Sales Manager
Resume:
Jay Drogin
Beaverton, OR 97006
*********@*****.***
Summary of Qualifications
Extensive sales and sales management experience, coupled with strategic and
tactical strengths in management, training, and marketing. Diverse and well-
rounded skill set, with demonstrated effectiveness in providing client
satisfaction in demanding and competitive environments. Excels at
formulating and executing strategies and tactics necessary to sell
products, and create and keep customers. Dynamic communicator, with
confidence and skills to design and implement sales campaigns that drive
revenue and increase profitability.
. Consultative Sales / Major Accounts Management
. Strategic Business development
. Training / Team Building / Development
. Communications / Negotiations
. Distribution Channel Development
. Concept Sales
. Strategic Business Relationships
. Investor / Customer Relations
. Advanced Technology Informatics and Medical Device experience
. Radiology, Anesthesia, Respiratory Therapy, Critical Care, Cardiac
Cath Lab, Informatics, Pharmacy, and Blood Bank
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Work Experience
Agfa HealthCare Inc., Greenville, SC (Informatics)
2006 - 2009
Key Account Executive / Informatics
. Collaborated with Strategic Account Executive and RIS Specialist to
close $ 1.2M RIS deal at Loma Linda University.
. Created innovative CR solutions and closed new direct and channel
business in Northwest, generating approximately $500k.
. Developed second largest pipeline in company, valued at $21M, in 2009.
Portland VA has announced (08/14/09) $9.1 M award to Agfa for PACS
(submitted 09/08).
. Distributed educational newsletter-style write-ups of informatics
technology solutions to Key Account Executives.
MedOrder, Inc., Seattle, WA (Informatics startup)
2004 -2006
Director of Sales
. Introduced start-up company and referral management concept to NW
market, signing 3 new contracts to act as references for innovative
concept.
. Built relationships with "best-of-breed" vendors and sales reps to
offer "total solution," emphasizing shift to selling process rather
than product, elevating consultative credibility and intent with
prospects.
. Contributing member of management team that developed upcoming
customer features.
VitalWorks, Daytona Beach, FL (Informatics)
2002 - 2004
Account Executive
. Closed largest contract in division's history (EPIC Imaging), yielding
approximately $700K.
. Achieved quota and President's Club in first full year of employment.
. Sold first and only two combination RIS/PACS deals in first year after
VitalWorks' acquisition of PACS' company Amicas, accounting for sales
of approximately $2M.
First Pacific Corporation, Salem, OR (Informatics)
2001 -2002
Practice Solutions Specialist
. Implemented innovative sales and marketing programs designed to
execute transformation strategy in Dental Practice Management
solutions and generate revenue by providing cash flow and informatics
tools for dentist, in return for percentage of Accounts Receivable.
. Re-opened languishing relationships with dental school at OHSU and
consultant CPAs throughout Oregon, laying groundwork for long-range
growth.
HINCK MEDICAL, Beaverton, OR (Medical Devices)
1990 - 2000
General Manager
. Managed sales and profitability of 2 divisions, including 8 reps.
. Doubled sales in Critical Care Division in less than four years,
producing $14M in revenues.
SPECTRAMED INC., Oxnard, CA (Formerly Gould Inc, CV Products Division)
(Medical Devices) 1982 - 1989
National Sales Manager
. Managed staff of 52, including 5 Regional Managers, 38 Territory
Managers, 5 Nurse Clinicians, OEM Sales Manager, and Bids and Quotes
Department.
. As National Sales Manager of this patient hemodynamic monitoring
spinoff of a Fortune 500 company, I was responsible for a $42 million
budget, and managed sales in this successful LBO to buyout by BOC
(British Oxygen). Worked hand-in-glove with Marketing Department
management to provide sales and marketing plans for eventual sale.
. Earned top honors as leading sales professional, while growing sales
by highest percentage of all reps.
Other Accomplishments
. Leading (or among the leaders) sales professional numerous times over
the course of my career so far.
. Was youngest District Sales Manager at Armour Pharmaceutical Company
(division of Revlon Health Care Group).
Education
B.A., English Major, Education Minor - New York University (NYU), New York,
NY
In process of earning Masters Degree in Healthcare Management at:
Oregon Health & Science University Medical School, Division of Management
Certifications and training accomplishments
Solution Selling (Michael Bosworth)
Soft Selling (Personal Growth Associates)
Executive Course for the General Sales Manager (AMA)
Incentive Compensation (AMA)
Counselor Selling (Wilson Learning)
First Line Supervisory Skills (Tom Dooley Seminars)
Effective Negotiating (Karass Seminars)
Basic Course in Field Sales Management (Rafal Associates)
SST / Systematic Sales Techniques (Systema Corporation)
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