Kelly Grundmeier
Summary
First line leader with a proven record of successful product launches and team development. Seeking to continue driving growth and launch excellence in a dynamic organization.
Overview
28
28
years of professional experience
Work History
Area Sales Director, Rare Disease – West Region
Amgen, (Previously Horizon Therapeutics)
05.2024 - Current
- Built and developed a high-performing team of five (covering ten states), providing coaching and leadership that drove a successful rare disease launch and secured the #1 national ranking within two quarters.
- Launch quarter sales 188% to goal.
- Skilled in making difficult personnel decisions, including role separations, while maintaining transparency, trust, and high morale across the team.
- Led the team in working within matrix structures, driving cross-functional collaboration to optimize patient access.
- Analytics champion, partnering with the analytics team to deliver actionable insights and enhance visibility into daily sales performance and trends.
Rheumatology Specialty Account Manager
Amgen, (Previously Horizon Therapeutics)
01.2022 - 05.2024
- President’s Club Winner – 2022 Finishing in the top 10% to win top achieving sales award within the first year of moving to the Rheumatology sales division.
- Field Leadership Council – 2023 and 2024 Selected by management to be a member of a small group of representatives working with the VP of Sales on various topics/initiatives within the Gout Business Unit.
- Field Based Trainer – 2024 The only representative selected in the West region to train, attend national training classes and work with all new hires and current representatives needing more support. National position with compensation and chosen based on leadership skills.
- Grew the territory from $1.8 million on average per quarter to consistently being $3+ million per quarter since moving into the Rheumatology division.
- Efficiently work with physicians to identify patients, leading to above 100% goal attainment 6 of 8 quarters in the territory.
- Day to day activities include:
- Work primarily with Rheumatologists to educate them on appropriate patients for KRYSTEXXA.
- Provide in-services to various medical groups and sites of care to explain the benefits of KRYSTEXXA and the distribution model.
- Manage and coordinate numerous programs to continue the education about KRYSTEXXA.
Nephrology Specialty Account Manager
Amgen, (Previously Horizon Therapeutics)
06.2019 - 01.2022
- One of 30 companywide to be chosen for participating in the “Aspiring Leaders” program for career development/growth in 2021.
- Appointed to be 1 of 4 Field Trainers for the Nephrology team. Led national training calls and helped train 20 new hires in 2021.
- Efficiently worked with physicians to identify patients, leading to above 100% goal attainment 10 of 11 quarters in the territory.
- Grew the territory from zero to $3.5 million in sales solely in the Nephrology space from Q3 2019 – Q4 2021.
Territory Account Manager (Nephrology)
Vifor (Previously Relypsa) Biopharmaceutical
10.2015 - 06.2019
- Hired to launch the company’s first product Veltassa, a new polymer for the treatment of Hyperkalemia focusing on a territory covering Central Coast and Bakersfield, CA.
- Pinnacle Club Winner in first year (2016) finishing 8 out of 133 and achieving 251% goal attainment.
- Divisional Excellence Award, Q3 2017
- Divisional Excellence Award, Q1 2018
- Divisional Excellence Award, Q4 2018
- Peer leader for my district while the manager was on medical leave for 6 months.
- Regional Trainer – West Region 2017-2019.
- Nominated by management team to be a member of the Sales Operations Field Advisory Board which included bi-monthly meetings to help roll out the new sales force data dashboard.
- Worked extensively with Sales Operations to lead a national teleconference to help the sales team better understand and utilize the new sales dashboard.
- Nominated by management team to be a member of the Commercial Advocacy Team which included monthly meetings to discuss new initiatives, sales improvements, and marketing ideas.
- Day to day activities included:
- Working primarily with Nephrologists, Cardiologists and Pharmacists to promote use of Veltassa.
- Formulary wins in the first 3 months of product launch at 3 hospitals and consistently working with Pharmacists to allow use of Veltassa at other non-formulary status hospitals.
- Managing and coordinating numerous dinner programs to continue the launch of and education about Veltassa.
Hospital Sales Specialists – Acute Care Division
Mallinckrodt Pharmaceuticals
01.2015 - 10.2015
- Responsible for selling OFIRMEV in both hospitals and surgery centers covering all accounts within my designated territory (San Luis Obispo south to Lompoc, east to Lancaster and Bakersfield).
- Immediate uptake in territory after starting with hyper-focus accounts increasing 33-300% over same period from the previous year.
- Day to day activities included:
- Working primarily with Surgeons, Anesthesiologists and Pharmacists to promote use of OFIRMEV.
- Providing in-services to various departments within the hospital including: Operating Room, PACU, Med Surg, Telemetry, ICU/CCU, Labor and Delivery, Day Stay and Emergency Departments.
- Extensive experience working with Pharmacy staff and various P&T committee members to get OFIRMEV on formulary when necessary as well as keep preferred formulary status.
Senior Hospital Sales Representative – Cardiovascular Division
Daiichi-Sankyo, Inc.
09.2013 - 01.2015
- Responsible for selling Effient primarily in the hospital setting for the following hospitals:
- UCLA, Ronald Reagan – Los Angeles, Los Robles – Thousand Oaks, Cottage – Santa Barbara, Marian Community Hospital – Santa Maria, French Hospital – San Luis Obispo, Bakersfield Memorial, Heart Hospital of Bakersfield, San Joaquin Community – Bakersfield and Cedars Sinai – Los Angeles
- Day to day activities included:
- Working with physicians and staff in the Cath Labs.
- Providing in-services to various departments within the hospital including: Cath Lab, Telemetry units, Emergency Departments.
- Working with physicians and their staff in their clinics to provide product information as well as resources for educating patients.
Senior Specialty Sales Representative - Neuroscience Division
Merck & Co., Inc.
09.2009 - 08.2013
- Promoted to Neuroscience Specialty Sales based on previous successes.
- Launched SAPHRIS achieving rapid success.
- District Trainer 2010-2012.
Professional Sales Representative – Cardiovascular Division
Merck & Co., Inc.
01.2004 - 09.2009
- Worked with sales team to manage the San Luis Obispo territory.
- Sold multiple products with main focus on cardiologists selling Vytorin and Zetia.
- Developed relationships with cardiologists, primary care physicians, endocrinologists, allergists, pediatricians, and pulmonologists.
- Trained on disease states including: neuroscience, cardiovascular, allergy, asthma, infectious disease, and erectile dysfunction.
Advertising Account Manager - New Business Development
The San Diego Union-Tribune
04.2003 - 01.2004
Circulation Outside Sales Representative
The San Diego Union-Tribune
05.2001 - 04.2003
Senior Account Manager
Bernard Hodes Group
02.1999 - 04.2001
Assistant Media Planner
TBS Media Management
12.1997 - 02.1999
Education
Bachelor of Arts - Communication, General Business
The University of Arizona
Tucson, AZ05.1997
Skills
- Successful product launches
- Sales coaching
- Revenue growth
- Strategic market evaluation
Timeline
Area Sales Director, Rare Disease – West Region
Amgen, (Previously Horizon Therapeutics)
05.2024 - Current
Rheumatology Specialty Account Manager
Amgen, (Previously Horizon Therapeutics)
01.2022 - 05.2024
Nephrology Specialty Account Manager
Amgen, (Previously Horizon Therapeutics)
06.2019 - 01.2022
Territory Account Manager (Nephrology)
Vifor (Previously Relypsa) Biopharmaceutical
10.2015 - 06.2019
Hospital Sales Specialists – Acute Care Division
Mallinckrodt Pharmaceuticals
01.2015 - 10.2015
Senior Hospital Sales Representative – Cardiovascular Division
Daiichi-Sankyo, Inc.
09.2013 - 01.2015
Senior Specialty Sales Representative - Neuroscience Division
Merck & Co., Inc.
09.2009 - 08.2013
Professional Sales Representative – Cardiovascular Division
Merck & Co., Inc.
01.2004 - 09.2009
Advertising Account Manager - New Business Development
The San Diego Union-Tribune
04.2003 - 01.2004
Circulation Outside Sales Representative
The San Diego Union-Tribune
05.2001 - 04.2003
Senior Account Manager
Bernard Hodes Group
02.1999 - 04.2001
Assistant Media Planner
TBS Media Management
12.1997 - 02.1999
Bachelor of Arts - Communication, General Business
The University of Arizona
Awards/Accolades
2022 President’s Club Winner, Finished in top 10% to win top achieving sales award.
2016 Pinnacle Club Winner, Finished 8/133 during launch year of new product achieving 251% goal attainment
2008 President’s Club Winner, Finished 1/58 in the West region, 33/534 in the nation
National Field Trainer, Nephrology Division, 2020-2021
Divisional Excellence Award, Q3 2017, Q1 2018, Q4 2018
Solely responsible for securing formulary win for Veltassa on Kern Family Health Care (Medicaid system for Kern County, CA), Secured formulary win for OFIRMEV at Kern Medical Center in Bakersfield six months after starting in territory
Achieved over 100% sales growth for Effient during first six months in territory
Secured formulary wins for SAPHRIS at the following hospitals: Atascadero State Hospital, Santa Barbara Cottage Hospital, Santa Barbara County Psychiatric Facility, and San Luis Obispo County Psychiatric Facility
Awarded District of the Year, West Region – 2012
Awarded District Representative of the Year with final ranking of 1 in the district – 2007 and 2008
Appointed Regional Director as a member of the West Region Representative Council – 2007 and 2008
Appointed District Trainer – 2006 through 2010
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