Sales Representative

William P. Isley

*** ****** **** (

CARY, NC ****8

919-***-**** ( ******@**.**.***

Medical Sales Professional

VERSATILE, HIGHLY-MOTIVATED SALES EXECUTIVE WITH ESTABLISHED SALES TRACK

RECORD IN MEDICAL AND PHARMACEUTICAL ARENAS. TALENTED IN ALL ASPECTS OF

EFFECTIVE TERRITORY MANAGEMENT INCLUDING FIELD SALES ANALYSIS, STRATEGIC

PLANNING, EXECUTION AND MANAGING THE SALES LIFE CYCLE. ADEPT AT PROVIDING

PROFESSIONAL EDUCATION TO BUILD SALES VOLUME, GROWTH AND MARKET SHARE WITH

NETWORKS AND EXPERTISE IN HOSPITALS, OFFICES, AND CLINICS. BEST IN CLASS

WITH CUSTOMER RELATIONSHIPS THROUGH PERSUASIVE COMMUNICATIONS THAT GUIDES

THE DECISION-MAKERS TO CLOSE AND COMMITMENT.

Customer Needs Assessment ? Account Planning & Development

Negotiation & Problem Solving Skills ? Customer Team Support

New Business Development ? New Product

Launches

Key Decision Maker Relationships

Professional Experience

Baxter Healthcare International - Raleigh, NC 05/2000 to 11/2009

SENIOR ACCOUNT EXECUTIVE

Provided consultative sales and services for leading manufacturer and

supplier of dialysis equipment, modality and other renal products. Managed

account base of over 20 dialysis centers, offices, and 10 acute accounts

with revenues exceeding $5 million. Provided frequent product in-services

and prepared monthly action plans and sales status reports. Clients

included internal medicine / nephrologists, business administrators,

hospitals, clinical teams, and patients.

. Managed the complete sales cycle (including presentation, evaluation,

contract negotiation and close, installation, and after sale support)

-finished top 15 out 60 reps five years running.

. Successfully introduced new dialysis solution (Icodextrin) to area

nephrologists which resulted in growth and helped secure market share

in competitive accounts.

. Secured Raleigh dialysis market share through consistent territory

analytics, management focus, and exceeding customer's needs with

dialysis education and product support.

. Acquired $100K Durham VAMC account from competition through effective

needs analysis, persistent follow up, and demonstrated value of

products and services offered.

. Received 2008 "Sales Incentive Award" for finishing 7th out of 60 reps

and was recognized as 2008 region leader for net patient gains to

Peritoneal Dialysis.

. Awarded "Region of the Year" out of eight US regions in 2001 and 2008

as result of teamwork, communication and sales execution.

Hollister, Inc - Raleigh, NC 04/1996 to 04/2000

Territory Manager

Managed Central and Eastern NC territory while promoting and selling

advanced wound care, ostomy, incontinence and maternity products. Targeted

audience included acutes, home health, long term care, ob/gyns,

pediatricians, surgeons, urologists, and retail pharmacy.

Managed all aspects of territory that included acute contracts, clinical

sales and service, support group (Ostomy Clubs) functions, and

distributors.

. Generated sales from qualifying and uncovering WOCN customer's needs,

cold calling, lead generation, and attending trade shows and

conferences-awarded President's Club distinction in 1997 and 1999,

finishing in the top ten out of 70 territory managers.

. Acknowledged as 1999 Top National Leader out of 70 reps in maternity

pump sales for securing business with Rex, Duke, UNC, WakeMed and

NHRMC Hospitals.

Healthdyne Maternity Management - Raleigh, NC 04/1994 to 03/1996

Sales Representative

Promoted and sold Home Uterine Activity Monitoring (HUAM) and tocolytics to

the ob/gyn community, hospitals, and managed care for the prevention and

management of pre-term labor and high-risk pregnancies. Managed 75+ ob/gyns

and 14 acute accounts in Central and Eastern NC. Supported the clinical

call center on-call team.

. Negotiated new contract with UNC Dept of Ob / Gyn that exceeded $65K

in incremental business.

. Implemented customer in-service and education programs as a growth

strategy to support Managed Care's (PHP) decision to utilize HUAM

therapy.

Eli Lilly and Company - Greenville, NC 08/1988 to 03/1994

Sales Representative

Managed $4 million territory spanning Eastern NC and Southern VA for a

major manufacturer of ethical pharmaceuticals and services. Generated

business across multi-physician specialties and retail pharmacies by

demonstrating product features and benefits.

. Achieved incremental sales by executing account plans, technical sales

expertise, and securing client commitment-recognized with quota

achievements and numerous "Salesman of the Month" district awards.

. Received Region Winner Award twice out of 16 regions by effectively

delivering customer education programs to secure new business.

. Ranked in top quarter of district during the last three years of

tenure by strong territory planning and demonstrating product value to

propel sales volume.

. Successfully introduced Prozac to eastern NC primary care medical

base.

. Recruited and trained new hires from regional referrals and local

contacts which contributed to region's success and employee tenure.

Education & Training

MBA

North Carolina State University - Raleigh, NC

B.S., Zoology

North Carolina State University - Raleigh, NC (with honors)

Professional Development

Code of Conduct ? Healthcare Fraud &

Abuse

Good Documentation Practices ? Write

Things Right

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