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Sales Manager

Location:
6281, United States
Posted:
May 24, 2010

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JOHN KUSNAROWIS

PO Box ***, Woodstock, CT *****

(860) ***-**** / cell (401) ***-**** / abmroy@r.postjobfree.com

SUMMARY OF QUALIFICATIONS

Experienced and results-oriented sales/marketing professional. Adept in promoting and presenting multiproduct

lines to doctors, dealers/distributors; developing and maintaining key accounts; negotiating and closing the sale;

public relations; troubleshooting and problem solving. Proficient in developing and maintaining partnering

relationships; creating marketing materials, & strategic planning. Proven talent for developing/expanding

territories, & creating repeat business through effective account management.

WORK EXPERIENCE

OPAL ORTHODONTICS, Ultradent, South Jordan, Utah

1/07- 10/09

Start-Up Orthodontic Division

REGIONAL MANAGER / SPECIALTY REPRESENTATIVE

A multifaceted position for a fast paced and ever changing start-up orthodontic division. Responsible for a 9 state

region working with Ultradent’s General Practice sales force. Trained GP reps on effective orthodontic selling,

orthodontic therapy, and products while conducting market research to assist with product development. Contributed

with marketing and market research for short and long term company business models. Ultimately responsible for

orthodontic sales in a 6 state territory as a specialty representative.

• 2010- Ranked 6th in sales and 2nd among single rep territories (several territories worked with

consultants).

• Created national marketing mailer for a new product line and initiated development of an

accompanying promotional/instructional product video.

• Recruited Orthodontists and facilitated focus groups to assist with new product design and

development.

• Completed Professional Selling Skills (PSS) certificate program.

DISCUS DENTAL, Culver City, CA

9/05-12/06

Cosmetic & General Dental Supplies

40% reduction in sales force

TERRITORY MANAGER

Managed a territory in CT and RI selling a full line of dental and cosmetic dental supplies directly to dental

specialties. Responsible for developing the territory, creating new accounts, up selling current accounts, clinical

training, resolving credit and customer service issues. Major focus on small capital equipment stressing ROI and

marketing opportunities.

• 2006- Achieved 102% to plan.

• Successfully completed a formal 3 week training program that included SPIN Selling.

ORMCO, Sybron Dental Specialties, Orange, CA

4/02-9/05

Orthodontic Supplies & Laboratory Services.

TERRITORY MANAGER

Represented ORMCO and AOA/Pro Labs. Responsible for selling premium priced products and treatment systems to

Orthodontists in CT, RI, and Eastern NY. Accountable for creating new business and developing partnering

relationships with Doctors and staff; upgrading accounts to new systems, resolving credit issues and product

problems/complaints; achieving monthly, quarterly, and yearly sales quotas, promoting regional and national

seminars.

• Managed a territory of over 3.0 million dollars in annual sales, ranks in the largest 10% of

Ormco territories. Average Territory is $1.8 million.

• 2002- Finished 100% to plan for partial year

• 2003- Finished 107% to plan.

• 2003- Qualified for President’s Club

• 2004- Finished 105% to plan.

• 2004- President’s Club

• 2004- 2nd place finish Winter New/Upgrade Business Contest generating $79,711 in new

business.

• 2004- 6th place finish Summer New/Upgrade Business Contest.

• 2004- Promoted to Territory Manager.

• 2004- Extravaganza Contest winner.

COASTAL MARKETING, INC., Franklin, Massachusetts

8/00-4/02

Commercial Food Service Capital Equipment Company

Dissolved 5/02

MANUFACTURERS REPRESENTATIVE

Managed territory in Western MA, CT & VT. Clients include food service equipment dealers, end users, franchises

and consultants. Duties include: representing nine companies and over 250 products; promoting and presenting

specific products; negotiating discounts; providing product training to sales representatives; following up with

customer to up-sell and maintain account; resolving problems/complaints.

• Achieved $1.6 million annual sales.

• Instrumental in acquiring a new line to represent worth over $200,000 in new business.

• Increased active dealer network by 20%.

WILMAR MARKETING, INC., Roswell, Georgia

7/98-8/00

Healthcare and Commercial Food Service Capital Equipment Transferred to

TN 7/00

MANUFACTURERS REPRESENTATIVE

Managed GA, AL, MS, & TN sales territory. Clients included food service equipment dealers, end users, consultants,

franchises, hospital engineers, school food service directors, purchasing directors, distributors and architects. Duties

included: developing territory; strategic planning and implementation; developing and maintaining relationships with

12 different manufacturers selling multiple products.

• Achieved $1.2 million annual sales.

• Initially responsible for selling three product lines in Georgia, Alabama, Mississippi and

Tennessee; ultimately represented 12 product lines in Tennessee territory alone in 2000.

• Increased Follett Corp’s Healthcare Division from $380,000 to over $550,000 in annual sales.

ANMED/VBS REHABILITATION SERVICES, Anderson, South Carolina

8/94-7/98

SPORTS MEDICINE COORDINATOR

Coordinated sports medicine program sponsored by an orthopedic clinic, medical center and a physical therapy clinic.

Duties included: providing patient care; developing and implementing programs; coordinating efforts between

orthopedic clinic, rehabilitation clinic and hospitals; developing and maintaining relationships with clinic staff and

physicians; selling sports medicine services.

• Created sports medicine symposium and seminar series; contacted negotiated and scheduled

nationally known speakers and experts; organized seminars.

• Created and published brochure featuring physicians in sports medicine program; advertised

through direct mail and journals; developed course workbooks; gained national continuing

education accreditation; managed all funds, registrations, sponsors and vendors.

• Presenter at colleges and high schools; promoted sports medicine.

GEORGIA SPORTS AND PHYSICAL REHAB, Roswell, Georgia

2/94-8/94

CERTIFIED ATHLETIC TRAINER

Duties included: providing patient care; cold calling physicians to promote physical therapy services; providing

physicians with tour of clinic and introducing them to staff; describing features and benefits of service; setting

physicians up with referral pads; following up to ensure satisfaction.

GEORGIA SPORTS MEDICINE, Marietta, Georgia

7/92-2/94

GRADUATE SCHOOL MENTORSHIP/ PHYSICAL THERAPY TECHNICIAN

Fulfilled graduate school mentorship requirements by working with Certified Athletic Trainers and Physical

Therapists in clinical and High School outreach capacities. Remained employed with Georgia Sports Medicine until

becoming certified on 2/94. Awarded for perfect attendance 1993.

EDUCATION

UNITED STATES SPORTS ACADEMY, DAPHNE, ALABAMA

MASTER OF ARTS/SPORTS SCIENCE-SPORTS MEDICINE: 1993

UNIVERSITY OF RHODE ISLAND, BACHELOR OF ARTS/BIOLOGY, 1991



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