Sales Manager

Scott D. Davenport

***** ******* ******, ****, ** 97701

541-***-**** ******@*************.***

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PROFESSIONAL SKILLS

• Sales professional with a demonstrated ability to produce high standards of performance

• Excellent communication, interpersonal, persuasion and negotiation skills

• Experience in large and small company environments from start up organizations and

organizations going through mergers, acquisitions and reorganizations

• 20 plus years in selling conceptual services and products that required complicated contracts

in the health care industry and a variety of other industries

• Experience in sales requiring selling to CEO, CFO, COO and other key influencers

throughout various departments in institutions

• Administrative management of divisional branch office

• Negotiated and managed multi-year/exclusive contracts with large national accounts

• Experience in training and management of sales representatives and support staff

• Adept in preparation of financial proformas as a foundation to gain client approval

PROFESSIONAL EXPERIENCE

WorldPoint, Inc., Wheeling, IL www.eworldpoint.com 07/07 to present

An exclusive distributor for the American Heart and Stroke Association, responsible for communicating and distributing all AHA

training updates and materials that relate to AHA’s research and development for the saving of lives. AHA is the recognized

leader for setting guidelines and creating the training materials in use by professionals throughout the Health Care, EMS, EMT,

and University/College training networks. WorldPoint also represents other manufactures of training materials and Equipment

with over 2000 products.

West Coast Health Care Account Manager, Bend, OR

Responsible for 12 western states. Overall account management for over 800 customers in the Healthcare

industry. Responsible for maintaining, growing and representing the business to both AHA customers and

other health care industry segments. Achievements:

• 91 % of plan through December 2008

• 2008 revenues exceeded $4 million

• Second largest revenue producer for 2008

Alliance Imaging, Inc., Anaheim, CA www.allianceimaging.com 8/02 – 5/07

Alliance Imaging is a $432 million (FYE 12/04), publicly traded (NYSE: AIQ) medical imaging company which operates nearly

480 diagnostic imaging systems for more than 1,000 hospitals and other health care providers in some 45 states. Services

include maintenance, upgrades, operation management, educational and marketing support, and billing assistance. In addition

to MRI equipment and services (nearly 80% of revenue), Alliance Imaging also offers positron emission tomography (PET),

computed tomography (CT), X-rays, single photon emission computed tomography (SPECT), and ultrasound. The company

provides services on a shared-user, full-time, interim, or rental basis. The company focuses on providing its services to small

and medium sized hospitals that tend to outsource their diagnostic imaging operations to cut costs.

Area Sales Manager, Bend, OR

Responsible for selling Radiological Imaging Services to Healthcare providers, mainly hospitals, in

4 state area (WA, OR, ID, WY including Joint Ventures, Partnerships and Free Standing Imaging

Centers. Overall Account Management responsibility for maintaining, and growing the business of a $10

million client base. Multi-buyer / multi-level sales approach focusing on the Hospital C-suite and

Physician Groups within the Radiology department. Report to Vice President of Sales

• Recruited for strong background in contract management and conceptual selling

• Responsible for maintaining current knowledge of state code compliance, federal and state

reimbursement laws and private insurance. Also responsible for keeping up-to-date with any

Stark Law changes for the physician market

• 2004, ranked second out of 29 sales reps throughout the country for overall performance

• 2004, achieved 110% of quota or $9.9 million in Account Management revenue with $2.4 million

in new sales

• 2004, member of Alliance Imaging’s President’s Club for outstanding achievement

• Through August 2005, achieved 104% of quota with $2.5 million in new sales

• 2005, closed a 7-year, $4-6 million deal with a large Orthopedic physician group practice

• 2006, achieved 102 % of new business quote and 146% of overall sales quote goals

Siemens Health Services, Malvern, PA 6/00 – 8/02

Siemens Corporation is the $16.6 billion (2003) US holding company for the $80 billion (2003) German electronics and

electrical engineering group Siemens AG (NYSE: SI

Siemens Health Services, one of the Med companies, provides leading-edge software and service solutions that help health care

providers improve patient care while reducing costs. The company enables customers to achieve proven outcomes in quality,

patient safety and financial performance through IT solutions that streamline workflow to create greater efficiencies across the

health care continuum. By making information available whenever and wherever it’s needed, the company’s solutions enable

better decisions and practices at the point of care, and beyond.

Regional New Business Development Representative, Bend, OR – Siemens Health Services

Responsible for sales of Healthcare Information Systems, Software and Services throughout the

Northwest, covering a 9 state territory (WA, OR, NV, UT, WY, MT, ID, HI, AK). Majority of business

included selling services to hospitals at the executive level, however also sold services to Hospital

Collection Agencies. Responsibilities included managing the entire sales process through the contract

start up phase. Reported to the Vice President of Sales.

• Recruited to develop and manage the Northwest Territory consisting of nine states

• Responsible for selling both financial and clinical software systems encompassing all hospital

departments

• Additionally sold Information Technology consulting services, as well as long-term partnership

agreements for a hospital’s entire needs for all of the Siemens company’s products

• Achieved 146% of quota or $3.8 million in new business within first full year with Siemens

• President Club Member for sales achievements in 2001

Lanier Professional Services, Atlanta, GA 3/99 – 6/00

Lanier Worldwide supplies businesses with office equipment, including copiers, fax machines, and printers. Its Lanier

Professional Services subsidiary offers reprographics, consulting, systems integration, and facilities management services. The

company also offers document management software for specific industries, including real estate and health care.

Sales/Facilities Management Specialist, Portland, OR

Responsible for selling Document Management Solutions and Services to health care, education and

industrial clients in a 3 state area (WA, OR, ID). Focus was selling contract/outsourcing services for

document storage and management of the document/printing department. Reported to Regional Vice

President Operations and Sales

• At the time I was recruited, the company had recently diversified from their traditional copier

market service-line into a new full-service Document Management Solutions service. My role

was to promote / sell this Document Management Solutions service for the company’s new

regional office in Portland, OR

• Sold first Document Management Solutions service agreement in Portland, OR

Self-employed, Bend, OR 10/95 – 3/99

Represented Davenport Enterprises, AXA Life and Financial Consultants and Duke Warner Realty

Medi-Dyn, Inc., Englewood, CO 9/94 – 10/95

Medi-Dyn, Inc., was a $35 million privately owned and operated family business based in Denver CO. The company provided

outsourced Environmental and Laundry services. Client base included hospitals and large health care clinics.

Regional Sales Manager, Austin, TX

Responsible for selling Environmental and Laundry Contract Management Services to hospitals and

clinics throughout the Southwest and Southeast United States (NM, TX, LA, MS, AL, AR, OK).

Developed and implemented sales strategies, organized on-site surveys, conducted presentations, sent out

proposals, and negotiated contracts. Reported to the President.

• Recruited specifically for the development / start-up of seven state territory

• Developed and implemented strategic sales plan for territory

• Built customer database for entire territory

• Sold two new hospital contracts in the first year representing approximately $2.5 million in

revenue

Morrison Restaurants, Inc., Mobile, AL 9/91 – 9/94

Morrison Restaurants/Hospitality Group, Inc., Mobile AL, was a restaurant / food service contract management division for the

company which sold to hospitals, colleges and universities. In 1991, this division diversified into the provision of environmental

services, plant operation and maintenance, and laundry/ linen services.

Regional Sales Director - Morrison Restaurants/Hospitality Group, Inc., Toledo, Ohio

Responsible for selling environmental services, plant operation and maintenance, laundry and linen

services and (eventually) food services. Sold to the following industries: health care, universities/colleges

and business/industry. Responsible for all aspects of sales efforts in newly created twelve state territory

throughout the New England and Mid-Atlantic regions. Developed and implemented sales strategies,

organized on-site surveys, conducted presentations, sent out proposals, and negotiated contracts.

Reported to Vice President Operations and Sales.

• Division’s first Regional Sales Director and one of first employees hired in this new division for

the company

• Sold first plant operation and maintenance contract in the company

• Sold the prestigious University of Illinois Medical Center. The contract was for environmental

services representing approximately $2.5 million in revenue.

Marriott Hospitality Group, Bethesda, MD 10/87 – 9/91

Marriott Hospitality Group, a division of Marriott Corporation, was one of the largest contract food service operators in North

America. In addition to providing contract food services, the company also offered environmental / custodial services, plant

operations and maintenance, and linen/ laundry services.

Regional Sales Director - Marriott Hospitality Group, Wilmington, DE

Responsible for selling Contract Management Services to health care, universities/colleges, school

districts, and business/industry. Managed sales functions in new business/divisional startup for five state

territory (PA, NJ, DE, MD, OH). Developed and implemented sales strategies, organized on-site surveys,

conducted presentations, sent out proposals, and negotiated contracts. Reported to Vice President of Sales

• First of four Regional Sales Directors to be recruited to represent new divisional startup

• Successfully transitioned from a product oriented sales environment to conceptual sales/service

environment

• Member of the Presidents club for consistently meeting sales goals and objectives

• Sold the prestigious Children’s Hospital of Philadelphia

• Division started with 20 clients and grew to over 200 clients in first two years of service

Owens Corning Fiberglas Corporation, Toledo, OH 8/81 – 10/87

Owens Corning is a top global maker of fiberglass and composite materials. Its building materials unit makes fiberglass

products for home insulation and industrial use (boats, cars, and shower stalls). It also makes foam insulation, roofing materials,

vinyl windows and siding, patio doors, rain gutters, and downspouts. The composite materials unit makes glass fiber-based

composites for use by the auto, electronics, and telecom industries. It also operates a basement finishing system franchise.

Area Sales Manager, Non-Corrosive Products Division – Houston, TX

Account Management responsibility for an $8 million client base in a 3 state territory (TX, LA, NM).

Responsible for direct sales, national account sales and management of 5 sales representatives.

Developed and evaluated employee performance standards and goals. National account responsibility

included negotiating multi-year contracts with major oil companies. Sold to independent oil companies,

distributorships, and the major oil companies. These major oil company sales were made at the corporate

purchasing and engineering departments. Coordinated efforts with architects, engineers, and

federal/state/local/agency officials to ensure products met all specification standards. Multi-buyer / multi-

level sales approach focusing on the C-suite within the independent oil company and distributorships.

Report to National Sales Manager.

• One of the youngest Sales Representatives to be promoted to Area Manager in 1984

• Nominated to Chairman's Club in 1985 for effective management and sales results

• Converted large national client to 100% use of Owens Corning products

• Managed and maintained preferred/sole supplier status with Exxon and Shell nationally

• Successfully managed and increased sales through eight independent distributors

• Held and presented many training seminars for oil company field engineers

• Sold largest contract in the Midwest territory - 1983

• Promoted from Sales Representative to Senior Sales Representative - 1982

• Elected to Sales Builder Club for record sales, 130% of plan - 1982

EDUCATIONAL/PROFESSIONAL TRAINING

1981, Bachelor of Science in Education - University of Toledo, Toledo, Ohio

Inactive Oregon Real estate, Insurance and Securities License

SALES/MANAGEMENT TRAINING

Professional Selling Skills

Strategic Selling

Style Awareness and Recognition Selling

General Management I & II

Professional Presentation Skills

Professional Time Management and Organizational Skills

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