KELLY JOHN CLARK

1936 Meridian Way

Rocklin, CA 95765
(916) 316-4620 Cell
kc94d0a6@westpost.net
_____________________________________________________________________
OBJECTIVE
To impact the productivity and profitability of a progressive sales organization
by contributing proven abilities in territory management and consistent, high v
olume sales growth.
PROFESSIONAL EXPERIENCE
Established a solid business record for increasing corporate annual sales revenu
es. Offer a dynamic ability to expand a base of sales and retain quality busines
s by: (1) nurturing and enhancing relationships with existing clients, (2) execu
ting new account development campaigns, and (3) ensuring exceptional customer se
rvice.
Use solid business strategies that have effectively increased sales, created lo
yalty, developed new business, and retained clients. Skilled at securing sales a
ppointments and making professional, highly impactful presentations. Consistentl
y coordinate weekly, monthly, and quarterly sales plans and execute strategies t
hat ensure maximum territory production.
COVIDIEN/VALLEYLAB, Sacramento, California October 2008 Present
Sales Representative: (October 2008 Present) Successfully developed a high perf
orming sales territory which will surpass $2 million in sales this fiscal year f
or the first time. Responsible for selling capital equipment, vessel sealing sur
gical instruments, and electrosurgical disposable products to hospitals, medical
centers, and surgery centers. Have grown territory sales dramatically since fin
ishing 8-week training course in December 2008. Completed sales and product tra
ining course with higher than a 98% average on all tests, quizzes, role plays, a
nd presentations.
Capital equipment sales currently at 128% to quota for fiscal year 2010. Trendi
ng to finish more than $60K above annual capital equipment quota.
Increased annual sales at largest account from $400K in fiscal year 2009 to mor
e than $600K in fiscal year 2010. Established and developed more than $100K in n
ew account sales during first eight months of fiscal year 2010 to date. Converte
d more than twenty surgeons this year from competitive vessel sealing and electr
osurgical products to Covidien/ValleyLab products.
GENZYME BIOSURGERY, Sacramento, California January 2005 October 2008
Regional Sales Director: (January 2006 October 2008) Promoted to Regional Sales
Director after one year with Genzyme Biosurgery. Managed the West Region which
included nine specialty sales representatives throughout California, Nevada, Haw
aii, and part of Arizona. Responsible for sales to clinics, hospitals, medical c
enters, government accounts and large purchasing organizations across orthopedic
, sports medicine, rheumatology, pain management, and physical medicine specialt
ies. Managed direct to customer sales as well as indirect sales through wholesal
e channels, specialty pharmacies, and hospital/medical center pharmacies. Total
annual sales volume for the region averaged $11-12 million.
Hired and trained seven new sales representatives during first 12 months as Reg
ional Sales Director. Focused on early development of all new hires to ensure im
mediate impact on individual territory performance. Developed the skill sets of
all team members in an effort to prepare them for promotion opportunities and ca
reer development. Two of my representatives were promoted to the surgical sales
position within the Biosurgery division, two were selected as national field tra
iners, and one was promoted to Senior Sales Representative.
Increased total regional sales each year as director despite the introduction o
f two new competitive products. Maintained a market share above 50% during a tim
e period when the competitive landscape increased from three to five products. M
anaged annual travel and entertainment budget of $392K and annual speaker progra
m/medical conference budget of $58K for the region.
Selected by upper management for numerous advisory boards including sales time
effectiveness and contract pricing strategies. Assisted corporate training depar
tment with New Hire Training Course on a regular basis. Developed and executed N
ational Sales Meeting workshops annually. Coordinated and implemented 2-3 Region
al Sales Meetings per year.
Musculoskeletal Specialty Account Manager: (January 2005 January 2006) Successf
ul transition from Wyeth Biopharma to Genzyme Biosurgery after the sale of produ
ct marketing and distribution rights. Position and responsibilities remained con
sistent following transition. Territory sales for 2005 exceeded $1.6 million, on
e of the highest volume territories in the West Region.
Selected by management as Regional Field Trainer in August 2005. Worked directl
y with corporate training department to facilitate training of new account manag
ers through field, self-study, and classroom work. Assisted with the development
of new training curriculum.
WYETH PHARMACEUTICALS, Sacramento, California April 2001 January 2005
Musculoskeletal Specialty Account Manager: (March 2003 January 2005) Promoted t
o specialty account manager in the Biopharma Division after only twenty-three mo
nths as a territory representative. Successfully turned around a poor performing
territory in a very short period of time. Responsible for direct sales to all p
hysician specialties involved in the treatment of osteoarthritis including ortho
pedics, sports medicine, rheumatology, pain management, and physical medicine. A
lso responsible for sales to hospitals, medical centers, and government accounts
.
Implemented total account management strategy which encompassed working with ad
ministrators and purchasers to manage product inventory and working with billing
departments to ensure proper coding and maximum reimbursement from insurers.
Developed physician loyalty by demonstrating exemplary product and industry kno
wledge and by providing reliable customer service. Worked closely with the local
Arthritis Foundation to educate the public on osteoarthritis and with managed c
are organizations to establish prior authorization and treatment protocols. Demo
nstrated exceptional territory and time management skills by handling well over
100 accounts in Northern California and Northern Nevada. Consistently establishe
d new accounts and quickly built them into loyal customers.
Chosen by management team to participate in year-long sales management developm
ent program.
Sales Representative Womens Health: (April 2001 March 2003) Constructed a consi
stently high performing sales territory by increasing sales volume and product m
arket share each quarter. Utilized creative business strategies and unsurpassed
professionalism to achieve positive sales results.
Built solid working relationships with customers by becoming a valued part of t
heir business. Executed impactful sales presentations demonstrating extensive pr
oduct and industry knowledge. Consistently chosen by upper management to aid in
the training of colleagues.
Regularly exceeded company sales goals and administrative expectations. Receive
d 2002 sales award for highest market share increase with top ten accounts. Won
Presidents Challenge Sales Award by achieving highest total market share and sa
les increase in the Western Region in 2002. Sales award included a vacation to S
ydney, Australia. Elected Sales Representative of the Year by District Manager.
KELLY-MOORE PAINT COMPANY, INC., Rocklin, California April 1996 April 2001
Sales Representative: Expanded a sales territory to 300 plus accounts. Increased
sales and profit on an annual basis by continually growing and diversifying cus
tomer base. Generated business by prospecting, securing appointments, delivering
professional sales presentations, and offering effective pricing and exceptiona
l customer service. Responsible for all credit and collections.
Grew new business by opening approximately 40 new accounts per year. Minimized
bad debt to less than % of total sales by making well-researched credit decision
s.
Selected as a member of corporate committee focused on developing and market te
sting new products and marketing programs. Recognized numerous times for monthly
sales and profit improvement. Surpassed sales quota each year over 5-year tenur
e. Received Sales Achievement Award for total sales volume in 1997.
SHERWIN-WILLIAMS COMPANY, San Jose, California October 1993 March 1996
Sales Representative: Successfully developed a large sales territory of approxim
ately 120 accounts. Achieved company and personal goals by providing existing ac
counts with effective pricing and product solutions, outstanding customer servic
e, and by targeting and solidifying new accounts.
Increased territory sales from $600K to $1.1 million in just two years. Awarded
Masters Club status for sales and profit improvement in 1995.

EDUCATION
UNIVERSITY OF ILLINOIS, Champaign, Illinois
B.S. Finance Investments/Commercial Banking (GPA 4.1/5.0) Graduated May 1992
REFERENCES: Available upon request