Dennis A. McLendon, Jr.

10212 Green Forest Drive, Silver Spring, MD 20903 -301.237.4098 - dmbe8e1e@westp

ost.net
Objective
Seasoned sales professional with a proven track record in meeting and exceeding
sales goals, interested in returning to the pharmaceutical industry in a positio
n that will effectively utilize my acquired expertise, creative talents and comm
itment to excellence.
Summary of Qualifications
a Innovative professional with 20 years of successful experience within the phar
maceutical sales industry
a Proven ability to drive business growth, capitalize on new revenue potential,
and manage all aspects of daily business operations.
a Mastered the pharmaceutical industries key sales/training roles.
a Exceptional leadership, organizational, oral/written communication, interperso
nal, analytical, and problem resolution skills.
a Thrive in both independent and collaborative work environments.
a Consistently met and/or exceeded sales goal and objectives throughout career.
Professional experience
Long & Foster Realty, Bethesda, Maryland a" 2009 a" Current
Licensed Real Estate Agent
Licensed realtor in Washington, DC and Maryland. During this first year, I devel
oped a strong business plan in an effort to capitalize on the stimulus plans ena
cted by the government to boost the housing market. As a result, I have built a
client base of new homes buyers as well as, current homeowner listings.
Procter & Gamble Pharmaceuticals, Cincinnati, Ohio a" 1990-2009
District Sales Manager, 2008-2009
I led a sales team consisting of eleven (11) professional pharmaceutical represe
ntatives in the Washington, DC; Maryland and Northern, Virginia area. Maximized
team potential through training, coaching, hands on management, and incorporatin
g the SMAC principles to team/territory business plans. Utilizing collaboration
techniques in the execution of key strategies and tactics with the promotion par
tners, we were able to leveraged Manage Care market opportunities with various p
rograms. Through collaboration with upper management, I was able to enhance reso
urces which maximized team performance. As a result, the sales team was among th
e top sales award winners, nationally, during calendar year 2009. Seven of the e
leven achieving national sales awards, of which, 3 were 1st year reps. (SMAC: Sp
ecific; Measurable; Achievable; and Challenging)
National Account Executive for Department of Defense, 2002-2008
Responsible for national headquarter coverage of the DoD Military Health System;
and Veteranas Administration. Accountable for delivering TRx market share and v
olume sales goal objectives; I was responsible for establishing apartnershipa pr
ograms; and national formulary inclusion of our key products. Achieved exception
al channel sales growth by developing a business plans each fiscal year with the
Director of Sales of our Pharmaceutical Division; and each Regional Manager (RM
) whose geography encompassed high volume Military Treatment Facilities (MTF).
I gained agreement with each RM to incorporate operational and sales volume goal
s with local reps that had a major MTF within their territory. Also developed a
nd initiated a collaboration sales program with the national Hospital Sales Forc
e for similar account coverage of large volume VA hospitals within specific terr
itories. I became a liaison to the field sales forces communicating pertinent Fe
deral Government policies, formulary issues, and co-promotion strategies & tacti
cs. I collaborated with regional Managed Care Account Executives for formulary
 inclusions and apull-thrua initiatives at the local military facility level and
VA Hospital sites. I utilized strong collaboration strategies & tactics with o
ur co-promotion partners. Thru my efforts I grew the government sales channel o
f business from $20MM to $87MM.
District Sales Manager, 1999-2002
I was responsible for a sales team consisting of sixteen (16) professional pharm
aceutical representatives in the Los Angeles and San Diego areas. In a strong Ma
naged Care restricted market, identified the key Managed Care opportunities; col
laborated with the Managed Care AEs accountable to those opportunities; develope
d and deployed specific, strategic team business plans focusing on those territo
ries that could maximize market share growth and sales volume to meet/exceed tea
m sales goal objectives. I effectively managed sales budget allocations to comp
lement those sales opportunities. Led and executed against sales training and f
ield coaching for each team member. I directed the sales team to leverage key n
ational and regional Thought Leaders against local top volume physicians. Led a
nd coordinated the promotion strategies & tactics with our co-promotion partners
and the sub-teams within my team boundaries. As a result the team attained nat
ional sales awards honors in volume/TRx goal attainment for the fiscal year 2001
-2002.
National/Regional Account Executive, Safeway Corporate Pharmacy Headquarters; Lo
ngas Drug Storeas Corporate Headquarters, 1997-1999
I was attached to P&Gas Safeway and Longas Drug Sales Teams; as a pharmaceutical
sales resource. Responsible for introducing Integration Operation Business Dev
elopment programs at the corporate headquarter level that would provide incremen
tal market share/sales volume opportunities with our Health Care channel of busi
ness. Integrating our pharmaceutical sales promotion plans with our OTC/Health C
are sales promotion plans to meet my business development objectives. I initiat
ed key awin-wina programs with each account, utilizing Procter & Gambleas consum
er survey marketing data along with strong OTC and pharmaceutical marketing prog
rams to enhance the consultative image of the pharmacy in each store. As a resu
lt, I met/exceeded all sales volume objectives, and aover delivereda on the busi
ness plan expectations of the key customer VITOs at each account.
District Sales Manager, 1994-1997
I was responsible for a sales team consisting of twelve (12) professional pharma
ceutical representatives in the Los Angeles area. I developed the key leadershi
p/training; sales direction/execution of key strategies & tactics exhibited in t
he DSM roles that followed. Led and coordinated the sales promotion strategies &
tactics with our co-promotion partners and the sub-teams within my team boundar
ies. Met/Exceeded all TRx and Market share goals the final two years in this rol
e.
Divisional Sales Trainer, 1992-1994
I was transferred to the divisional headquarters located in upstate New Yorkas t
own of Norwich, N.Y. One of my achievements was the development and deployment,
nationally, of a sales training manual, aSelling in the GI Laba. I was respons
ible, quarterly, for the development and execution of product sales direction.
I conducted regular meetings with the key brand groups regarding the effective u
se of sales materials and sales promotion premiums. I worked with national Thou
ght Leaders via focus group sessions on the relevance of our promotional materia
ls and the execution of their promotionally relevant studies via scientific exch
ange medians, i.e., New England Journal of Medicine, Annals of Internal Medicin
e. Also responsible for the training of new hires during their abeginnersa and
aintermediatea phased training programs.
 Field Sales Trainer, 1991-1992
I was a member of the Los Angeles sales team. I was responsible for my own terr
itory management and accountable for that territoryas market share and volume ob
jectives. I also was responsible for team training via field visits with team me
mbers. I collaborated with the District Sales Manager to improve the selling sk
ills and data interpretation of the team members.
Pharmaceutical Representative, 1990-1992
I was a member of the Los Angeles sales team. I effectively utilized territory
data analysis to establish a call frequency route against the top volume physici
ans within my panel. I effectively managed the territory sales budget to execute
strategically successful group selling events. I met/exceeded my TRx volume sal
es goals. I achieved Rookie of the Year national sales honors in fiscal 90-91a.
Education
Bachelor of Science, Business Management, Fisk University, Nashville, Tennessee,
1979