Sales Manager

paul gries

***** ********* ***** *:

502-***-**** or M: 502-***-****

Louisville, KY 40245

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

professional summary

Highly motivated Hospital Sales Executive with a consistent record of

outstanding performance categorized by career advancement in sales

management, business development, and leadership positions with P&L

responsibility. Significant success achieved by driving optimal

performance across numerous customer segments and a broad base of

product portfolios including diagnostics, medical devices and capital

equipment in complex, multi-tiered accounts. Career achievements

include management of multi-million dollar business units as well as

entrepreneurial, fast-paced environments, consistently meeting or

exceeding performance expectations, building and developing top

performing teams, identification and execution of new market

opportunities and developing strong internal and external

relationships. Experienced launching new products and technologies.

Professional expertise includes:

( Critical Care Sales ( Leadership & ( Revenue Growth ( C-Suite

Training Negotiations

( Strategic & Tactical ( Consultative ( Sales ( O.R. Sales

Planning Selling Management

( Capital Equipment ( New Product ( Medical Device ( Strategic

Sales Launch Sales Accounts

professional experience

Gries Holdings, LLC

Louisville, KY

May 2011 - Present

A division of Gries Holdings, LLC serves the unique real estate needs

of homeowners and their families in life transitions associated with

retirement, aging and/or medical necessity.

Manager - Business Development

Develop business plans and marketing strategies to support business

growth in a newly created market by identifying and developing

strategic partner alliances. Create marketing plans for use in

delivering the business concept to professionals and businesses that

currently serve the market including estate attorneys, assisted living

facility operators and elder care health professionals.

Dako North America, Inc. (Acquired by Agilent Technologies)

Carpinteria, CA

Nov. 1998 - Apr. 2011

Dako, a $300M company is a global leader in the area of cancer and

disease diagnosis. Dako provides diagnostic instrumentation systems,

reagents, and software used by anatomic pathology laboratories to

analyze human tissues for the presence of cancer and other diseases.

Director of Sales - Midwest Region

May 2008 - Apr. 2011

Promoted to regional senior manager and executive representative of

the company negotiating and directing contract implementation in key

accounts, IDNs & GPOs. P&L responsibility. Player/coach role. Hired,

trained, developed and managed a team of up to 10 Territory Sales

Managers and 4 Technical Support representatives in a 15 state

Midwestern area. Worked with upper level management including Medical

Directors, Laboratory Directors and C-Level Executives. Established

key opinion leader networks in the region and nationally to facilitate

sales efforts and introduce new technologies worldwide. Worked cross

functionally with Marketing, Field Service and R&D for contracting and

sales support to exceed commercial expectations. Reported to

Corporate Vice-President/Americas.

Increased regional annual sales from $8.5M to $26M between 2003 and

2011.

Negotiated and implemented several system-wide, complete product

portfolio contract firsts, worth over $4.45M annually in new

incremental business with key accounts including:

Indiana University Health, (formerly Clarian Health), Henry Ford

Health System, Poplar Healthcare, (formerly GI Pathology

Associates), and University of Kentucky Medical Center.

Led Midwest Region Team to sell and implement the first Dako True

Positive ID specimen tracking system, a middleware solution system;

the first commercial placement of this unique product globally,

generating more than $500K in new revenue over the contract term. The

Midwest Region was the company global leader in the number of systems

sold and implemented.

Secured Dako's first account in the Americas, Indiana University

Health, to implement Herceptest for GI Cancer testing, a secondary

application for the test.

Significantly reduced travel expense costs for the Region by

implementing an effective travel policy without reducing employee time

in the field; documented savings of $130K, 35% over prior year.

Established, as project leader, Indiana University Health as Dako's

first "Global Center of Excellence".

Recruited key opinion leader pathologists as the core of a speaker's

bureau providing Herceptest workshops for physicians in the US and

Europe.

Turned around 3 underperforming territories in the region by hiring

and training a top-performing team.

Coached 2 representatives to Sales Director; one was promoted to Vice

President.

Led 2 national award winners during tenure, a Territory Sales Manager

of the Year and Technical Service Representative of the Year.

Regional Sales Manager - Midwest

Oct. 2003 - May 2008

Promoted to manage sales team in a region varying from 8 to 13 states

with sales revenues over $18M, reporting to the National Director of

Sales/Vice President of Sales & Marketing. Hired, trained and managed

a team of effective sales personnel to include 8 Anatomic Pathology

Account Managers. Player/coach role. Managed the integration of 2 Flow

Cytometry Territory Sales Managers after the company acquired

Cytomation. Successfully integrated the Artisan product line to be a

commercial success region wide when Dako acquired Cytologix.

Recruited, developed and motivated the sales team to attain/exceed

sales goals in alignment with corporate initiatives.

Negotiated and implemented several system-wide, complete product

portfolio contract firsts, totaling $2.85M annually in new incremental

sales, with groups such as:

o Mayo Foundation & Clinics, Vanderbilt University & Medical

Center, Ohio State University & Medical Center, Eli Lilly &

Company, TMD, (now Quintiles), Alverno Clinical Laboratory,

Compunet Laboratory, and the University of Virginia & Medical

Center.

Mentored 2 Territory Sales Manager of the Year and 3 Technical Service

Representatives of the Year.

Coached key direct reports for advancement; 2 were promoted to

Supervisor and one to Sales Manager.

Selected by Global Senior Management to represent the Sales Division

on key strategic global Sales, Marketing, and R&D projects;

facilitated the adoption of a global sales training program that began

with the team in Europe utilizing CME followed by partnering with the

Chicago-based American Management Association to retrain and refocus

the Americas sales organization.

Recognized for rapid implementation and effective application of

SalesForce.com. Region was company global leader for implementation

and effectiveness.

Corporate Accounts Sales Manager

Mar. 2003 - Oct. 2003

Negotiated and implemented contracts for IDNs, GPOs, reference labs

and key accounts such as the Mayo Clinic, Alverno and Compunet in a 7

state area.

District Sales Manager

Mar. 2001 - Mar. 2003

Promoted as front line management to train and mentor Territory Sales

Managers and new hires in a 5 state district. Responsible for sales

of instrumentation, diagnostic kits and related reagents in KY and IN.

Sold to IDNs, GPOs, reference and hospital laboratories and bio-

pharmaceutical companies.

Awarded President's Sales Club status each year for sales performance.

Developed 4 new trainees during tenure; 3 to 18 month process per

trainee.

Sold the first Dako Flow Cytometer in the Americas for use in a

clinical laboratory to Alverno Clinical Lab.

Senior Account Manager

Nov. 1998 - Mar. 2001

Responsible for instrumentation, diagnostic kits and reagents sales in

IN and KY calling on hospital and reference laboratories, bio-

pharmaceutical companies and IDNs as the company transitioned to

instrumentation.

Increased territory's annual revenue from $450K to over $2M during

tenure; improved Dako's reagent market share in the territory from 25%

to over 70%.

President's Sales Club award winner for both capital equipment and

reagent sales.

Converted 100% of Dako manual clinical testing accounts to Dako

automation within territory.

Converted 7 competitor's top 15 accounts within territory to Dako.

Custom Medical Specialties, Inc. (Acquired by Tri-anim Health

Services Inc.) Indianapolis, IN

Jan. 1990 - Nov. 1998

Custom Medical Specialties was a value added distributor of medical

devices, surgical products, laboratory products and critical care

capital equipment servicing the Midwestern US.

Field Sales Manager

Dec. 1996 - Nov. 1998

Sold critical care capital equipment, specialty medical devices,

surgical products and laboratory devices in IN and KY calling on

hospitals, physician offices, laboratories, IDNs, GPOs and distributor

partners while managing a sales team. Player/coach role. Developed

and implemented marketing strategies for new specialty products from

various manufacturers.

Increased area sales by 40% in 18 months; exceeded sales quota during

tenure.

Critical Care Product Sales Representative

Jan. 1990 - Dec. 1996

Sold critical care capital equipment and specialty critical care and

laboratory consumables to hospitals, physician offices, laboratories,

surgery centers, IDNs, GPOs and home health/nursing home distributor

partners.

Achieved award for highest annual percent increase in sales in 1992

and 1996.

Exceeded sales quota each year.

Spectrum Anesthesia Services, Inc. (No longer in business)

Louisville, KY

Oct. 1986 - Jan. 1990

Spectrum Anesthesia Services provided anesthesia and critical care

equipment in the Midwest US.

Territory Sales Manager - Anesthesia System Specialist

Sold Anesthesia capital equipment, critical care equipment and related

consumables and anesthesia system contract service agreements to

physicians, hospitals, outpatient surgery centers, IDNs and GPOs in KY

and IN.

Exceeded sales quota each year.

education

University of Louisville

Louisville, KY

Bachelor of Arts - Biology

professional development courses

Miller Heiman - Strategic Selling, Conceptual Selling and Large

Account Management (LAMP) Training.

Bredison and Associates - Leadership and Advanced Sales Training for

Sales Leaders.

American Management Association (AMA) - Consultative and Strategic

Selling in the Healthcare Market & Value Driven Key Account

Management.

CME/EMEA - Global Medical Strategic Sales Training Program.

Resource Management International, Inc. - Core Leadership Course and

Management Development Program.

Joseph Riggio - Accelerated Sales Training; Negotiation & Persuasion

Technology Training.

Pat Crilly & Associates - Key and Strategic Account Sales Training

Program.

GSK Associates- Value Driven Sales Strategies for Healthcare Sales

Professionals

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