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Expert in recruiting, development and promotion of professional sales representatives in achieving sales and marketshare goals throughout the northwest United States. Unique and recognized skills in gaining access to difficult accounts, execution of key marketing initiatives, analysis and new business and market development. Key competencies in the following areas: Staff Development / Market-Competitive Analysis / Market Execution / Product Rollout Strategic Business Planning / Sales Leadership / Account Penetration PROFESSIONAL EXPERIENCE Galderma Laboratories Inc., Fort Worth, TX 4/2000 10/2011 Senior District Sales Manager Building and leading a team of 7 specialty sales reps in driving over $25 million in sales in a 10-state US Western region for this privately-held research, manufacturer and marketer of prescription, direct-dispense and OTC dermatology products. Recently left due to realignment. Grew district ranking in a competitive brand/generic market from 9th rank in 2010 to 6th rank in 2011 out of an 11 district division by driving primary product (Epiduo) to 3rd overall rank in volume attainment through key account focus, peer-to-peer selling and close performance management. Exceeded division share growth in total acne market. Accomplished growth in 2011 despite a realignment, open territory and inherited bottomrank territory. Achieved top 20% of division by volume or share attainment from 2000 to 2007. Effectively managed and lead through realignments, patent expiration-generics and turnovers in 2009-2010. Earned District Manager of Year in 2006; Presidents Impact (top 1-2 Managers) in 2001, 2006 and 2007. Recognized every year from 2001 through 2007 as most contributing manager to organization in Galderma division. Initiated new business opportunity in Alaska by working cross-functionally with sales operations, marketing and channel sales. Personally marketed full line of Galderma products and ultimately determined through calls and analysis a positive ROI could be realized by aligning Alaska with company territories. Alaska now generates approximately $500K in additional annual revenue. Direct and partnered responsibility for several Regional Managed Care plans including IHC of Utah, Regence, Group Health, Blue Shield of CA and HMSA of Hawaii. Coordinated several MSL and MD presentations to P&T committees and was involved in contract negotiations and renewals. Secured Galdermas first appointment with Regence through a creative direct letter to their Pharmacy Director in 2004. Elected by peers to Management Advisory Board in 2006 to work with executive management on various initiatives Promoted to Senior District Sales Manager in 2006. 916/201-4526 heiset50@gmail.com
PDI Inc., Upper Saddle River, NJ 12/1998 4/2000 Regional Sales Manager Recruitment and development of Western Region sales team for an Astra-Zeneca contract to promote Tamoxifen to Oncologists and OB-GYNs in a US Western area for this contract sales organization. Exceeded client expectations after recruiting and deploying a team of 7 DMs and 60 plus representatives in only 2 months. Helped kick off the initial sales meeting for this contract. Promoted to Regional Manager in January 2000 after key accomplishments as district manager for an AstraZeneca contract. Led region in Prilosec market share growth during my tenure. Selected as management development consultant for candidate management assessment center. Additionally held title of Cardiovascular Expert to assist with training of the sales force and management team.
G.D. Searle Laboratories/Pfizer, Chicago, IL 6/1993 12 /1998 Corporate Sales Trainer Managed all aspects of sales training, disease and product knowledge, training module development and marketing communications for Arthritis and Cardiovascular brands with this global pharmaceutical company. Selected as consultant with Pfizer in initial development of Celebrex training modules. Received excellent reviews as instructor from new hires as corporate sales trainer. Selected to attend Searles management assessment program in 1997. Senior Sales Representative Relocated to Las Vegas in 1996 as part of new division where I ranked 12th in 1996 and 14th in 1997 out of 120 representatives marketing hormone therapy and antibiotics. In 1997 won a competitive marketing internship at Skokie office in Female Health Division which I held for four months while maintaining the performance of the Las Vegas territory. Based on recognition and achievement there received a promotion to the training department. Promoted to Senior Sales Representative after two years in 1995. growing arthritis and cardiovascular lines. Successfully launched Ambien while
Taylor-Made Office Systems, Redding, CA 1990 1993 Account Representative Sales of capital equipment (duplicating systems) to small - mid-size businesses, government accounts. EDUCATION MA, English, University of Washington, 1990 BA, English, University of Wyoming, 1987 Honors, Phi Beta Kappa PROFESSIONAL TRAINING Blanchard Situational Leadership / Bergerac Power Talk Platform Skills / Blanchard Coaching I-II Pinsonault Account Management 1 / Social Persuasion / Ninth House / Versatile Personality