Kim Middendorf
Valparaiso,IN
Summary
Accomplished, sales professional with 17+ years experience in biotech and medical device sales. Successful in promoting specialty products through disease state education and payor assistance. Experienced in Specialty Pharmacy, as DON and Director of Sales. Extensive nursing background with excellent clinical presentation skills. Brings key players together to develop partnerships that benefit patients. Entrepreneurial spirit that thrives on ownership of territory and collaboration within a team. Passionate about promoting products that provide optimal care and relief to people in need.
Overview
24
24
years of professional experience
Work History
Long Term Care Account Specialist
Neurocrine Biosciences
02.2022 - Current
- Defended current business by meeting potential HCP objectives proactively while maintaining the highest ethical standards.
- Demonstrated strong product knowledge during HCP interactions and in services effectively addressing concerns and increasing trust in the product line.
- Developed and maintained strong working relationships with professionals within assigned territory.
- Gained customer loyalty by providing exceptional follow- up support and addressing inquiries promptly.
- Facilitated numerous speaker programs optimizing results via thorough pre event planning and follow up.
- Often called upon by peers for clinical experience and knowledge.
- Currently serving on Marketing Committee, offering insight to improve tools utilized by sales team.
- Successful launch of specialty product into complex facilities, managing and leveraging relationships with all members of the resident care team.
- Pivoted business plan to best gain sales during changing markets (ie key prescriber group access changes, and payor changes).
- Continuously exceeded baseline goals.
Director of Clinical Sales and Services
Great Lakes Labs
12.2020 - 02.2022
- Evaluated, changed and implemented new Covid 19 product sales. emphasizing promotion of significantly higher priced Cov2 URP+ test over standard PCR test. Resulting in 210% increase in Cov2 URP+ sales.
- Increased sales of on site Covid 19 test products to an average of $82,000 monthly, moving Covid testing department well above the longer standing Forensic testing.
- Leveraged proven sales methods, (ie consultative sales, lunch in services, dinner programs) in Psychiatry and Pediatric offices to increase PGX (pharmacogenomics) sales 125%, and Pediatrician orders for Covd19 URP+ over current less expensive hospital lab PCR test.
- Launched Covid 19 Antigen and PGX into large corporate accounts (ie NICTD, Monosol and Pratt) ensuring budgeted dollars were utilized optimally and to full extent.
Quality Management System Project Consultant
Wolf Lake Terminals Inc./ PWC Corp.
03.2019 - 11.2021
- Worked with Sales Manager to improve sales process, implementing sales continuum, and optimizing resources to dramatically increase customer base. Increased sales 33%.
- Restructured procedures through cross functional collaboration to create and execute projects specific to pharmaceutical and food grade product services compliance.
- Built strong relationships with clients through effective communication and understanding their needs, promoting repeat business opportunities.
Realtor
REMAX Properties East
01.2016 - 03.2019
- Consistently ranked in top 5% each quarter for three years running.
- Utilized strong interpersonal skills to build relationships. excelling in gaining repeat business and driving sales.
Independent Sales Representative
Made By My Dad
01.2015 - 03.2016
- Attained 123% of sales goal with strategic territory management and effective relationship-building.
- Launched product successfully into saturated market using strong presentation skills, highlighting benefits vs competitor products.
- Successfully worked international territory to build large customer base and increase market share from 1% to 9%.
Territory Manager
Philips - Children's Medical Ventures
10.2008 - 03.2011
- Leveraged strategic business plan to transform revenue, earning National Rookie of the Year '08-'09, 100% Club each year, and Jaundice Product Line Sales Award '09-'10 at 143% to goal.
- Worked with hospital administrators to ensure upcoming budgets allowed for replacement equipment purchases. Utilized strong disease process knowledge and re admission data to encourage budget reform.
- Utilized exemplary presentation skills to promote medical devices and specialty products to specialty pharmacies, MD offices, home health /DME providers and hospital NICU's
- Often called upon by co workers and customers when clinical advice needed and worked as a Team Trainer on multiple occasions.
Sr. Biotech Sales Specialist
MedImmune LLC - AstraZeneca
06.2000 - 10.2008
- Consistently exceeded company goals, generating over 6 million dollars in sales annually and ranked #1 in region for FluMist pre books.
- Launched and sold Synagis in physician offices and hospital NICUs. Utilized excellent presentation skills and disease knowledge to impress upon physicians and staff need for preventative treatments.
- Launched FluMist successfully, exceeding goal.
- Provided reimbursement assistance and worked with payor groups to understand disease states and continuously changing guidelines.
Education
Nursing- RN Program
Georgian College
Barrie, ON04.1989
Timeline
Long Term Care Account Specialist
Neurocrine Biosciences
02.2022 - Current
Director of Clinical Sales and Services
Great Lakes Labs
12.2020 - 02.2022
Quality Management System Project Consultant
Wolf Lake Terminals Inc./ PWC Corp.
03.2019 - 11.2021
Realtor
REMAX Properties East
01.2016 - 03.2019
Independent Sales Representative
Made By My Dad
01.2015 - 03.2016
Territory Manager
Philips - Children's Medical Ventures
10.2008 - 03.2011
Sr. Biotech Sales Specialist
MedImmune LLC - AstraZeneca
06.2000 - 10.2008
Nursing- RN Program
Georgian College
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