Sales Manager
Resume:
Holly K. Burns MBA
Mobile 313-***-****
Grosse Pointe Park, MI 48230
abihvx@r.postjobfree.com
Healthcare Sales & Marketing Professional
With Proven Experience and Expertise In:
IDN's ... Pharmaceutical Sales ... Major Account Management ... Sales
Operations ... GPO's
Top-performing Health Systems Account Manager and President's Club winner
with $70B Ameri-sourceBergen. Proven major account pacesetter managed a
$413M territory that included key IDN's Detroit Medical Center, McLaren
Health Systems, Sparrow Health System, and Spectrum Affiliates. Savvy
client relationship leader who saved a $90M account by taking the project
management lead for 3 months to provide the client with requested EDI 3-way
match of Purchase Orders, Advance Notices, and Invoices.
MBA educated Manager of Sales and Marketing Operations that created and
implemented sales reporting systems and designed/administered effective
sales compensation plans for Dermatology manufacturer Ferndale
Laboratories. Compelling speaker and presenter who uses exceptional
leadership, interpersonal, and communications skills to motivate and lead
teams to surpass company and client expectations. Multi-faceted healthcare
industry professional whose experience includes healthcare information,
IDN's, pharmaceutical manufacturing, pharmaceutical sales, pharmaceutical
wholesale distribution, group purchasing organizations, and state clinical
and financial data sharing programs (UB92 Forms and DRG's).
Strategic Account Management ... New Business Development ... Field Sales
Leadership
Client Relationship Management ... Territory Management ... Performance
Management
IDN's... Sales Reporting ... Compensation Plan Development ... Sales Cycle
Management
Expense Control ... Negotiations ... Project Management ... Presentations
... Consulting
PROFESSIONAL EXPERIENCE
AmerisourceBergen, Lockbourne, OH . 7/2007-8/2010
NYSE:ABC $71B pharmaceutical services company serving the US, Canada, and
selected global markets providing pharmaceutical manufacturers with drug
distribution and related services. Handles about 20% of all pharmaceuticals
sold throughout the US and services about 40% of US hospital market.
Account Manager, Health Systems
Spearheaded the management of a $413M territory comprised of large health
systems including Detroit Medical Center, McLaren Health Systems, Sparrow
Health System, and Spectrum Affiliates that account for 85% of territory
revenue. Interfaces directly with executive-level managers at IDN's, group
purchasing organizations, manufacturers, and state agencies to maintain
current revenue, develop new business, renew contracts, perform consulting
engagements and order, install, and train on software.
. Achieved 2009 President's Club membership ranked #5 of 41 eligible
Health Systems Reps.
. Met MY 2010 target for President's Club with #5 ranking of 44 eligible
reps Health Systems Reps.
. Saved a $90M account in 2008 by taking project management
responsibility for 3 months to deliver EDI 3-way match of PO, Advance
Notice, and Invoice as requested by the client.
. Reached 180% of technology goal YTD 2010 in 6 months.
WCI, Co., Grosse Pointe, MI . 2003-2007
Joined spouse in co-founding a commercial real estate investment company to
identify and purchase investment properties.
Vice President Marketing
Performed due diligence on numerous investment opportunities. Performed
market analysis, selected properties, developed marketing plans, and
arranged financing in support of the purchase of 5 self-operated car wash
businesses located in Detroit (3), Pontiac, and Ecorse, MI.
. Managed all 5 properties to operate profitably in a down economy.
Holly K. Burns . abihvx@r.postjobfree.com
Bausch & Lomb, Rochester, NY . 2002-2003
World leading ($2.3B in 2003) eye health company with 13,000 employees
producing and selling products in over 100 countries.
Territory Manager, Pharmaceuticals, West Detroit
Marketed topical anti-inflammatory steroids, topical antihistamine, and eye
vitamins to teaching hospitals, physician group practices, independent
ophthalmologists, retina specialists, and optometrists.
. Ranked #1 of 60 Territory Managers in launch of Occuvite PreserVision
in 2002, 32% increase in three months
. Recognized for Retina Specialists sales volume in the Pharmaceutical
Division in 2002.
. Honored with "Focus on Excellence Award" for reducing operating
expenses by recommending Data Reductions Systems (DRS) to replace
manual input and processing of physician pharmaceutical receipts.
Ferndale Laboratories, Ferndale, MI . 2000-2001
Dermatology manufacturing company specializing in brand name products that
help relieve discomfort and promote healing for patients with symptoms of
inflammatory and pruritic cutaneous conditions.
Manager, Sales & Marketing Operations
Promoted rapidly from the position of Market Research Analyst to build and
lead the sales operations functions as Manager, Sales & Marketing
Operations. Organized and led a team of ten employees to design and
implement sales and marketing reporting, formulate and administer sales
compensation plans, manage the company's automotive fleet of 80 cars, and
ensure PDMA compliance.
. Created a sales compensation plan and accompanying procedural
methodology that reduced processing time from 6 to 8 weeks to less
than 2 hours.
. Saved $750K annually on the company's IMS data purchase by identifying
and eliminating the purchase of unnecessary physician script data.
Career Notes: Additional sales management experience as Regional Sales
Manager with Market Insights from 1999 to 2000, and Regional Sales Manager
and Manager of Information Services with HCIA from 1994 to 1998. Closed a
$1M order on December 31st that enabled HCIA to report positive earnings
for the year. Both companies were healthcare information firms creating and
selling shared clinical data, disease states, DRG's, reimbursements and
financial industry data to hospitals and large IDN's.
EDUCATION & CREDENITALS
MBA, Masters in Business Administration
Eastern Michigan University, Ypsilanti, MI
BBA, Bachelors in Business Administration
Eastern Michigan University, Ypsilanti, MI
PROFESSIONAL DEVELOPMENT
Miller Heiman Strategic Selling . Professional Selling Skills . Forum
Strategic Selling Skills
Myers Briggs . Extended DISC Sales Assessment . Results Producing
Management
Strong Aptitude for IT Programming: MS Excel . MS Access . Informix .
Ultrix Training . EDI
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