Mark McKee, MBA

Mark McKee, MBA

Business Development Manager


With over 15 years of accomplished experience in high-dollar, high-profile Sales and Marketing with global industry leaders, I have built a reputation of contributing up to multi-million dollar annual positive impacts on bottom lines. I am exceptional not only at establishing new revenue streams, but also in finding significant upselling opportunities within existing channels. I am a dynamic leader with a history of developing exceptionally high-achieving teams of up to 20 people by leading by example, open communication and maximizing their strengths.

Possessing a constant goal focus, I execute all roles and responsibilities with the end result in mind. My initiatives have been wildly successful, and I can maximize your sales potential and market share through strategic market planning.

Specialties: Strong Executive Presence • Sales Process Development • Operational Reorganization • Persuasive Leader Relationship Development • Intense Customer Focus • Negotiator • Strategic Planner.

Work History

Work History
1997 - Present

Senior Executive of Sales

GlaxoSmithKline Pharmaceuticals
  • Brought the largest territory in Kansas from bottom third to the #1 district leader and the top 3 regionally during first year of tenure with current employer.
  • Handpicked to turn around a $4M territory twice, with business development goals of $6M and $8.5M, respectively – catapulted this high-profile territory to $12.5M, nearly a 50% increase, and resulted in first-ever awards.
  • Consistently converted underperforming sales territories and channels into top performers by building relationships based on trust, married with impeccable follow-through.
  • Reformed a territory with a goal achievement of 70%, and within 4 years turned it into a top performing territory over 100% with an exponential sales increase to $12M.
  • Ranked #1 in district from 2002 to present in new product launches.
  • Known sales leader, holding a 4:1 ratio of sales vs. top competitor from 2010 – 2012.
  • Currently the only Territory Manager to not lose a key account, even in the face of bad publicity, contributing to territory state being ranked #2 in the nation in profitability.
  • Additionally achieved 300% more client promotional participation vs. the national average andlaunched 5 high-visibility products.
  • Similarly boosted product up 168% over an aggressive sales goal and increased this year’s market share per product 23.5% to 53% in the first 6 months. 
  • Responsible for 40% of sales volume in a district of 12 Business Development Managers.
  • Analyzes customer data in a novel way to categorize clientele by their profitability. This allowed for substantial growth during extremely difficult market timing. It also allowed for award-winning performance with products that had poor sales histories.
2007 - 2010

District/New Candidate Trainer

GlaxoSmithKline Pharmaceuticals
  • Lead District Trainer for new hires and experienced sales representatives to enhance knowledge for multiple pharmaceutical products and disease state education.
  • Prepared new sales representatives by conducting orientation to sales process, developing individual coaching plans, providing resources, and scheduling drive-alongs twice a week to monitor progress.
  • Personally coached 8 new hires at a time, who became my sales team for a 4 week training period. Conducted one-on-one meetings to answer questions, role play, and offer professional support.
  • Maintained a 100% retention rate for all new hires under my supervision.
  • Determined training needs by traveling with new hires, observing sales encounters, and studying sales results.
  • Improved training effectiveness by developing new approaches and techniques, while making support readily available.
2005 - 2007

Product Marketing Manager

GlaxoSmithKline Pharmaceuticals
  • Recognized for best marketing and concept design with one product sales aid and shot growth up 146% one year for the oldest product in one product line.
  • Brought together disparate, fragile relationships to create a cohesive group, and excelled at managing change for the district to create a positive environment.
  • Responsible for supporting and contributing to the development and implementation of the business strategy to maximize profitable growth for GSK with the existing assets
  • Led employees from various departments including editing, procurement, IT, regulatory, medical affairs, legal, vendor management including PR and advertising firms in NYC.
  • Increased product revenues by 146% to reach over $380,000,000.
  • Revamped training modules to include updated information and rolled out strategies and tactics to national sales and management teams.
1994 - 1997

Outside Sales Manager

  • Consistently exceeded capital equipment sales goals for products ranging from $12K to $150K.
  • Secured contractual commitments and maintained ongoing relationships with key accounts; Hallmark Cards, AT&T, Sprint, IBM, Xerox, H&R Block DST Systems and Yellow Freight.
  • Coached and trained new representatives on product lines and FriendSHIP shipping software to improve product knowledge and selling techniques.
  • Assisted in city wide marketing strategies including market research, DTC campaigns and public relation events.
  • Representative of the Month 23 times during tenure.



Addition Sales Experience

Software sales and solutions consultant selling Drafix Windows CAD software program to high tech customer segments including engineers, technical firms, and national computer chain stores.

  • Secured monthly stocking agreements with national chain stores including Comp USA, Computerworld and Fry’s Electronics in Mid-west and West coast store outlets.
  • Managed local territory sales and on sight training targeted to small and large engineering firms, graphic designers and technical departments. 
  • Represented brand at annual Comdex computer convention including product demonstrations to convention attendees along with personalized demonstrations to national chain store buying representatives.
  • Conducted on-sight contracting agreements along with establishing future business partnerships with prospective clients.