Suse Eapen
Kirk Ella,East Riding
Summary
A professional with a strong foundation in Microsoft Office 7, including Outlook, PowerPoint, and Excel, complemented by expertise in business intelligence tools and supply chain understanding. Demonstrates exceptional target achievement and presentation proficiency, supported by a natural networking aptitude. Committed to leveraging these skills to drive organisational success and pursue opportunities for growth within dynamic environments.
Tenacious Key Account Manager skilled in driving and generating business to achieve growth targets. Manages sales pipelines to deliver commercial performance. Communicates and negotiates confidently to build productive, profitable client relationships.
Overview
31
31
years of professional experience
1
1
year of post-secondary education
Work history
Key Account Manager
Rosemont Pharmaceuticals
2018.12 - 2026.06
- My Role within Rosemont is growing volume and net sales through my major accounts therefore maximising Rosemont profit. In 2022 I achieved an overall 33% over target.
- This was an incredible achievement, as there is so much competition. In 2021 I achieved growth 4%. My top account grew by 78% and no rebates were given to any customers, and I delivered 56% growth in one particular account compared to 2019.
- Altogether I grew my business by 43% whereby in 2018 there was minus 5% growth.
- This was a huge achievement as the generic market is very price competitive. And more competitors are entering the generic market in liquid medicines. Altogether I manage 12 accounts.
- Developing services within these groups for example MUR's into these buying groups.
- Looking into Risk Analysis when competitors look at taking our business away. Doing price analysis when we have a price challenge and giving reasoning behind this.
- Working along side a team enabling us to deliver targets and accounting for our accounts through regular presentations.
- Delivering annual volume and net sales targets within my specified wholesalers.
- I am excellent at building key relationships this enabling me to create a working partnership within my accounts. This then enables me to deliver new SKU's into my customer accounts. Developing relationships not only through transactional means, but through service deliveries too.
- Recording of calls and sales information into CRM daily. Whilst I am in customer facing calls, I gather competitive intelligence and formulate strategies moving forward. My job involves collaborating internally with my internal employees enabling me to work as part of a team.
- Relationship building as enabled me to be successful in my present role. Focusing on customers driving my business in liquid medicines.
- Implementing sales analysis across all my accounts to drive my business forward. This is done on a monthly basis. This is business critical to ensure maximization of sales.
- Strategic partnerships across all my accounts, enabling me to discover new opportunities to work together for a mutual benefit.
- I have focused primarily on existing business ensuring products within portfolio, have been protected and ensuring at the same time remaining competitive.
- Managing out of stock situations, ensuring customers are communicated throughout.
- I have continued to ensure communication remains highly important not only for my accounts but also across cross functional teams.
- In August 2021- Rosemont has now implemented a reduced wholesale model. I am now responsible for all our core products being sold into short-line wholesalers. All our exclusive lines are now being sourced through mainline wholesalers. 2022 received an exceeded in my appraisal through own performance. Target was 2.4million, achieved 3.2 million. Great achievement in a very competitive marketplace.
National Account Commercial Strategy Manager
Rayner /Moorfield Pharmaceuticals
Worthing, West Sussex
2011.04 - 2018.11
- Promoted to National Account Commercial Strategy Manager 1 August 2018
- Promoted to National Account Manager October 2016
- Promoted to Key Account Manager July 2015
- Senior Representative 2013
- Moorfields Pharmaceuticals May 2012- Present (Rayner acquisition October 2016)
- Liaising with a range of customers and clients.
- Wholesalers – Full Line and Short Line (Regional)
- National & Regional Pharmacy Chains
- Supermarkets / Grocery Sector
- Retail Optometry Chains
- Buying Groups
- Parallel Trade Organisations
- Negotiated and persuaded Full Line Wholesalers to implement business strategy in order to identify and translate opportunities in to sales
- Developed and delivered professional presentations to a range of audiences
- Influenced customers and clients to change purchasing decisions within buying group/pharmacy chains and optometry chains.
- Building and maintaining relationships with diverse client groups
- Engaging and proactively communicating with the corporate services i.e. finance, marketing and business development.
- Continuously monitoring business performance for own area and address any issues or concerns
- Detailed analysis of own sales performance (units and profit) and identified gaps and potential risks and creating appropriate mitigation plans.
- Responsible for planning own time appropriately to maximise business performance.
- Required to develop quarterly regional sales and performance plans from market intelligence gathered and present to quarterly sales meetings.
- Planning client sales presentations and educational seminars that may influence purchasing decisions.
- Use own initiative to understand competitor sales processes and ensure that the business is responding proactively to any potential threats.
- Responsible for developing own area of business, providing assurance to the Sales Director and gathering input from the Business Development Director on potential opportunities.
- Work collaboratively with colleagues sharing market intelligence that may influence other regions. Have provided mentoring and field sales training for new staff and territory managers who needed help and support and experience within optometry and ophthalmology.
- Responsible for training other sale representatives in company processes and best practice.
- Able to use customer relationship management systems and undertake appropriate administration to demonstrate performance. (CRM)
- Credible and confident use of Office applications (Excel and PowerPoint.)
- Undertake local market research with support from the marketing team and engaged with the business development team to identify emerging opportunities.
- Autonomous worker responsible for a National Account Role. Attending any local/ National Ophthalmic exhibitions including educational lunchtime meetings. Working closely and building relationships with Chief pharmacists and decision makers to progress follow through of product.
- Formulary processes and adoption of key products to follow through of product in department.
- Daily recording of sales calls into a CRM
- Working with CCG's implementing products on to their pathways.
- Working in primary care GP's, Community Pharmacies) ensuring our products are being prescribed after CCG endorsement. This involved delivering cost models to Head of Medicines Management and ensuring cost savings could be delivered.
- CCG involvement with key lead GP's in primary care and ensuring this was then followed up with pharmacist in locality for switch to be followed through. Working closely with switched CCG for delivery of newsletter to local CCG practices.
- CCG trackers sent weekly to sales director.
- Developing KOL's on territory
- Territory planning and sales analysis on monthly basis
- Launched a portfolio of ophthalmic products.
- CCG implementation into primary care
- Primary care Relationships
- Developing Key Accounts (Pharmacy /Wholesalers)
- Achieved market dominance by formulating innovative business strategies.
- Led cross-functional teams, ensuring smooth project delivery.
- Increased customer satisfaction with tactical planning and execution.
- Developed strategic plans for effective problem resolution.
- Coordinated with sales and marketing teams to align their efforts with overall business strategy.
- Streamlined processes for enhanced workflow efficiency.
- Directed team efforts to achieve corporate objectives.
- Managed stakeholder expectations to maintain strategic alignment across departments.
- Secured new business partnerships by presenting compelling proposals.
- Identified potential risks, implementing preventative measures accordingly.
- Analysed competitive landscape, enabling creation of robust counter-strategies.
- Translated business objectives into actionable goals, driving corporate success.
- Fostered healthy client relationships through effective communication strategies.
- Facilitated staff training, resulting in improved performance and productivity.
- Conducted thorough market research to identify growth opportunities.
- Designed business models that facilitated organisational growth and expansion.
- Planned and executed successful product launches in line with company's vision and goals.
- Improved operational efficiency with comprehensive strategy development.
- Implemented change management initiatives, leading to smoother transitions during restructures..
- Monitored industry trends to stay ahead of competition.
- Oversaw progress of multiple key strategic projects.
- Supported preparation of strategic business cases and presentation materials.
- Aligned departmental goals, processes and resource allocation with organisational strategy.
- Supported day-to-day operation of relevant projects and initiatives to assist in meeting margin goals.
- Worked with analysts to run scenario planning and strategic forecasting.
- Produced research and thought leadership across organisation areas of expertise.
- Managed and contributed to strategic projects utilising problem-solving frameworks.
- Defined problems and scoped, analysed and prepared strategic solutions.
- Identified issues, developed hypotheses and communicated insights and recommendations to key decision-makers.
- Created productive collaboration and communication with all levels of senior leadership.
- Generated insights through stakeholder engagement, collating and applying recommendations.
- Identified initiatives not meeting targets and worked with executing teams to find solutions.
- Led and mentored [Number] direct reports for successful project delivery.2
- Led and mentored [Number] direct reports for successful project delivery.
- Presented analysis of strategic opportunities to operational, technical and strategic specialists.
- Managed work on short-term opportunities while organising long-term strategic planning.
- Generated market assessments and analysis, providing concise view of market size and share.
- Identified commercially viable opportunities and scoped business relevance.
- Recommended improvements to existing business strategies to drive growth.
- Developed and delivered six-monthly refreshes of B2B business plan.
- Constructed and designed implementation strategies for profitable growth.
- Maintained smooth-running business operations by delegating priorities to staff abilities.
- Led and managed administrative staff to maintain smooth daily operations.
- Investigated issues affecting group operations, prepared reports and helped correct problems.
- Handled negotiations with outside vendors and service agencies to meet group needs.
- Designed and implemented training to further develop staff based on business goals.
- Streamlined processes to improve and optimise office operations.
- Represented organisations at seminars, conferences and business events.
Territory manager
Alcon Laboratories/Novartis
Hemel Hempstead, Hertfordshire
2007.02 - 2011.05
- To organize local optometry/ hospital meetings on territory.
- To provide competitor information to NSM
- To achieve personal sales targets for both retail and secondary care.
- To train optometrists on products and merchandise products in retail environment
- To ensure merchandising of product once on hospital formulary and to liaise with all Health care professionals for follow through of product.
- Develop KOL in secondary care to champion product to other departments and to also drive strategies for key speaker meetings on territory. To obtain hospital formularies.
- Responsible for independent opticians and regional group accounts on territory.
- Top performer for Systane in retail opticians and secondary care.
- Mentoring of new team members.
- Always achieved bonus for all key vision care products within retail optometry.
- Selling multi vitamins for Age Related Macular Degeneration.
- Developed strategies with a focus on market expansion.
- Executed promotional strategies, raising product awareness in untapped markets.
- Fostered solid relationships with clients, boosting loyalty and retention.
- Led team training sessions, enhancing skill sets.
- Worked closely with marketing teams to create impactful sales campaigns.
- Represented company at trade shows and business conferences.
- Implemented cost-effective measures to optimise resources utilisation.
- Facilitated regular team meetings for sharing updates and progress reports.
- Negotiated contracts and deals for long-term business partnerships.
- Streamlined communication channels within the team, improving efficiency.
- Managed regional sales operations to enhance brand presence.
- Conducted market research to identify potential clients.
- Analysed market trends for strategic planning purposes.
- Reviewed performance metrics regularly, identifying areas of improvement.
- Monitored competitor activities, adjusting strategies accordingly.
- Devised sales proposals for improved client engagement.
- Collaborated with internal teams for seamless project execution.
- Addressed client concerns promptly, ensuring high levels of satisfaction.
- Coordinated promotional events for product visibility increase.
- Drove team performance by setting clear, achievable KPIs, using data and sales tools.
- Built brand presence by developing strong relationships with key opinion leaders.
- Facilitated a smooth sales process by managing pipeline and recording lead activity in Salesforce.
- Conducted [timeframe] sales presentations to build customer understanding of value proposition.
- Developed and executed territory business plan, increasing territory sales by [Number]%.
- Maximised sales opportunities, representing company at [Number]+ face-to-face and virtual exhibitions, workshops and events.
- Effectively resolved customer problems and complaints, improving customer satisfaction by [Number]%.
- Analysed sales reports to identify trends and update strategies.
- Optimised sales methods to best engage, acquire and retain customers.
- Oversaw planning and execution of targeted sales and marketing strategies.
- Customized promotional strategies to meet needs of different clients, products and services.
- Supported front-line sales teams with well-coordinated administrative operations.
- Evaluated sales and service processes to generate targeted improvement strategies and increase revenue opportunities.
- Conducted regular market assessments to stay current on trends and maintain readiness for changes.
- Organised special sales at specific times to drive customer engagement and move high volumes of products.
- Represented organisation to public at trade exhibitions and conventions, driving awareness of [Product or Service].
- Maintained ownership of [Type] sales pipeline, sourcing and developing new business opportunities to drive sales.
Account Executive
Trinity Chiesi
Cheadle, Greater Manchester
2006.01 - 2007.02
- Calling on GP's Health care professionals in secondary care, and Prescribing Advisors in Primary Care Trusts. Respiratory .(Pulvinal and Clenil Modulite)
- Facilitated communication between clients and internal teams for smooth project execution.
- Boosted revenue with effective account management techniques.
- Collaborated with cross-functional teams to deliver client objectives.
- Resolved customer issues, ensuring high level of satisfaction.
- Managed client portfolios for business growth and expansion.
- Streamlined business processes for improved efficiency and productivity.
- Identified opportunities in the market through comprehensive research activities.
- Monitored competitor activity, staying informed about industry changes.
- Tracked market trends to stay ahead of the competition.
- Conducted regular follow-ups with potential customers, securing new deals.
- Developed new accounts with innovative marketing strategies.
- Implemented strategic initiatives to retain key accounts.
- Established long-term partnerships by understanding and meeting client needs.
- Prepared detailed reports for client updates and review meetings.
- Enhanced customer relationships by delivering excellent service.
- Coordinated sales presentations to increase brand awareness.
- Maintained accurate records of client transactions to ensure transparency.
- Delivered high level of service to clients to maintain relationships for future business opportunities.
- Followed company CRM models to maintain up-to-date, accurate account information.
- Maintained relationships with key clients to maximise account revenue and loyalty.
- Engaged stakeholders with agreed deliverables to meet client and company requirements.
- Converted sales leads through persuasive pitching, achieving personal revenue targets.
- Sold diverse product and service portfolios to achieve revenue targets.
- Managed client expectations to maintain satisfaction with campaign successes and opportunities.
- Networked and generated leads to increase new business opportunities.
- Retained product and service knowledge for informative, persuasive client advice.
- Cold-called prospective clients to build new business against KPI targets.
- Explained product and service changes clearly, engaging clients with upgrades.
- Communicated with potential and existing customers in-person, over telephone and via webchat.
- Built rapport with new and existing customers to boost client retention.
- Delivered high sales performance within budget to strict deadlines and targets.
- Used management software and data analysis to forecast product demand.
- Analysed and audited market competition, developing sales strategies that showcase unique business offerings.
- Maintained excellent knowledge of industry trends to remain ahead of competitors.
- Built rapport with new and existing customers from diverse cultural backgrounds to maximise sales opportunities.
Medical Sales Representative
Altana Parma
Marlow
2004.01 - 2005.12
- Responsible for promoting Protium within secondary and primary care.
- Grew Territory from -14% to 15.6% growth and was Number 3 Nationally.
- Responsible for Pro Active Care Plans within surgeries
Territory manager
Innovex -Merck Sharpe and Dohme
North and West Yorkshire, Hertfordshire
2002.02 - 2003.12
- Responsible for promoting Zocor, Arcoxia and Fosomax within primary care
- Top performer for Zocor in regional team
- Analysed market trends for strategic planning purposes.
- Developed strategies with a focus on market expansion.
- Streamlined communication channels within the team, improving efficiency.
- Devised sales proposals for improved client engagement.
- Led team training sessions, enhancing skill sets.
- Monitored competitor activities, adjusting strategies accordingly.
- Executed promotional strategies, raising product awareness in untapped markets.
- Reviewed performance metrics regularly, identifying areas of improvement.
- Represented company at trade shows and business conferences.
- Collaborated with internal teams for seamless project execution.
- Fostered solid relationships with clients, boosting loyalty and retention.
- Worked closely with marketing teams to create impactful sales campaigns.
- Addressed client concerns promptly, ensuring high levels of satisfaction.
- Built brand presence by developing strong relationships with key opinion leaders.
- Facilitated a smooth sales process by managing pipeline and recording lead activity in Salesforce.
- Maximised sales opportunities, representing company at [Number]+ face-to-face and virtual exhibitions, workshops and events.
- Trialled and launched [Number] new products, achieving [Number]% territory quota attainment.
- Analysed sales reports to identify trends and update strategies.
- Evaluated sales and service processes to generate targeted improvement strategies and increase revenue opportunities.
- Represented organisation to public at trade exhibitions and conventions, driving awareness of [Product or Service].
Territory manager
Innovex-Pfizer Pharmaceuticals
Buckingham, Buckinghamshire
2001.07 - 2002.01
- Promoting Lipitor and Istin in primary care
- Liaising with nurses and practice nurses and arranging practice meetings
- Coordinated promotional events for product visibility increase.
- Developed strategies with a focus on market expansion.
- Monitored competitor activities, adjusting strategies accordingly.
- Reviewed performance metrics regularly, identifying areas of improvement.
- Executed promotional strategies, raising product awareness in untapped markets.
- Represented company at trade shows and business conferences.
- Conducted market research to identify potential clients.
- Drove team performance by setting clear, achievable KPIs, using data and sales tools.
- Built brand presence by developing strong relationships with key opinion leaders.
- Analysed sales reports to identify trends and update strategies.
- Oversaw planning and execution of targeted sales and marketing strategies.
- Customized promotional strategies to meet needs of different clients, products and services.
- Evaluated sales and service processes to generate targeted improvement strategies and increase revenue opportunities.
Sales advisor
Skipton Building Society
Leeds, West Yorkshire
2000.12 - 2001.07
- Providing financial services for new and existing customers.
- Implemented promotional strategies for increased product visibility.
- Provided comprehensive after-sales support, ensuring customer satisfaction.
- Resolved customer complaints swiftly, maintaining company reputation.
- Delivered excellent customer service by addressing and resolving queries.
- Attended training sessions regularly to keep abreast with latest sales techniques.
- Suggested suitable products to customers for enhanced shopping experience.
- Established rapport with potential buyers to foster repeat business.
- Participated in team meetings contributing valuable ideas for sales improvement.
- Increased sales through effective negotiation and persuasion techniques.
- Delivered exceptional customer service, addressing customer queries and handling customer complaints.
- Provided customers with price information and handled financial transactions.
- Increased current product and service sales through knowledgeable customer advice.
- Built rapport with new and existing customers to boost client retention.
- Delivered high sales performance within budget to strict deadlines and targets.
- Maintained quality assurance standards for all products and services.
- Handled high-volume telesales enquiries within call-time targets.
- Demonstrated product features and functions to engage potential customers.
- Built rapport with new and existing customers from diverse cultural backgrounds to maximise sales opportunities.
- Communicated with potential and existing customers in-person, over telephone and via webchat.
- Produced sales and performance reports and delivered to senior management and stakeholders.
Staff Development and Training Administrator
Leeds Community Mental Health NHS Trust
Leeds, West Yorkshire
1995.09 - 1998.12
- High Royds Hospital March 1998- December 1998
- Secondment by Chief Executive to Leeds Health Authority to commission a report on elderly services within West Yorkshire.
- Commissioned a report for Paediatric Services for children with disabilities.
- Streamlined training process by developing efficient administrative procedures.
- Coordinated staff training sessions for improved performance.
- Handled employee queries regarding training programmes, ensuring clarity and understanding.
- Achieved smoother operation with thorough record keeping.
- Collaborated with managers to identify workforce development needs, tailoring appropriate training interventions accordingly.
- Enhanced team productivity by organising regular skills workshops.
- Produced detailed reports after each session; providing valuable feedback for future improvements.
- Assisted in scheduling and planning for better time management.
- Monitored progress of employees through skill assessment tests, improving individual performance levels.
- Managed logistics of training events to ensure smooth running.
- Updated staff on new training processes to keep them informed and prepared.
- Maintained an organised database of all trainings completed, ensuring easy access at all times.
- Kept track of all necessary supplies and placed orders when needed, avoiding any disruption in the training schedule due to unavailability of resources.
- Supported HR department in implementing company-wide policies related to professional development initiatives.
- Liaised between departments to ensure coordinated efforts during trainings.
- Communicated updates on upcoming trainings to all employees, facilitating their participation in relevant programmes.
- Organised training materials, enhancing overall learning experience.
- Facilitated communication between trainers and trainees for effective knowledge transfer.
- Adapted to changing administrative requirements for responsive team and participant support.
- Greeted participants and provided friendly, helpful advice on training activity.
- Registered participant arrival to document attendance and enable course certification.
- Maintained customer documentation with accurate, up-to-date personal and participation details.
- Updated learning portals to reflect available training courses and resources, increasing employee engagement.
- Monitored employee progress, offering feedback to management on additional training requirements.
- Prepared training materials and supplemental aids to support employee comprehension.
- Held refresher courses and workshops to reinforce key concepts and skills.
- Championed continuous improvement and growth mindset through positive learning.
- Designed new learning and development programmes that deliver best employment practice.
- Coordinated cross-functional training initiatives to promote holistic learning approach.
- Secured high satisfaction rates by going extra mile to cater to specific organisational needs.
- Planned training schedules, prepared materials and booked necessary rooms and facilities.
- Adapted session delivery to meet specific needs of professional learners within different environments.
- Tracked impact of training programmes against pre-established metrics.
CLINICAL UNIT ADMINISTRATOR
Leeds Community Mental Health Trust
Leeds, West Yorkshire
1995.11 - 1998.03
- Increased efficiency of document retrieval with a well-organised filing system.
- Compiled essential data into useful spreadsheets enhancing overall understanding of business performance.
- Maintained high levels of data accuracy for smooth business operations by conducting regular database audits.
- Processed expense reports, resulting in accurate financial records maintained consistently.
- Resolved minor technical issues swiftly avoiding unnecessary delays in workflow.
- Coordinated travel arrangements for executives, contributing towards seamless business trips without disruption.
- Contributed towards positive work environment by maintaining cleanliness and orderliness in shared spaces.
- Organised important company meetings, leading to improved communication across departments.
- Enhanced team productivity for better project completion rates through effective schedule management.
- Answered inbound phone calls, resulting in excellent customer service provided to clients.
- Facilitated internal communications with clear and concise memos and bulletins.
- Assumed responsibility of receptionist duties whilst necessary staff were on holiday.
- Provided comprehensive secretarial support to the managing director, ensuring smooth daily operations within the executive suite.
- Assisted senior administrators to effectively coordinate large-scale events.
- Managed office supplies inventory, ensuring readiness for all projects at any given time.
- Handled sensitive information discreetly, maintaining confidentiality at all times as required by protocol.
- Streamlined office operations by implementing efficient administrative procedures.
- Improved record keeping system with attention to detail and thoroughness.
- Prepared detailed reports for streamlined decision-making processes using various software applications proficiently.
- Sorted incoming mail promptly, reducing clutter and improving organisation in the workplace.
- Interacted with customers professionally by phone, email and in-person to deliver accurate service information.
- Assisted clients with daily enquiries and addressed incoming correspondence to maintain timely responses.
- Effectively managed incoming and outgoing mail to maximise office efficiency.
Education
1st Year Undergraduate LLB - Law
University of Hull
Hull, Kingston upon Hull 2017.09 - 2018.07
Skills
- Good knowledge of Microsoft Office 7 Outlook, Powerpoint and Excel
- Target achievement
- Supply chain understanding
- Business intelligence tools
- Networking aptitude
- Presentation proficiency
References
Available upon request.
Timeline
Key Account Manager
Rosemont Pharmaceuticals
2018.12 - 2026.06
1st Year Undergraduate LLB - Law
University of Hull
2017.09 - 2018.07
National Account Commercial Strategy Manager
Rayner /Moorfield Pharmaceuticals
2011.04 - 2018.11
Territory manager
Alcon Laboratories/Novartis
2007.02 - 2011.05
Account Executive
Trinity Chiesi
2006.01 - 2007.02
Medical Sales Representative
Altana Parma
2004.01 - 2005.12
Territory manager
Innovex -Merck Sharpe and Dohme
2002.02 - 2003.12
Territory manager
Innovex-Pfizer Pharmaceuticals
2001.07 - 2002.01
Sales advisor
Skipton Building Society
2000.12 - 2001.07
CLINICAL UNIT ADMINISTRATOR
Leeds Community Mental Health Trust
1995.11 - 1998.03
Staff Development and Training Administrator
Leeds Community Mental Health NHS Trust
1995.09 - 1998.12