DAVID C.

JENKINS
C 913.707.7987 14072 Hayes Street dj88a330@westpost.net
H 913.897.5533 Overland Park, Kansas 66221
SALES LEADER
Sales Leader with diverse Sales Leadership experience and a proven track record
of transitioning underperforming teams into successful award-winning teams. Pro
ven ability to identify problems, apply creative solutions, and utilize sound bu
siness decisions and tactics to achieve success. Results oriented coach / ment
or who leads by example, maximizes the potential of others, and is skilled at ma
trix management. Areas of expertise include:
* Sales Leadership Led diverse teams ranging from Vaccines, Medical Center Repr
esentatives, Therapeutic Specialty Representatives, and Field Sales Representati
ves to elite performance.
* Leadership Training and Development Lauded for development of Sales Leadershi
p Training. Skilled facilitator for training initiatives.
* Cross Functional Project Management Skilled at developing a cross functional
approach to managing key corporate initiatives.
* Vaccine / Pharmaceutical Sales
* Team Leadership
* Consultative / Solution-based Sales
* Staff Training
* Turnaround / Change Management
* Project Management
* Team Building
* Key Account / Client Management
* Sales Growth
* B2B Sales and Marketing
* Strategic Business Planning
* Budget Administration
PROFESSIONAL EXPERIENCE
GLAXOSMITHKLINE {NYSE: GSK}, Research Triangle Park, NC 1992 Present
Worlds fourth largest pharmaceutical company by revenue and is a research-based
company with a wide portfolio of pharmaceutical products covering anti-infective
, central nervous system, respiratory, gastro-intestinal / metabolic, oncology,
and vaccines. The company is listed at #168 on the 2009 Fortune 500 with $44.654
B in revenues.
Leadership Development, (2008 Present)
Improved First Line Leader coaching and business acumen skills to spur sales imp
rovement. Developed and led a training program to enhance Regional Immunization
Sales Directors (RISDs) to lead and accelerate sales.
* Improved sales leadership by 78% by spearheading the development of an intensi
ve Sales Leadership program for a division that had recently doubled in size wit
h sales leaders with no prior B2B sales experience.
* The percentage gain came from the sales leaders self-report (13% prior to trai
ning surging to 91% after the training) of their perceived ability to lead a sal
es team.
* Facilitated the creation of a Sales Leadership Team day that encompassed hands
-on learning, teaching, and coaching of the B2B sales model, utilizing business
acumen scenarios in small groups. Recognized as a success from feedback received
.
* Designed and wrote a case study on Employee Retention (similar to the Harvard
Business Review case study in design) that resulted in introducing the concepts
of career planning, leadership development, and succession planning in an effort
to increase staff retention. Favorably recognized by senior leaders.
* Launched a new web-based field coaching report for the Vaccines Division that
followed sales representatives as they moved positions and allowed analysis of b
ehaviors, resulting in up-to-date progress of goal achievement.
* Created and led a change management workshop for the National Accounts team th
at was lauded by the Regional Vice President.
* Spearheaded a Real Conversations workshop with Area Immunization Managers to f
acilitate the necessary skills to have open and honest dialogues with their empl
oyees to improve communication.
Regional Immunization Sales Director (2005 2008)
Promoted into this position to lead the successful turnaround of sales performan
ce and finished in the top half of the nation after the first year. Fully accoun
table for devising revenue-generating and performance-enhancing initiatives to s
timulate growth despite a highly competitive, and relentlessly shifting marketpl
ace. Formulated, justified, and managed ~ $500K budget. Leadership accountabilit
y for 12 direct reports. Scope of territory included Kansas, Oklahoma, North Dak
ota, South Dakota, Nebraska, Colorado, New Mexico, and Wyoming. Reported to the
Sales Regional Vice President.
* Promoted an entire grade level a rare achievement as this type of promotion i
s only awarded after three years with the division. Earned the promotion in less
than two years due to phenomenal performance.
* Awarded a Winners Circle trip for achieving the Top 10% in sales while serving
in concurrent roles as a Pharmaceutical Manager and Vaccines Director.
* Bestowed with $10K Club for achieving the highest possible sales success with
Hepatitis A vaccine two consecutive times.
Senior District Sales Manager (1992 2005)
* Led a successful turnaround of a team that had finished 50th percentile in its
first year and transformed their performance, finishing in the 10th percentile
by the second year. Achieved by analyzing the strengths and weaknesses of the te
am, placing high performing representatives with key accounts.
* Won Presidents Club Award for Top 10% sales finish the first win for a manage
r in the Kansas City market.
* Catapulted the performance of a faltering team and led a turnaround that captu
red Platinum Club recognition, (three consecutive top 10% finishes). Achieved
by formulating / executing a strategic plan incorporating marketing to achieve m
arket penetration with the key brand, Flonase, as well as launch Advair well abo
ve national goals.
* Accelerated a team of respiratory and specialty sales representatives to achie
ve the Top 10% as a team by mentoring and motivating the sales representatives t
o capture higher performance levels. Utilized mentor approach to accelerate lea
rning for new sales representatives.
* Designated to lead a special project for the Institutional Sales team that ent
ailed designing an electronic learning system to enhance the knowledge of sellin
g to a specific market the Disproportionate Share Hospitals (Indigent Care Hosp
itals). Delivered the project within defined specifications.
* Co-chaired the successful launch of the Therapeutic Sales Force. Built agenda
, introduced new learning concepts, worked with partners within corporate office
for travel, guest speakers, incentive compensation program development.
EDUCATION
MASTERS PROGRAM | Baker University, Baldwin City, KS 40% completed. 4.0 GPA
BACHELOR OF ARTS (B.A.) DEGREE IN MASS COMMUNICATIONS | Western Illinois Univers
ity, Macomb, IL
PROFESSIONAL DEVELOPMENT
* Inspirational Leadership (Leading without Authority)
* Bob Pike Facilitation Workshops
* Launch Excellence
* Real Conversations (Fierce Conversations)
* Change Management
* Winning Practices
DAVID C. JENKINS C 913.707.7987 Page | 2