Kai Chen


·4 years as national sales in anesthesia to lead the acquired team, yearly sales growth 24%, beating the market 20%

·Msc. in branding, 2 years as marketer on new product pre-launch promotion , PLC management, increasing doctor’s delivered value, corporate-customer relationship orientation, customer education and prescribing habits switch

·6 years in medical device sales and distributor managing, personal sales revenue RMB 17.5 million/year

·Medical university graduation, 6 years as a physician

·A wise ruler gathers more people, as not tired of meeting different people

·Initiating, consideration, executive and participative managerial behavior

Work History

Work History
Mar 2003 - Mar 2008

National Sales Manager

Schering-Plough (Organon) Pharmaceutical Co. Ltd

Key responsibilities:

·Sales management

·Cost control

·Maintain the highest of ethical behavior in line with company policy


·Headcount turnover keeps at 20% in average

·Productivity reaches at 168,000 RMB / FTE Medical Rep / Month

·Marketing share achieves at 45% in 20 cities and 3 areas, however 36% national wide

·Yearly sales grows at 24%, beating the market at 20% while total cost reducing 6%

·Merge the company culture into the acquired team

·Peer group pressure for sales force automation

·Initiate key account management, KPI and SOP

·Establish mutual communicational channel and create warmth & trust ambience

May 2003 – Jul. 2004

Title: National Product Manager – Anesthesia Sales Unit

Report to: Marketing Unit Manager

Key responsibilities:

·Lead the development of strategies of the muscle relaxants

·Ensure the cross-functional alignment

·Execute on national wide promotion activities to keep sales force & doctors dynamics

·Review spending, procedures with aim to realize cost reduction while maintaining results


·Changing the “Only Sales” to “Sales & Marketing” alignment

·Increase doctors loyalty on product and corporate brands while weakening the individual sales relationship with doctors

·Standardize the criteria to determine KOLs and build up speakers’ pool

·Initiate symposium, seminar, clinic study, CME, lecture tour for customer education and prescribing habits switch


Sep 2001 - Jul 2003

Master of Science

London South Bank University