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Sales Manager

Lexington, SC, 29071
August 13, 2012

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Kirk Beckstein

*** **** ***** ****, *********, SC 29072 ? ? H (803)

***-**** ? C 803-***-****

Dynamic medical sales executive experienced in all aspects of building,

training, and managing successful multi-national medical sales teams.

Proven ability to create and execute innovative strategies to grow product

sales and meet corporate objectives. Excel at analyzing competitive

landscapes, identifying areas of opportunity, and adapting strategies to

leverage healthcare trends.

Professional Experience

MedOne, Inc., Sarasota, FL

2000 - Present

Director of Sales Operations & Training

Direct training and operations of multi-national sales force responsible

for driving worldwide sales of products for vitreoretinal surgery and

special instrumentation for neurotology surgery. Leverage comprehensive

knowledge of healthcare trends to develop and implement sales and marketing


. Deliver product and technical training to independent distributor

representatives and field sales team. Manage performance of field

sales team.

. Evaluate industry and market trends to identify areas of opportunity

and define sales and marketing strategies. Grew sales an average of

8% per year.

. Develop and present reports to senior executives on trends and sales


Darby Buick-Isuzu, Sarasota, FL

1999 - 2000

Sales Specialist

Drove sales of new and used automobiles by utilizing a consultative sales

approach to assess needs and introduce products to best fit needs.

. Educated customers on sales and financing process, guiding them

through process until close of sale.

. Consistently met sales goals and exceeded expectations on customer


Becton Dickinson Surgical Systems (acquired Visitec in 1997), Sarasota, FL

1982 - 1998

Manager Sales Training (1997 - 1998)

Developed and implemented cross training programs for Becton Dickinson and

Visitec sales teams.

. Created sales operations and new product training to facilitate smooth

integration of new product portfolio into newly merged sales


Vice President of Sales (1995 - 1997)

Designed and implemented strategic initiatives to achieve key business and

sales objectives for privately held ophthalmic products company. Held full

P & L responsibility for sales division.

. Initiated a strategic plan that divided the United States, Canada and

Puerto Rico into 14 sales territories and produced $10,000,000.00 in

fresh revenues.

. Established distributor networks in Puerto Rico and Canada that grew

sales by 10%; produced a 7% increase over prior year sales - 1997.

. Boosted morale of the sales force with creative incentives for product

promotion, sales contests and awards.

. Developed a Sales Force Certification Program that encompassed

knowledge of products, surgical environment and competitors; authored

training manuals and official procedures.

. Designed and implemented strategies for multiple new product launches.

Director of Sales (1986 - 1995)

Recruited, developed, motivated, and managed a team of 2 Regional Managers

and 17 Territory Managers selling portfolio of ophthalmic surgical products

throughout North America.

. Introduced a key account program for hospitals and large

ophthalmologist practices that improved customer communications and

enhanced sales.

. Made substantive business contributions to the Executive and New

Products committees; mounted successful trade shows in North and South


Territory Manager (1982 - 1986)

Sold full portfolio of surgical instruments for ophthalmic and

microsurgical procedures to ophthalmologists, operating room supervisors,

purchasing, and surgical technicians. Trained ophthalmologists, nurses,

technicians, and other clinical personnel on products in ORs.

. Successfully launched an average of 10 new products per year.

. Consistently exceeded all sales goals.

Education & Professional Development

Master of Arts in Teaching-Specific Learning Disabilities - University of

South Carolina, Columbia, SC

GPA 3.82/4.0; Golden Key National Honor Society

Bachelor of Arts in Journalism - Indiana University, Bloomington, IN

Professional Development

. The Wharton School - Perspectives in Sales Force Management

. Dale Carnegie Sales Course

. Level One Smartboard Training

. Selling to and Negotiating with Group Purchasing Organizations (GPOs)

. Selling in the Operating Room and Operating Room Protocol

American Management Association (AMA) Training

. Training the Trainer

. Fundamentals of Sales Force Management for the Newly Appointed

District Manager

. Recruiting, Interviewing, and Selecting Employees

. Field Management of Sales People

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