Sales Manager

FENITA CALDWELL

**** ****** ****** ( Clovis, California 93611

559-***-**** ( ******.********@*****.***

SALES SPECIALIST / REPRESENTATIVE

Medical Devices ~ Imaging ~ Capital Equipment

Top performing sales professional with outstanding track record of success

building, expanding, and retaining business with highly specialized medical

and healthcare providers. Thrives in aggressive industries by spearheading

powerful sales and marketing strategies that compete with most fierce

contenders. Combines entrepreneurial spirit and scientific mind to devise

cutting-edge approaches based on leading-edge of industry. Generates

confidence and trust in products and services by providing knowledgeable

consultations, rapid response, and superior customer service. Develops

strong relationships with people on all levels by effectively translating

complex concepts and product value to diverse audiences. Produces

consistent profitable results on independent and team basis alike.

Research & Analysis ( Strategic Planning ( Business & Market Share

Development ( Networking

Concept & Product Sales ( Account & Territory Management ( Customer

Acquisition & Retention

Presentations ( Brand Positioning ( Product Education & Training (

Negotiations ( Problem Solving

ASTELLAS PHARMA US, INC., San Francisco, California ( 4/2007 - Present

Pharmaceutical company intensely focused on 5 key areas: cardiology,

dermatology, immunology, infectious disease, and urology, as well as

continued advancements in oncology.

Senior Executive Hospital Portfolio Representative ( 4/2011 - Present

Design and execute strategic sales plans throughout Bay Area, Central

Valley, and Coast. Prospect and cold-call targeted physicians, hospitals,

clinics, homecare organizations, and drug distributors Promote, educate,

and sell Astellas' product portfolio and services via 1:1 meetings,

presentations, and professional education programs. Develop and manage

relationships with cardiologists, nuclear medicine physicians,

nephrologists, hospitalists, intensivists, infectious disease specialists,

critical care professionals, and radiologists. Conduct field work 5 days

per week. Maintain 100% adherence to all ethical sales practices and

industry regulations. Attend all company-sponsored sales and medical

meetings such as POAs, national sales meetings, and local conventions.

Research and participate in ongoing continuing education and professional

development opportunities such as sales, communication, and product

knowledge training.

Achievements:

. Won Astellas Hospital Products Rapid Impact Award and Summit Club Award

in 1st year.

. Achieved #1 ranking in total market share division-wide on consistent

basis.

. Placed in Top 10 each year; led to promotion to Senior Executive Hospital

Portfolio Rep.

. Launched 2 new agents successfully into expansive territory in 24 months.

. Converted 100% of Dyprimadole accounts to new pharmacological stress

agent, Lexiscan.

GENERAL ELECTRIC HEALTHCARE (GEHC), San Francisco, California ( 6/2004 -

4/2007

Subsidiary of +$150B GE specializing in medical equipment.

Area Manager Imaging Sales Specialist

Devised strategic business, sales, territory, and pricing plans for complex

clinical and technical imaging products and services throughout 6 cities;

focused on opportunity development, competitive strategies, and installed

base targets. Delivered presentations on Contrast Media and Medrad

Injectors to specialists such as cardiologists, vascular surgeons, cardiac

cath lab professionals, interventionalists, radiologists, and material

managers in hospitals, outpatient imaging centers, clinics, and physician

offices. Forged and managed relationships with key physicians and

influencers. Prepared and reported on sales and order forecasts. Performed

on both independent and team basis. Participated actively in strategic

account planning for accounts covered by One GEHC account team. Trained

team on strategy and product offerings. Ensured 100% compliance with GEHC

Quality Manual, Quality Management System, Quality Management Policy,

Quality Goals, and all applicable laws and regulations.

FENITA CALDWELL ( Page 2 ( ******.********@*****.***

(Area Manager Imaging Sales Specialist, GEHC, cont.)

Achievements:

. Exceeded national sales average each year, developing high-attendance

keynote speaker programs.

. Ranked #1 in total market share division-wide and consistently ranked in

the top 10 each year.

. Honored with Pinnacle Award for outstanding increases in visibility and

usage of products.

. Distinguished as "Top Talent" by GEHC Jack Walsh Employee Management

System.

TYCO HEALTHCARE (n.k.a. Covidien), San Francisco, California ( 4/2001 -

9/2004

+$10B healthcare device and supply company; Covidien was spun-off from Tyco

International in 2007.

Area Manager Contrast Media Specialist

Led strategy and sales and marketing team for contract media throughout San

Francisco territory; specialized in Mallinckrodt Injectors. Managed

territory expense budget. Developed relationships and delivered

presentations to specialists including cardiologists, vascular surgeons,

cardiac cath lab professionals, interventionalists, radiologists, material

managers, technologists, pharmacies, imaging centers, hospitals, and

clinics. Prepared reports and presentations for clients, peers, and

management.

Achievements:

. Grew market share by 44%, and achieved 125% of quota in 1st year.

. Excelled to rank in Top 10 of companywide sales force.

. Bestowed with President's Award each year of tenure.

DEROYAL ORTHOPEDICS, San Francisco, California ( 2/1999 - 9/2001

Orthopedics division of vertically-integrated manufacturer and marketer of

healthcare products.

Area Manager, Patient Care

Strategized and executed sales plans for orthopedic products to HME and DME

markets, as well as hospitals, clinics, and nursing homes throughout

Northern California and Central Valley. Educated and trained orthopedic

surgeons, certified orthotic / prosthetic fitters and nurses on breadth and

depth of product line. Specialized in MRI, CT, and non-invasive orthopedic

segments.

Achievements:

. Championed highly successful sales strategy for Northern California and

Central Valley.

. Attained 100% or more of sales quota on consistent basis.

. Obtained BOC Board Certification as Orthopedics/Prosthetics Fitter.

EDUCATION & PROFESSIONAL DEVELOPMENT

BS: Healthcare Management, San Jose State University, San Jose, California

AS: Radiology Science, Foothill, College, Los Altos, California

Clinical Research Associate (CRA) - in progress

Certified Board Orthotic/Prosthetics Fitter ( Certified Radiologist

Technologist (CRT)

Astellas Miller Heiman ( GE Champion Program ( Negotiation Skills ( Miller

Heiman: Conceptual Selling

Amersham Imaging Sales ( Mallinckrodt Imaging Sales ( DeRoyal Orthopedic

Sales

Spin Selling ( Oz Principle ( MS Excel ( MS Word

AWARDS & HONORS

#1 in Total Market Share Division-Wide (7 cumulative consecutive years) -

Astellas & GEHC

Top 10 in Sales (10 cumulative consecutive years) - Astellas, GEHC & Tyco

Hospital Products Rapid Impact Award - Astellas ( Summit Club Award -

Astellas

Pinnacle Award - GEHC ( Top Talent Ranking - GEHC ( Top 10 in Sales - Tyco

President's Award (3 consecutive years) - Tyco

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