Doug Coltrain

*** *. **** ******, ***********, IN 46060

317-***-****

acpx3a@r.postjobfree.com

RANGE OF EXPERIENCE

Mr. Coltrain has a well-rounded and accomplished skill sets in operational, consultative sales,

marketing and project management in B2B environments. He has worked with both internal and client

account teams to develop and implement new ideas and change to meet strategic goals in areas of

Creating new business revenue opportunities from strategy to execution

Coaching and mentoring to both staff and accounts

Consultative selling at Key Accounts level

Creating and managing both KPI’s and SOP’s

Developing B2B structure

PROFESSIONAL AND BUSINESS EXPERIENCE

October 2009 – December 2014

Oticon Inc., Medical Device / Hearing aid manufacturer

Clinical Project Manager

Responsible to bring in the B2B structure I had established in my last employment to upgrade the

existing product-focused sales model of the project.

Developed B2B structure for clinical model. Wrote strategic overview to guide the

development of scope, tools and methods needed for a dominant program. Wrote and

standardized numerous Fact Sheets to support operational needs of client, leveraging

extensive business development and operational know-how.

Prospected new key accounts with consultative selling technique and negotiated supply

agreements with principles. This involved discovery and needs assessment of account,

writing pro formas to lead to drafting appropriate business plans and developing time lines

with assigned accountability with both unit team and account. Leveraged the practice’s

benchmark data in new business development. Field work required 75% travel in western half

of U.S.

Anticipated client needs, recognizing and acting on opportunities to enhance client service

and expand the scope of engagement -

Led implementation of business plans with routine account staff meetings to define project

workflows, managing financial and human resources, prioritizing responsibilities and tasks in

order to deliver financial results in a timely manner.

Established Standard Operating Procedures and monthly review of KPI’s to assist in progress

reports.

Co-developed 1 day national business seminar for ENT physicians as a prospecting

seminar to find key accounts. Wrote strategic opening segment at national physicians’

conference to set the stage for the seminar and introduce the tactics used by the business

unit.

Designed and led regional dinner seminars as prospecting events for physicians and

principles to introduce and articulate our value proposition.

Delivered strategic overview presentation of clinical model at national Association of

Otolaryngology Administrators conferences as well as regional conferences.

Coached and mentored to both staff and accounts with hands-on relationship management

techniques.

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Doug Coltrain

307 N. 10th Street, Noblesville, IN 46060

317-***-****

acpx3a@r.postjobfree.com

Coached and mentored sales account managers to sell at a consultative level. Taught the

value of understanding financial and operational tools to boost loyalty and value proposition

with key accounts by inviting them into meetings with account.

Book of Business: $8.5mm.

April 2005 – June 2009

Starkey Hearing Technologies, Medical Device / Hearing aid manufacturer

Operations Manager Clinical Business Development unit

Led the development of standardized SOP’s and toolkits to support a new ENT business unit

and sales model.

Developed KPI’s for business unit and client practices. Analyzed data to refine procedures and

find new opportunities. Managed and reported monthly reports to senior management in order

to maintain communication, updates and support for new business unit.

Coordinated the development of a CRM for business unit model with IT manager.

Projected incremental business generated in 2009: 4,500 units, or $3.3mm.

Business Programs Manager

Built new business model of existing patient financing program from program strategy to

implementation at account level increasing retail revenue from $18mm to $110mm, of which

approximately $25mm was incremental wholesale volume. Elevated program status with

financing vendor to 50% of their portfolio and control of 30% of industry segment.

Produced multi-channel training video for patient financing program to mass-market application

and benefits of patient financing. Led presentation segments in all channel meetings of staff

and accounts to support mission of program and maximize financial results.

Led creation of business assessment and resource growth program for channel directors.

Communicated value and details of implementation through channel meetings and channel

directors.

Designed account management dashboard tool for key contractual accounts. Managed

monthly updates and communicated new opportunities to sales force managers.

Led 1 day business seminars for practice owners and physicians. Enhanced existing format

of methods, reporting and analysis tools to enable better financial and operating decisions for

principles at key accounts.

Coached and mentored staff to prepare for next professional promotion.

May 1992 – April 2005

Loyaltyworks, Inc., Loyalty and Incentive marketing programs

V.P., Business Development and Contract Sales

Prospected, developed scope of need, negotiated contract terms and manage strategic loyalty

and business development programs with mid-sized business owners.

Led planning and review meets at client level to ensure progress goals were met.

Invited to participate on President’s Advisory Council member for product, service and

operational analysis. Proposed new improvements in operations, service and value proposition

to clients.

Initiated client’s web-based project as project manager. Led strategic development of

partnerships and communications for 18 locations, suppliers and customers resulting in 5,000

hits / month.

Built book of business to $1.5mm.

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Doug Coltrain

307 N. 10th Street, Noblesville, IN 46060

317-***-****

acpx3a@r.postjobfree.com

March 1988 – April 1992

Hallmark Cards, Brand manufacturer and distributor

Senior Account Manager

Responsible for 25 stores to exceed corporate revenue goals by employing all corporate

programs available.

Prepared and executed business and marketing plans with owners to ensure that their financial

goals were met.

Utilized floor and product plans, total store analysis and implementing corporate programs with

business resource through consultative selling.

Led efforts for new store location analysis, initiated lease-hold negotiations and new store

location planning with corporate resources.

District ranking (out of 11): 1991: 4th; 1990: 2nd; 1989: 3rd.

October 1986 – December 1987

R. E. Lowe & Associates, Recruiting agency

Executive Recruiter – financial disciplines

Prospected and secured client companies for network to present qualified candidates to.

Prospected and secured qualified candidates for client companies.

January 1986 – September 1986

Stafford Emory Inn, Hotel management

General Manager

Responsible for bottom line profits and operations for property.

Led the coordinated renovation of rooms, front office and Food & Beverage departments for

new property.

Supervised 75 employees and five managers. Led weekly staff meetings. Wrote and

implemented SOP’s for all departments. Ensured that staff understood and engaged in

strategic plan for the property.

Compiled daily and weekly operating reports for corporate office.

June 1982 – December 1985

Holiday Star Plaza, Hotel management, Marriott system of management

Director of Catering, Convention Services Manager, Restaurant Manager

Exceeded budgeted P&L goals for each year. W rote annual P&L and marketing plan as well

as writing critiques on both on a monthly basis.

Supervised staffs of 30 and 75 employees and supervisors. Led monthly meetings to keep

staffs updated on corporate initiates, enhanced skill sets and training to ensure high levels of

service. Completed annual reviews, payroll, P&L and marketing plans on routine basis.

Expanded convention center contract lead time from 14 days to 45 days, allowing for more

efficient planning and reduced costs.

Established and maintained advanced communications with Purchasing and Head Chef on all

event planning, allowing for more efficient planning and reduced costs.

EDUCATION

Purdue University – May 1982. B.S. Business Management / RHI

TECHNOLOGY CAPABILITIES

Microsoft Office, Windows-based CRM, Goldmine CRM

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