Randall A. Rathburn

**** ** ***** ***

Vancouver, WA 98686

abhohy@r.postjobfree.com Cell:503-913-

9447

SUMMARY

More than 13 years of outstanding revenue and profit achievement selling

premium products in field sales roles. Demonstrated ability to quickly

produce results in new territories and markets. Proven competitor,

outperforming incumbents and growing share in markets with complex policy

and regulatory requirements. Agile across nontechnical as well as complex

product lines. Exceptional customer relationship development skills,

including on-the-ground cold calling and closing skills. Adept at crafting

and executing territory and account plans that return tremendous short and

medium term revenue targets. Focused on individual and team success through

sales achievement and high-quality customer relationships.

EXPERIENCE

CARDIONET 11/08-7/10

Cardionet is a publicly held company that manufactures and distributes

telemetry devices and services.

Account Executive, Oregon.

Opened and grew the Oregon market for cardiac telemetry products and

services. Developed medical group, hospital, and physician relationships.

Established and sustained preference that drove patient-by-patient

purchases of Cardionet services and products. Created a differentiation in

market segment presenting findings from 30 clinical trials to technical

(physician) and non-technical audiences.

Achievements:

. Closed first deal after 30 days, despite learning new product line

. Closed deals with OHSU, Columbia Cardiology, Pacific Heart, Salem

Cardiovascular, Salem Heart, Oregon Cardiology, Southern OR Cardiology

. Drove new market growth from zero, despite US formulary and

reimbursement challenges

OURLAB 11/07-11/08

Privately held company providing urology laboratory services.

Territory Manager, Oregon, Washington, Idaho, Wyoming, Montana, Alaska.

Building on prior experience at Lab MD, successfully sold blood, urine, and

tissue pathology services. Offering included sophisticated electronic

medical record (EMR) integration. Expanded existing territory, closing

anchor deals in each state.

Achievements:

. More than doubled sales within 12 months, from $600K to $1.5M

. Recaptured previously lost accounts

. Nearly doubled market share in less than a year

LAB MD 06/06-10/07

Privately owned urology laboratory services integrated with Electronic

Medical Records.

Territory Project Manager, Oregon, Washington, Northern California.

Opened a new territory for urology lab services, packaged as a complete

hardware, software, and services offering. Developed multiple customer

touch-points in each customer office, including physicians, medial

assistants, office managers, and CEOs. Project managed solution delivery

for each customer, helping ensure customer satisfaction, success, and

ongoing revenue stream.

Achievements:

. Garnered $600,000 yearly in new business in a new territory within the

first year

. Analyzed operations and implementation processes to structure customer

relationships

. Presented western sales strategy and results in corporate meetings

RELIANT PHARMACEUTICALS 03/00-01/06

Privately operated pharmaceutical company specializing in re-marketing

existing drugs with the addition of extended release delivery.

Specialty Market Representative, Oregon, SW Washington, No. California.

06/03-01/06

Sold one of the oldest cardiac rhythm treatment drugs on the market,

packaged with a new delivery mechanism. Competed and won against generic

alternatives costing 8x less. Used knowledge of clinical studies and

product features to differentiate the product and drive tremendous growth

in an established market. Consistently exceeded growth, profit, and market

share targets with highly effective value-added selling techniques.

Managed $250K marketing budget. Sold within tight patient reimbursement

rules that required patients to purchase with limited insurance coverage.

Achievements:

. Drove 10% sales growth to achieve 2003 Q2/Q3 regional top sales award

. Award winning sales rep in 2003 and 2004

Sales Representative, Portland West. 03/00-06/03

Opened new territory with outstanding sales performance for new cholesterol

treatment drug. Competed and won against global pharmaceutical players

like Pfizer, BMS, and Merck. Marketed to cardiologists and internal

medicine physicians. Success was measured by the volume of prescriptions

they wrote for Reliant products. Developed innovative techniques to

maximize sales impact from in-person sales calls that averaged 3 to 5

minutes. Increased market share despite market contraction from formulary

losses and generic competition.

Achievements:

Top 5% sales portfolio of products in the US

Award winning sales rep in 2001, 2002, and 2003

Top field representative in Portland district for two and a half

years

Top 10% sales in the country for 2001

Initiated innovative marketing plan winning 2nd in country out

of 900 reps

Fidelity National Financial 04/98-03/00

Publicly held real estate title insurance and escrow company with

headquarters in Portland, Oregon.

Sales Representative, Portland, Vancouver.

Top sales performer for 18 months selling real estate title and escrow

services to brokers, builders, and developers. Secured 50 new accounts in

a 3-year period by raising the level of service, including provision of

project management for county approval processes.

Achievements:

. Increased market share from 0% to 14% in 18 months

EDUCATION

University of Oregon, Bachelor of Arts, Sociology, 1994

COMMUNITY INVOLVEMENT

2005-2008 Volunteer soccer coach boys ages U6, U7, U8

2002-2005 Children's Cancer Association, Board Member (Marketing Chair)

1998-2000 Developers for Responsible Growth Forum member

Contact this candidate