Sales Representative

narda ray-hentges

Charleston, South Carolina ( ********@*******.*** ( 843-***-****

High-achieving and accomplished Business Development and Sales Management

Professional with exceptional skills and a consistent track record of

exceeding sales/marketing goals and business development initiatives in the

medical, pharmaceutical, health care, and hospitality industries.

strategic thinker ? analytical ? results driven ? relationship

builder

SUMMARY OF QUALIFICATIONS

. DEDICATED SENIOR LEVEL BUSINESS DEVELOPMENT EXECUTIVE WITH PROVEN SUCCESS

IN IDENTIFYING BUSINESS OPPORTUNITIES, SUPERIOR RELATIONSHIP BUILDING,

AND IMPLEMENTING SALES AND MARKETING STRATEGIES THAT DRIVE GROWTH AND

PROFITABILITY INCLUDING IN UNDERPERFORMING SECTORS

. Over 20 years of experience in medical and pharmaceutical sales,

intangible services, B2B sales, facility operations, training, SWOT

Analyses, performance optimization, and strong sales leadership and

teaming

. Verifiable accomplishments in consistently growing market share and

significantly increasing sales in a difficult economic environment;

achieves and exceeds goals while establishing long term customer

relationships through education, expertise, and quality products and

services

. Classic overachiever with the will and drive to get the job done and a

focus on superior results

. Award winner for sales volume and outstanding job performance

career achievements/skills

. INCREASED INTEGRAMED AMERICA SALES BY 10% DURING THE WORST RECESSION IN

30 YEARS AS CORPORATE PHYSICIAN LIAISON THROUGH RELATIONSHIP SALES,

MULTIPLE DISTRIBUTION CHANNELS, MEDIA BLASTS, AND INTERNET MARKETING;

DROVE NEW BUSINESS AND ACCOUNT DEVELOPMENT WITH INTERNAL MEDICINE AND

PRIMARY CARE PRACTITIONERS, COMMUNITY HEALTH CENTERS, AND HOSPITALS

. Achieved 20% average annual sales increase for SmithKline Beecham

Clinical Laboratories in the states of Virginia and South Carolina

through improved brand awareness, opening of 5 new patient service

centers, and improving physician/patient/client satisfaction rates

. Spearheaded consistent sales increases of up to $1.5 million annually

with corporations in the hospitality, food products, convention, and

medical equipment sales and leasing industries

. Key team member instrumental in strategic implementation of SmithKline

Beecham contract lab services for Cigna Health Care with the outcome of

becoming the primary health care provider to the State of Virginia

. Tripled annual profits of a $3.3 million Charleston veterinary hospital

through implementation of operational efficiencies and Best Practices,

well-defined standards, and a focus on client retention

Professional Experience

BUSINESS DEVELOPMENT/REGIONAL MM/PHYSICIAN LIASON 2008-2010

integramed america Charleston, South Carolina

A national network of fertility centers providing expert infertility

treatments, products, and services to medical providers and consumers

within emerging niche medical sectors.

. Excelled in promoting the Southeastern Fertility Center throughout North

and South Carolina and Georgia; succeeded in driving referral growth,

increasing revenues and executing strategic new business development

. Drove building new accounts through relationship sales and effective use

of multiple marketing tools to OB/GYNs, family practitioners,

internists, community health centers and hospitals; functioned as

corporate physician liaison

. Comprehensive market planning and territory development; productive use

of prior working relationships with OB/GYNs as a targeted group, drip

marketing, and selective advertising

. Created innovative design of the first corporate exhibit for national

conferences, local medical chapters, health fairs, and seminars

. Authored and produced a broad spectrum of creative content marketing

materials including product brochures, newsletters, and new physician

public relations tools

certified pharmaceutical sales representative 2008

ascend therapeutics (contract) Charleston and Columbia, South Carolina

Biopharmaceutical company focused on the development and use of transdermal

drug delivery technology to overcome therapeutic barriers.

. Maintained comprehensive sales consulting and business development

initiatives during corporate downsizing and merger; customer base

included OB/GYNs, Endocrinologists, and Primary Care Physicians

. Extensive prospecting and relationship building with individual

physicians and large independent physicians associations

. Developed new selling tools and validation sources to expedite customer

education and product utilization of contraceptives; included medical

office qualification, physician, and patient demographics

. Assisted with operations and clearing of inventory to facilitate

transition to a smaller sales force and merger

business development manager/administrator/owner 1998-2007

animal medical west Charleston, South Carolina

Veterinary hospital and animal health center serving Charleston and

surrounding areas.

. Oversight and hands-on of all business development and daily operations;

included staffing, hospital compliance and standards, training, teaming,

and marketing

. Conducted broad spectrum financial and administration responsibilities;

hospital finances, medical data audits, quarterly SWOT analyses, office

automation, and vendor relationships

. Spearheaded creation and implementation of marketing initiatives and

community outreach programs including health and wellness panels

fostering continual education

. Technology focused with an upgraded in-house IT department, pharmacy/lab

protocols, and ultrasound equipment with associated training and

education for hospital and surgical teams

. Extensive training and development of 25 staff members, policy and

procedures, employee handbook, job descriptions, and a team mindset for

benefitting employees and clients

Territory marketing and sales manager 1995-1998

smithkline beecham clinical laboratories Richmond, Virginia

Provider of clinical laboratory testing for northern Virginia and coastal

South Carolina.

. Effectively targeted and secured profitable new business with physician

and specialist accounts, hospital labs for specialty testing, and

rehabilitation facility staff and physicians for clinical laboratory

services; included establishing in-house facilities and selling testing

services

. Key team leader providing direct supervision of 10 sales representatives

within the district and collaborated with regional management with

oversight of 300 employees to align with national marketing strategies

. Successfully achieved target profit levels and budgets with new accounts;

provided excellent customer care including maintaining professional and

thorough patient service centers

. Assisted with the merger and implementation of a large IPO through

successful negotiation and implementation of laboratory services

. Developed and facilitated lab protocols and procedures; conducted

technician training

senior provider representative 1994-1995

healthsource group Charleston, South Carolina

Managed health care company and HMO serving the East Coast.

. Implemented problem resolution strategy to eliminate physician resistance

to managed care plans; successfully recruited and built a high quality

network within the territory

. Comprehensive HMO business development and key contact for the Carolina

physician network providers; prospected, negotiated, implemented and

trained tangible and intangible product management

. Developed and facilitated physician and staff training on drug

formularies, medical devices, and ancillary providers to raise awareness

of HMO resources and cost effectiveness

Additional EXPERIENCE

. SALES TRAINER AND BUSINESS DEVELOPMENT CONSULTANT, MW AND ASSOCIATES,

COLUMBIA, SOUTH CAROLINA,

1992-1994

. Territorial Sales/Business Development/Operations, NTRON/TMSI Medical

Equipment, Columbia,

South Carolina, 1987-1992

. Sales Representative, McBee Systems, Columbia, South Carolina, and

Eastern South Carolina Region

Education And Training

ASSOCIATES OF ARTS

spartanburg methodist college Spartanburg, South Carolina

BUSINESS ADMINISTRATION COURSEWORK

university of south carolina Columbia, South Carolina

BACHELOR OF BUSINESS ADMINISTRATION

ROCHVILLE UNIVERSITY Rochville, Maryland

training/certifications

. Marketing and Public Relations

. Sales

. Business Management

. Public Speaking

. Organizational Training

. Medical and Pharmaceutical Product Development

. Certification, Pharmaceutical Sales Representative

. Worked Full-Time throughout academic career

. Extensive travel abroad

professional associations/awards

. MEMBER, AMERICAN PHARMACEUTICAL SALES ASSOCIATION

. Recipient, Vice President's Award, SmithKline Beecham Clinical Labs

. Recipient, Rookie of the Year in Medical Device Sales

. Recipient, Merrick Award, McBee Systems

. Nominee, President's Club, SmithKline Beecham Clinical Labs

Contact this candidate