Sales Manager

Mike Cramer

*** ********** *****, ******** *******, TX 75077 214-***-**** (

abik58@r.postjobfree.com

Senior Sales Professional

~ 20 years of progressive sales and management success in the laboratory

and healthcare markets ~

* Well developed sales management skills, including formal training

* in coaching, behavioral interviewing, presentation skills, and

negotiation.

* Experienced in financial analysis as it relates to driving profit

improvement.

* Demonstrated excellence in product sales as well as value-added

and service sales.

* Sales track record in representing both manufacturing and

distribution.

* Sales training and mentoring experience.

* Accomplished negotiator with national accounts and group

purchasing organizations.

* Experienced in large scale sales strategy development and

execution through a field sales team.

Career Development

2009- Present WorkflowOne, Dayton, OH

One of the country's largest providers of print and

promotional products, and related managed services

* GPO and Strategic Accounts Manager

Develop, manage, and grow the company's business relationship

with major healthcare Group Purchasing Organizations and

strategic IDNs.

Lead RFP response for major GPOs

Coordinate field sales efforts around GPO-specific initiatives and

opportunities

Penetrate developing regional sourcing collaboratives within GPOs

2008- 2009 Celsis International, plc, Analytical Services Division

Chicago, IL

A leading provider of cGMP chemistry, microbiology and

stability laboratory testing services to the pharmaceutical,

biopharmaceutical, and consumer products industries.

* Business Development Manager

Manage the business relationship with all customers in the

Southern and Southeastern United States.

Recruited two new customers to the company in first year that rank in the

top 20 company-wide in sales volume

Initiated and helped complete the development of a new project quoting tool

that increased productivity 20%.

Mike Cramer page 2

1996-2008 Thermo Fisher Scientific, Customer Channels Group, Pittsburgh,

PA

A worldwide manufacturing and distribution company serving the

research and industrial laboratory community with

instrumentation, consumables, chemicals and services.

* Industry Sales Director, January 2005 - March 2008

Manage P&L for national account customers in the chemical

industry. Responsibilities included negotiating and

implementing national contracts, managing account financials

down to operating income line, and driving profitability by

working through the field sales and customer corporate

procurement organizations.

* Renewed $4 million dollar contract in 2007 and enhanced its

profitability by 200 basis points (2%)

* 2007 sales increase of 4.5% on a $15 million portfolio; margin

rate increase of 29 basis points

* Newly signed contracts in 2006 valued at $1.6 million in annual

sales

* 2006 profit margin increase of 5 basis points (0.05%)

Newly signed contracts in 2005 valued at $2.2 million in annual sales

2005 sales margin increase of 73 basis points (0.73%)

* National Sales Manager of Chemical Specialists, June 2003- December

2004

Manage a sales team of 10 direct reports across the United States

accountable for $140 million in annual sales of self

manufactured chemical products. Major product segments include

life science bioreagents, analytical chemicals, and organics

that are sold into a wide range of markets including

pharmaceutical, biotech, industrial, environmental, and

petrochemical.

Reversed a declining business

* Sales declining at a rate of 3.5% per year in July

2003

* Sales growing at a rate of 4.0% in December of 2004

Developed and implemented promotional program targeting bioreagents

* Selling tools for field sales

* Targeted training

* Doubled sales growth run rate in 2004

Developed and implemented strategic rebate program for lab solvents

* Opportunity focused

* Driven through distribution sales organization

* $400,000 in incremental sales in 2004

* Regional Sales Manager for Research Distribution, December 2002 -

June 2003

Management responsibility over a team of 9 sales representatives in

the Southwestern United States covering the entire company

product offering in designated high growth accounts. Key action

items in driving success included:

Directing the development of rep-specific business plans

Creating individualized professional development plans

Coaching and training under performing personnel

Mike Cramer page 3

* Southeast Regional Chemical Account Manager, 2002

Management responsibility for the southeastern United States for

Fisher Scientific's self manufactured chemical products,

including $40 million in annual sales and three direct reports.

* Chemical Sales Specialist, 2000 - 2002

Sales and profit responsibility for Fisher's complete line of

self-manufactured laboratory chemicals in the Research Triangle

Park and surrounding geography (3 states).

Coach and train a distribution sales team of 25 reps

Create and implement sales programs to raise visibility and sales activity

within this product segment

$12 million territory grew by over $900,000 in sales in 2001

* Sales Representative, Research Division, 1996 - 2000

Responsible for coordinating all sales activity for the

company's entire product offering within key life science based

accounts in the Houston, Texas area. Relationship selling and

the creation of strong business partnerships drove success

Territory growth from annual sales of $2.5 million to $4 million (average

annual sales growth of 15%)

1990-1996 Ansell Perry, Inc. (Smith & Nephew Perry until May, 1995),

Massillon, OH

A major manufacturer of standard and specialty surgical and

medical gloves selling direct and through distribution to

hospitals, clinics, and alternate care facilities.

* Senior Account Manager

Drive sales growth within a territory encompassing south Texas

by calling on physicians and departments throughout major

hospitals, training distribution sales representatives, and

negotiating contracts with regional group purchasing

organizations.

* Average territory growth of 20% annually

* Named "Rising Star" of sales force in 1992

* Sales Hall of Fame Award, 1994

Education

Texas A&M University, College Station, Texas.

Bachelor of Science Degree, Biomedical Engineering.

3.25/4.00 GPA.

Contact this candidate