Sales Manager

LARRY K. SCHAIBLE

**** ******* ***** ***** 281-***-****

Houston, Texas 77082 Email: ************@*******.***

FIELD SERVICE / SALES PROFESSIONAL

Seasoned Field Service Engineer and Field Service Manager working in the medical device industry, with Sales and Account

Management experience in startup and Fortune 100 companies. Background combines strong technical knowledge, people skills

and management experience promoting product placement, implementation, installation, service, support, upgrades and training

in hospital facilities, for OEM accounts, and with international vendors. Sales background and customer service focus enhances

client development resulting in an exceptional level of user confidence along with increased productivity and profitability.

Demonstrated expertise in extensive customer interaction to establish and maintain long-term relationships.

CORE COMPETENCIES

• Creation of full documentation for product implementation, installation, training, equipment service and

upgrade processes per production specifications and FDA / NRC guidelines

• Guidance of product promotion, implementation and placement within a wide range of devices and services

requiring strong and efficient customer communication

• Management of sales combined with performing installation and support for hardware, software and upgrades

• Development of cost-effective measures and productivity guidelines to enhance installation processes and

decrease warranty costs

• Analytical and program creation skills to measure and identify opportunities for increased business success

• Consistently exceed performance forecast goals and revenue quotas

EXPERIENCE

VARIAN MEDICAL SYSTEMS, INC. ($1.6B) (formerly Omnitron International, Inc.) 1991 – 2002

(International Service and Support Manager) - Product Specialist / Integrated Treatment and Planning Systems

• Developed Field Service Engineer documentation covering all aspects of product implementation, installation, service, support,

upgrades, customer training and Emergency Procedures in compliance with governmental regulatory policies

• Produced and coordinated system operation training procedures and material presented to hospital staff

• Created Customer Acceptance sign-off requirements and documents

• Determined and directed company Service Department growth of direct-reports and provided training to new personnel

• Coordinated and performed comprehensive product training for hospital and clinic personnel

• Final QA inspector and coordinator of NRC/Agreement State notification and shipping documentation for transfer of company-

manufactured radioactive Source Wire to and from client facilities

• Technical liaison between Product Support Engineering, customer, factory and vendor field personnel. Identified and

implemented product improvement upgrades and provided hospital input relevant to new product development

• Ongoing review and coordination of methodologies and practices to enhance product serviceability, increase user satisfaction

and reduce installation and warranty costs

• Real-time on-demand 24/7 technical support for Field Service Engineers and hospital medical personnel

CARDINAL HEALTH ($75B) 2003 – 2009

Supervisor, Analytical Operations / CTS – Data & Clinical Information

•Managed Import Team Operations data and technical issues to provide detailed analysis of purchasing data submitted by

hospital GPO’s, the Department of Defense, Allegiance Healthcare and internal customers. Generated strategic feedback

regarding contract and non-contract buying practices direct with manufacturers and through all distribution channels.

Enhancement of client inventory visibility relating to product validity and equivalents, and to financial accuracy leading to

desired consolidation of product acquisition practices and to increased leverage during vendor negotiations

• Supervised staff of up to 5 Senior Data Analysts

LARRY K. SCHAIBLE Page Two

ADDITIONAL EXPERIENCE

TL DATA CORP. ($38M)

Manufacturer and Authorized Master Distributor

Regional Manager, Sales and Service

• Instrumental team-member providing development of specialized turn-key data communication systems complete through

conception, implementation, installation, training, service and support

• Product promoted through industry-specific group training seminars and end-user presentations

• Introduced programs to satisfy user needs in obtaining products through purchase, lease or rental programs

• Product acceptance led to being first independent company recognized as preferred and recommended vendor providing

authorized remote computer system access to multiple external databases maintained by credit bureaus, healthcare companies

and realtors

• Sole vendor utilized by banking industry initial “loan-by-phone” program

• Authorized Master Distributor providing value-added resellers with financing, technical support, training, marketing guidance

and in-stock inventory

T.S.I. ($49M)

Manufacturer and Authorized Master Distributor

South Central Regional Manager, Sales and Service

• Independent manufacturer of company-designed high-throughput disk/tape sub-controllers and advanced memory boards for

minicomputer industry

• Product promotion, sales, service and training direct to large end-users and computer manufacturer sales forces

• Authorized Master Distributor of microcomputer systems, software and enhanced performance upgrades

• Introduced product sales, service, support and training options to start-up microcomputer value-added resellers

LEAR SIEGLER, INC. ($2.4B)

World’s leading Manufacturer of Computer Terminals and Printers

Central Regional Manager, Sales and Service

District Service Manager

• Controlled sales and marketing efforts, technical support and service coordination for 27-state Region comprised of 162 Sales

offices and 173 Service offices. Sales generated through promotions and training seminars to Distribution branch offices and

through direct sales to large end-user and OEM accounts requiring customized product solutions with specialized support

services

• Developed and implemented Sales Quotas with Regional Distributors and guided them to take 1 st, 2nd, and 3rd place in National

Sales Contest. Consistently exceeded assigned Central Region revenue quota: 30% increase of $3.7M within first 6 months,

doubled Sales/Service revenue to $21.4M during 2nd year, developed Service to be most profitable company product for 2

consecutive years

• Developed unique service solution to satisfy NAPA 5,500-member location computer needs by developing and implementing

first Walk-In Service Center with while-you-wait repairs to create mid-range price solution between Extended Factory Warranty

and On-Site Service

MICRODATA CORP. ($425M)

Computer manufacturer

North American Technical Support

District Service Manager

Computer Technology Degree / CDC Technical Institute - Los Angeles CA

Certificate / US Navy Avionics Electronic Technology School – Memphis TN

US Navy / Letter of Commendation with Honorable Discharge

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