Sales Manager
Resume:
THOMAS J. CONNOR
Phila., PA 19130
***************@*****.***
OBJECTIVE
A Sales / Management position that will capitalize on 19 years of experience applied as a Regional, District & Corporate Agreements Sales Manager as well as International Sales Liaison to S. Africa.
PROFESSIONAL ACCOMPLISHMENTS
Highly experienced at launching and promoting medical devices, having served as key facilitator in the development of sales strategies for Cook Urological Inc. as it grew from approximately $35 M in annual sales to $ 120 M in annual sales over 19 years.
Hired as first formal Salesperson for CUI, established the structure for the sales department as it expanded its minimally invasive and therapeutic technology and moved into OB/GYN technology, initiated worldwide educational programs and directed the Eastern US Sales Staff.
Grew market share significantly surpassing corporate expectations, receiving the Phil Newhard Leadership award 5 years consecutively.
Maintained excellent customer service ratings which allowed CUI’s Sales Division to retain all established accounts, while also increasing new business at a double digit growth rate.
Orchestrated proposals and presentations to advance new business relationships, and collaborated with Thomas Jefferson University Hospital’s physicians on a research project that resulted in new industry standards for flexible and semi-rigid ureteroscopy, training courses and educational seminars.
Professional Employment History
Valley Forge Logistics Inc., Conshohocken, PA 2010-Present
Business Development Manager
Generate, secure and foster new business through solution selling utilizing existing services.
Recommend improved changes to current customers improving efficiency and profitability.
Manage shipper and carrier relationships, negotiate rates and source carriers.
Train new and existing employees in traditional selling strategies.
THOMAS J. CONNOR
Page 2
Cook Medical, Inc., Spencer, IN, 1991-2010
Corporate Agreements Manager (2008-2010)
Negotiated contracts working with hospital CEO’s and CFO’s, with the Eastern Sales Division, Region 1 of 7, accounting for 14% of national sales
Utilized in-depth knowledge of profit/loss, contribution margins, pricing and hospital supply chain purchasing to maximize sales to forecast sales
Met regularly with regional and national Account Managers to establish key account priorities and foster sales strategies to accelerate growth
Enforced compliancy on GPO, IDN and Boutique contracts related to signed and negotiated tier level access
East Coast District Manager (1999-2008)
Managed team of 9 to 21 East Coast Sales Reps concentrating in Urology, Ob/Gyn, Wound Care Ostomy & Incontinence, Podiatry and Veterinary. Generated financial forecasts
Headed major initiatives related to the worldwide training of all new and existing Sales
Representatives, and designed sales training manual, sample case and procedural bags
Grew sales team by 11.2% per year
International liaison to S Africa and formal sales training in Pan Pacific and Europe
East Coast Regional Manager (1991-1999)
Developed sales management strategy, marketing intelligence, and sector analysis
Managed Sales in Eastern PA, S NJ & DE and executed all phases of the sales cycle for
Urology, Ob/Gyn, Wound Care Ostomy & Incontinence
AT&T Information Systems, BalaCynwyd, PA, 1988-1991
Account Executive, Global Business Systems Division
Managed Central Philadelphia Sales Territory for telecommunications equipment, and confirmed Achiever’s Club status within first year
Promoted to Account Executive II, due to consistently surpassing sales quota by 18-26%
per year
Developed and designed customer proposals for the sales of large telephone systems,
overhead paging, voice mail systems, copiers, and fax machines
Traveled the Mid-Atlantic region to aid in the training of personnel, to programming and
troubleshooting of technical equipment and resolution of issues related to equipment
billing, installation, lease agreements and credit information
Executone Information Systems, Trooper, PA, 1986-1988
Account Executive
Handled communication equipment sales and marketing for a 5 county Philadelphia area
Formalized Sales Training
Formalized AT&T Business School of Cincinnati, Tom Hopkins Sales Training, John Maxwell Sales Training, Professional Selling Skills, Selling Against the Competition, Professional Sales Negotiation, Professional Coaching, Train the Trainer, all by Achieve Global, Inc., Economic Value Training, AORN OR Protocol Certification, HIPPA Training, Blood Bourne Pathogens, & HR Interviewing / Sexual Harassment Protocol
Achievements/ Interests:
Phil Newhard leadership award: 1994, 1995, 1996, 1997 and 1998
AT&T Achiever’s Club 1989 and 1990
AT&T President’s Club 1990
Executone Information Systems Rookie of the Year 1987
Fitness, Politics, and Reading
EDUCATION
Graduate Business Courses at LaSalle University, Philadelphia, PA
B.S. in Business Administration from St. Joseph’s University, Philadelphia, PA, 1986
THOMAS J. CONNOR
864 N Pennock Street No. A
Phila., PA 19130
***************@*****.***
OBJECTIVE
A Sales / Management position that will capitalize on 19 years of experience applied as a Regional, District & Corporate Agreements Sales Manager as well as International Sales Liaison to S. Africa.
PROFESSIONAL ACCOMPLISHMENTS
Highly experienced at launching and promoting medical devices, having served as key facilitator in the development of sales strategies for Cook Urological Inc. as it grew from approximately $35 M in annual sales to $ 120 M in annual sales over 19 years.
Hired as first formal Salesperson for CUI, established the structure for the sales department as it expanded its minimally invasive and therapeutic technology and moved into OB/GYN technology, initiated worldwide educational programs and directed the Eastern US Sales Staff.
Grew market share significantly surpassing corporate expectations, receiving the Phil Newhard Leadership award 5 years consecutively.
Maintained excellent customer service ratings which allowed CUI’s Sales Division to retain all established accounts, while also increasing new business at a double digit growth rate.
Orchestrated proposals and presentations to advance new business relationships, and collaborated with Thomas Jefferson University Hospital’s physicians on a research project that resulted in new industry standards for flexible and semi-rigid ureteroscopy, training courses and educational seminars.
Professional Employment History
Valley Forge Logistics Inc., Conshohocken, PA 2010-Present
Business Development Manager
Generate, secure and foster new business through solution selling utilizing existing services.
Recommend improved changes to current customers improving efficiency and profitability.
Manage shipper and carrier relationships, negotiate rates and source carriers.
Train new and existing employees in traditional selling strategies.
THOMAS J. CONNOR
Page 2
Cook Medical, Inc., Spencer, IN, 1991-2010
Corporate Agreements Manager (2008-2010)
Negotiated contracts working with hospital CEO’s and CFO’s, with the Eastern Sales Division, Region 1 of 7, accounting for 14% of national sales
Utilized in-depth knowledge of profit/loss, contribution margins, pricing and hospital supply chain purchasing to maximize sales to forecast sales
Met regularly with regional and national Account Managers to establish key account priorities and foster sales strategies to accelerate growth
Enforced compliancy on GPO, IDN and Boutique contracts related to signed and negotiated tier level access
East Coast District Manager (1999-2008)
Managed team of 9 to 21 East Coast Sales Reps concentrating in Urology, Ob/Gyn, Wound Care Ostomy & Incontinence, Podiatry and Veterinary. Generated financial forecasts
Headed major initiatives related to the worldwide training of all new and existing Sales
Representatives, and designed sales training manual, sample case and procedural bags
Grew sales team by 11.2% per year
International liaison to S Africa and formal sales training in Pan Pacific and Europe
East Coast Regional Manager (1991-1999)
Developed sales management strategy, marketing intelligence, and sector analysis
Managed Sales in Eastern PA, S NJ & DE and executed all phases of the sales cycle for
Urology, Ob/Gyn, Wound Care Ostomy & Incontinence
AT&T Information Systems, BalaCynwyd, PA, 1988-1991
Account Executive, Global Business Systems Division
Managed Central Philadelphia Sales Territory for telecommunications equipment, and confirmed Achiever’s Club status within first year
Promoted to Account Executive II, due to consistently surpassing sales quota by 18-26%
per year
Developed and designed customer proposals for the sales of large telephone systems,
overhead paging, voice mail systems, copiers, and fax machines
Traveled the Mid-Atlantic region to aid in the training of personnel, to programming and
troubleshooting of technical equipment and resolution of issues related to equipment
billing, installation, lease agreements and credit information
Executone Information Systems, Trooper, PA, 1986-1988
Account Executive
Handled communication equipment sales and marketing for a 5 county Philadelphia area
Formalized Sales Training
Formalized AT&T Business School of Cincinnati, Tom Hopkins Sales Training, John Maxwell Sales Training, Professional Selling Skills, Selling Against the Competition, Professional Sales Negotiation, Professional Coaching, Train the Trainer, all by Achieve Global, Inc., Economic Value Training, AORN OR Protocol Certification, HIPPA Training, Blood Bourne Pathogens, & HR Interviewing / Sexual Harassment Protocol
Achievements/ Interests:
Phil Newhard leadership award: 1994, 1995, 1996, 1997 and 1998
AT&T Achiever’s Club 1989 and 1990
AT&T President’s Club 1990
Executone Information Systems Rookie of the Year 1987
Fitness, Politics, and Reading
EDUCATION
Graduate Business Courses at LaSalle University, Philadelphia, PA
B.S. in Business Administration from St. Joseph’s University, Philadelphia, PA, 1986
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