Sales Project Manager

Jeffrey (Jeff) Allen Rivers

**** ***** **

Roanoke, TX 76262

H. 817-***-**** M. 940-***-****

E-mail: *******.*.******@*****.***

Objective To continue my career in sales/marketing by using my business development, strong communication and

relationship building skills together, along with a hard work ethic to contribute to the growth of an organization and

my professional career.

Experience Rivers Real Estate Group May 2009-Present

Co-Owner May 2009-Present

Established small real estate firm for Denton County and North Tarrant County, TX

Focus on residential, small commercial sales and development

Professional Clinical Laboratory, Inc. (ProLab) April 2008 – May 2009

Vice President, Sales and Marketing April 2008 – May 2009

Implemented sales compensation plan that focuses more on growth and has a retention component

Developed Strategic Outlook plan to carry organization through 2013

Lead Sales Team of 17 representatives.

2008-Responsible for closing of 5 hospital deal (Net growth of $1.2M /annual)

Helped establish business tracking metrics for Senior Leadership Team

Established on site customer call center (managed software acquisition and developed protocol)

Managed client solutions department that consisted of auditors and schedulers (staff of 17 with 2 managers)

Helped company attain profitability (11/13 months– prior to my arrival there was no consistency)

Negotiated the hiring of key positions including VP of Operations and Medical Director.

Quest Diagnostics, Inc. August 2003 - April 2008

Hospital Sales Director – Southwest Division (promotion) March 2006 – April 2008

2007 – Division finished 105% of plan

2006 – Division finished 111% of plan

Managed sales team of 15 (5 Account Executives, 10 Service Reps)

Book of business managed $52,000,000

Territory covered Southwest Division (Texas, Oklahoma, Louisiana, Mississippi and Southern New Mexico)

Member of Senior Leadership Team in the Houston and Dallas Business Units

Responsible for planning and executing hospital sales strategies for Division.

Implemented strategic partnership with pathology group that retained Quest presence in TX panhandle

Developed Team Selling approach for Account Executives and Service Reps that help growth the territory over

2 years by $4.8M.

Hospital Account Executive – South Texas Territory August 2003 - March 2006

Responsible for selling reference lab partnership and services into new and existing accounts (South Texas)

Call focus was Pathology Groups, Reference labs, Laboratory Management and Administration within the

hospital

Sell testing services in the areas of Advanced Anatomic Pathology, Genetics and other esoteric testing services

offered at Nichols Diagnostics and Quest Diagnostics laboratories

Lead team of 2 Service Reps who have responsibility within the territory

Southwest Division Award - Hospital Account Executive of the quarter Q1 2004

2004 total growth of new business $1,300,000

Final National Ranking #9 - 127% (out of 65 reps)

Winner of several other regional awards as it pertains to top attainment for given testing disciplines

(Coagulation, Infectious Disease, Oncology, etc.)

National ranking end of Q1 2005 #7

Western Region Award- Hospital Account Executive of the Quarter Q1 2005

Recognized for new sales contributions in 2005 – of the 61 new hospital accounts sold nationally, I was

responsible for 7 (11%)

Bayer Healthcare, LLC (Diagnostics Division) December 1999-July 2003

Account Manager-San Antonio, TX (promotion) February 2001- July 2003

Responsibilities were to manage/sell to largest 50 accounts and focus IDN hospitals in the region (South Texas)

In addition to KAE responsibilities added:

Blood Gas

Coagulation

Call focus was with labs, administration, purchasing, point of care and some OR.

Working relationship with Distributors in the area to close Bayer Diagnostic products. Also trained and

supported them in marketing programs as well as implementation scenarios.

Named Southern Area “Superstar” ( 2nd Quarter- 2001) - Highest national ranking (#5) in Area, consisting of

the following states (NM, OK, TX, AR, LA, MS, AL, GA, FL, SC, NC)

2001 Final National ranking - 10th (out of 64)

Area award for top Hematology Sales and Hematology Revenue for Q1 2002

Ranked #11 overall nationally May 2003

Key Account Executive- San Antonio, TX December 1999- February 2001

Managed Bayer Diagnostics Territory with over 100 preferred customers (in excess of $2,500,000)

Responsible for new business development for the following disciplines:

Immunochemistry

Chemistry

Hematology

Urinalysis

Maintained all hospital and clinic accounts in the South Texas Region (San Antonio, Austin, Corpus Christi,

Laredo and Rio Grande Valley)

2000 rank #11 in Hematology

2000 rank #11 Urinalysis

Liberty Mutual Insurance (Business Sales Division) May 1998-December 1999

Account Representative – Little Rock, Arkansas

Sales and marketing of all commercial insurance products and services

Maintain a strong working relationship with clients to insure annual renewal of policies

Managed book of business with annual premium of $1,500,000

Arkansas Property and Casualty License (expired)

Electronic Imaging Services, Inc. (now Vestcom International, Inc.) June 1993-November 1997

Marketing Representative – Little Rock, AR and Greenville, SC June 1993-November 1997

(Broker for Eastman Kodak-Business Imaging Division and information management systems)

Consultative Sales Executive for new customers, while providing value added products and services to maintain

existing client base.

Responsible for equipment and service training for the following:

*End User Customer

*Resellers/ Distributors of products

Maintained all Hospital accounts

Maintained all Financial (Banks and Savings & Loans) accounts

Sales and marketing responsibilities for Kodak Document Management Hardware, software and Microfilm

services.

Developed and Implemented a vital records protection program for financial institutions (increase in revenue of

$50,000 in 6 months)

Experience with 2 step distribution process, i.e. reseller and/or distributor

Promotion to Account Manger of company’s 2nd largest account ($1.5 million per year in sales)

Project Manager (promotion) Little Rock, AR March 1995 –November 1996

Responsible for implementation of all new branch offices across nation (over $2.8 million in new business)

Organized and managed schedules with internal departments to coordinate new operations opening

Managed new projects for all national, regional and local accounts (multi task oriented)

Provided consultation for all current and prospective customers

Continued sales responsibilities in this position

Branch Manager (promotion) – Greenville, South Carolina November 1996-november 1997

Managed daily operations of production facility (e.g. inventory control, personnel issues)

Turned profit in facility 4 months before projected estimates (8 month time frame estimate)

Continued sales responsibilities in Carolina region

Sales

Training

Miller-Heiman – Strategic Selling

SPIN Selling

Professional Selling Skills

Education Henderson State University, Arkadelphia, Arkansas, August 1991 through May 1993, Bachelor of Business

Administration, Graduated May 1993

University of Arkansas, Fayetteville, Arkansas, August 1989 through May 1991

Personal

Licensed Real Estate Agent (Texas) Lic. # 0595985

Director, Economic Development Council, Town of Northlake, TX 2009

Advisory Board, Life-Guide Centers of America 1999-2005

Member University of Arkansas Football Squad, 1989-1991

Member, Sigma Tau Gamma Fraternity

Board of Directors, Saline County Razorback Foundation, 1998-2000

Member Clinical Lab Managers Association (CLMA)

References available upon request

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