Sales Manager
Resume:
Robert J. Nicholson
Hastings, MN 55033
**********@*****.***
SUMMARY of QUALIFICATIONS
. 10 years Business-to-business consultative sales, 6 years medical
sales
. Multi-channel sales including corporate, private practice, retail
franchise and warehouse (Costco)
. Winner GE Best Sales Presentation award out of 77 competing reps
. Winner GE Outstanding Sales Award
. Tactfully aggressive at growing and developing multi-million dollar
accounts
. Experienced negotiating with business owners, purchasing agents and
decision makers at multiple levels, including C-level and Vice-level
executives
. Demonstrated ability to build new territories and expand opportunities
within existing client base
. Highly developed presentation skills, having presented to audiences of
100+ attendees
. Ethically driven, accountable to principles of territory management
and T&E guidelines
. Highly proficient in Microsoft Office suite and CRM tools: Sage Act!
Contact Manager, Sales Logix, Goldmine, Navision, OnContact,
Salesforce.com, Sycle.net, Hear Form and TIMMS
PROFESSIONAL EXPERIENCE
American Hearing Aid Associates, Chadds Ford, PA
Territory Account Manager
7/2011 - 5/2012
Territory: MN, ND, SD, IA, WI, NE, KS, IL, IN, MO
This position required 70% travel.
Managed a portfolio of Audiology and ENT practices consisting of 25
businesses owners and more than 260 employees. Implemented strategies with
business owners that improved business processes and created sustainable
behavioral changes in their staff, which positively impacted profitability.
. Drove YOY same-store unit sales of hearing instruments 135% by Q2 2012
. Drove sales to 114% in 10 months by re-engaging accounts and
aggressively prospecting
. Lead and managed business owners and their personnel to develop
innovative strategies and solutions to grow their businesses (best
practices), and executed each plan according to proven processes
(training sessions, seminars, webinars)
. Analyzed P&L and financial statements to identify areas for growth and
increased profitability
. Teamed with AHAA marketing and inside sales to develop, implement and
execute annual and quarterly business and marketing plans for each
owner, determine ROI and increase gross sales and net revenues
. Utilized relationships with manufacturer partners to source leads and
identify prospects who would benefit from AHAA products and services
Medical Technologies, Inc., Burnsville, MN
Territory Manager
12/2009 - 7/2011
Territory: MN, ND, SD, IA, NE
This position required 70% travel.
Multi-line distributor of diagnostic capital equipment, single-use items
and consumables that involved full life cycle selling at multiple call
points to doctors, nurses, lab managers and industrial hygienists.
Conducted comprehensive on site and remote training, in-service classes and
seminars to add value to sales and ensure competency of instruments
purchased. Consistently exceeded 100% of sales quota with exclusive
manufacturers.
. Increased sales of single-use surgical products 21% over 11 months by
persuading decision makers to utilize MT as a single-source, preferred
solution
. Coordinated and executed staff training, in-service training and OR
cases for equipment sold, enhancing value and Medical Technologies'
brand
. Business development generated by making weekly cold calls, attending
state and regional tradeshows and mining current customer database for
aged and upgradeable equipment
. Closed sales utilizing Sales Logix to generate accurate sales quotes.
Prepared and presented leasing options to overcome price objections
and add value to sales
. Solutions oriented, consultative sales approach with thorough pre-call
planning and conscientious post-sale follow-up
Interton, Bloomington, MN
Midwest Regional Sales Manager / Account Manager
7/2008 - 12/2009
Territory: MN, ND, SD, KS, NE, IA, MO, WI, IL, IN, MI, CO, UT, NV, ID
This position required 90% travel.
Sold hearing instruments and accessories to dispensing audiologists and
hearing instrument specialists through commercial and warehouse (COSTCO)
channels. Consulted with business owners to determine needs and improve
profitability with Interton products. Identified key accounts, created
business and marketing plans that detailed strategies for growth in the
Midwest territory.
. Drove Midwest Territory growth 24% Q1, 2009 over Q4, 2008
. Grew territory sales 36% in 2009 over 2008
. Increased average selling price (ASP) by transitioning key accounts to
new products, advanced technology and by limiting unnecessary
discounts and giveaways
. Partnered with inside sales reps and customer service to identify,
educate and reverse declining accounts
. Reduced return for credit rates by ensuring customers understand and
adhere to manufacturers recommendations for physical fit and
programming of Interton hearing instruments
. Solutions oriented, consultative sales approach with thorough pre-call
planning and conscientious post-sale follow-up
CareCredit, Costa Mesa, CA
Business Development Manager, Audiology
2/2007 - 7/2008
Territory: ND, SD, KS, NE, MN, IA, MO, WI, IL, IN, MI, KY, TN
This position required 90% travel.
Full life cycle selling patient payment plans and financing to ENT and
audiology practice owners. Coached ENT physicians, surgeons, audiologists
and hearing instrument specialists to effectively position and present
CareCredit as a practice-building tool that leads to increased case
acceptance of elective surgical procedures, increased sales of medical
devices and reduced returns.
. Grew territory 20% (Q1 - Q3 2007) by closing new accounts and
increasing usage by current customers
. Quarterly Sales Leader Q1, 2008
. Quarterly Sales Leader Q2, 2008
. Consistently ranked in the top 5% of Audiology/ENT sales team
. Winner of GE Best Sales Presentation Award at 2007 Mid-Year Sales
Meeting by peer and executive review,
out of 77 competing reps
. Winner of Outstanding Sales Achievement Award at 2007 National Sales
Meeting
. Consultative sales approach, with targeted pre-call planning and
methodical post-sale follow-up
Self-employed, Saint Paul, MN
Sales Consultant / PC Technician
4/2001 - 1/2007
Sole proprietor of computer repair, PC upgrade, small office/home office
networking, web-design and sub-hosting services.
. Grew revenue from $0 to $60K by second year
. Developed strategic marketing plans utilizing cold calls, flyers and
B2B networking
. Cross-sold services using B2B, B2C strategies and peer-to-peer
networking
. New account development included making 60-100 cold calls per week
. Attracted and retained loyal clients by building reputation of
integrity, knowledge, and accountability
. CompTIA A+ and Network+ Certified
EDUCATION and TRAINING
Metropolitan State University
2003
Bachelor of Arts, Management
Extracurricular activities: Lacrosse, tennis, student government
. Huthwaite SPIN Selling
. DiSC Personality Profile
. Jeffrey Gitomer Sales Seminars
. Dan O'Connor Power Diversity Communication Workshop
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