Sales Manager

Craig A. Robinson

**** ******** **. #*** ******, TX 619-***-**** ***************@*****.***

SENIOR SALES BUSINESS DEVELOPMENT/ SALES

MANAGEMENT

Expertise in Business Development on Local, Regional and National Levels

Ambitious to embark on a senior-level strategic business development opportunity in a dynamic

environment, utilizing my professional and leadership skills to contribute towards the

organizations growth.

Accomplishments:

• Award-winning and top-producing Business Development Sales Management

Professional with a proven, superior results-driven career successfully building and

growing and closing complex deals of medical disposables, medical devices, capital

equipment, and service-based programs/ services to physicians, administration,

department heads, operational leadership, medical staff and Infection Control

• Implementing strategic business processes knowledge including team building /leading

management techniques, resulting in consistently outperforming revenue goals,

developing record new business, and expanding existing account volumes through a

creative, customer-driven and solutions-focused strategy

• Key “go-to” person for creating new innovative solutions and closing sales techniques,

including winning must-have customers by developing high-impact presentations,

superior project management and leadership, not to mention consistent contract

management and negotiation skills in fast-paced work environments with little direction

and works in an autonomous manner, self-starter proactive approach to achieve results

• Successful track record of penetrating business where no relationship exists, getting in

front of decision-makers, and driving change

• Forge strategic long-term business relationships through proactive customer service and

retention steps that ensure dramatic revenue growth year after year, by developing vital

collaboration with C-level leadership

• Able to create a strong industry presence in highly competitive markets, through effective

customer needs assessment and superior people skills, based on an ethical & trustworthy

foundation

PROFESSIONAL EXPERIENCE

Liquid Environmental Solutions., Irving, TX 2013-present

(LES is the nation’s largest non-hazardous liquid waste service-based company)

National Business Development Manager, SE Division: Based in Dallas, TX

• Proactively developing and implementing company service based business to corporate

national companies, IDN’s and GPO’s, driving the strategic sales process and

coordinating among multiple internal teams for implementation process in new expansion

region

• Develop key large, complex sales by creating and sustaining strategic

relationships/alliances to create growth in division by providing superior customer

service, commitment to the environment, safety and compliance in highly competitive

environment

• Collaborative efforts in leadership, marketing, team building and management

• Average sale is $250,000

Continued…

Craig A. Robinson

Résumé / Page 2

Stericycle, Inc., Lake Forest, IL 2004-2012

(Stericycle is the nation’s leader in service-based regulated medical waste management with

annual revenues of $1.2 billion.)

Integrated Waste Stream Manager: Based in San Diego, CA

Region: Southern CA, AZ, and NM

• Managed and developed all sales efforts for large hospital systems (IDN’s) at the C

-level, for new multiple product line program via a consultative, solution-based team

approach

• Strategic thinking and leadership skills utilized while leading sales team as main point of

contact for the customer, operations and implementation process for a complex integrated

program. Serves as a subject matter expert

• Prepared and presented detailed high-impact presentations to hospital administration,

developed proposals, organized negotiations, prepared contracts, managed RFP’s,

finalized sales process and actively participated with implementation process, post sale

• Strong planning and organizational skills

• Corporate networking, client profiling and cold calling

• Excellent interpersonal skills and ability to maintain a positive attitude while conducting

business with integrity, enthusiasm and creativity

Accomplishments:

• Exceeded quota consistently every quarter in newly created expansion region by 15%

• Developed strong pipeline with sales exceeding $6 million, including numerous high

profile multi account systems the first year. Average sale: $450,000

Regional Strategic Account Manager: Based in Dallas, TX

Region: TX, OK, LA, AR, and MS

• Developed new sales pipeline, created new customer base, developed new key

relationships, sold/managed via consultative solution-based team approach

• Promoted expanded highly regulated service offering to save money, increase safety,

reduce environmental impact in acute care healthcare systems

• Benchmarking, customer leads, organized approach, best practices, participation within

industry specific associations, trade shows and customer events

• Customer planning and management tool and processes

• Promoted culture of excellence and quality service through team work

Accomplishments:

• Exceeded quota every year by 25%

• Sold several high profiled, multi facility systems worth over $3 million annually.

Average sale: $375,000

Continued…

Craig A. Robinson

Résumé / Page 3

Major Account Executive: Based in Dallas, TX

Virgin Territory: Central/ North TX and OK

• Developed virgin territory, created new customer base, created new relationships, selling

a new service-based medical device via a consultative solution-based approach

• Closed new sales which affected the entire facility and heavily involved with operations

for the implementation process

• Prepared and presented presentations, led demonstrations, trials, site visits and proposals

• Sold numerous high influential healthcare systems and hospitals in highly competitive

environment

Accomplishments:

• Had to completely change the clinical mid-set by offering a better solution compared with

one that wasn’t broken to Infection Control, CNO’s, Safety Director and Administration

leadership

• Exceeded sales quota every year by 35%

• Regional Representative of the Year, exceeded quota by 210% ($1.1 million in sales)

• National Sales Representative of the Year, exceeded quota by 187% ($1.4 million in

sales)

• Average sale: $250,000

MedSupport Solutions, Inc., Dallas, TX 2001-

2004

[MedSupport operated as an innovative, entrepreneur medical education and medical device

company created by the needs of customers.]

Director Business Development and Support: Based in Dallas, TX

Region: TX, OK, and LA

• Successfully created a new business team utilizing skilled entrepreneurial strategies

including responsible for hiring, training and development of all sales staff

• Initiated innovative strategic business plans, developed and implemented the company

vision, marketing, including key strategic collaboration of leading prestigious healthcare

systems utilizing a consultative sales approach

• Partnership with those we serve and anticipation of customer needs

• Gained incredible business knowledge, achievement and pride by creating and managing

a small business with a goal of solving a need in the industry Average Sale: $45,000

Belimed, Inc., Miami, FL 1998-2001

[Belimed is a world leader in infection control, specializing in cleaning, disinfection, and

sterilization capital equipment in healthcare.]

Western Regional Sales Manager: Based in Dallas, TX

Western Region: TX, NM, CO, AZ, and UT Team: 8

• Proven track record of success leading, training and developing a high performance team

• Developed successful marketing/ sales strategies for new technology, high dollar capital

equipment in expanded region. Established priorities to ensure successful completion of

goals for all direct reports

• Expeditiously gained market share in a highly competitive market

• Used consistent organizational, communication, facilitation management plus coaching

skills including positive motivation to take region to the top of the company

Accomplishments:

• Built expanded region to top region in the company in two years, exceeding sales goals

every year

Continued…

Craig A. Robinson

Résumé / Page 4

• Honored with Regional Sales Manager of the Year for exceeding sales goals by 167%

• Secured unprecedented $450,000 sale to prestigious client sight unseen. Average Sale:

$150,000

Abtox, Inc., Mundelein, IL 1995-1998

[Venture Capital Company that developed a new sterilization capital equipment technology used

to sterilize surgical instruments and surgical items.]

Regional Sales Representative, Based in Dallas, TX

Region: TX, OK, LA, and AR

• Managed Director-level client base in the Operating Room by introducing new, state-of-

the-art sterilization technology equipment to large major healthcare facilities

• Generated top-sales of new revenue in highly competitive marketplace through a broad

range of strategic sales processes, including lead generation, relationship building,

working with capital budgeting, complex technical presentations, organized site visits,

contract negotiations for large dollar sales. Average sale $150,000

PREVIOUS PROFESSIONAL EXPERIENCE: Sterile Concepts Inc, Upjohn Pharma

SKILLS: Salesforce.com, CRM, Sales Optima, Microsoft Office Applications, Market

Positioning & Analysis, Product Marketing & Launch, plus Sales Forecasting & Trend Analysis

Strong work ethics, enthusiasm, self-motivator, strong leader, management coaching, team player,

entrepreneurial spirit, territory planning and decision-making management skills

EDUCATION: The University of Houston at Clear Lake, Houston, TX B.B.A. Marketing

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