RALPH HARPER

acuj5u@r.postjobfree.com

http://www.linkedin.com/in/ralph-haper-b466ab12

PROFESSIONAL SUMMARY

High-performing laboratory sales professional with a proven track record in prospecting, consultative

sales, business development and account retention. Consistently achieves over 150% of quota. An

effective communicator with demonstrated ability to foster professional relationships with physicians, clinical staff, management and peers. Highly motivated, customer-driven, goal-focused sales

professional with a passion for achieving organizational success.

SKILLS

Cold Calling Prospecting

Consultative Selling Strategic Territory Growth & Management

Customer Relationship Building Training & Education

Exceeds Sales Quota EMR Interface Familiarity

Forecasting SalesForce.com proficient

Leadership Skills Competent using eVariant

WORK HISTORY

Laboratory Sales Specialist, 01/2004 to Current

St. John Providence Health System (Ascension Health) – Detroit, MI

Responsible for cold calling, prospecting and building relationships with Oncologists, Internal Medicine, OB/GYN, and other physician specialist to increase market share within

Southeastern Michigan

Collaborate with hospital executive team members and business development to develop

marketing strategies to align with corporate goals and initiatives.

Develop appropriate tools to monitor physician performance levels

Responsible for increasing revenue growth and customer satisfaction within the St. John

Providence Health System

Responsible for driving new business, upselling existing accounts and penetrating new

territories

Attend local health fairs and conferences to promote laboratory services

Created and designed a process to allow on-line ordering of laboratory supplies by

physician offices

Created and implemented an on-line form whereby physician offices may add-on

additional tests

Initiated the development and implementation of laboratory specimen and microbiology

brochures

Achieved over 150% of quota for 11 years

Sales Representative, 04/2001 to 11/2003

Quest Diagnostics, Inc. – Auburn Hills, MI

Effectively marketed and sold clinical laboratory services, including esoteric tests to

healthcare providers

Received training in AFP, Thin prep, Cardio CRP, ImmunoCap, and GC Chlamydia

Responsible for building relationships with internal medicine physicians and other specialists

to increase market share within Southeastern Michigan

Worked closely with team members to strategize opportunities to increase sales

Managed day-to-day service requirements for clients

Provided in-service and education for medical staff Increased market share by upselling

new and existing clients

Senior Account Executive, 01/1997 to 10/1999

Nextel Communications – Farmington Hills, MI

Marketed cellular telephones and corresponding services to corporate and individual

customers

Maintained knowledge of competitor products and services and how they compared to

Nextel Communications

Generated leads through referrals and extensive phone contact

Responsible for addressing customer complaints and service issues

Conducted end-user training through one-on-one and group sessions

Achieved multiple sales accomplishments including a promotion within the first 6-months

and designation of Top Sales Performer

Senior Medical Sales Representative, 01/1985 to 01/1997

Universal Standard Medical Labs, Inc. – Southfield, MI

Effectively marketed and sold clinical laboratory services to a variety of healthcare

provider specialists in Michigan and Ohio

Negotiated and prepared state contracts and bids

Generated $4 million in new business revenue from 1990 to 1997

Initiated and established patient service centers

Assisted with negotiation of managed care contracting

Achieved 230% of quota in 1996

EDUCATION

Bachelor of Science: Business Administration, 2013

Central Michigan University - Mount Pleasant, MI

Business Administration

Associate Degree: Liberal Arts, 1992

Oakland Community College - Bloomfield Hills, MI

Liberal Arts

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