Vous êtes sur la page 1sur 4

KEN MADAN MBA, CSA

818-935-8782 (Cell)
Agoura Hills, CA. 91301 kenmadan@yahoo.com
______________________________________________________________________________________

PROFESSIONAL PROFILE

Dynamic, MBA-educated professional and entrepreneur with 21 years of Bio-Pharmaceutical


experience, offering strong leadership in revenue growth, sales management, large portfolio
management, strong track record in identifying and implementing sales opportunities and
strategies. Proficient Account Manager who has successfully managed a $165 Million Oncology
product portfolio.
Experienced National Director who successfully lead and managed National Account Managers.

KEY COMPETENCIES

Inspirational Leadership with Strategic direction and Business ethics and client
direct accountability oversight of operations satisfaction
High proficiency in complex Strong interpersonal Surpass client expectations
plans and strategic initiatives communication across through flawless execution of
functional areas goals and targets
Surpass revenue targets and Strategy development and Manage multiple priorities and
improve margins contract maximization resources

PROFESSIONAL EXPERIENCE

INTERIM HEALTHCARE 6/2014 Present


Administrator and Operations Director

Built a Senior Home Care business in a highly competitive market place and grew sales from zero
dollars to $250K in less than 24 months. Direct the business through leadership, quality patient care
and satisfaction, market services to physician offices, assisted living facilities, skilled nursing and
rehab Centers, hospitals, and medical groups. Provide leadership to both internal staff and external
care providers to ensure achievement of companys goals, implement compliance initiatives to
achieve State required mandates. Manage payroll and oversee company expenses and receivables and
initiate cost-containment strategies as appropriate. Practice risk management strategies and collaborate
with internal and external legal counsel to resolve legal issues to minimize company exposure.
Participate in all company training and development opportunities to grow and develop the business.

QUINTILES COMMERCIAL SOLUTIONS 2/ 2012 11/ 2013

Director, Global Business Development, Los Angeles, CA


Collaborated and partnered with Senior Leadership at Biopharmaceutical and Biotechnology
organizations to build complete Integrated Commercial Solutions that focus on Clinical, Commercial,
Capital, and Consulting services to capitalize commercial assets. Generated approximately $75M in
potential business opportunities within 12 months.
BAXTER HEALTHCARE 2/ 2009 2/ 2012

Director, Global Anesthesia and Critical Care, Los Angeles, CA (2010-2012)


Negotiated and leveraged Anesthesia contracts to increase demand and utilization for the Anesthesia
and Critical Care portfolio within Integrated Delivery Networks (IDN) from California to Ohio.
Managed National Account Managers that were direct reports.
Responsible for maintaining Strategic Shareholders within IDNs and acquire new accounts by
building key strategic relationships and alliances.

Pharma Partner Executive (Director-National Accounts), Los Angeles, CA (2009-2010)


Establish and execute an overall sales strategy to achieve assigned sales and profit targets within
primarily new clients. Collaborated cross functionally to establish Baxter as the global market leader
for pharmaceutical and biotech companies in the contract manufacturing services space.
Closed $8 Million deal with Colorado Biotech in 2009.

BRISTOL MYERS SQUIBB (MEAD JOHNSON), Los Angeles, CA 6/ 2008 1/ 2009

National Accounts Manager, Los Angeles, CA


Responsible for 10 Integrated Delivery Networks in the Western Region. Optimized product access
through strategic account development, effective contract management, and high internal visibility
specific to the Infant Formula segment.
Initiated and completed two System Agreements within 3 months of hire.
Assisted Regional Sales Director, District Business Managers and Territory Business Managers in
pull through initiatives for accounts that Standardized with Mead Johnson.
Developed a National Tracking System to monitor and manage Standardization Agreements.
Improved field pull through efficiencies related to GPOs (Health Trust, Novation, Med Assets
and Amerinet) through field education and training.

ROCHE LABORATORIES, Nutley, NJ 7/ 2006 1/ 2008

Regional Account Manager, Los Angeles, CA


Successfully negotiated contracts and consulted with Chief Executive Officers, Chief Financial
Officers, Medical Directors of Dialysis Organizations and Transplant Centers. Developed key
contacts at Satellite Health Care, Wellbound, Kidney Center Inc., DaVita and Fresenius.
Won Roche Special Achievement Award (SAA) -2007 for extraordinary individual performance
and for going above and beyond the call of duty.
Maintained 100% market share of key transplant product at a leading IDN in the San Francisco
Bay Area while developing and implementing strategic business plans for key accounts with over
$47 Million in potential.
National Market Advisor for customer services and programs.

AMGEN, Thousand Oaks, CA 2/ 2001 - 6/ 2006

Corporate Account Manager, Avon, CT (2004-2006)


Promoted and sold Amgen products to large volume Oncology clinics in eleven Northeast states.

Supported 1 Regional Director, 8 District Managers and 64 Reps in the NE Region with strategic
account guidance and direction.
Managed 310 contracts with annual sales of $165 Million within the Region and developed a new
$10 Million contract in December 2005.
Developed and implemented key strategic initiatives with alliance partners to increase annual sales
by $7 Million.
Instrumental in forming strategic alliances with customer base and with Group Purchasing
Organizations, Specialty Wholesalers and Specialty Pharmacies to allow for effective pull through
of products and grew key product sales by 18%.

Sales Support Manager, Thousand Oaks, CA (2003-2004)


Managed and grew revenues by $2.5Million for the Finance department based upon contractual terms
between Amgen and Ortho Bio-Technology. Developed and executed Standard Operating Procedures
for new sales representatives.

Specialty Sales Representative, Los Angeles, CA (2001-2003)


Sold and promoted key products to Large Nephrology practices as well as Medical groups and
Independent Physician Associations (IPA). Negotiated pricing with Nephrology GPOs including
Integrated Nephrology Network (INN) and Renal Purchasing Group (RPG).
Successfully added key product to United Health Care formulary and Increased annual sales of a
key product by $ 200,000.
Won President Club award in 2001.
Appointed guest trainer for new hire training in December 2002 and May 2003.
Recognized by senior management for outstanding performance for Leadership, Teamwork, and for
Retail sales.

ASTRA MERCK/ASTRA ZENECA, Fremont, CA 6/ 1996 2/ 2001

Specialty Sales Representative, Fremont, CA


Sold Urology products for Prostate Cancer and negotiated supplemental contracts with buying groups
and Urology practices.
Appointed District Trainer within six months of training.

District Sales Manager, San Francisco, CA (1998 2000)


Managed and developed 8 sales representatives. Implemented marketing strategies to exceed sale
objectives and analyzed sales results and identified opportunities for sales growth. Developed and
coached Sales Representatives for their future development.
Achieved the highest growth for a key product in California.
Successfully contributed to the Regions success in achieving the highest market share in the
country.

Pharmaceutical Sales Specialist, Bakersfield, CA (1996-2000)


Increased annual sales by $100,000.
Awarded Most Valuable Player for two consecutive quarters in 1997 and Rookie of the year-
1996.

AMERICAN HOME PRODUCTS, Sales Representative, Bakersfield, CA 3/ 1993 5/1996


EDUCATION
MBA, University of Phoenix, Woodland Hills, CA, 2003
BS, Business Administration, California State University Bakersfield, CA, 1987

ADDITIONAL TRAINING AND EXPERIENCE

Community speaker for The Alzheimers Association


Successfully completed and implemented Target Account Selling (TAS), Executive Access and
Scotwork Advanced Negotiating Skills courses, Miller Heiman sales training-Baxter 2009
Selected to Pepperdine Universitys Advisory Panel discussion on the Biotechnology market-
Amgen 2003
Contract and Negotiation Leader for entire North East Region Amgen 2004
Business Writing, American Management Association Amgen 2006.
New hire trainer Amgen 2004
Leadership training, Center for Creative Leadership, San Diego, 1998
Committee member Boy Scouts of America