Sales Manager

ROBERT DONAHUE

** ******** ****** ? Newport, RI *2840

508-***-**** (Cell) ? ***.********@*****.***

BUSINESS DEVELOPMENT EXECUTIVE

Accomplished, results-driven executive offering 15 years successful

experience in sales, marketing, consultative selling, strategic leadership

and business development

Dynamic leader with a strong track record of performance in uniquely

challenging sales situations. Superior interpersonal skills, capable of

resolving multiple and complex sales issues and contract negotiations.

Strong focus on customer satisfaction and loyalty. Excel at multi-

faceted, consultative

sales to C-suite executives. Stellar track record of successful six

figure sales with numerous regional

and national awards for dramatically exceeding revenue goals. Additional

areas of expertise include:

. IT Solutions

. Strategic Market Planning

. Website Assessment & SEO Strategy

. Brand Management

. Sales Leadership

. Complex Solutions Sales

. Contract Negotiations & Management

. Market Research & Analysis

. Product Development & Launch

. Team Building & Training

PROFESSIONAL EXPERIENCE

Press Ganey Associates, Inc.

The healthcare industry's leading independent vendor of patient

satisfaction measurement and improvement services, headquartered in South

Bend, Indiana, specializing in producing tested and reliable surveys and

national comparative databases.

Regional Manager, Large Accounts ? Northeast

05/10 - present

Aggressively recruited to join Press Ganey's newly created medial services

division. Responsible for generating new sales across large medical

services organizations, medical practices, ambulatory, and

other facilities throughout the Northeast. Position requires developing

relationships with CEO's, CFO's, COO's and HR executives to effectively

improve patient experience quality metrics.

Key Achievements:

> Generated a pipeline of 800K in only 3 months by utilizing an

effective prospecting strategy

> Achieved 108% of 1st assigned quota

> Ranked 2nd out of 8 in quota attainment during first 6 months

> Achieved highest close-ratio for new business

HealthGrades, Inc.

Headquartered in Golden Colorado, HealthGrades is the nation's leading

healthcare ratings company, providing quality and cost information to

consumers and advisory services to hospitals, employers, and health plans.

HealthGrades runs one of the Internet's most-visited healthcare websites.

Regional Sales Executive ? Northeast

06/07 - 5/10

Managed and maintained a six-state territory working directly with hospital

and health systems' CEOs and senior leadership teams. Demonstrated success

presenting complex business development concepts to

C-Suite executives and physicians in large hospitals and hospital groups.

IT services included Direct Connect, a program that provides hospitals and

systems with online solutions to increase revenue through new patient

referrals.

Key Achievements HealthGrades:

> Achieved highest sales volume of any 1st year VP in company

history

> Achieved 142% of sales quota resulting in 1.8 million in new

business

> Received prestigious President's Club Award (2008, 2009) for

dramatically exceeding goals

and targets

> Negotiated and closed multi-year contracts for IT solutions,

including website assessment and SEO strategy implementation

> Spearheaded project to help hospitals effectively leverage the

internet to enhance their brand online and attract and retain

patients

> Negotiated and closed multifaceted deals for consulting services

dedicated to business development and quality improvement

> Established partnerships with a multitude of hospitals in the

Northeast with the goal of providing business-development

strategies that increase profitability margins, boost patient

volumes, and communicate clinical excellence

> Created extensive C-Suite/marketing department rolodex. Includes

hospitals in New England, New York, New Jersey and Pennsylvania

markets.

> Trained, mentored and developed new hires

Abbott Laboratories

A global, broad-based healthcare company devoted to the discovery,

development, manufacture and marketing of pharmaceuticals and medical

products; including nutritionals, devices and diagnostics.

District Sales Manager ? New England

4/05 - 6/07

Recruited to lead a team of 12 representatives to drive share and exceed

sales goals in the Nephrology marketplace.

Key Achievements:

> Lead Nephrology team responsible for the launch of Zemplar for

chronic kidney disease

> Ranked #2 of 8 districts in the nation

> Chosen as Northeast representative of National Sales and

Marketing Committee

> Credited with turning mediocre performers into a high

performance sales team

> Asked to deliver national presentation on closing skills and

hospital selling

> Recruited, hired, and developed top performers

SmithKline Beecham (merged to GlaxoSmithKline)

One of the world's leading research-based pharmaceutical and healthcare

companies specializing in the development and marketing of pharmaceuticals,

vaccines, and consumer healthcare products.

National Sales Trainer/Product Marketing Manager

2/03 - 4/05

Management level position responsible for developing and delivering

training modules to national sales team. Trained and coached

representatives on product knowledge, managed care, selling messages, and

other skill sets needed to increase national business.

Key Achievements:

> Conducted over 100 field contacts with representatives

> Collaborated with sales training, marketing, and product

management to ensure

effective national product launches

> Served as brand manager for a cutting-edge treatment of

Parkinson's Disease

Senior Executive Hospital Specialist

7/98- 2/03

Responsible for driving market share and increasing product awareness at

key hospital accounts in Massachusetts and Rhode Island. Sales

responsibility included a variety of products in different

therapeutic areas including endocrinology, psychiatry, neurology, and

infectious disease.

Key Achievements:

> Consistently ranked in top 10% of sales force

> Successfully gained formulary access for numerous products via

P&T committee process

> Effectively developed regional/national speakers and key opinion

leaders

> Recognized as a mentor to plan and conduct sales meetings to

lead, motivate and coach

primary care sales team

Senior Sales Consultant (hospital & field based)

1/90 - 7/98

Managed territory to drive share and exceed sales goals in Massachusetts

and Rhode Island. Targeted

and increased share among key psychiatrists, oncologists, cardiologists,

endocrinologists, infectious disease, and internal medicine physicians.

Key Achievements:

> Consistently ranked in top 10% of sales force

> Recognized as a leader and chosen to train and develop new hires

> Extensive experience working closely with managed markets and

medical science liaisons

EDUCATION

Worcester State College " BS in Health Studies " Minor in Psychology

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