● Active member of Lilly USA HR Advisory Board and the Lilly WDSM Board decreasing HR violations across all USA BU's.
● Led the improvement of communications with Neuroscience, Kaiser, Primary Care, LTC and Hospital divisions through leading local meetings with management and increasing communication among teams.
● Served in a key leadership role in California State Action Team covering B2B and State / County strategy and initiatives which helped improve formulary availability for Lilly products across government entities.
● Strong understanding of the sales process with multiple customer profiles (physician, Pharmacy directors, P & T Bodies, Community Mental Health Centers, State and County structures) leading to strategic, specified selling.
● Committee memberships with Orange County MHA and ‘Get Involved for Mental Health’ advocacy organizations.
● Active Mentor to numerous individuals in sales rep, associate and DSM assignments. This helped me hone my own skill set as well as teaching others how to do a better job. Key Awards & Achievements
Achieved top 25% sales results in 2002 – 2013.
Master Performer Award 2007 – 2013
Top 10% in the nation for new product launch for 2003.
Promoted to Senior DM in 2005.
Area MVP Awards 2006, 2007.
Coaching Champion Award 2006.
Area Product Champion roles in 2001 – 2013.
Leader on National Pain Message Management Team 2004 – 2009. PROFESSIONAL EXPERIENCE - Continued
First DSM selected to join Antidepressant Brand Planning team 2009.
Numerous Quota Trips from 2000 – 20013 including the Caribbean, Mexico, Hawaii and throughout the US. B.S., Science Education, Biology / Pre-Pharmacy, University of Iowa MBA Seminar, Kelly School of Business, Indiana University Managed Care Post Undergrad Coursework, UCLA
Certified Pain Representative Certificate, American Society of Pain Educators Additional Training: Segmentation, Situational Leadership, Critical Conversations, Six Sigma Green Belt, Differential Diagnosis, EQ Conference, Marcus Buckingham, Strength Finders, ‘Why’, Zappo’s, Ritz Carlton, VBS, Jack Welch and Ferdinand Fournies, OZ, Disney University
EDUCATION & CERTIFICATIONS
Contact this candidate