KELLY PAWOL

1720 South 86 Circle * Omaha, Nebraska, 68124

(402) 981-0355 * kp8e6108@westpost.net
PHARMACEUTICAL / MEDICAL SALES SPECIALIST
Energetic pharmaceutical sales professional committed to growing market share an
d profit through development of innovative sales and marketing practices and a p
assion for providing superior customer service. More than 12 years of experience
and broad knowledge base complemented by versatile experience ranging from indu
stry leaders to specialty pharmaceutical firms. Exceptional communicator and lis
tener with a background in education and speech language pathology. Highly skill
ed in building mutually beneficial customer relationships, understanding and sol
ving problems, and developing creative solutions. Areas of expertise:

New Product Launch * Strategic Sales * Market Share Growth * Business Developme
nt
Market Analysis * Persuasion Skills * Relationship Building * Problem Solving *
Customer Relations
Strategic Market Positioning * Consultative Sales * Long-Term Customer Developme
nt * Goal Setting
Client Retention * Team Building / Leadership * Mentoring * Team Training

PROFESSIONAL EXPERIENCE
MEDICIS, Omaha, Nebraska * 2009-present
Independent pharmaceutical company specializing in products for skin and aesthet
ic conditions.
Territory Manager : Command strategic sales initiatives throughout key territory
comprised of Nebraska, Iowa, Missouri, and Kansas to promote growth of primary
product lines. Cultivate new business to expand market share among dermatology p
ractices. Perform analysis of business data to identify marketable opportunities
. Provide product education for clients.
Key Accomplishments:
* Spearhead sales for 2 key product lines - Solodyn, the most-prescribed oral an
tibiotic in dermatology; and Vanos, a corticosteroid for topical dermatologic us
e.
* Catapulted territory ranking to #4 nationwide among 59 districts for total pre
scriptions within 5 months of assuming position.
* Drove market share of Solodyn up to 33% from 26%.
GLAXOSMITHKLINE, Research Triangle Park, North Carolina / Omaha, Nebraska * 1999
-2009
International pharmaceutical company commanding 7% of the world's pharmaceutical
market.
Executive Sales Representative: Set the bar for optimum performance by managing
territory sales, including call planning, targeting, data analysis and strategic
market analysis for each product. Managed 65 to 70 accounts and expanded $19.8
million sales territory. Educated physicians, nurses, pharmacists and business s
taff about benefits of several medicines, including Boniva tablets and injection
for osteoporosis; Wellbutrin XL for depression; Advair for chronic obstructive
pulmonary disease (COPD) and asthma; Imitrex and Treximet for migraines; and Ves
icare for overactive bladder. Researched and analyzed competitors' products and
sales techniques to develop effective counter strategies. Trained and mentored o
ther district representatives, providing verbal and written feedback, and presen
ting best-practices workshops at local and regional sales meetings.
Sales Accomplishments:
* Surpassed sales goals on Boniva for six consecutive quarters, achieving up to
202% of goal.
* Ranked as high as the Top 4 sales people regionally and Top 50 nationally.
* Overcame significant insurance formulary coverage issues to successfully launc
h and promote Wellbutrin XL, achieving 393.4% of product goal for the 3-month la
unch period by implementing an innovative sales and marketing strategy -- now a
corporate best sales practice.
KELLY PAWOL * Page 2 * kp8e6108@westpost.net

GLAXOSMITHKLINE (continued)
Sales Accomplishments:
* Appointed as Product Liaison for the Boniva franchise, researching and identif
ying problems and implementing creative solutions to increase product market sha
re.
* Influenced physician paradigms to grow market share during new product launche
s.
* Received numerous sales performance awards, including Diamond Tier Winners Cir
cle for Top 4% in the nation, Emerald Tier Winners Circle (Top 10% nationally) a
nd the GlaxoSmithKline Spirit Award for achieving 100% of total portfolio.
Leadership Accomplishments:
* Named by the District Manager as District Trainer for the Omaha Team.
* Selected by District Manager to represent district on Wellbutrin XL regional l
aunch team.
* Represented the Nebraska District on the company's high-profile Diversity Comm
ittee.
PHARMACIA & UPJOHN, Kalamazoo, Michigan / Omaha, Nebraska * 1997-1999
Multimillion-dollar research-based pharmaceutical company since acquired by Pfiz
er Inc.
Professional Sales Representative: Maximized sales and profits by developing and
managing a territory, establishing and nurturing business relationships at clin
ics and medical teaching institutions. Developed beneficial relationships with p
rimary care physicians, internists, obstetrician-gynecologists, ear, nose and th
roat specialists, urologists and endocrinologists. Targeted high-potential clien
ts and maintained contact every two weeks to capture every possible business opp
ortunity. Managed 70 to 80 accounts. Established new accounts, took orders, and
managed inventory and pull-through. Core products included Detrol, Depo-Provera
Injection, Glyset and Vantin.
Sales Accomplishments:
* Took over a territory vacant for more than a year, quickly learning the busine
ss, building relationships and increasing market share.
* Named Presidents Club Award winner as one of the Top 5% sales professionals na
tionally.
* Increased sales growth for Depo-Provera Injection by 33% by establishing sever
al new accounts.
* Optimized sales success and rapidly developed market by becoming an expert at
managed care, including insurance, Medicare, Medicaid and formulary coverage.
Leadership Accomplishments:
* Chosen by the District Manager to represent the Kansas City Region on the pres
tigious Depo-Provera National Advisory Board.
* Received the Great Contributor Award from peers for leadership and team contri
butions.
EDUCATION
Master of Science in Speech Language Pathology
University of Nebraska at Omaha, Omaha, Nebraska
Bachelor of Science in Education
University of Nebraska at Omaha, Omaha, Nebraska
ADDITIONAL TRAINING
Evidence-based Medicine * Field Sales Trainer Development Workshop
Advanced Sales Training * National Psychiatry Preceptorship
COMPUTER SKILLS
Microsoft Word * PowerPoint * Windows