1. Kenneth Frank Elder Jr (Ken)
Atlanta, GA area 678-687-4166 - C KenElder34@bellsouth.net https://www.linkedin.com/pub/ken-elder/18/5b3/7a5
SUMMARY
Highly accomplished, medically trained, successful and innovative Pharma, Vaccines, Biologics Specialty and Training
manager/representative with a diverse background in training (New hire onboard training, C-Suite level training and teaching, developing
new training material and developing strategies for Operational Excellence based on Shingo Prize principles), buy and bill, business to
business, managing, leadership, contracting among academic centers, hospitals, IDN’s, State Medicaid, Federal and VA, Military
segments, Colleges and Universities, also training sales teams, onboard training, C-Suite presentation and relationships. Also a proven
leader and manager of successful sales team. Over 21 years of proven high achievement in sales and account management. Proven
track record of delivering over quota sales results. Highly computer competent with strong interpersonal communication skills.
Therapeutic expertise: Orals - Cardiology, Diabetes, Women’s Health, GI, Endocrinology, Rheumatology, Psychiatry, Urology, and
Neurology. Vaccines – Dtap, Tdap, Hep A, Hep B, Polio, Meningitis, Herpes Zoster, HPV, Flu, Japanese encephalitis, MMR, Rabies,
Pertussis, Rotavirus Tetanus
New Product Launches - Bexsero, Menveo, Coreg, Avandamet, Paxil, Pentasa, Rotarix
KEY QUALIFICATIONS/SKILLS/COMPETENCIES
• Large Account Experience & Negotiating/Closing • Academic Teaching / Hospital & IDN Experience
• New Product Launch
• Management Experience
• Reimbursement Experience
• Planning, Organizing & Innovative Problem Solving
• Contracting Experience
• In-depth understanding of Healthcare Business Challenges and
Changing conditions
PROFESSIONAL EXPERIENCE
Salix Pharmaceuticals, Atlanta, GA 2016-Present
Federal Account Manager
GlaxoSmithKline/Novartis Vaccines, Atlanta, GA 1996 - 2015
Market Access Manager Southeast 2012 - 2015
Targeted/Identified, planned/strategized, executed and followed up for approximately 65% of public business in GA, AL, and SC.
Responsible for selling Menveo® & Bexsero® utilizing private & public market business strategies, identifying opportunities,
thorough planning, and influencing / obtaining formulary status within IDN’s & Hospital Systems, DoD, Colleges & Universities,
State & Local Health Departments, Federally Qualified Health Center’s, and detailed tactical pull-thru plans with local sales team
 Increased incremental doses of over 26,700 doses in 2014 in Georgia (approximately a 90% increase from previous year and
approximately $2MM realized gain.) # 1 in Nation
 Developed, directed and coordinated 7th
grade mandate for meningococcal for GA.
 Converted SC to 100% Menveo from 0% in 2015. Approximately 40,000 doses realized (Approximately $4MM realized gain). #1 in
Nation
 Presented and trained Health Districts, State Medicaid offices, health departments, and numerous other organizations on disease
state and product information.
 Presented and trained Medical Directors, State Coordinators, State Immunology, and Board of Directors on disease state and
product information.
 Developed and implemented national project for sales team that was used across the US to identify current trends and sales.
Presented and trained East half of US on monthly basis with representatives and individual training with Directors and District Sales
Managers.
 Converted 11 of 18 health districts in GA. #1 in nation
 Ranked #1 of 27 Regional Access Manager for East in 2014.
 Ranked #2 of 29 Regional Access Manager for East in 2013.
 Ranked #4 of 29 Regional Access managers in 2012.
 Rated 3/3 based on performance and behaviors in 2014 yearend review. Only top 2% receive this rating.
 Was selected as 2014 CREDO finalist. This award is synonymous with leadership and dedication.
 Was 2014 peer recognition winner. Selected and voted on by peers. Team player and leader who contributes to overall success.

2.  Top 5% every year as Access Manager
 Effectively managed a large geographical area (Southeast) by organizing itinerary and schedule in order to maximize sales and
business impact.
Executive Vaccine Sales Specialist (Novartis Vaccines) 2009 - 2012
Managed all sales cycle functions in northeast Georgia.
Ken Elder kenelder34@bellsouth.net PAGE 2
 Launched new vaccine (Menveo) into market, converting 37% of current accounts (#1 in Nation) and increasing new business by
42%. #1 in East half of US.
 Worked large hospital system to convert meningococcal vaccines business. Signed up IHN to convert business.
 2009 – 2014 top 20% of sales force every year – Consistent performer year over year.
Senior Executive Vaccine Sales Specialist (GSK Vaccines) 2006 – 2009
 Associate National Account Manager – worked with Corporations for Pandemic Preparedness with Relenza. #1 in Nation for sales
of Relenza.
 2007 – Ranked #1 out of 415 in all divisions
 #1 Twinrix increase in Nation – New product launch and delivered largest increase in Nation.
District Sales Manager (GSK) 2004-2006
 Recruited, trained, coached and lead a team of pharmaceutical representatives to generate revenue in South Carolina. Executed
sales plans for Coreg (Heart Failure), Avandia (Type 2 diabetes) and Paxil (Anxiety and Depression) for 10 representatives.
 Ranked #2 of 7 Districts first year – Started at #5
 Responsible for onboarding of 2 new hire representatives
Specialty/Institutional/Hospital Representative (GSK) 1996 - 2004
Called on physicians, hospitals, pharmacies, long term care facilities and VA hospitals.
 Institutional/Hospital Representative – Increased sales by delivering clinical presentations and economic benefit to Physicians, P&T
committee members and other healthcare providers.
 Cardiovascular Specialist - Called on Cardiologist, Electrophysiologist, hospitals and medical centers with Heart Failure product.
 Endocrinology Specialist – Called on Endocrinologist with Diabetes product.
 Psychiatry Specialist – Called on Psychiatrist with psychological product
 Senior Executive Therapeutic Specialist -Cardiology and Endocrinology
 Senior Executive Neuroscience Specialist - Psychiatry and Neurology
 Recruitment Account Manager
 Emerging Leadership Development Program graduate (top 2%)
 Associate Trainer - Responsible for training new sales force for new launch. Trained a co-promotion partner with tremendous
success.
 Leadership Development Program – participated in program to showcase presentation, facilitation, managerial analysis, case
studies and managerial situations.
Marion Merrell Dow Pharmaceuticals, Kansas City, MO 1991 - 1996
Pharmaceutical Representative/Cardiovascular Specialist 1991 - 1996
Sales to Doctors, Hospitals, Pharmacies, Residency Programs, Air Force Bases, and VA Hospitals.
 Called on Residency programs in Montgomery and Selma, Alabama.
 Maintained formularies at Montgomery Air Force Base, Meridian Naval Air Station, and Montgomery Baptist Hospital.
 Fast Start Award – Earned by sales associate who has tenure of two or less years and has a record of outstanding achievement and
consistent performance.
 Top Overall Performer – Earned by sales associate who has the highest market share for all products in their region for the year.

3.  Presidents Pin – Earned by sales associate and presented by President of company to the sales associate who is an exceptional performer.
EDUCATION
Bachelor of Science, Marketing, Troy University, Troy, Alabama
George C Wallace Leadership Scholarship