Carl Kotch
Sugarloaf
Summary
Sales leader with proven ability to drive revenue growth and enhance team performance. Expertise in sales strategy, client relationship management, and market analysis. Strong focus on teamwork, adaptability, and achieving results. Known for leadership, communication, and problem-solving skills. Demonstrated success in launching new products and growing market share of mature product lines.
Overview
20
20
years of professional experience
Work History
Director of Sales
Techniserv Inc
Berwick, PA
01.2024 - Current
- Directed commercial sales strategy achieving back-to-back $25M+ revenue years (2024–2025) while strengthening position as leading OEM equipment manufacturer in the pharmaceutical and life science industry.
- Transformed after-sales business into a key growth driver, scaling revenue from $2.1M to $3.3M (+57%) through expanded product offerings, targeted lifecycle sales strategies and enhanced customer retention initiatives.
- Balanced capital equipment sales with high-margin aftermarket growth, improving overall revenue mix and long-term account profitability.
- Developed and executed strategic sales plans to drive revenue growth and market expansion.
- Analyzed market trends to identify opportunities for product expansion, leading to increased revenue streams.
Executive Cardiovascular Renal Consultant
Boehringer Ingelheim
Scranton/Wilkes-Barre, PA
04.2023 - 01.2024
- Maintained responsibilities of previous roll while expanding account based selling responsibilities
- Partner with key decision makers in hospital setting to implement care management pathways
- Present clinical data to ensure promoted products are placed on/remain on inpatient hospital formulary
- Provide risk/benefit analysis for promoted product to improve patient outcomes
- Analyzed local trends to identify opportunities to increase market share
Regional Training Lead
Boehringer Ingelheim Pharmaceuticals
Northeast Region
01.2017 - 04.2023
- Developed and implemented both virtual and in person training programs to ensure effective onboarding of new employees
- Provided feedback and guidance to team members on their performance related to training objectives
- Implemented interactive activities using multimedia elements in order to enhance learner engagement levels
- Rolled out corporate initiatives and conducted refresher trainings on a regional level
- Lead various POA workshops at both the regional and national meetings
Executive Cardiovascular Business Specialist
Boehringer Ingelheim Pharmaceuticals
Northeast Region
10.2022 - 03.2023
- Implemented a customer engagement model to assess and exceed customer needs
- Partnered with targeted offices to provided clinical resources that enhance patient care
- Utilized strategic selling, clinical expertise, and communication skills to drive sales in a disadvantaged selling environment.
Cardiovascular Business specialist
Boehringer Ingelheim Pharmaceuticals
Northeast Region
01.2015 - 10.2022
- Implemented a customer engagement model to assess and exceed customer needs
- Partnered with targeted offices to provided clinical resources that enhance patient care
- Utilized strategic selling, clinical expertise, and communication skills to drive sales in a disadvantaged selling environment.
Primary Care Sales Representative
Boehringer Ingelheim Pharmaceuticals
Scranton/Wilkes Barre, PA
01.2006 - 01.2015
- Promoted the use of and sold pharmaceuticals to the numerous physician specialties, including: Internal Medicine, Family Practice, Cardiology, Pulmonology, Neurology, Nephrology, Urology, and Emergency Medicine
- Effectively Increased company’s share in a highly competitive marketplace by detailing products to physicians, pharmacies, support staff, and hospitals
- Developed comprehensive business plans to successfully launch several new drugs
- Used a fair and balanced presentation platform to educate customers of the features and benefits of both new and mature drugs
- Established and maintained strong relationships with key physician offices across large territory throughout Northeastern Pennsylvania
- Analyzed weekly physician summary and zip code reports to identify prescribing trends and uncover untapped potential
- Collaborated with primary care and specialty counterparts to create efficient routing and increase share of voice
- Effectively managed marketing budget to maximize R.O.I
- Served as liaison for multiple local and regional speakers, to organize and conduct impactful peer to peer education programs
Education
Bachelor of Science -
Penn State University
06-1998
Skills
- Sales funnel management
- Revenue growth
- Sales leadership and training
- Consultative Sales Techniques
- Client Needs Assessment
- Executive Coaching
- Territory management
- Key account targeting
AWARDS
President’s Club Award Winner - 2021
President’s Club Bronze Winner - 2012
Pradaxa Broadway Challenge Contest Winner
Jardiance Launch Excellence Kicker Contest Winner
Timeline
Director of Sales
Techniserv Inc
01.2024 - Current
Executive Cardiovascular Renal Consultant
Boehringer Ingelheim
04.2023 - 01.2024
Executive Cardiovascular Business Specialist
Boehringer Ingelheim Pharmaceuticals
10.2022 - 03.2023
Regional Training Lead
Boehringer Ingelheim Pharmaceuticals
01.2017 - 04.2023
Cardiovascular Business specialist
Boehringer Ingelheim Pharmaceuticals
01.2015 - 10.2022
Primary Care Sales Representative
Boehringer Ingelheim Pharmaceuticals
01.2006 - 01.2015
Bachelor of Science -
Penn State University