Sales Manager

Leonard M. Ariff

***** ****** ***** ** ( Owings Mills, MD 21117 ( 443-***-**** (

******@*******.***

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SUMMARY

Sales Management Professional with extensive experience in consultative

and solution selling, key account management and customer relationship

building for the medical device industry. Proven abilities in territory

management, new business development and team building resulting in

increased revenue growth and market share. Adept at leading a team,

motivating, mentoring and coaching employees. Excellent negotiation,

strategic planning and customer service skills.

.Target Market Penetration

.Product Launches

.Sales Presentations .Field Sales Management

EXPERIENCE

LEONARD M. ARIFF 3/2010 -

Present

Proprietary Consulting

WOLTERS KLUWER PHARMA SOLUTIONS, Yardley, PA 2008 -

1/2010

Strategic Account Representative

Company sells drug pipeline databases and custom projects to the

Pharmaceutical and Biotech industries. Presented databases to new accounts

and upgrades to current customers as well as introduced new custom

business, probability of approval and forecast modeling in newly expanded

territory (14 states and Canada).

Designed and presented Business Intelligence Capabilities presentation

to upper suite of 30 large companies (Merck, Schering Plough, Eli

Lilly

. Closed $380k new business in 2009

. Maintained 98% of current database subscription customers in down

economic climate

. Created and implemented successful sales and marketing plan for new

large territory

BIOMEDICAL ENTERPRISES, INC. ("BME"), San Antonio, TX

2005 - 2008 Eastern Regional Sales Manager

Entrepreneurial start-up orthopedic company selling Nitinol bone staples

for upper and lower extremities. Managed 3 direct representatives, 12

distributors, advisory panel, key opinion leaders and sales meetings in the

U.S. Responsibilities include recruiting, motivating and managing sales

team presenting to Podiatric, Orthopedic Foot and Ankle, Hand, Spine arenas

. #1 region is sales in 2007; 53% sales increase 2007 vs. 2006

. 83% increase sales Eastern Region - 2005 vs. 2004

. Added to BME bottom line 2006 vs. 2005 ($4.2M vs. $2.2M)

. Increase in distribution from 6 to 12 distributors 2006 to 2007 from

"team building"

OSTEOIMPLANT TECHNOLOGIES, INC. ("OTI"), Hunt Valley, MD

2001 - 2005 National Sales Manager

Company purchased 2005

Orthopedic Company, "OTI" and Advanced Spine "ASI" manufactures, markets

and sells a complete line of hip, knee, and spinal products and systems.

Managed 23 distributor/agencies with 43 independent manufacturer agents.

. Successfully launched innovative modular hip system (1,200+ implanted

to date)

. Expanded U.S. distribution from 3 to 15 states in 18 months

53% increase in sales - 2004 vs. 2003 in all product lines

51% increase in sales - 2003 vs. 2002 fiscal year in OTI product line

XYLUM CORPORATION, Scarsdale, NY

1996 - 2000 Sales Manager / Sales Specialist

Company dissolved 2000

Start up medical device company in a highly entrepreneurial environment

selling to non-FDA marketplace whole blood, flow Clot Signature Analyzer.

. First field sales professional hired to start/manage sales force - 3

direct representatives

. Set up & guided clinical study protocols (NIH, Merck Rx, Hospital

University of PA

. First Instrument sale (04/02/97); First government instrument sale

(12/07/99)

. Success due to "hunter" account skills and motivation

ORGANON TEKNIKA CORPORATION, Durham, NC

1979 - 1996 Division Sales Manager (Mid Atlantic)

1988 - 1996

Company manufactures and sells diagnostic reagents, instrumentation,

devices and test kits to hospitals and laboratories. Managed 10-12 direct

representatives

. Led Division in total sales: 1993, 1994

. Supervised and mentored #1 Sales Representative in the country 1994

EDUCATION

Bachelor of Arts Degree, Biology, College of New Jersey, Trenton, NJ

PROFESSIONAL DEVELOPMENT

First Line Supervisory, Xavier University, Cincinnati, Ohio

Management Development Programs (Coaching),

Customer Centric Selling. Spin Selling, Sales Negotiating,

Strategic Selling (Miller/Heiman). Front Line Leadership, PSS II & III

Account Development Strategies

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