1. KENT DUNKLEBERGER, MBA
Phoenix, Arizona 85016
480-544-2266 | kentdunk@hotmail.com
EXECUTIVE LEADERSHIP, BUSINESS DEVELOPMENT, NATIONAL ACCOUNTS
FEDERAL ACCOUNTS |VA |DOD |TRICARE |IHS |GROUP PURCHASING ORGANIZATIONS
Accomplished Managed Markets, Training, and Development Leader with over 15 years of experience in the biopharmaceutical
industry as a leader in Federal Government account management & as a pharmaceutical sales training manager. Strong sales and business
development background with the ability to oversee all aspects of account management including account analysis, contracting, relationship
management, and sales force integration. Skilled educator/trainer with over 8 years of experience as an Army instructor and 5 years of
experience as a corporate training manager with a background in developing, implementing and facilitating effective training programs,
workshops and modules incorporating both the adult learning and the experiential learning models. Proven leader as a career military officer
building and leading effective inter-service teams in a complex environment, conducting risk management, developing and evaluating
training, and executing combat operations in several theaters of war. Senior instructor for the Army’s Command and General Staff College
(CGSC.)
Areas of Therapeutic Expertise: Orals – Cystic Fibrosis, Pancreatitis, GI, Osteoarthritis, Rheumatoid Arthritis, Ankylosing Spondylitis,
Pain, Women’s Health, Migraine, Epilepsy, Movement Disorders; Biologics – Nephrology, Oncology
Core Competencies
Account Management | Relationship Building | Training & Development | Contract Negotiation | Government Accounts
Sales & Marketing | Needs Analysis | Curriculum Design | Cross-Functional Team Leadership | Product Launch
PROFESSIONAL EXPERIENCE
APTALIS PHARMA 09/2005-03/2014
National Account Manager, Federal Accounts and GPO
• Oversaw all Department of Defense (DoD and TriCare,) Department of Veterans Affairs (VA,) Public Health
(PHS) and Indian Health Services (IHS), Group Purchasing Organization (GPO) sales and contract negotiations.
As the sole face of the company in Federal Accounts, I worked with the DoD’s Defense Health Agency (DHA)
through their Pharmacoeconomic Center (PEC) and TriCare Management Agency (TMA) and the VA’s National
Acquisition Center (NAC) as well as every VISN and MTF nationwide.
• Increased the contribution of Group Purchasing Partners over the course of several years through extensive
coordination with their internal sales and account management teams and considerable renegotiation of
contract terms. The primary GPO’s worked include Novation, Premier, MHA, Innovatix, Med Assets, PDM,
Armada, and Cardinal.
• Led the cross-functional corporate effort to attain a sole-source contract for our primary product portfolio within the VA to include
sales, marketing, managed markets, trade, contracting, legal, medical affairs, and senior leadership team members.
• Gained and maintained formulary positioning for corporate product portfolio for all Federal Accounts as well as 4 Medicaid plans;
AZ, NM, NE, and IL.
Accomplishments:
• Awarded National Account Manager of the Year 2010 and 2012.

2. • Received the President’s Club Award for 2010 and 2012.
o Responsible for greater than 10% of Corporate EBITDA for primary product portfolio.
o Maintained strong sales of secondary products despite lack of marketing and sales support and the
availability of generic competitors.
o Eliminated Retail Class of Trade through complex contract re-negotiation while maintaining strong
working relationships.
• Maintained a market share of 64-72% from 2011-2014 while national commercial market share remained below 20%.
o Significantly reduced discounts offered to contracted partners.
o Substantially increased corporate and brand visibility at institution level through field sales force training and
integration.
• Increased product portfolio sales by 73% in 2010.
• Achieved 130% of sales goal for 2009 and 168% of goal for 2008 by designing and implementing account-specific
strategic plans.
PFIZER 07/2001-11/2004
Manager, Sales Training
• Coordinated and led Pharmacia’s advanced specialty residency training program to enhance the sales force awareness of
relevant disease states and current treatment modalities.
• Designed and implemented 6 Quarterly Plan of Action (POA) meetings and training workshop activities for sales
forces incorporating both the adult learning and the experiential learning models.
• Collaborated with core product vice presidents, as well as Pfizer counterparts, in the development of the Celebrex and BEXTRA
initial training modules and launch materials.
• Worked with brand director to clarify each POA’s marketing direction and designed specific marketing and training pieces
including internal branding, physician and representative direct mail campaigns, POA training CDs and message matrices.
• Worked with senior leadership to implement and monitor a comprehensive training metric system to evaluate training ROI.
• Trained over 260 new hire representatives on the COX-2 Portfolio and 179 representatives on Arthrotec.
Accomplishments:
• Led extensive needs analysis workshops which resulted in a 40% reduction in resources.
• Served as Training Manager for curriculum development, intra- and inter-company Pharmacia/Pfizer liaison,
and product launch training coordinator for the successful BEXTRA launch with over 7500 total attendees.
• Trained over 550 new hire representatives on Conventional Wisdom, Clinical Reprints, and Biostatistics.
ADDITIONAL PROFESSIONAL EXPERIENCE
ORTHO BIOTECH
Senior Product Specialist
• Finished third out of seventy in national sales in 1999.
• Resolved office coding, billing, and reimbursement issues through effective resource utilization and office staff
education.
• Served as regional field sales trainer, regional computer skills trainer and national marketing advisory member.
• Established and monitored clinical research sites for ongoing clinical evaluations.
Accomplishments:
• Drove physician office growth by 59.2% for the year 2000 and 61.9% in 2001.
• Awarded first in District Hospital sales, second in District Retail sales and seventh in Nation through December
2000.
• Teal Diamond Award winner 2001.
NOVARTIS PHARMACEUTICALS
Neurology Sales Specialist

3. • Built strong relationships with P&T committee members and gained Formulary Approval for Tegretol XR in the
Ochsner Health System.
• Served as Board Member of Epilepsy Foundation of America.
Accomplishments:
• Achieved number one sales performer in District and finished eighth in the Nation.
SMALL BUSINESS OWNERSHIP
Owner – PostNet Mesa, AZ – 2004-2008
Business Services Company designed to assist area small businesses expand and grow their sales through advertising design, consulting, and
postal services. Hired, trained, and mentored a team of 6 sales consultants and 1 director.
EDUCATION
Grantham University - Master of Business Administration
Middle Tennessee State University - Bachelor of Science - Biology
PROFESSIONAL MILITARY SERVICE
Lieutenant Colonel, Aviation, USAR, Retired
Military Accomplishment Addendum – Available upon request