*** **** ***** ****, *********, SC 29072 ? firstname.lastname@example.org ? H (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.
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
. 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
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
. 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
. 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
. 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
. Recruiting, Interviewing, and Selecting Employees
. Field Management of Sales People