Sales Representative

Michael J. Roberts

***** ******** ***** ********, ** 48114 810-***-****

Professional Sales Experience and Responsibilities

Apr 05 – Feb 09 VNUS Medical Technologies, Inc. Senior Territory Sales Manager

Responsible for the growth and maintenance of my territory as well as training new hires and physicians

in new therapies and other territories. Territory was cut in half in April 05.

Achievements

* Finished 06 at 103% only 17 of 53 reps finished over quota that year

* Finished 05 at 132% won Presidents Club trip to Jamaica

*Third quarter of 05 finished at 117%

* President’s Club Award Winner issued to top five representatives

*Have established great rapport and trust with national thought leaders within the vascular

surgery arena.

Feb 03 – Apr 05 VNUS Medical Technologies, Inc. Territory Sales Manager

Responsible for increasing sales in a new product and therapy used for the elimination of venous reflex.

Territory included the entire state of Michigan. Client base included vascular surgeons, general surgeons,

interventional radiologists, interventional cardiologists, cardiac and thoracic surgeons.

Achievements

*Consistent top performer 10 consecutive quarters

*Grew territory over 400% in first year

*Grew territory over 250% in year two

*Established and maintained the only Canadian account

*Tied for second place in Rookie of the Year contest out of 10 representatives

* In 04 was sixth out of 35 representatives overall

*Achieved award for establishing the largest catheter volume in a single account

*Won Region of the Year award two consecutive years

Jan 02 – Feb 03 Synthes Spine Sales Consultant

Responsible for sales internal fixation devices used to stabilize the spinal column. Territory included

central and southeast Michigan; client base included neuro surgeons, orthopedic spine surgeons and

hospital support personnel.

Achievements

*Established excellent rapport with physicians and peers regarding implant techniques

*Turned around a territory that was losing dollars

*Increased surgeon morale in dealing with Synthes

*Took over a territory that had very little sales volume and hit quota in the fifth month and after

*Increased actual implanters of Synthes product from 1 to 5 through first 4 months on the job

Feb 98 – Sept 01 Medtronic, Inc. Therapy Consultant, (Neurological Division). Responsibilities

included sales of implantable systems for chronic pain relief in the territory of central and southeast

Michigan. Client base included neuro surgeons, orthopedic spine surgeons, anesthesiologists,

oncologists and neurologists. Also responsible for business consulting, strategizing and growing

individual physician practices through referral development, marketing support and peer to peer sessions.

Achievements

*Established excellent rapport and expertise with physicians and peers regarding implanting

techniques

*Increased implants 74% from 83 to 145 during first year

*opened new accounts at Beaumont Hospital, University of Michigan and Oakwood Hospital by

overseeing the first implants for chronic pain

*Maintained two of the top three pain management programs in the state

*Grew a new therapy from 0 implants to over 240% in less than 9 months

*Orchestrated the first physician training through highly successful cadaver workshops

*Won trip to Key West by finishing over quota for three different therapies

Mar 97 Feb 98 U.S. Medical Regional Sales Manager .

Responsible for large ultrasound and surgical laser sales in Michigan, Northern Ohio and Northern

Indiana. Also responsible for managing two clinical specialists and two technicians.

Achievements

*In first quarter with the company, finished third of six in gross profit

*Second quarter, finished second of six

*Third quarter, lead in gross profit

*Had three proposals accepted by management to reduce costs and expenditures that exceeded

over $50,000 in company savings

*Improved team morale and rapport with customers

Feb 91 Dec 96 C.R. Bard Senior Sales Representative.

Responsible for surgical specialties, capital equipment and urological products marketed to physicians

and hospitals for Southeast Michigan and Northwest Ohio. Responsible for capital equipment

incontinence and urological products marketed to physicians, hospitals and distributors for the entire state

of Michigan.

Achievements

*Finished No. 1 of 43 in sales for small capital equipment product

*Finished No. 6 of 43 in sales for other capital equipment products

*1 of 10 selected for special sales project concerning new product

*Finished in 1991 No. 2 in Rookie Contest of 13 new representatives

*1992 finished No. 5 of 24 representatives

*1993 finished No. 3 of 22 representatives; promoted to Senior Sales Representative

*1994 finished No. 6 of 27 representatives; promoted to Sales Trainer;

finished in top 3 of 3 of 5 sales categories; number one in year end speciality contest

*Only representative to finish in top 6 in consecutive 4 year period

*1995 finished No. 2 of 27 representatives; finished top 3 in 3 of 4 categories

Jul 89 Feb 91 Davis & Geck Division of American Cyanamid Surgical Sales Representative

Responsible for sutures and other wound management products covering the metro Detroit area calling

on surgeons, nurses and hospital administration.

Achievements

*207% of quota through 12 months increasing territory sales 215K

*Finished number 2 at 400% in the country (of 175) for one singular

product promotion

*Finished number 2 in the country for establishing accounts for a new

product during a three month promotion period. Established

seven new accounts again of 175 representatives

*Turned a territory that was down 135K in 1989 into a potential gold

cup territory. Through nine months was up 80K

*Completely converted one account from the number 1 competitor.

75K in total sales

*Created excellent rapport and trust with accounts that had previously

encountered very negative experiences

Jun 88 Jul 89 R L Distributors CPR Equipment Sales Representative.

Responsible for Ohio markets, selling to and servicing hospitals, clinics, ambulatory businesses and

nursing homes.

Jul 87 Jun 88 Schering Plough, Inc. Veterinary Sales Representative

Responsible for northern Ohio and northern Indiana, selling to and servicing veterinary hospitals and

veterinarian doctors.

Education and Accomplishments

Wayne State University B.S. Degree in Business Administration 1987, Majoring in Marketing

Henry Ford Community College A.A.S. in Liberal Arts, 1984

*Self financed 100% of education

*Dean's List H.F.C.C., GPA 2.8, and W.S.U., GPA 3.1

*Beta Gamma Sigma National Honor Society for Business

and Management

*Medical courses: Organic Chemistry, Biochemistry, Anatomy,

Physiology and Microbiology

*Emergency Room volunteer (1983)

College Employment

Jun 86 Jun 87 Leeming Pacquin (Division of Pfizer, Inc.) Sales Representative.

Responsible for Toledo and Detroit markets, selling to and servicing drug and food store chains, also

opening new accounts and supervising two merchandisers.

Achievements

*119% of quota

*Won trip to St. Thomas

*Last week of yearly contest, (St. Thomas) had highest dollar volume out of

all representatives in the country

*Number 2 Sales Representative in region

*Average new distribution 3 items per account

Individual Strengths and Achievements

Hard working, optimistic and high integrity best describe my character. My dedication to winning in all I

pursue would make me a vital asset to my employer.

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