Keren Salazar Flores has over 25 years of experience in business administration, marketing, and sales management in the pharmaceutical and manufacturing industries. She has a proven track record of exceeding sales targets and budgets, developing new market opportunities, and strengthening relationships with stakeholders. Her skills include strategic planning, marketing, project management, and supply chain management. She is motivated to create economic value through collaborative team leadership and attention to detail.

1. KERENSA SALAZAR FLORES MBA, BSc.
5B Elizabeth Gardens, St. Joseph, Trinidad and Tobago West Indies
H: (868) 663-2175 ♦ C: (868) 620-8313 ♦ Email: ksf14667@gmail.com
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PROFESSIONAL SUMMARY
Client focused, solution driven, business administration and marketing professional who is motivated to exceed
objectives via collaborative, effective communication and relationship strengthening with internal and external
stakeholders. Embraces diversity and opportunities for transformation with meticulous attention to detail and
superior market analysis to create and increase economic value in an environmentally sustainable manner.
SKILLS
STRATEGY FORMULATION
Strategy Development
Budgeting
Results Orientation
Economic Value Creation
MARKETING AND PROMOTION
Market Development
Market Penetration
Product Expansion and
Extension
CROSS FUNCTIONAL COLLABORATION
Coordination
Negotiation
Facilitation
STRATEGIC LEADERSHIP
Long Term Relationship Focus
Team Leadership
Openness to Continuous
Learning
Effective Communication
(Proficient in Spanish)
Global Mindset
SUPPLY CHAIN MANAGEMENT
Forecasting
Scheduling
Procurement
Delivery
Inventory Management
PROJECT MANAGEMENT
Conceptualization
Planning
Execution
Monitoring and Control
Evaluation
WORK HISTORY
Key Account Manager Tender Business Southern Caribbean, March 2012 – March 2016
Glaxo Smith Kline – Port of Spain Trinidad
Increased Glaxo Smith Kline's 2013 tender award by 62% over 2012 award within six months after joining
the company. This led to the achievement of 103% of 2012's budget and 20% growth over 2011.
Regained seven (7) Glaxo Smith Kline's products in 2014, within Trinidad's tender award previously lost in
2013 and additionally attained a growth of 36% over 2012's award. Achieved 99% of 2013's budget despite
supply challenges.
Created the first instruction manual within the local pharmaceutical industry describing in detail the public
health ministry's requirements for the registration to the repeat tender business in Trinidad. This guide can
be used by new and existing employees to efficiently manage the five major tenders in the Southern
Caribbean.
Increased public access to newer and previously removed Glaxo Smith Kline products in all five major
tenders thus leading to increased market share of 2% and revenue in the very competitive Southern
Caribbean environment.
Coached and mentored the transition of medical representatives from private (trade) promotional strategies to
the multidimensional marketing strategies required in the public tender business facilitating succession
planning with suitably trained employees.
Collaborated with internal and external stakeholders to ensure adherence to delivery schedules (90 days) of
pharmaceuticals to purchasers, improving the credibility of Glaxo Smith Kline as a reliable supplier.
Identified non-traditional local tender opportunities and submitted price proposals after detailed analysis of
competitors and previous awards. Liaised with government purchasing agents and distributors to ensure
compliance with internal processes and regulations. This strengthened the perception of Glaxo Smith Kline
as a constructive partner within the public health system.

2. 2
Trade Divisional Pharmaceutical Manager, November 2008 – November 2011
Brydenpi LTD – Macoya,Trinidad
Managed and coordinated the daily activities of twenty three (23) persons to achieve operational excellence
which increased yearly divisional margins and created positive economic value.
Actively led the process and got required information from suppliers to implement the new Radio Frequency
warehouse management system. A 50% reduction of time to market increased the reliability of Brydenpi’s
distribution.
Initiated the production of a Standard Operating Procedure for Training for new employees in the
Pharmaceutical Division. This ensured that institutional knowledge is accessible regardless of changes in
personnel.
Trained territory managers to adopt a more margin focused approach and emphasized income collection
within the stated credit terms. This maximized monthly contributions and reduced DSO from above 60 days
to consistently below 50 days.
Local Sales Manager, July 2006 – November 2008
Carib Glassworks Ltd – Champ Fleurs, Trinidad
Prepared and presented a yearly Marketing Plan to senior executive team of Carib Glassworks with
recommendations to improve local and international production schedules.
Initiated collaborations with key customers to plan their yearly production schedules and then developed a
master schedule for both local and international customers. This ensured better communication and
flexibility between the manufacturer and its customers when changes in demand occurred spontaneously.
Actively contributed to the improved procedures in the Marketing department as part of the ISO 9000
recertification process which was achieved in 2008. This improved the reputation of Carib Glassworks as a
quality provider of glass containers internationally.
Led the account executives' management of receivables and inventory which increased economic value
created within first six months after starting the position of Local Sales Manger.
Pioneered and coordinated the upgrade of the website in 2007-2008 to enhance the visibility of products
and promote availability of custom glass container designs services leading to increased market access.
Worked with major local beverage manufacturer and internal operations manager to produce new bottle
design according to specifications. This line extension increased revenues.
Cluster Manager English Caribbean, January 2004 – November 2005
Assistant Sales Manager CAC / Country Manager (Trinidad & Tobago), January 2003 – December 2003
Country Manager (West Indies South), July 1999 – December 2002
Medical Representative (Ciba Geigy / Novartis), October 1990 – June 1999
Novartis Oncology – Guatemala City, Guatemala / Maraval, Trinidad
Responsible for the implementation of distributor representative project. This included recruitment and
coaching of a culturally diverse team of outsourced distributor medical representatives from Aruba to
Bahamas who consistently achieved over 95% of sales targets and promoted according to marketing and
ethical guidelines. This augmented Novartis Oncology as a company committed to patient care and survival.
Collaborated with medical and marketing departments as a junior product manager, country manager and Hi
Tech coordinator to successfully launch and achieve market leadership and yearly growth for six important
oncology products throughout the Caribbean in the public health systems.
Consistently increased pharmaceutical tender award yearly, culminating in an increase in 2005 by 282% in
Trinidad and highest growth of 316% in premium priced Glivec.
Successfully achieved targets in 2003 as Assistant Sales Manager while on job rotation in Guatemala.

3. 3
Highest forecast accuracy among all Business Units within the company which led to better inventory
management both at a country and at a Business Unit Level.
Instituted improved targeting and frequency metrics thus maximizing sales force effectiveness in terms of
accurate and adequate product positioning.
130% budget achievement for Trinidad while physically based in Guatemala.
EDUCATION AND PROFESSIONAL DEVELOPMENT
MBA: Marketing, 1999
Andrews University – Michigan, USA.
Bachelor of Science: Chemistry, Biochemistry, 1990
University of the West Indies – St. Augustine, Trinidad and Tobago.
Proficiency in Microsoft, Word Excel, Outlook Power Point. Lotus Notes Hyperion. VAI Proclarity and Cognos.
Effective Personal Productivity- Leadership Management International Inc Trinidad 2009
Performance Frontier for First Line Managers – Novartis Brazil 2004
Effective Speaking and Human Relations - Dale Carnegie, Guatemala 2003
Effective Negotiations – Karass Consultancy & Training, U.S.A. 2001
Sales & Marketing Workshop - Association de Gerentes, Guatemala 2000
Spanish - Escuela de Espanol, San Jose de Viejo Guatemala 1998
ACCOMPLISHMENTS AND AWARDS
Achieved and recognized for highest sales of Cataflam (line extension) while maintaining market share and
sales of Novartis' (Ciba-Geigy) flagship product Voltaren - 1992.
Won Novartis' Country Manager of the year award in 1999, 2001 and 2002 for highest sales growth and over
achievement of budgets within Central America and Caribbean.
First female sales manager at Carib Glassworks a member of the ANSA MCAL group of companies.
Improved economic value created by seven (7) points from a negative to a positive value at Brydenpi Ltd.
Won GSK Xmile award in 2012 for superseding both budget and latest estimate forecasts.
Won IPad in 2012 for best institutional sales achievement and growth within GSK's Central American and
Caribbean organization.
PROFESSIONAL AFFILIATIONS & MEMBERSHIPS
Founding member of the UWI Biological Society
Founding member of the Board of Directors of the Caribbean Association of Oncologists and Haematologists
SPECIAL INTERESTS
Environmental Management, Recycling, Animal Welfare Enthusiast, Classical Piano (Grade 6), Ballet (Grade 5), Karate
Martial Arts- Brown Belt, Zumba, Latin Music and Culture (Administrative and marketing assistant to parang band
“Nuestra Cosa” previously known as San Jose Serenaders).
REFERENCES
Available upon request.