RONALD P. LOTO

*** ******** ******

Plymouth, MA 02360

774-***-****

acgth9@r.postjobfree.com

http://www.linkedin.com/in/rloto

SUMMARY OF QUALIFICATIONS

. Formal professional Sales Training and Strategic Sales Management

education.

. Expertise in building an organization that will generate revenue

growth and increase market share by increasing the sales force

effectiveness. In-home sales experience training sales representatives

to increase closing ratios and shorten the sales cycle

. Implement Systematic Selling System and Behavioral Metrics performance

methodology to meet and exceed quotas consistently

. Create and developed sales programs for inside/outside sales

representatives, B2C sales and call centers with proven skills in,

Cold calling/Prospecting, Increasing Closing Ratios, Shortening the

Sales Cycle and Increasing Margins.

. Proven skills in hiring, recruiting, performance reviews, managing

turn over, new hire process and communication.

PROFESSIONAL EXPERIENCE

Plymouth Career Center

Plymouth, MA

Sales Manager

2010 to Present

Work with individual inside/outside sales representatives, call centers, in-

home sales and companies helping them generate revenue growth and market

share by providing consultative services to increase sales effectiveness.

Provide an entire integrated Systematic Selling System and created "Daily

Behaviors Performance Metrics" for data interpretation and sales analysis.

Please visit my "Recommendations" section on LinkedIn. You will have the

ability to read 50 Testimonials and Recommendations from individuals

detailing my consultative sales training, sales management and coaching

skills. http://www.linkedin.com/in/rloto

Longwood Medical Inc. VAR selling EMR/PMS

Needham, MA

Sales Manager

2006 to 2010

Job Scope: Build an organization that will generate revenue growth and

increase market share by increasing the sales force effectiveness. Call

on "C" level executives with sales of consultative services, complex Web-

Based and On-site Electronic Medical Records (EMR) and Practice

Management Software (PMS) to medium and large medical group practices

and LTC. Responsible for obtaining profitable results through sales team

by developing the team through motivation, counselling, sales skills

development and product knowledge development.

. Recruit, hire and train four outside, two inside and one telemarketing

sales person to meet and exceed quotas, annual revenues of

$12,800,000

. Provide daily, weekly, monthly and quarterly sales performance. Submit

data analysis for individual improvement

. Create and develop supplemental work sheet from SalesForce.Com to

enhance daily, weekly and monthly objectives...meet and exceed quotas

consistently, Behavior Performance Metric Program

. Implement "Work with Ride with program" consistently reinforce

individual coaching and training

. Manage individual performance of sales team by implementing the same

systematic selling system. Ability to monitor the anatomy of a

successful sale and areas for coaching each sales rep. individually

. Provide individual ongoing performance evaluation and adjustments

through coaching and training

. Key account responsibilities providing support for 3 medical group

practices exceeding $385,000 within 6 months

. Successfully closed two large surgical centers as first installs

exceeding $375,000

NDCHealth (Acquired by Wolters Kluwer)

Yardley, PA

Director Business Development - Sales Trainer

2004 - 2006

Job Scope: Call on Pharmaceutical/BIO, Med Surgical and Life Science

companies providing technology platforms, integrated with network

connectivity and information solutions to feed EDW of data information for

current brand analysis, competitive brands, managed care data and

patient/physician longitudinal data. Provide custom consulting services

with Brand Managers, Director of Managed Care, Sales Operations, Business

Development, R&D and Market Research

. Coordinate custom data for drug analysis by brand for Pharma/BIO

companies - "Life Cycle" of a Drug" from R&D to Manufacturing &

Operations, PBM's to Sales and Marketing

. Enhance existing accounts to increase revenue growth and market share of

brands - "Deeper and Wider" Sales to 3 Mid-size Pharma/Med Surgical

companies - $394,000 first five months

. Develop multi-million dollar brand mail order and managed care data

analysis for quarterly reports - Biogen-Idec and Genzyme - Tracking of

brands from Wholesaler, PBM, Non-Retail and Mail Order to consumer

. Develop and create Performance Monitoring program for outside sales force

. Create, and present "The Life Cycle of a Drug" and "Why Companies over

pay MCO's"

. Present at sales meeting "What makes Pharmaceutical Companies buy?" and

"The Ten Critical Mistakes Business Make Selling their Products and

Services."

SMG Medical/Verispan

Chicago, IL

Account Manager/Independent Sales Training Consulting Services

2001 to 2004

Job Scope: Call on "C" level executives at Pharmaceutical/BIO, Life

Science and Med Surgical Companies. Sales of custom data, software, market

research analysis for primary/secondary data and software solutions,

longitudinal patient data, procedural information, managed care data and

custom consulting services solutions to drive revenue growth and market

share.

. Identified specific opportunities for DTC and OTC data and software

solutions to Medical Surgical and Pharma/BIO

. Attained 18% growth above quota first year to 1.3 million - and 24%

above quota second year to 1.53 million

. Exceed quota by 10-14% every remaining year by identifying additional

areas of existing accounts with software and data solutions

. Created and developed performance monitoring program, 'Cookbook' - Track

daily behaviors to attain annual revenue needed to meet and exceed

quotas

. Interfaced with Presidents, CEO's, CFO's, product/brand managers,

business development team, VP Sales, and strategic planning managers.

TouchPOINT Medical Software

Framingham, MA

Regional Manager/District Sales Trainer

1994 to

2001

MEDITECH - Medical Information Technology, Inc

Westwood, MA

Marketing Consultant 1992 to 1994

Presidents Club - Million Dollar Club

Whitestone Products - LTC Facilities -Wound Care

Piscataway, NJ

District Sales Manager

1983 to 1992

Presidents Club

RECOGNITION AWARDS

President State Senator

Therese Murray

Representative Congressman William

R. Keating

EDUCATION

Capella University, Minneapolis, MN

BSBA, Management and Leadership - Current

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