1. KE N N E T H A. PA U L M E N N
30 Lilac Ct. • Monmouth Junction, NJ 08852 • 908.377.4383 • Paulmenn45@gmail.com
CARDIOLOGY, ELECTROPHYSIOLOGY, UROLOGY, AND NEUROLOGY SALES SPECIALIST
Top-producing, profit-driven, and highly effective Pharmaceutical Sales Professional with exceptional career of
launching multiple products and providing sales growth in challenging markets, with a strong focus on sales, training,
and customer consultation. Successful in initiating, implementing, and supervising successful sales and marketing
programs. Consistently and significantly surpass team and personal sales and productivity goals. Promote excellent
customer relations with physicians and pharmacists through ongoing communication, on-site visits, and timely, multi-
channel contacts. Proven record of growing client base, increasing market share, and developing strategies for niche
products. Achieve consistent annual sales growth by devising and implementing effective sales techniques.
Demonstrate broad-based strengths in:
Key Account Management Medical Knowledge Marketing Planning
Competitive Intelligence Managed Care Data Analysis
Specialty Product Training Relationship Building Product Introduction
Territory Optimization Team Leadership Consultative Sales
Customer Maintenance Specialty Sales Market Penetration
PROFESSIONAL EXPERIENCE
XENOPORT (PDI), Santa Clara, CA March 2013 TO May 2014
Biopharmaceutical Company structured on the development of neurological disorders, focused on compounds and
patented delivery systems to help stabilize inconsistent medicines used to mitigate tough to treat conditions such as
Restless Leg Syndrome (RLS), Postherpetic Neuralgia (PHN), Multiple Sclerosis and Parkinson’s Disease, and building
an outside sales force.
Neuro Health Specialist
 Recruited representatives, developed learning plans, and assisted in training a newly established
sales team, responsibilities included calls with leadership, first preview and coordinated input for developing
instructional plans, including the PRO Sales Model, for heading national and regional web based training.
 Member of the “Fast Five”, aptly named for being one of the first 5 hired for the sales team that was being
formed, it was incumbent upon me to lead in many roles prior to the re-launch of Horizant. This included
product knowledge, call planning, each territory of the northeast region being analyzed based on provided
data, and providing leadership with feedback, both from customers as well as fellow employees.
 Rapidly garnered relationships during a hit the ground running style re-launch of Horizant with some of the
largest specialized practices in the area, which included the largest pain management group in NJ, to foster
business, trust, and commitment from the thought leaders that drive area business and opinion.
 Strategically managed a geographically large territory that stretched from Manahawkin to Newark, and
west to Phillipsburg and Trenton. These strategies included sectoring the geography based on need,
potential, and access, detailed breakdowns of all reports for focused targeting, at times finding satellite
offices for best availability to not merely make a sales call, but to be able to see, speak to, and sell to the
customer and the staff, while using my limited resources responsibly to ensure the best possible ROI.
 Successfully providing sales results while maintaining budget parameters for spend per month,
focusing on educating the client and their staff on the safety, benefit, and compliant usage of Horizant for
patients with RLS and PHN, while competing against 2-4 competitor sales associates and poor Medicare
coverage in each section of my New Jersey based territory, and nevertheless gaining market share.
 Appointed to leadership committees for relaying the feedback from the representatives, and providing my
own thoughts, on what would best assist our sales team in the field to the heads of marketing, head of
training, V.P. of sales, and having my opinion sought out on regional and national meeting structure and
content encompassing topics such as peer to peer programming, specialized practitioner conferences, and
what our role can and should be preparing for, and in attendance at, these essential conferences.
 Successfully promoted the legitimacy of a small young company, with one product, in an environment
that demanded trust and reassurance for these customers to be able to waver from long standing
relationships with companies and representatives that have tenure with these customers and their staff.

2. KENNETH A. PAULMENN PAGE 2
GLAXOSMITHKLINE, Philadelphia, PA 2008 TO 2011
Research-based pharmaceutical company, engaging in the discovery, development, manufacture, and marketing of
pharmaceutical products, over the counter (OTC) medicines, and health related consumer products.
Executive Pharmaceutical Sales Representative
Successfully grew sales for numerous products across multiple territories through face-to-face dialogue with
physicians and pharmacies.
Sales and Marketing:
• Established and maintained positive relationships with a variety of medical professionals from
different areas, including Cardiology, Urology, Internal Medicine, Family Medicine, Pediatrics, Dermatology,
Endocrinology, Obstetrics and Gynecology, and Pharmacy in order to introduce and promote company
products.
• Expert-level product/disease state knowledge across multiple fields through promotion of numerous
medicines and continuous training, leading to credibility and trust with medical professionals.
• Data-analysis expert, consistently utilizing all available reports and tools to assess “state of the business”
and changing strategy accordingly.
• Rythmol SR national re-launch and training team, integral member of the Rythmol SR product team
leading and participating in live meetings with product managers, live training, and regional tele-con trainings
• Independently provided leadership roles on several teams, developing and implementing weekly,
monthly and yearly strategies around customers, products and any other issues related to the business while
monitoring team’s progress and adjusting accordingly.
• Avodart point-person for Central New Jersey District, responsible for working side-by-side with local
Urology Specialist and pulling anything brand-related through to District.
• Award winner for highest regional Avodart Growth, contest aimed at the highest growth vs 5Ari BPH
class competitor for specified time after the introduction of powerful new data.
• Dynamic sales experience across multiple demographics. Successfully sold a variety of medicines in 3
different Central NJ territories, while building concrete business relationships with a my health care
professionals, including many different types of office settings and types of patients being treated.
• Gathered competitive intelligence regarding pricing and messaging and developed strategies accordingly.
• True understanding of the patient provider and payer business environment through continuous
training and interactions with doctors, pharmacists and staff.
• Career IRANK in Top 50%. Exceeded quarterly goals for all products on a regular basis and consistently
outperformed more than 50% of other sales representatives in Sector since starting with GSK and in turn
received promotion to Executive Sales Representative in the minimum number of quarters needed to qualify.

3. KENNETH A. PAULMENN PAGE 3
RELIANT PHARMACEUTICALS, Liberty Corner, NJ 2000 TO 2008
Privately-owned and operated pharmaceutical sales company, providing cardiovascular medicines, to dispensing
physicians and independent pharmacies in a national market.
Appointed to CSS Area Sales Manager (2007-2008)/ Interim CSS Manager (2005)
Successfully lead in the launch and promotion of Rythmol SR, a Class 1C anti-arrhythmic, through on-site sales and
advisement to physicians and pharmacies, while providing leadership to the Northeast, and the training and
retraining of newly acquired and current specialty representatives to aid in surpassing $115 million in sales.
Sales & Marketing:
• Managed 10-territory sales team, Appointed by National Sales Director to manage the Northeast specialty
sales team, reaching from Philadelphia, PA to Maine, while maintain and growing sales in my former territory
and 3 vacant territories.
 Monitored team progress, providing training and mentoring, and facilitating monthly sales meetings, and
performance reviews
 Maintained area morale and growth during a time of change as Reliant Pharmaceuticals was purchased
by GlaxoSmithKline
 Member of National Cardiovascular Specialty Management Leadership Team
• Personally achieved up to $2 million in annual sales, meeting or exceeding monthly sales quotas.
• Spearheaded alternative sales channels, such as Hospitals, Internet pharmacies, that led to increased
sales.
• Facilitated Rythmol SR’s ability to maintain market share by developing strategies for selling versus the
competition in an ethical yet powerful manner through competition PI’s and doctor feedback.
Cardiovascular Sales Specialist (2003 – 2008)
• 5 years elected Area/ District MVP, award created in 2002 that was voted on by the team and manager to
be awarded to the representative who showed the greatest leadership and intangibles including, but not
limited, the sales performance.
• Secured new accounts via Internet, referrals, monthly newsletters, national organization lists, networking,
cold calls, and tradeshows.
• Appointed to S.M.A.R.T Team which provided cohesion between sales and marketing to provide feedback
and leadership for multiple growth initiatives and developed marketing materials beneficial for improved sales.
• 5 time Quarterly Area Specialty Sales Leader based on national and area rank which included #1 ranking
for class 1C annual market share and multiple quarters of top 10 rankings
• Maintained account records of order history, preferences, trends, and contact information.
• Performed ongoing and aggressive lead follow-up to capture new business; touched base biweekly with
existing customers to expand sales.
• 4 years selected as Team Business Analyst to compile, analyze and disseminate sales results on both a
weekly and quarterly basis to provide the team with a simplified view of sales results as well as avenues where
immediate growth was available to us.
• Designed sales log and tracked performance to ensure sales team met milestones toward goals.
• Gathered competitive intelligence regarding pricing and purchasing.
EDUCATION
WAGNER COLLEGE, Staten Island, NY
Bachelor of Science in Social Studies Secondary Education, 1996
Concentration: Secondary Education