Sales Manager
Resume:
Richard C. Margraf
Cincinnati, Ohio 45243
513-***-**** / ******@***.***
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PROFESSIONAL EXPERIENCE
CLARIAN HEALTH SYSTEM
Nov 2006- Director of Outreach. Developed a 5 year plan for
the laboratory
March 2010 to improve productivity and increase sales to physicians
offices and
hospitals. Serving as a conduit to operations for client
problem resolution and providing tactical solutions.
Responsibilities include couriers, and sales. Hired and trained
account managers and account representatives. Reached over 100
million in sales in 2009.
. In 2007, was 350% of quote with 17.5 million increase in
sales
. In 2008, was 340% of quota with 27 million increase in sales
MIDWEST CONSULTING
Oct, 2005- Vice-President.
Nov. 2006 Worked with hospitals and regional labs to develop
their business plan. Serving as a consultant,
responsibilities included hiring
sales team, contracting with GPO's and manage care. Many
of the clients were
top 100 hospital systems and regional labs.
LABONE, INC.
March 2004- Regional Sales Director - LabOne Ohio
Sept. 2005 Responsible for business planning and forecasting in Ohio,
Kentucky and
Indiana. LabOne sold to Quest Diagnostics Inc. in 2005.
Led and trained, 8 outside sales personnel and 4 inside sales
support managers. Maintained relationship with key physicians
and office managers.
Worked with the Health Alliance of Cincinnati to restructure the
laboratory from non-profit to profit.
Managed over $55 million in business.
ESOTERIX, INC.
June 2002- Director of National Accounts and GPO's.
March 2004 Started and built new department to create,
develop, and implement strategic
sales and business alliances, such as, GPO's,
IDN's, regional laboratories,
manage care. A leading oncology laboratory in
fish, PCR and bone marrow technology.
Secured 3 major regional and national agreements which resulted
in increased business from over 150 hospitals and 450
physicians.
1. Premier-Catholic Healthcare West, $3 million.
2. Child Health Corporation of America, $4.5 million.
3. Yankee Alliance, $2.2 million.
Roll out target sales plan to the sales force.
Esoterix sold to Lab Corporation of America in
2004.
Account Executive, Ohio,
Indiana, Michigan and W. Virginia
Grew business at a rate of 40% a year, calling on pathologists
and oncologists, resulting in carve-out of 2 expansion
territories. (Detroit Medical Center, Children's Medical Center,
Ward Laboratory, Mid Ohio Oncology.)
Promoted to Director of National Accounts and GPO's based on
outstanding sales performance.
SPECIALTY LABORATORIES
June 2001- Regional Hospital Sales Specialist, Ohio, Indiana, and
W.Virginia.
June 2002 Responsible for sales to hospitals, pathology, oncology,
cardiology, obstetrics
and gynecology.
100% of plan for the year 2001.
Earned monthly award in first 6 months for outstanding
performance.
Established relationship with hospitals such as Cleveland
Clinic, Grant/
Riverside, Ohio State and Children's Medical Center.
QUEST DIAGNOSTICS, INC.
Nov. 1995- District Business Manager.
May 2001 Responsible for leadership, training, and development of 12
account managers and 1 key account executive in Ohio.
Led team to 122% of sales quota in 1998, 144% 1999 and 100%
2000.
Facilitating Integration SmithKline Beechman Laboratories into
Quest Ohio after the purchase in 2000.
Planned and helped implement quality improvements, which
resulted in exceeding goal by 15%.
Key Account Executive Hospital Division
Responsible for negotiations with IDN's,
manage care, and GPO's in Quest Diagnostics large market
strategy.
Successfully signed 5 groups that resulted in sales increase of
$3,000,000.
Promoted to District Business Manager in November 1997.
Increased sales in Ohio by calling on hospitals, pathologists,
and specialized
physicians.
Increased sales in 1996 by $1,000,000.
PREMIUM HEALTHCARE
April 1989- Southwest Regional Manager
Nov. 1995 Directly supervised managers and account managers in eleven
states selling custom procedure trays to OR's and
emergency rooms in hospitals. Company
sold in 1995 to Baxter Hospital Supply
. Region of the Year in 1994 with 155% of quota.
. Region of the Year in 1991 with 166% of quota.
. Region of the Year in 1990 with $750,000 increase in sales.
KNIGHT-ELAN PHARMACEUTICALS
April 1987- Northeast Regional Manager
Jan 1989 Directed sales in Ohio, Kentucky, W. Virginia, Pennsylvania,
Indiana,
Michigan and Wisconsin. Sold through national distributor
network.
Negotiated contracts within hospitals, physician offices and
home care markets.
Sold a broad line of formulary to physicians.
Increased sales by 170% in 1988.
BIOSEARCH PHARMACEUTICALS PRODUCTS
Jan. 1984- District Sales Manager
April 1987 Duties included recruitment, training, and budgeting
forecasting for sales.
. Manager of the Year in 1986 with 133% of quota.
Territory Manager
Sold formulary and IV pump devices in five state region (Ohio,
Indiana, Kentucky, W. Virginia, and Tennessee) to hospitals and
physicians . All products sold through an exclusive distributor
network.
Rookie of the Year in 1984 with 80% growth over previous year.
Promoted to manager in January 1986.
EDUCATION: University of Cincinnati, Cincinnati, Ohio
1975-1981 B.A. Personnel-Industrial Relations
A.A. Business Administration
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