Kirby T. Smith San Antonio, TX 210-316-0122 ktsmith4435@yahoo.

com


Accomplished Sales Leader Lab / Pharmaceutical Industry

20+ years experience with proven success in building and sustaining trust-based partnerships with
Hospitals, Clinics and Physician Groups to CLOSE NEW ACCOUNTS, SOLIDIFY MARKET SHARE,
MAXIMIZE MARGINS ON EXISTING ACCOUNTS, and CREATE A HEALTHY PIPELINE OF NEW BUSINESS.

UNIQUE VALUE PROPOSITION:

Influential communicator and relationship-builder, with solid product knowledge in Central Nervous System (CNS),
Therapeutic and Cardiovascular areas. Strength in building, mentoring and retaining top-producing sales forces
with a consistent track record of reaching and exceeding quotas. Broad functional experience in: Strategic Sales
Planning, Business / Market Development, Sales Prospecting, Territory Management, Sales Force Training and
Development, Structuring Proposals and Closing Business.

BUSINESS VALUE / ROI:

Proven ability to: (1) Drive business growth as a hands-on sales leader, directly engaged with pipeline and account
management, forecasting, and closing opportunities; (2) Interface directly with C-level decision-makers, cultivating
collaborative relationships focused on needs identification, execution and retention.


Recent Performance Milestones

2007-present:
Strategic Business Manager - Working with Healthcare providers to drive healthcare away from silos
and towards population health management ACOs. IPA/IPO, P4P programs, Engaging Hospitals,
large physician groups (OBGYN, Pain Management, IM, FPs) to join preferred LabCorp relationship.

As REGIONAL MANAGER BUSINESS DEVELOPMENT LabCorp, acted as performance leader and driver of
change, realigning the sales force, including replacing non-performers with new talent, and implementing
disciplined processes across the Region, to energize team performance and drive revenue growth.

Consistently met and exceeded sales quotas, month-by-month for 6 consecutive years, by as much as 321%.

Additionally, served as key member of ISO 15189 Certification team, actively participating in root cause analysis
and constructing a Quality System framework.

2005-2007:

As DISTRICT SALES MANAGER Reliant Pharmaceuticals, leveraged understanding of competitive market
dynamics, uncovering new business, and developing sales strategies that produced significant results. Turned
around an under-performing region, consistently achieving 100% + of quota. Ranked as a Top Performer in
the Nation. Applied a consultative approach in problem solving and communication, and the ability to
penetrate, nurture and secure senior-level partnerships with key accounts (i.e. DynaCirc CR, Omacor, Antara).

2001-2005:

As DISTRICT SALES MANAGER AstraZeneca Pharmaceuticals, provided leadership and vision as the company
transitioned from core CNS market into the Cardiovascular segment, including driving new product launch.
Championed an aggressive sales strategy to expand the districts market footprint, increase revenue and
profitability, and reposition the sales organization to ensure success.

Gained Highest New Rx Market Share Change in Dallas South Region (2003). Received Peak Performer Award
(2003/2004). Ranked in Top 5% for Cardiovascular Sales in the Nation.



Kirby T. Smith Page 2

Professional Experience Summary

LABORATORY CORPORATION OF AMERICA (LabCorp), Burlington, NC 2007 to present
Stratigic Business Manager (2014-present)
Regional Manager Business Development (2009-2014)
Associate Regional Manager (2007-2009)

Strategic Business Manager - Working with Healthcare providers to drive healthcare away from silos
and towards population health management ACOs. IPA/IPO, P4P programs, Engaging Hospitals, large
physician groups (OBGYN, Pain Management, IM, FPs) to join preferred LabCorp relationship.


Initially, led a team of 15 Sales Reps in a $51M region to attain profitable sales and margin growth, calling on
Managed Care and Hospital accounts, and Clinical Lab customers. Oversaw all aspects of new business acquisition,
contract negotiations, sales forecasts, account management, customer retention, and performance metrics. Rapidly
promoted to RMBD role, assuming leadership of a $81M region with 10 Direct Reports. Position requires the ability
to engage prospective customers to understand their business environments and objectives, and fluently articulate
the value of LabCorps solutions. Additionally, actively participate on the ISO 15189 Certification Committee.

Focus on: (i.) Developing a top-caliber, customer-oriented sales team, focusing on talent, culture, product
knowledge, and best practices to meet market demands; (ii.) Building C-level relationships with accounts to
promote the visibility and presence of the companys brand and attain aggressive revenue and profitability goals.

RELIANT PHARMACEUTICALS, Liberty Corner, NJ 2005 to 2007
District Sales Manager

Assumed leadership of an under-performing district and subsequently a secondary district based on proven track
record of generating results. Managed, coached and directed a team of Sales Representatives to meet / exceed
revenue and market share targets for promoted products.

Focus on: (i.) Recruiting, training, acting as coach and mentor, and creating a collaborative team culture; (ii.)
Championing successful strategies and processes to increase sales effectiveness; (iii.) Utilizing strengths in
consultative sales and account planning, including account positioning, customer needs analysis, and long-range
account management strategies to develop rapport and establish credibility.

ASTRAZENECA PHARMACEUTICALS, Irving, TX 1997 to 2005
District Sales Manager (2001-2005) Cardiovascular
Rotational Assignment Regional Training Manager (2000-2001)
Rotational Assignment TA Lead CNS (2000)
Regional Training Specialist (2000)
Psychiatric Sales Consultant (1997-1999)

Rapid progression through increasingly responsible leadership roles, gaining a solid foundation in (i.) Developing,
guiding and motivating sales teams; (ii.) Building and nurturing relationships with senior-level decision makers, (iii.)
Reviewing, updating and implementing CNS training to Specialty and Long-Term Care sales force.

In addition to directing sales activities to increase market share and revenue, served as Convention Delegate
Manager (2004-2005), Regional Product Liaison between AstraZeneca and AHA for a Hispanic Outreach initiative,
and Product Manager (2003/2004). Presidents Club (1999/2000).

Earlier Career Various Sales roles (CNS, CV / Metabolic Diseases, Neurology / Urology) at
PHARMACIA & UPJOHN, INC. (1990-1997); Regional In-Store Service Manager and
Sales Rep, HERLITZ, INC., (1984-1990)

Education BBA Marketing LAMAR UNIVERSITY, Beaumont, TX (1984)