ARDEN K.

KARIAN
1040 Sanders Road
Northbrook, IL 60062
akef6818@westpost.net
224.688.6358

SALES EXECUTIVE
~ Over 10 years of success - one of the company's best in sales ~
> Skilled at all levels of the Consultative/Solution Selling process; particular
ly strong in closing the sale and building rapport and long-term relationships w
ith customers.
> Tenacious hunter with the proven ability to build/grow a territory, penetrate
new markets and build market share. Track record of creating award-winning terri
tories.
> Proven ability cultivating and maintaining long-term client relationships to g
row revenue.
> Highly effective time manager with excellent organizational and follow-through
abilities.
> Well-developed persuasive and communication skills; able to interact with indi
viduals at all levels.
> Technically astute, can easily learn new product lines, highly technical data,
and design specifications.

AREAS OF EXPERTISE INCLUDE:

===========================
* Territory Management
* Account Management
* Consultative Solution Selling
* New Business Development
* Relationship Management
* Collaborative Teamwork
* Expanding Sales Opportunities
* Time & Resource Management
* Presentation Skills
* Team Building & Leadership

PROFESSIONAL EXPERIENCE
=======================
NATIONAL ACCOUNTS DIRECTOR
MOTIVEQUEST - EVANSTON, IL - 2010 - PRESENT
Leading Online Anthropology consultancy that works with Fortune 500 companies to
help them manage the business and marketing implications of the social computin
g revolution.
* Hired to spearhead entry into the healthcare and pharmaceutical industry for l
eading edge technology that tracks online conversations to identify consumer beh
aviors.
* Challenged to penetrate key accounts including Top 10 Pharmaceutical firms.
> Noted for being on track to meet/exceed quota, despite a tough economy and int
roducing a new product with a long sales cycle.
> Leveraged extensive database of key contacts at targeted firms and gained intr
oductions faster than expected.
SOLUTION SALES EXECUTIVE
IMS HEALTH - DEERFIELD, IL - 2007 - 2009
Pharmaceutical marketing information and consulting services
* Supported a $27M business line; responsible for 11 of the top 20 pharmaceutica
l accounts representing $12.5M in annual revenue. Collaborated with IMS Account
Teams to drive new business. Effectively utilized Salesforce.com to proactively
manage all accounts.
* Cultivated and maintained relationships with a broad array of external stakeho
lders. Customers included Pfizer, Eli Lilly, Abbott, and Amgen. Partnered with c
onsultants such as Ernst & Young and Price Waterhouse Cooper, as well as many Wa
ll Street investment firms.
> Achieved 131% of sales quota in 2007, 106% in 2008, and delivered 134% of quot
a for period worked in 2009.
> Ranked in the top 10% of sales force of approximately 280.
> Retained 95% of current customer base; new customers increased revenue by 12%.
> Earned membership in the 2007 and 2008 100% Club.
> Received the 2007 IMS Solution Sales Team of the Year Award as a team member.

SENIOR ACCOUNT MANAGER - 2003 - 2007

IMS HEALTH / DATA NICHE ASSOCIATES - DEERFIELD, IL
Managed Care and Medicaid pharmaceutical rebate claims validation
* Communicated the value proposition for portfolio of products and services to a
ssigned customers. Charged with managing 41% of the company budget for all produ
cts through repeat and new sales.
* Provided technical support and guidance to Account Managers, Client Service Re
presentatives, Sales Administration, and IT.
* Effectively leveraged sales tracking tools to maintain opportunities and close
sales.
> Consistently ranked in the top 10% of performers in a sales force of approxima
tely 280.
> Achieved 129% of quota in 2006, 98% in 2005, 106% in 2004, and 110% in 2003.
> Retained 98% of customer base year after year. Acquired new customers who repr
esented an increase of revenue ranging from 13% to 18% annually.
> Formally recognized with membership in the 2006 100% Club, 2004 President's Cl
ub, and 2006 Americas Achievement Award.
> Named to the National Council for Prescription Drug Providers (NCPDP), an orga
nization standardizing electronic communications within the pharmaceutical indus
try.
> Spearheaded an NCPDP project that resulted in a published manual utilized acro
ss the pharmaceutical industry to reconcile disputed rebate claims.

DIRECTOR, MANAGED CARE SYSTEMS - 2000 - 2003

DATA NICHE ASSOCIATES- NORTHFIELD, IL
Managed Care and Medicaid pharmaceutical rebate claims validation
* As Director of Managed Care Systems, functioned in multiple capacities. Collab
orated with the VP of Managed Care to develop, promote the Managed Care Rebate V
alidation system (MCRView).
* Targeted firms needing Managed Care or Medicaid pharmaceutical rebate claims v
alidation systems.
* Prepared sales materials and presentations, and provided technical support to
client service representatives. Developed proposals for clients seeking core pro
ducts and custom data solutions.
> Attained 118% of quota in 2002, 108% in 2001, and 101% in 2000.
> Each year retained 100% of current customer base. New customer acquisition inc
reased sales revenue an average of 20% annually.

ASSOCIATE SCIENTIST
ABBOTT LABORATORIES - DEERFIELD, IL - 1996 - 2000
Conducted research and development for laboratory blood testing equipment to ass
ess various concentrations of blood chemistry using immunoassay technology
* Originally hired as a contract employee, but hired full-time after three month
s. Biology, chemistry, and computer skills helped obtain the position.
* Conducted various assay development, performance, and validation studies, and
interacted with non-R&D groups to coordinate product development goals.
> Co-authored articles published in professional journals related to product dev
elopment in the medical diagnostics industry.

EDUCATION / TRAINING
====================
LOYOLA UNIVERSITY OF CHICAGO, CHICAGO, IL
MS IN INFORMATION SYSTEMS, 2000
LOYOLA UNIVERSITY OF CHICAGO, CHICAGO, IL
MBA WITH CONCENTRATION IN MARKETING AND FINANCE, 1998
UNIVERSITY OF ILLINOIS AT CHICAGO, CHICAGO, IL
BS IN BIOLOGY, WITH A MINOR IN CHEMISTRY, AND BA IN PSYCHOLOGY, 1995
~ Management Training Program, IMS Health ~
~ SPIN Selling Certificate Seminar, Huthwaite Associates ~