Sales Customer Service

TRACY GEORGE GASIOR

abmj34@r.postjobfree.com

** ******* ***

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Clarendon Hills, IL. 60514

Voice Mail: 630-***-****

Sales

Dynamic sales and marketing management professional with an outstanding

career in building and leading sales team objectives for technologically

Sophisticated product lines. Achieve significant results through strengths

in strategic planning, territory management, client relations, over-quota

sales performance, client relations, customer service, staff development

and product knowledge. Exceptional people skills a mentor, trainer and

team leader.

PROFESSIONAL EXPERIENCE

TOPCON MEDICAL SYSTEMS / Oakland, NJ - Midwest Sales - OMS Surgical

Division (TMS is a division of Toshiba Medical)

March

2008 to present

Responsible for creating the goals, objectives and formation of the sales

team of the newly formed surgical division.

. Created a new business development implementation for the sales team

regarding; prospecting, targeting and calling on Surgeons, CEO's,

CFO's and Medical Universities (Teaching Institutes).

. Developed the strategy for the promotion of Surgical Microscopes,

Video Capture and Ophthalmic Imaging Management Systems/Software for

the OMS division.

. Part of the management team in the U.S for the OMS Division, was

selected to present Business Plan/s for 2008, 2009 and 2010 to Topcon

Medical Systems, Japan-Tokyo.

. Achieved sales plan for 2008 its first year, increasing revenue in key

development medical centers and succeeded in securing major center's

of excellence as premier reference centers for the OMS division.

. Rewarded with the management of "Centers of Excellence" implementation

and sales development for the U.S.

. Realized significant improvement in customer service and sales in the

underperforming surgical sales, prior to the formation of the surgical

division.

. Increased sales up to 200% increase for 2009.

. The driving force of goal objectives and process for new business

exceeding monthly sales averages month after month in 2009

. 2009 was a record year for sales of surgical microscopes for TMS.

. Overall team lead for direct representatives and the newly formed

distributor matrix.

BDI, Bracco Diagnostic Inc. Princeton NJ. Mid-West

July 2006 to May 2007

Recruited to head up the strategy for the Mid-West territory, with a new

emphasis and market of Neuro diagnostic market.

. The mentoring of newly hired sales representatives and re-focusing

sales techniques of senior representatives.

. Generated an on-going strategy for "going deep" in an existing

installed base accounts

. Managed the strategy for cultivating a major "Non-GPO" account

conversion with representative/s and home office participation.

. Achieved three levels of improvement on customer satisfaction.

(Preference for purchase intentions over four competitors)

. Created a Neuro Radiology Perspective with K.O.L's

. Until new perspective market expansion was eliminated due to the

economy.

SMITH & NEHPEW / Largo, FL - Central US / Area Manager

June 2005 to July 2006

Developed strategies to increase awareness of the new VersaJet technology

and increase penetration in the O.R. market.

. Developed a refined and focused evaluation process that had expedited

the sales cycle for the region and is now accepted practice for the

U.S.

. Increased market share on disposable products utilizing the foundation

of "Strategic Selling" method.

. Developed a sales system for events and action plans for "going deep"

in existing installed accounts.

. Managed six direct representatives and three dealer networks

. Created the sales approach for getting adaptation and commitment at

major medical centers. (On the "Surgeon Preference Card")

. VersaJet division was dissolved into the Wound Care Division in 2006

and now is sold in the catalog of products of S&N.

CARL ZEISS SURGICAL /IMT New York, NY - Regional Sales Manager

May 2002 to May 2005

Responsible for all aspects of territory management including (but not

limited to) developing a strategic sales team, defining each and every

representatives role to achieve market share, identifying growth

opportunities, developing strategies to counter competitors, establishing

and maintaining revenue growth for the three Senior Representatives and two

Junior Representatives. The role is diverse and encompasses the

development and execution of administrative marketing and account

management strategies that achieve long-term business objectives. System

utilized as "Best Practices" for CEO's, CFO's in the U.S.

. One Representative in the Top 5 in overall performance in gross sales

. Two Representatives in the Top 15 out of Seventy-Two in the U.S.

. The territory ranking was increased six positions out of 15. (2003

Ranked 13th ~ Ranked 7th in 2005)

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AB Med Inc. Westmont, IL - Northern Illinois /Chicago Senior Account

Representative

December 1996 to April 2002

(Distributor for high-end capital and surgical disposable products) For

medical centers, Universities, hospitals surgery centers and physicians

offices.

Achieved territory objectives that garnered other product lines for the

distributor to represent throughout the region. Involved in new product

launches and staff training, client communications with special project

interests.

Ranking/ Accomplishments: Consistently successful in exceeding new business

sales expectations each year.

2000-2001 - 112%

of quote

1999-2000 - 125%

of quote

1998-1999 - 110%

of quote

1996-1997 - 105%

of quote

*Ranked number one sales producer for five product lines and in the top

three for six other lines.

** Surgical Equipment valued at $20,000 to $300.000.

LF Management New York, NY- Area Sales

July 1995 to December 1996

Managed account activity and marketing activities for four new MRI

facilities. Company was sold to HEALTHSOUTH INC.

. Created print advertisements and high-impact marketing tools to

expedite increase in patient census.

. Facilitated partnership management to enhance communications between

technical and front office staff.

MEDIFIT, Downers Grove, IL - Northern Illinois & Wisconsin Territory

Manager

May 1991 to July 1995

Recruited as an account manager; Lead the growth and revitalization of the

territory. In one year promoted to territory Manager, which enabled the

organization to utilize my talents and expertise in a larger region.

Represented products such as; Biodex, Swimex, Woodway, Myraid, Shuttle/MVP

and Synaptic.

. Identified established and maintained key accounts relationships with

physician-owned facilities increasing sales each year. (36%-44%-57%-

62%)

. Orchestrated the set up and participation in trade show programs.

. Managed the full line sales for New Medical Centers / Re-designed

Medical Centers, regarding the initial sale and logistic of "Grand

Opening" time frames.

Sentinel Technologies, Downers Grove, IL- Account Representative

February 1986 to May 1991

The sale of technical service and computer hardware in the arena of

business/corporate sales. The Company was founded by: Four IBMer's. Thus

I was trained extensively in the corporate fortune 100 format of skilled

sales presentations. This has fostered my foundation of introducing and

detailing technology in a complex purchasing environment.

Skill Set Portfolio:

. Provided training and mentoring for new staff.

. Created and updated marketing and training materials that promoted

growth and standardization for companies.

. Built network of contacts with nationally-recognized speakers,

advisory board members and opinion leaders. *K.O.L's

. Devised a communication module to track and maintain potential

business plans.

. Conducted onsite in-service, technical training and consolation on new

and existing products to ensure optimal usage.

. Participated in the developmental process and implementation of

clinical trials for products as well as follow through in meeting FDA

Requirements.

. Instituted a special manufacturer program to attract potential

business at trade shows, lectures and conferences.

. Experience & Expertise in Neuro, E.N.T., Plastic/Hand,

Ophthalmic/Retina, General, Urology, Trauma and Spine Orthopedic

Surgery Theaters.

. Proficient in all Microsoft Windows, PowerPoint and Lotus Applications

~ SalesForce.com Tracking Management

. Vendor Compliance with = StatusBlue, TraxMed, RepTrax, O.RStatus -

HIPAA Privacy Training, AORN O.R. Protocol Training, Blood-Borne

Pathogens

EDUCATION

Elmhurst College, Elmhurst, IL

B.A. Communications/Marketing 1986

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