Sales Manager

Michael Brent Holland

***** **** ****** ****** ( San Antonio, TX 78248

***************@*****.*** ( 210-***-****

Senior Account Manager

Strategic Planning ( Medical & Healthcare Products ( Client

Relations

Performance-driven sales strategist with dynamic record of territory

development, account management, and market share expansion for Fortune 100

consumer health care and medical companies. Tenacious and persuasive

professional possessing field-honed history of success in identifying

opportunities and excellent industry contacts for quickly producing

results. Expert presenter, negotiator, and closer with demonstrated talent

for establishing positive rapport, and instilling client confidence and

loyalty. Skilled in relating at all levels to encourage, instruct, and

motivate team members and partners in achievement of sales objectives.

CORE COMPETENCIES

TERRITORY MANAGEMENT Marketing Initiatives Account Relations /

Prospecting / Referrals Relationship Development Retention

Business Development High Caliber Presentations Sales Techniques & Tactics

Product Promotion Consultative Sales

Contract Negotiations

Training Initiatives

Professional Experience

PRACTICE MANAGEMENT CONSULTANT - SAN ANTONIO TX 2007 TO PRESENT

Apply expert knowledge and experience to consult with and support dental

practices.

Promotion and implementation of a non-surgical periodontal treatment

program to support dental practitioners in meeting current standards of

care, increase patient case acceptance, and increase practice production.

Present and consult on txmt protocol, insurance reimbursement, patient case

acceptance, product applications and solution benefits. Supplement

knowledge on current treatment and post care protocols to insure patient

txmt success. Develop durable relationships with practitioners and staff,

encouraging practice management referrals to other practices in the area.

PROFESSIONAL DENTAL TECHNOLOGIES / ZILA PHARMACEUTICAL 1994 to 2007

Directed sales activities for manufacturer and distributor of dental

equipment and supplies with 334 employees and annual revenue of $87M.

Senior Account Manager - San Antonio Area

Promoted sales of dental products, including equipment and supplies for

periodontal disease diagnosis, control, treatment, and monitoring. Called

on dentists, laboratories, military base clinics, and University of Texas

Dental School to develop new business opportunities. Built productive

relationships and consulted with prospects and clients to assess needs and

educate on solutions. Prepared proposals, delivered presentations, and

negotiated terms to close sales. Reported performance to senior management

> Achieved targeted revenue goals across all 3 represented product

categories for 8 consecutive years.

> Increased annual sales by 46% within 2 years through proactive

marketing and educational initiatives that increased customer

acquisition.

> Inducted into prestigious Pro Club for sales achievement.

Rehabilitation Institute of San Antonio (RIOSA) HOSPITAL - San Antonio, TX

1992 to 1994

Promoted and sold outpatient services for area medical rehabilitation

hospital with 106 beds, offering comprehensive rehabilitation services to

patients throughout South Texas.

Director of Business Development

Devised tactical marketing and sales strategies and networked for contacts

and referrals to uncover new business opportunities. Cultivated and managed

relationships consulting daily with healthcare professionals to increase

patient census. Collaborated with Medical Director, CEO, and marketing

department in formulation and implementation of long-term business and

marketing plan.

> Boosted overall inpatient census by 21% with marketing efforts that

included in house lunch symposiums and hospital tours to large

employers, such as USAA, City of San Antonio, and Air Force Civil

Service Work Group.

> Supported development and opening of 2 new outpatient treatment

centers, which increased total outpatient revenue by $173K per month.

Additional Experience

WARNER LAMBERT COMPANY - SAN ANTONIO, TX

Led territory development and sales for manufacturer and distributor of

pharmaceuticals and consumer health care products.

Territory Manager - San Antonio and Austin Area

Military Sales Manager - Military and Special Markets Division

Oversaw all sales functions, marketing promotions, product introductions,

customer relationship development, contract negotiations, order processing,

training, and fulfillment of revenue targets while managing relationships

with 175 retail accounts. Consistently surpassed sales quota in all

quarters, increasing annual sales by 48%.

> As Military Sales Manager, managed relationships with 52 area military

commissaries and exchanges. Exceeded sales goals to win several

performance awards and boosted annual sales from $850K to $1.3M+ in

less than 3 years. Hired, trained, and supervised team of 4 to support

merchandising.

*** Additional prior success as Sales Representative with Bristol Myers

and

Natural Gas Controller for Mitchell Energy and Development

Corporation

Education and Credentials

BACHELOR OF BUSINESS ADMINISTRATION IN MARKETING AND MANAGEMENT

LAMAR UNIVERSITY - Beaumont, TX

Professional Development

Professional Sales School, Levels I & II - Xerox

Manager Sales Training - Warner Lambert

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