Carmen Edmunds

• Exceeded targets by building, directing and motivating high-performing sales team.
• Held regular performance evaluations to assess strengths and weaknesses of team members and provide counseling to improve outcomes
• Developed sales strategy based on research of consumer buying trends and market conditions.
• Effectively recruited and hired highly talented individuals bringing exceptional skills and expertise to sales team.
• Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
• Modeled strong negotiation skills to help team members close tough deals with lucrative clients.
• Achieved regional sales objectives by coordinating sales team, developing successful strategies and servicing accounts to strengthen business relationships.
• Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
• Assessed each location's individual and team performances, analyzing data trends to determine best methods to improve sales results.
• Achieved Regional Sales Manager of the year ( 2021/2022)
• Achieved Team of the Year (2021/2022)

• Spearheaded successful business development initiatives aligned with company's strategy and core competencies.
• Identified and qualified customer needs and negotiated and closed profitable projects with high success rate.
• Cultivated and strengthened lasting client relationships using strong issue resolution and dynamic communication skills.
• Marketing strategy, client liaison, developing and presenting courses

Specializing in:

• Emotional Intelligence Training
• Supervisory Skills Training
• Leadership Training
• Leadership development
• Marketing training
• Team Dynamics
• Consultative Selling Skills
• Content development
• Outsourced training services

• Achieving the set goals for training activities as decided at goal setting
• Provide valid training material to all PSRs, RSM, and PMs or as required
• Create, maintain, archive relevant training data as per Abbott guidelines, policies and valid Abbott BOPs for training
• Perform co-travel and coaching sessions with sales representatives, coach the coach sessions with Front Line Managers
• Achieve both Internal and External Customer satisfaction, as determined by business needs
• Achieving the set goals for personal development as set & agreed upon with line manager
• Induction training of all newly appointed sales representatives and other Abbott EPD employees as per Abbott policies, Sales Force Effectiveness requirements and Abbott Training BOPs
• Continued training of sales representatives as requested & as determined from training needs analysis, refresher training, competitor training, competitor training, new product launch training in co-ordination with Product Managers and Sales Managers.
  Conduct training courses for HCPs in private sector and public sector (as & when necessary) as required by sales teams, in co-ordination with Abbott EPD Product Managers and Sales Managers.
  Conduct training & support for English Africa Cluster as & when required as determined by organizational operational needs.
  Provide valid training material:
  Source information, compile training modules for all relevant training courses.
  Continuously evaluate and update training material in line with Abbott BOP for training and other relevant Abbott Policies
  Ensure collaboration & approval with Medical Manager, regulatory as well as Product Managers in compilation of all training material that will be used for Sales Representatives training.
• Compile tests and exam questionnaires with model answers (memos) for knowledge evaluation purposes upon completion of training courses. Periodically evaluate effectiveness of training programs.
  Create, maintain, archive relevant training data in line with Abbott BOP for training:
  • Create and maintain data base on training templates, induction training per each trainee.
  • Create and maintain data base on all update/continuous training
  conducted by training department
  • Create and maintain data base on all training results and training
  counseling sessions of trainees.
  Ensure that records of these are communicated to Human Resources Department after completion of each training program.
  • Perform co-travel and coaching sessions with sales representatives and Front Line Managers

• Infield support and coaching, monitoring of knowledge and skills of all newly employed sales representatives, at two occasions after induction training
• Infield support and coaching, monitoring of knowledge and skills of FLM’s and existing sales representatives.
• Complete co-travel and in-field evaluation forms and provide feedback to Sales Representative, Front Line Manager, Sales Manager as well as Product Manager where applicable

• Areas of responsibility: Johannesburg North, Johannesburg South, West Rand, Southern Suburbs and Polokwane
• Manage regional sales human resource objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees in assigned regions, communicating job expectations, planning, monitoring, appraising, and reviewing job contributions, planning and reviewing compensation actions, enforcing policies and procedures
• Achieve regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans, productivity, quality, and customer-service standards, problem solving, identifying trends, determining regional sales system improvements, implementing change
• Schedule expenditures, analyzing variances, initiating corrective actions
• Establish sales objectives by creating a sales plan and quota for districts in support of national objectives
• Maintain and expand customer base by counseling regional sales representatives, building and maintaining rapport with key customers; identify new customer opportunities
• Accomplish sales and organization mission by completing related results as needed
• Developing integrated area strategies in line with the marketing strategies as developed by marketing
• Achieve budgets and KPIs
• Ensuring the marketing strategies are disseminated correctly in field
• Developing people – nurturing their strengths and improving their weaknesses
• In field coaching
• Key opinion leader engagement and development
• Ensure that a positive performance index is maintained ie
• Boehringer products are growing faster than competitor products in the constructed market
• Fostering a highly motivated team that has passion to achieve within their areas.

• Strategic brand plan in line with corporate guidance- ensuring optimal short and long-term development of business plan
• Understanding market trends and planning according to each situation - doing situational analysis
• Ensuring budget achievement of the agreed upon sales targets, encompassing long term growth of the brands
• Management of the direct promotional expenditure
• Development of cycle activities
• In field visits ensuring strategies are correctly implemented and communicated
• Key opinion leader development throughout the countries
• Working cross collaboratively with medical and sales
• The countries I cover are Kenya, Namibia, Nigeria,
• Mauritius and Botswana for the Cardiovascular, cerebrovascular and to a lesser degree, the respiratory therapeutic areas.

• For Boehringer Ingelheim Lytic Portfolio – Products that treat acute Myocardial Infarction and Stroke
• Analysis of the lytic market and competitor activities
• Devising and implementing strategies for the field force
• Ensuring the critical success factors for my products are achieved
• Responsible for reaching the budgets
• Stroke Awareness campaign to the public as well as implementing protocols within stroke units to ensure patients treated as quickly after stroke symptom onset
• I double hatted this position with Training Management for a period of time.

• Provide all internal training requirements for employees in the affiliate
• Strong focus on Selling skills, Disease entity and Product Training
• Planned field days to identify training/coaching needs for Sales Teams
• Talent Development
• New Employee Induction
• Keeping up-to-date with new data / information / publications
• Products and disease entities
• Evaluation of Training Provided
• Provide Training Material as appropriate
• Ensure all training material have been signed off by relevant departments
• Training Registers (including costs) kept and maintained
• Feedback and liaison to line managers in respect of internal and external training
• I double hatted this position, for a period of time, with brand management.

• Calling on Cardiologists, Neurologists, Orthopedic Surgeons, General practitioners and Physicians
• Detailing of products and ensuring that strategies are put in place
• Achieving budgets and ensuring market share growth for all the products
• Organizing CMEs and Advisory boards for
• Doctors
• In the time I was a medical representative, I launched three new products successfully in my area.

• Managed day-to-day business operations.
• Performed statistical analyses to gather data for operational and forecast team needs.
• Founded and managed Salon business, growing revenue despite being closed for several months due to covid.
• Reduced personnel turnover and promoted employee development by recruiting team-oriented candidates and implementing new training practices.
• Optimized team hiring, training and performance.
• Maximized operational excellence mentoring personnel on management principles, industry practices and company procedures.
• Used knowledge of market trends to create value-added solutions resulting in significant increase in revenues.
• Aligned branding initiatives and sales strategies with client goals.
• Trained and developed team members to build human capital.
• Maintained up-to-date administrative records to monitor operational conditions.