Sales Manager

Louis M. Soto

** ******* ****** ( Kearny, NJ ****2 ( H: 201-***-**** ( C: 973-***-**** (

********@*******.***

Medical Device and Pharmaceutical Sales Professional

Focused and results-driven business professional with progressive

experience and exemplary qualifications to execute and support strategic

sales and business development initiatives, develop and deliver executive

level client presentations, and acquire and retain new customers while

expanding revenue within an existing client base. Utilize a persuasive

consultative sales approach and selling methodology coupled with excellent

product knowledge to analyze client needs and provide effective solutions,

capture market opportunities in competitive environments, and improve

overall client satisfaction. Well honed collaboration and rapport building

skills used to establish positive working relationships with customers,

staff, management, and cross-functional departments.

Value Proposition:

> Strong collaborator and facilitator able to clearly and effectively align

strategy with sales objectives, manage sales cycle to closure, and improve

sales processes and systems to enhance performance and productivity.

> Tireless prospector and networker with a keen interest and ability to

build rapport, establish relationships, and nurture ongoing communications

with targeted customers and business leaders to achieve mutual objectives.

> Create and implement innovative and effective sales solutions and client

strategies, professional and powerful sales presentations, and various

methods and techniques to close new business with prospective customers

> Fully Trilingual Spanish, Portuguese and English.

Areas of Strength

( Exceeding Aggressive Sales Goals ( Consultative/Fact-Based Selling

( Staff Management/Mentoring

( Negotiations/Closing Sales Deals ( Territory/Account Management (

Building/Leading Sales Teams

( Targeted Prospecting/Networking ( Key Account/Client Acquisition (

Accelerating Revenues/Profits

( Sales/New Business Development ( Product Introductions/Launches (

Strategic Planning/Forecasting

Professional Experience

Sakura FineTek USA ( Torrance, CA

2003 - Present

Area Sales Manager

Directly responsible for managing and directing sales efforts for a $4.2M

territory for a specialty medical device company with a Pathology,

Histology, and Cytology focus throughout Mid-Atlantic region including New

York City and its five boroughs, Long Island, and Staten Island New York,

Westchester County, Central and Northern New Jersey. Sell to pathologists

and senior level decision makers in laboratories, hospitals, and

pharmaceutical companies.

Notable Contributions:

. Deliver presentations, negotiate and sell sophisticated diagnostic

instrumentation for the testing of DNA, RNA, Pathology, Cytology, and

Histology specimen testing including colonoscopy, CA, and biopsies.

. Provide a variety of support services to clients including product

training and installation as well as develop detailed business proposals

to high-level organizational executives and corporate officers for final

approval.

. Directly responsible for overseeing and managing nine distributor

representatives from Sakura distributorship company Cardinal HealthCare

within the Scientific Products division.

. Currently ranked #2 in Eastern US Region, ranked #2 in Eastern US Region

in 2011, Ranked #3 in US Region out of 24 Area Sales Managers in 2010 and

2009, Received Diamond Award with 130% Quota Achievement in 2008, Received

Bronze Award with 100% Quota Achievement and Ranked #3 in Eastern US

Region in 2007, and Received Diamond Award for Top 3 Nationwide and Ranked

#1 in Eastern US Region in 2006.

Cedardale Distributors, Inc. ( Glen Rock, NJ

2002 - 2003

District Sales Manager

Accountable for providing leadership and direction to nine sales

representatives at a major pharmaceutical drug distributor covering the

Northeast United States, Puerto Rico, and the US Virgin Islands producing

annual sales in excess of $20M. Sold and promoted health and beauty aids,

pharmaceutical generic products, and OTC health solutions. Provided sales

support, managed training and performance analysis, and created sales

tools.

Professional Experience (Continued)

Notable Contributions:

. Increased monthly sales from $250K to $800K within first six months

through the development of a stronger customer focus, increased team

product knowledge, and by improving overall company commitment to client

satisfaction that established the company as a strong force among its

competitors.

. Established practice of conducting weekly sales meetings to motivate

staff, instituted voice mail interactions between sales force and upper

management, and implemented attainable sales quotas to increase

productivity.

. Collaborated with senior leadership to develop and execute strategies

that enabled both rapid and sustainable growth through market development

and by setting targets to ensure the generation of future revenue.

. Changed the overall image of the sales force from a regular "order taker"

image to one of professionalism, dedication, and customer focus.

AstraZeneca Pharmaceuticals ( Wilmington, DE

1999 - 2002

Pharmaceutical Sales Specialist

Advanced within one of the top three Fortune 500 pharmaceutical companies

in the nation to manage an account base of 165 Specialty Physicians and

Managed Care Professionals in a territory covering Bronx and Manhattan New

York. Conducted impactful seminars to raise the level of excitement and

anticipation as well as enabled medical professionals to become familiar

with new products prior to the official launch.

Notable Contributions:

. Selected to participate in the launch of Nexium, a new gastrointestinal

medication. Introduced the medication to one of the leading medical

institutions in the region to realize sales 30% above market projections.

. Attained rank as number one salesperson in Bronx region and top three in

Manhattan sales by establishing and maintaining strong relationships with

key clients to gain lead position for upcoming launch of new products.

. Produced and delivered more than a 15% increase in sales of existing

product lines during the first nine months and received recognition as

Employee of the Month for three consecutive months.

. Drove dramatic increases in client base size and sales revenue through

aggressive program of identifying and acquiring new clients to

consistently obtain rank as one of the top three representatives in a six-

state district.

Komet Medical ( Savannah, GA

1996 - 1999

District Sales Manager

Challenged to build, develop, and manage a highly successful international

territory comprised of Puerto Rico, Northern New Jersey, and Manhattan and

Long Island New York including the surrounding five boroughs generating

over $12M in annual revenue. Explored business development opportunities

uncovered through networking efforts and referrals as well as managed

existing customer relationships.

Notable Contributions:

. Successfully developed and drove territory growth to position in top 10

of medical supply sales performance within the United States in less than

one year.

. Negotiated one of the largest West Point Military Academy contracts in

Komet history through use of high-end presentations to realize the sale of

10 systems for use throughout the United States Military hospital network.

. Supported company success and growth by inspiring and supporting sales

team members and by establishing an environment that consistently achieved

sales and revenue generation performance expectations.

. Developed and implemented aggressive, targeted, and innovative sales and

marketing strategies consistently exceeding annual sales and revenue

goals.

Education

Bachelor of Science in Business Administration

Catholic University of Puerto Rico ( Ponce, Puerto Rico

Professional Certifications:

. Certified Medical Representative

. Certificate in Gastroenterology and Cardiovascular Products

Professional Affliliations:

. American Society of Certified Notary Publics State of New Jersey Lic #

2096731

. Certified Social Worker State of New Jersey # SW 13592

. National Society of Hispanic MBAs

Military Experience:

. United States Army 82nd Airborne Division

. Honorable Discharge May 1975

Contact this candidate