Sales Manager
Resume:
STEVEN M. SORCI
**** ******* **** ~ Cumming, Georgia 30041
**********@*****.***
Experienced Sales Manager/Director
I am looking for a position in sales management where I can use my 15+
years of experience in coaching, training, hiring, developing, and
evaluating sales representatives and sales managers.
PROFESSIONAL EXPERIENCE
MOLNLYCKE HEALTH CARE, Atlanta, GA
Inside sales manager and sales of antimicrobial products to distributors
and retail 2009-present
Key Market Manager
o Managed a $500K coop budget resulting in 43% growth in 2009 and a
projected 13% in 2010
o Increased sales in distributor channel 43% in 2009
o Added Target and Duane Reade as retailers
o Headed a cross functional team to develop sales reports for the Sports
Medicine sales team
o Led a cross functional team to integrate the companies CRM program
into Sports Medicine Department
o Hired, trained, and managed three inside sales reps resulting in quota
attainment for six quarters in a row.
SNAP-ON DIAGNOSTICS, Atlanta, GA 2008-
2009
Automotive hand held diagnostic equipment and software sales.
Diagnostic Sales Developer
o Successfully launched our newest product, VERUS, into my dealer
network resulting in four units sold in the first month
SPECTRUM LABORATORY NETWORK, Atlanta, GA
2007-2008
Diagnostic laboratory based in Greensboro N.C. serving GA, TN, NC, SC and
VA
Sales Representative
o Opened five new accounts in the first year including a five location
urgent care center
ABB OPTICAL, Atlanta, GA
2005-2007
Distributor of soft contact lenses to more than 12,000 independent eye-care
practitioners in the United States.
Director of Sales
o Reporting to the Vice President of Sales, responsible for managing
eleven field sales representatives who sell contact lenses to
Optometrists, Ophthalmologists and Opticians.
o Territory spans from Minneapolis to Miami.
o Sales quotas range from $12M to $14M per quarter.
o Completed 2005 at 102% of quota with 30% growth.
o Completed 2006 at 103% of quota with 28% growth.
o Conduct recruitment and training, complete and track performance goals
and targets and review forecasting and budgeting for the sales team.
STEVEN M. SORCI Page Two
DIGENE CORPORATION, Atlanta, GA 2004-2005
Develops, manufactures and markets proprietary DNA and RNA testing systems
for the screening, monitoring and diagnosis of human diseases
Regional Sales Manager
o Managed, coached and trained a ten-person multi-state sales team who
sold diagnostic tests to physicians resulting in consistent
achievement of quota.
THE ENTREPRENEUR'S SOURCE, Atlanta, Georgia 2003-
2004
Premier international source for information about a wide range of self-
employment options. The company provides a unique education and coaching
process that offers objective guidance for entrepreneurs
Franchise Owner
o Interviewed, assessed and coached clients on the process of selecting
and purchasing a franchise.
o Conducted a needs analysis including DISC profile and recommended
franchise options based on the analysis.
o Placed two clients in their own business in the first year
CIBA Vision, A Novartis Company, Atlanta, Georgia
1985 - 2003
Worldwide leader in contact lens and lens care sales with domestic sales of
$800 million
Regional Sales Director
o Managed nine field representatives in the Southeast.
o Change in responsibility due to Wessley-Jessen buyout and subsequent
reorganization.
Area Director, Mid-Atlantic and Eastern Regions
o Managed thirteen sales representatives and two Market Managers in the
Mid-Atlantic Area.
o Managed five Regional Managers and fifty sales representatives in the
Eastern Region.
o Sales budget of $100 million and an operating budget of $10 million.
o Successfully reorganized entire division with respect to personnel and
pricing.
o Averaged 103% of forecast.
o Cut divisional spending by 10%.
.
Director, National Accounts
o Managed five National Account Managers who were responsible for sales
to national chain accounts and the distributor network, representing
50% of total company sales.
o Achieved 106% of forecast, grew business by 20%.
o Developed strategy and plan for distributor network and chain
accounts.
Regional Sales Manager, Eastern Region
o Responsible for a sales budget of $18 million while leading the
efforts of nine field sales representatives.
o Quarterly Award winner 1Q90, 2Q90, and 2Q92.
o Distinguished Performance Award 1991 and 1992.
STEVEN M. SORCI Page Three
Field Sales Trainer
o Responsible for Classroom and Field follow-up training and coaching of
sales force on successful selling techniques of products and services.
Associate Product Manager, Lens Care Products
o Responsible for development and implementation of strategies aimed at
physicians, including product forecasting, budgeting, pricing,
promotion, and direction of advertising agencies.
o Successfully launched the Lensept brand
Sales Representative, Western New York
o Responsible for sale of lens and lens care products to Optometrists,
Ophthalmologists and Opticians in Western New York territory.
Consistently exceeded forecast.
o Quarterly Award Winner 4Q85 and 2Q87.
EDUCATION
State University of New York at Buffalo
Bachelor of Science in Business Administration
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