Shane Penick

• Led national sales strategy across key accounts and distributor channels.
• Managed retailer relationships, strengthening service levels and order execution.
• Analyzed sales trends to refine forecasting, pricing, and demand plans.
• Coordinated cross-functional teams to align supply, marketing, and account priorities.
• Monitored territory performance, identifying gaps and corrective actions.
• Liaised with marketing and product development departments to maintain brand consistency.
• Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings.
• Developed comprehensive training programs for new hires which resulted in reduced ramp-up time and improved productivity.
• Analyzed industry trends to maintain a competitive edge in pricing strategies and product offerings.

• Developed strong customer relationships to expand distribution and improve shelf visibility.
• Expanded market share within the region by identifying growth opportunities and collaborating with cross-functional teams.
• Organized regular sales meetings, providing comprehensive updates on market trends, competitor analysis, and new product developments.
• Generated detailed sales reports and forecasts to analyze performance and track progress.
• Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
• Cultivated strong partnerships with distributors and retailers to increase product visibility and drive sales volume.
• Analyzed territory performance and adjusted sales strategies to strengthen account growth.
• Collaborated with cross-functional teams to execute promotions, pricing, and trade initiatives.
• Coverage area: W. PA, WV, OH, KY, MI, IN, IL, MN, WI, MO, TX and CANADA
• Collaborate with Market Director, Marketing Manager, R&D, RSM East US

• Developed account plans aligned with customer priorities, sales objectives, and promotional calendars.
• Managed key account relationships to maintain service alignment and support long-term growth.
• Analyzed account performance to identify opportunities, risks, and corrective actions.
• Coordinated cross-functional execution with supply chain, marketing, and customer service teams.
• Negotiated pricing, terms, and promotional agreements within approved commercial guidelines.

• Built and maintained strategic relationships with store owners, distributors, and veterinary partners to drive horsecare product placement expansion.
• Tracked account performance and adjusted forecasts to improve inventory availability and strengthen sales execution.
• Coordinated trade show and sales events to strengthen brand visibility and retailer engagement.
• New business development with independent feed dealers and large scale equestrian facilities.
• Contributed to pricing committee activities and dealer promotions to support marketing efforts.
• Developed and implemented “Platinum Dealer Program” focused on dealer activation, sales performance support, logistics alignment, and brand building for core market area.
• Sales Growth: Hired 2013 (-34%), Present 2018 (+17%);
• 2018 - 25% Growth over 2017 in premium margin products.
• 2018 - Top 5 Accounts: 49% Growth average over 2017 in sales and volume.
• 2018 - Nominated for MARS "Make the Difference Program" for core market growth turnaround.
• Led The 3rd Party Product Program - Resulted in strengthening logistics and the ability for Mars Horsecare US to offer a key product in the equine industry.

ALCON LABORATORIES, INC.

Ophthalmic Specialty Representative

PDI Pharmaceuticals

Pharmaceutical Sales Specialist

• Exceeded state, regional, and national targets to support organizational objectives.
• Developed and maintained physician and pharmacist relationships, supporting prescribing decisions and pharmaceutical product promotion in clinic settings.
• Presented product information to support healthcare provider understanding of indications, benefits, dosing, and safety considerations.
• Managed territory plans using CRM tools to track call activity, schedule follow-ups, and support ongoing account coverage.
• Evaluated prescribing trends and territory activity to prioritize high-opportunity accounts and improve outreach approach.