Kerry M.

Zampa
3501 Laguna St. #108
San Francisco, CA 94123
E-mail kz2a2c2e@westpost.net
Experience
3/2006 - present
Actelion Pharmaceuticals
S. San Francisco, CA
Director, Management Training
*Design & launch ongoing Leadership Development, coaching programs, and strategi
c planning for current managers.
*Design, develop, & deliver Actelion's first Management Development Program for
high potential colleagues.
*Facilitate Succession Planning & Talent Review process for corporate & field ba
sed organization.
*Partner cross-functionally to execute key strategic development initiatives for
DMs and Business Directors.
*Partner cross-functionally to design & deliver Culture Training Programs across
the organization.
Business Director
*Responsible for sales results for Tracleer and Ventavis for Pulmonary Arterial
Hypertension in the Mid-Atlantic geography including MD, VA, W.Va, TN, OH, PA, K
Y and Washington D.C.
*Tracleer & Ventavis sales results ranked 2 of 6 Business Districts CY2009.
*Tracleer & Ventavis 108% goal attainment CY2009.
-Direct reports included two District Managers managing seventeen Specialty repr
esentatives.
Sr. Manager, Training & Professional Development
*Responsible for execution of all Sales Training & Leadership Development progra
ms for Actelion US, coordinating with Actelion Global. Programs named key reaso
n for retention of staff in surveys (turnover 4%).
*Coach and develop two corporate trainers, four field-based trainers & two train
ing coordinators. Trainers responsible for New & Advanced Sales Training, devel
oping content for sales meetings, & performing field-based coaching for all prom
oted products. Has supported goal attainment in an increasingly competitive mar
ket.
*Led expansion sales training program with CSO in order to increase disease stat
e awareness and increase new prescriber base; 851 new prescribers nationally in
2007.
*Leadership Development program implementation including foundational & advanced
leadership programs developed cross-functionally. Programs subsequently modele
d & implemented at Actelion Global headquarters.
*Development, launch & training of HR Performance Management system, materials,
& coaching model.
*Cross-functional work with Human Resources & Legal to institute web based train
ing modules. Allowed Actelion to meet Regulatory requirements in a more efficie
nt manner.
*Manage multiple vendor relationships for in-house and off-site training for var
ious departments including Sales, Commercial Operations, Human Resources, and Co
rporate Management.
*Responsible for $2.4MM budget; consistent reconciliation.
10/2005-3/2006 JazzPharmaceuticals
Palo Alto, CA
Sr. Manager, Sales Training, Commercial Operations
*Responsible for Sales Training & Jazz University (ongoing training) for Xyrem f
ield sales force post-merger.
*New Hire Sales Training program developed to determine appropriate execution of
the home study, corporate, and field based Sales Training program.
*Jazz University implemented to enhance skills and knowledge of existing sales f
orce and provide career pathing opportunities.
8/2004 - 10/2005
Abbott Diabetes Care
Alameda, CA
National Training Manager, Commercial Operations
*Responsible for developing training programs for several departments & executiv
e level colleagues' post-merger including Primary Care Sales, Retail, Post-acute
Care, and Managed Care channels.
*Led a team of five trainers; products include Freestyle, Freestyle Flash, & Pre
cision Xtra blood glucose meters.
*Inception and development of New Hire & Advanced Sales Training, selling model,
and product modules for Specialty and PC Sales Representatives.
*Content developed for field pull-through by District Managers/District Field Tr
ainers of selling skills model and coaching follow up plans. Resulted in organi
zational coaching continuity.
*Design, launch, and management of national District Field Trainer program, incl
uding in-house DFT training on coaching, professional writing, and demonstration
certification. Provided professional development for PC Sales.
*Strategically led sales training design and implementation of sales force expan
sion with partner Contract Sales Organization.
*Training developed for Managed Care, Retail Sales, and Post-acute care channels
; this included implementation of ongoing training and identification of core cu
rriculum for each channel in order to develop specialized training. Resulted in
improvements in Customer Satisfaction Survey for these channels.
*Planned Manager's Meetings and National Sales Meetings including priorities, co
ntent, and marketing material training for Field Management to execute at NSM.
Provided clear and consistent direction to the field.
*Launch of LMS on intranet including an e-learning library and competitive infor
mation resources.
*Work with Human Resources & Legal to institute performance and employment expec
tations as related to sales training.
*Manage multiple vendor relationships for in-house and off-site training for all
channels.
*Responsible for a department annual budget of $2.0M. Consistently on track wit
h budget balance.
8/1998 - 8/2004
Forest Laboratories, Inc.
San Francisco, CA
Division Manager, Sales Management
*Responsible for divisional sales productivity goals (maintenance and growth) fo
r multiple products in various therapeutic areas including Lexapro, Namenda, Cel
exa (CNS), Aerobid (PUD), and Tiazac (CD).
*Managed team of ten Territory Managers in the Bay Area/Sacramento. Worked on a
team of six Divisional Sales Managers, two Regional Sales Trainers, one Area Ma
nager of Training, and one Regional Director.
*Fiscal year 2002 ranked 4/55; FY2003 ranked 12/55 divisions; FY2004 ranked 7/55
divisions in overall performance including market share growth/change and marke
t share base.
*Personnel development - 15 of 32 representatives hired/managed promoted from Te
rritory Managers to National Sales Trainers, Regional Sales Trainers, District M
anagers, Regional Directors, and Managers of Field Operations.
National Sales Trainer, Training & Development
*Developed and facilitated Pre-Phase, Phase I (introductory), Phase I Follow-Up
(1 year tenure), Phase II (advanced), Product Knowledge, Selling Skills, and Ter
ritory Management training programs.
*Developed content, facilitated, and trained Territory Managers; groups ranging
from 20 to 120 representatives.
*Worked on a team of six National Sales Trainers to support 2000 expansion. Thi
s expansion demanded effective training of 800 sales representatives in a three
month time period.
*Program lead on Advanced Sales Training program; included needs based curriculu
m development as well as determining staffing, execution, and effectiveness of p
rogram. Follow up coaching plans implemented with field sales management.
*Developed content, facilitated, and executed 'train-the-trainer' of Regional Sa
les Trainers at the local and national level. Topics included product knowledge
, mentoring/coaching, and facilitation.
*Partnered with Leadership Development Team and Marketing to develop Celexa and
Aerobid POA workshops.
*Chosen as a National Sales Training Mentor responsible for developing newly pro
moted National Sales Trainers and providing progress reports to National Trainin
g Manager.
*Developed first Forest Secondary Product Manual detailing generic and non-sampl
ed products. Manual included key product information and product positioning st
atements. Published on company intranet.
*Facilitated Training Department in-services to peers; topics included Lateral L
eadership, Best Practices, Mentoring.
Territory Sales Representative, Sales
*Promoted Celexa (CNS), Tiazac (CD), Aerobid (PUD), Climara (HRT), and Monurol (
antibiotic) in
Walnut Creek/Stockton territory. Experience with a variety of therapeutic areas
. Performance based on market share growth and change in overall market share b
aseline.
*Improved Aerobid rank from 95 to 55 of 528; nationally recognized for consisten
tly maintaining top 10% ranking.
*Improved Celexa rank from 398 to 180 of 528 total territories.
*Initiated/organized regular team meetings integrating efforts and creating team
strategy between 12 counterparts.
8/1997 - 8/1998
Innovex, Inc.
San Francisco, CA
Territory Manager, Sales
*Promoted Estratab, Estratest, and Prometrium (HRT) to physicians, pharmacies, a
nd hospitals; ranked 3 of 8 representatives in district. Responsible for execut
ing in-services for physicians, residents, and pharmacists. Worked with P&T com
mittee members to ensure formulary recommendations.
*Promoted Myriad Genetics' BRCA1&2 genetic blood testing services to hospitals s
uch as UCSF and Stanford; ranked 1 of 8 representatives. Responsible for creati
ng own marketing and sales materials and presentations.
*Promoted Interneuron's dietary supplement (OTC; women's health) to physicians,
pharmacies, and hospitals. Worked with physicians, residents, pharmacists, and
pharmacy technicians. Participated in several pharmacy health fairs and provide
d samples and DTC contact.
Education 1991 - 1995 University of California, Irvine
Dean's List
Irvine, CA
Additional professional activities
Completed Actelion Leadership Training Program
Sales Management Training completed includes Introduction to Management, Maximiz
ing Productivity, & Leadership
AMA Train the Trainer completed
Individual development courses completed including Persuasive Presentations, Bus
iness Writing, and Tactical/Strategic Coaching
Member, National Association of Professional Women
Certified Consultative Selling Skills facilitator
Member, Society of Pharmaceutical and Biotech Sales Trainers
Member, American Society of Training and Development
Member, American Management Association
Research Assistant, Child Development Center, UC Irvine (Ritalin clinical trial)