Sales Manager
Resume:
Clay Brown
Carlsbad, CA 92009
abl4gg@r.postjobfree.com
Summary - Accomplished, motivated executive with over 20 years in the
health and personal care fields. Results- focused Sales Manager with a
proven track record of building, training and managing dynamic and loyal
sales teams, expanding sales in new markets through account development,
improving profitability and overcoming significant industry challenges.
Uniquely skilled at utilizing business analytics and identifying market
opportunities to create strategies that empower sales teams to increase
sales and exceed sales and company goals. Emphasis on training, coaching
and developing sales personnel that motivates customers to take action.
Expertise in leading teams into new product markets.
PROFESSIONAL EXPERIENCE
Lather, Inc.
San Diego, CA
Director of Sales
2009- 2010
. Identify and evaluate value of Randall International hospitality
amenity & retail business acquisition through sales and profit
analysis, intellectual property review and customer retention
study.
. Successfully transition high-value, industry leading hospitality
business from Randall International to Lather Inc. resulting in
80% retention of targeted customers and $1.5 million in new
revenue.
. Access and optimize greater business opportunities by securing
Avendra certification with leading procurement company to increase
company profile within the hospitality industry.
. Establish partnership with FDA and EPA certified contract
manufacturer to build newly acquired product line sold in a
regulated field.
. Increase new custom amenity and retail product business focusing
on the luxury brand hospitality market.
Randall International
San Diego, CA
Director of Sales
2008 - 2009
. Grow and manage sales of new and existing luxury brand hospitality
customers. Existing hospitality customers include - Ritz-Carlton
Corp, Hyatt Corp, KSL properties and Waldorf-Astoria Resorts.
. Develop and implement strategies to increase hospitality amenity
utilization with luxury brand hospitality customers that drive
highly profitable retail sales. Resulted in increased sales for
Randall of $200,000.
. Manage and train sales executives in the creation and delivery of
sales presentations that drive future growth for existing as well
as future products.
. Develop and implement sales metrics equipping sales team to
strive, meet, and surpass company and customer milestones..
. Increase new business by $2.1 million in 2009 by securing
contracts with Ritz-Carlton, Ovation Hair Care and Venture
Resorts. .
. Create and maintain quarterly and yearly accurate and realistic
forecasting and goals of all sales; P&L responsibility for all new
and existing customers.
First Dental Health
San Diego, CA
Director of Business Development
2007 - 2008
. Developed partnerships with key corporate customers and insurance
companies to build unique selling strategies and tactics to
ensure product success.
. Added 500 new customers by targeting businesses through data
analysis and business needs reviews to implement cost saving
strategies by utilizing New Dental Choice.
. Created strategic alliances with California PTA and Juvenile
Diabetes Research Foundation to increase distribution channels
and brand recognition for California's first licensed discount
dental plan - New Dental Choice.
Pharmaceutical Sales/Management
San Diego, CA
Par Pharmaceuticals
1990 - 2007
Mallinckrodt Pharmaceuticals
Novartis Pharmaceuticals
. Manage sales consultants in numerous different markets calling on
Family Practice, Internal Medicine, Allergists, Dermatologists,
Cardiologist, Pediatricians, and Geriatricians.
. Successfully launched 10 products into all Southern California
markets.
. Hired and trained four new sales teams to launch new products into
virgin markets.
. Create business development programs utilizing CRM tool and sales
data to assist sales teams in analyzing business opportunities to
maximize territory sales.
. Partnered with managed care plans, TPAs and IPAs to better position
company products on formularies. Plans included - Healthnet,
Pacificare, BC/BS, Medi-cal, Cal-Optima, Prescription Solutions,
Express Scripts and Advance PCS.
. Maximize health plan formulary positioning by creating physician
educational programs and sales consultant selling tools resulting
in a significant increase in sales.
. Actively develop sales personnel for greater sales success and/or
promotion utilizing specific selling skills techniques and
management core competencies.
. Regional liaison to Elidel, Ritalin LA and Restoril 22.5mg product
teams working to create new sales strategies and tactics.
Awards
. #1 district in launch of Restoril 22.5mg - 2006.
. Growth Team 2005, taking team from 8th to 2nd place of 10 teams.
. District Manager of the year - 1996, 1997 and 1998.
. Managed Care Core-Team award-1996
. District Sales Person of the Year 1992 & 1993
. World Class Europe contest (Top 6/80 reps) - 1992. Top sales of 3
products.
EDUCATION
Arizona State University, B.S. - Finance
TRAINING
Managing for Results - 1995
Comprehensive Negotiating - 1998
Top Gun: Leadership and Development - 2000
Dynamic Team Meetings - 2005
Effective Oral Presentations - 2006
Familiar with HIPPA guidelines; SalesForce, Excel, PPT, Microsoft
Office and Adobe
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