A Professional Sales position that will capitalize on experience applied as a Territory, Regional & Key Account Manager with International experience as Sales Liaison to S. Africa. focusing on GPO, IDN & Distribution growth.
February 2012 to Present
President's Club 2013, 2012
Responsible for successful growth of a $4.85 million dollar region with growth expectations of 11% annually in the vascular market concentrating on capital equipment, soft and commodity goods for the prevention of DVT and PE.
Primary focus in acute care market, ASC, DOD and home market with direct and indirect distribution, as well as third party billers channeling business through GPO and IDN market calling on purchasing to all medical staff up to an including C-Suite level.
Ability to drive and maintain business at high level institutions securing future growth through intimate hands on training, coaching and mentoring of sales teams on a consistent basis.
Successfully launch several new state of the art industry technologies for growth.
Business Development Sales Director / Consultant
December 2009 to February 2012
Generate, secure and foster new business through solution selling utilizing existing services.
Recommend improved changes to current customers improving efficiency and profitability.
Manage shipper and carrier relationships, negotiate rates and source carriers.
Recruit, hire, train, mentor & coach new and existing employees in traditional selling strategies.
Key Account Manager
2008 to 2010
Negotiated contracts working with hospital CEO's and CFO's, with the Eastern Sales Division, Region 1 of 7, accounting for 14% of national sales
Utilized in-depth knowledge of profit/loss, contribution margins, pricing and hospital supply chain purchasing to maximize sales to forecast sales
Met regularly with regional and national Account Managers to establish key account priorities and foster sales strategies to accelerate growth
Enforced compliancy on GPO, IDN and Boutique contracts related to signed and negotiated tier level access with
1999 to 2008
Oversee all sales, marketing and operational activities in the Northeast Region
Responsible for forecasting, budgeting, expense control and overall regional profitability
Managed team of 9 to 21 East Coast Sales Reps concentrating in Urology, Ob/Gyn, Wound Care Ostomy & Incontinence, Biomaterials, Podiatry, Veterinary and General Surgery
Headed major initiatives related to the worldwide training of all new and existing Sales
Reps, and designed sales training manual, sample case and procedural bags
Grew sales team by 11.2% per year
International liaison to S Africa in addition to formal sales training in Pan Pacific and Europe
Develop annual and quarterly business plans, assess market potential and analyze market conditions, gross profit factors, competitive analysis and operational costs
Increase market growth through new business development with new accounts and current client base
Mid Atlantic Territory Manager
1991 to 1999
Managed and Responsible for overall Sales in Eastern PA, S NJ & DE and executed all phases of the sales cycle for Urology, Ob/Gyn, Wound Care Ostomy & Incontinence
Developed annual and quarterly sales plans, assess competitive and market factors impacting growth and make changes to increase overall sales and market share
Targeted sales to Hospitals, Clinics, Surgery Centers, Physician Offices & Acute Care facilities
Coordinate all Sales/Marketing, Training & Clinical Evaluations within territory
Initiate and organize new product development, training, in-servicing, product roll-outs, and clinical support for all new and existing products
1988 to 1991
Managed Central Philadelphia Sales Territory for telecommunications equipment, and confirmed Achiever's Club status within first year
Promoted to Account Executive II, due to consistently surpassing sales quota by 18-26%
Developed and designed customer proposals for the sales of large PBX telephone systems,
overhead paging, voice mail systems, copiers, and fax machines
Traveled the Mid-Atlantic region to aid in the training of personnel, to programming and troubleshooting of technical equipment and resolution of issues related to equipment
billing, installation, lease agreements and credit information
Formalized Sales Training
Formalized AT&T Business School of Cincinnati, Tom Hopkins Sales Training, John Maxwell Sales Training, Professional Selling Skills, Selling Against the Competition, Professional Sales Negotiation, Professional Coaching, Train the Trainer, all by Achieve Global, Inc., Economic Value Training, AORN OR Protocol Certification, HIPPA Training, Blood Bourne Pathogens, & HR Interviewing / Sexual Harassment Protocol
DJO Global President's Club, 2013, 2012
Phil Newhard leadership award: 1994, 1995, 1996, 1997 and 1998
B.S. in Business Administration