Regional Sales Manager, Regional Sales Director, Director of Sales, National Sales Director, National Sales Manager, Sales Director, Director of Sales Training, Director of Business Development, Vice President of sales, Vice president business development
Regional Sales Manager, Regional Sales Director, Director of Sales, National Sales Director, National Sales Manager, Sales Director, Director of Sales Training, Director of Business Development, Vice President of sales, Vice president business development
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Regional Sales Manager, Regional Sales Director, Director of Sales, National Sales Director, National Sales Manager, Sales Director, Director of Sales Training, Director of Business Development, Vice President of sales, Vice president business development
Direitos autorais:
Attribution Non-Commercial (BY-NC)
Formatos disponíveis
Baixe no formato TXT, PDF, TXT ou leia online no Scribd
Ambitious, astute Sales Executive with 20+ years success as
a 1st or 2nd line manager in highly competitive medical device, biotech, laboratory and specialty biopharma markets. Consistently an award-winning performer, achieving numerous President's Club, trimester sales and "Excellence in Leadership" awards. Dynamic management career spans small privately owned firms, $13MM 9-state territories, rapid growth, M&As and prominent companies (GlaxoWellcome, Ross Laboratories and Nestle Foods). * Charismatic team leader, mentor and trainer, with a talent for developing future sales leaders and driving teams to exceed quotas and achieve #1 rankings. * Change agent who demonstrates practical yet imaginative approaches to service delivery, workflow management and process improvement. * Persuasive communicator and skillful negotiator, with a tenacious focus on objectives, an unwavering commitment to customer satisfaction and the ability to execute on multiple priorities within fast-paced environments. KEY COMPETENCIES Sales Management Staffing/Team-Building/Empowerment Training Program Development Performance Management Budgeting, Forecasting & Planning Sales & Marketing Plans Territory Expansion Account Management/Retention Sales Tool Development Client Relationship Management PROFESSIONAL EXPERIENCE MDVIP, Inc., Chicago, IL; 12/2008 - 12/2009 DIRECTOR, PHYSICIAN DEVELOPMENT; 1 year Devised successful strategies for small privately-owned company with no sales plan, structure or training to achieve huge growth. Attracted physicians in a multi-state area to become concierge physicians within the company model, requiring high scrutiny. Staffed, trained and led regional account managers, transition team managers and patient advocates to successfully induct physicians into concierge practice area. KEY ACCOMPLISHMENTS: * Grew network by 30% in 8 months by establishing region sales planning and implementation tools. * Created pipeline development and mapping tools, leading to 120% attainment of sales goals for physician development directors. * Developed marketing plans for physician recruitment and training program for new directors, managers and patient advocates. * Personally trained and mentored new directors across the country. * Retained 100% of affiliated physicians in a very unstable time. * Played key role in positioning company for purchase by Proctor and Gamble last December. Stayed on in a consulting capacity to close the pipeline of active targets and facilitate the transition. BD TRIPATH (formerly Tripath Imaging), Chicago, IL; 10/2004 - 12/2008 REGIONAL SALES MANAGER; 4 years 2 months Directed $13MM 9-state Central Region, representing over 21% of the company's annual revenue. Staffed, trained and coached a high-performance team of selling liquid-based pap tests and diagnostic instrumentation to laboratories, OB/Gyns and primary care physicians. Contributed to interviewing, hiring and mentoring of new regional managers. KEY ACCOMPLISHMENTS: * Led team to #1 ranking (out of 9) for 3 consecutive years (103-107% of quota). Produced more than 2x the revenue than the next closest region. * Grew sales from $9MM to $13.5MM since taking over the region. * Implemented new hire and advanced training programs, medical device sales plans, accountability tracking, sales contests and compensation plans. Designed a regional ranking system for local and national standings. * Selected to lead the executive review of the regions each quarter. * Awarded for "Excellence in Leadership" 2 years straight for highest sales growth and developing/facilitating organization-wide sales training. Achieved 52% greater rep retention and 30% higher sales performance, resulting in double-digit growth. ALTANA PHARMA (formerly Savage Laboratories), Chicago, IL; 05/2000 - 10/2004 DISTRICT SALES MANAGER; 4 years 5 months Assumed control of district in rapid growth model. Grew team from 28 to 85 reps nationwide (7 states) selling prenatal vitamins, antifungals and medical devices to women's health care and hospital markets (Savage Laboratories). Promoted Detrol LA, Xanax XR and Zoloft with Pfizer. Subsequently helped company to launch respiratory products. KEY ACCOMPLISHMENTS: * When company became ALTANA, successfully created and built 2 separate hospital and specialty sales teams, growing total sales force to 650 reps strong. Resulted in a 24% sales growth (additional $14MM in revenue) and full coverage of the nation's physicians. * Within 2 trimesters, increased region ranking from 23 to 1 (out of 30). * Constructed a territory manager development program that aided in the promotion of 2 reps to management. Developed 4 President's Club winners. * Built sales and expense tracking tools to achieve reach/frequency goals for active and non-active accounts. Increased ROI on sales strategy investment by 15% while reducing costs 28%. * Analyzed sales/marketing data to identify trends, and then customized selling strategies that raised sales 11-14% throughout all regions. * Pulled together 15 overlapping partner districts to ensure message consistency and customer focus. * Educated regional management team and sales force on the planning and implementation of speaker programs. GLAXOWELLCOME, INC., Chicago/Rockford, IL; 04/1992 - 05/2000 8 years 1 month THERAPEUTIC AREAS SPECIALIST/RESPIRATORY BUSINESS UNIT COORDINATOR (1996 - 2000) TERRITORY SALES REPRESENTATIVE, Rockford, IL (1992 - 1996) KEY ACCOMPLISHMENTS: * Produced highest national market share increase for 3 straight years. * For 6 consecutive years, achieved sales awards each trimester. * Two-time President's Club winner. PRIOR EXPERIENCE 1987 - 1992 Ross Laboratories, Territory Manager Nestle Foods, Connection Sales/Marketing Specialist Alpine Sports Marketing, Sales Representative EDUCATION Northeastern Illinois University, Chicago, IL B.S., Business Management, 1987