MELISSA KERPER

34 Penmore Place, Collegeville, PA Phone: (610)650-8968 Cell: (610)220-3166

SUMMARY Over 20 years of highly successful Sales and Marketing experience, inclu
ding eleven years of selling pharmaceutical products. Successful in launching ne
w products and developing new accounts through targeted calls and building stron
g customer relationships. Proven ability to learn and disseminate complex scient
ific information. High caliber professional motivated to achieve organizational
goals. National Award Winner.

* Consultative Selling * Strategizing, Forecasting, Budgeting

* Solid Presentation Skills * Cross Functional Teamwork
* Contract Negotiations * Coaching and Mentoring

EXPERIENCE SCHERING-PLOUGH PHARMACEUTICALS, Kenilworth, NJ

Merged with Merck, Inc. in October 2009
Hospital Sales Representative, 2006-2010
Marketed and sold pharmaceutical products in the Academic Medical
Centers, Community Hospitals and the Department of Defense in
Center City Philadelphia and Southern New Jersey. Managed 7 p
roducts in 11 accounts and drove formulary access for the Cardiovascular, R
espiratory and Women's Health franchises.
* 2009 National Rank: 44 of 122 (Portfolio attainment @ 108.6%)
* 2008 National Rank: 9 of 122 (Portfolio attainment @ 108.3%) Member of 2008
Vice-President's Club
* Achieved 7 hospital formulary wins for Asmanex in 2 year period resulting in a
n additional $500,000 annually in sales and allowing for finish in the top 15% n
ationally in incentives in 2008
* Established 5 NHLBI Guidelines asthma protocols for Asmanex and 2 ACC/ lipids
protocols for Zetia in 2 year period
* Negotiated 9 contracts with Pharmacy Directors for Respiratory and Cardiovascu
lar franchises exceeding performance objectives by 200%
* Developed strong relationships within pharmacy, purchasing, nursing education,
Cardiovascular and Pulmonary departments at Thomas Jefferson University Hospita
l, Hahnemann University Hospital, Albert Einstein Medical Center, Aria Health Sy
stem, Mercy Health System, Deborah Heart & Lung Center and McGuire AFB
* Trained and mentored Philadelphia District Hospital Division personnel on resp
iratory disease state and product knowledge
Primary Care Representative, 1999-2006
Marketed and sold pharmaceutical products to primary care physicians in the Read
ing, suburban Philadelphia, and Allentown markets. Sold 19 medications in vario
us therapeutic classes: Vytorin, Zetia, Clarinex Family, Nasonex, Proventil HFA,
Asmanex, Foradil, Avelox, Claritin Family, Diprolene, Elocon, Lotrisone, Tequin
,K-Dur, Prandin and NovoPen.
* Launched Vytorin/Zetia in cardiovascular market resulting in territory market
share of 14.8% after first 6 months of launch
* Launched Asmanex in primary care and specialty market resulting in 5.8% NRx ma
rket share after the first 6 months of launch
* Coordinated selling efforts with Merck, Bristol Myers Squibb and NovoNordisk s
ales representatives for Vytorin/Zetia, Tequin and Prandin/NovoPen, earning resp
ect of peers for leadership role and cross-functional teamwork
* Served as Asmanex Expert for district by training on respiratory disease state
and product information
* 2006 National Rank: 158 of 525 (Portfolio attainment @ 106%)
* Served as Asmanex Expert for district by training on respiratory disease state
 and product information
* Awarded 2nd place in the Vytorin "Race for Share," a national contest based on
one month TRx market share from launch of product in 2004; achieved a 1 month T
Rx share of 3% in the Philadelphia Metro Region, March 2005
* Awarded Vytorin Aetna "Spotlight on Performance" Winner for highest Aetna mark
et share increase of 12.8% in the Allentown Sales District, 2005
* Named Prandin Millenium Contest District Winner for increasing new prescriptio
n market share by 8.2% in Q1, June 1999

ADP, Hoffmann Estates, IL

District Manager, Dealer Services Division, 1997-1998
Marketed and sold Owner Loyalty programs, Web Sites and forms to a
network of automobile and truck dealers i
n eastern Pennsylvania.
* Increased customer base by 25%
* Improved customer satisfaction through series of needs analyses and Best Pract
ices seminars

STANDARD REGISTER (formerly UARCO), Barrington, IL

Account Manager, Healthcare Strategic Accounts, 1989-1997
Successfully sold custom business forms and pressure sensitive labels to the hea
lthcare industry. Coordinated sales team activities in on-site sales office at
the University of Pennsylvania Medical Center.
* Increased sales by 300% over 5 year period
* Increased profitability by 20% at key region account while generating $1.4MM i
n savings
* Interacted with all levels of management throughout medical center community
* Trained and coached 75% of regional sales representatives
* Member of President's Club for 5 consecutive years
EDUCATION
Bachelor of Arts, History
Gettysburg College, Gettysburg, PA
PROFESSIONAL DEVELOPMENT AND TRAINING
* Monthly certifications in disease state, product knowledge and FDA regulations
* Weekly attendance at cardiovascular and pulmonary Grand Rounds at key medical
centers
* Use of medical web-sites and journals to review clinical trials
* Numerous web-based seminars and CD rentals on sales technique customer communi
cation and negotiation
VOLUNTEER WORK
Reading Hospital and Medical Center, West Reading, PA
Junior League of Philadelphia