Sales Manager

NASSERA VEZELIS

abnjvc@r.postjobfree.com

** ********* **** ! Rochester, NY 14612 ! Home: 585-***-**** ! Cell: 585-***-****

CAREER SUMMARY

Creative and accomplished Sales and Training Professional with 13 years experience in the health care industry.

Exceeded sales goals every year in capital equipment, pharmaceutical drugs, and acquiring hospital contracts.

Skilled in designing and delivering presentations to diverse audiences on a variety of topics including clinical

studies, contract analysis and negotiation, and sales analysis. Highly adaptable and driven. Fluent in French.

PROFESSIONAL EXPERIENCE AND ACCOMPLISHMENTS

ABBOTT LABORATORIES, ROCHESTER, NY 2000 - PRESENT

Acute Care Specialist (Pharmaceutical Division, 2006-2009)

Primary responsibility is selling the entire anesthesia line, neuromuscular blockers, pain and antiemetic drugs in

the OR, ICU and pharmacy to hospitals and surgery centers. Achieve product-specific sales goals. Create and

implement comprehensive account specific strategies and execute the appropriate tactics for each specific

customer. Maintain and grow key accounts by building relationships with decision makers. Comply with industry

regulations, LERN, quality assurance and code of business conduct. Educate and promote Abbott Products

portfolio to a wide scope of customers that includes anesthesiologists, surgeons, pain care specialists and ICU

staff. Conduct clinically-based sales presentations to health care professionals to educate, promote and drive

recommendations.

! All Star in 2008 out of 150 representatives

! Educated and persuaded hospital leaders that Abbott patent drugs were clinically superior to the generic drug

currently on formulary. Secured 100% conversion from generic product to Abbott contract for the next three

years.

! Identified and persuaded key clinicians and pharmacy directors in largest accounts to meet, participate and

develop a plan to get new drugs on formulary. Collaborated and supported clinicians and pharmacy director to

develop a protocol for usage.

! Accomplished 31% growth over the previous year’s sales overall representing a $380,729 increase.

! Obtain contract compliance with the top 20% of hospitals and the surgery centers to support GPO (Group

Purchasing Organization) efforts on a national level.

! Prepared Excel spreadsheet to analyze accounts in territory based on specific sales goals for each drug in their

portfolio. Manager requested territory presentation be given to district.

! Reviewed GPO agreement and contract convincing a large account in territory to convert back to Abbott’s

product growing the year’s sales by 272%.

Account Executive (Hospital Division, 2003-2006)

Met the budget goals and expectations of the territory on a quarterly basis. Managed customer accounts within a

geographic territory including, but not limited to, hospital laboratories, wholesalers, distribution centers and

clinics. Utilized all marketing tools that have been developed to create and maintain sales contracts. Demonstrated

and presented clinical studies to key physicians and nursing staff. Maintained and implemented all territory

programs in support of existing contracts.

! Developed a competitive analysis on a Glaxo Smith Klein contract, and delivered a PowerPoint presentation

to the Eastern District national meeting. Training department used slides to produce a training video for all

future trainees.

! Presented competitive contract analysis to a major IDN, and convinced them they were losing market share.

Key decision maker switched to Abbott, increasing sales from $947,995 to $1,609,836 in 2006, saving the

hospital over $1.2 million by breaking their bundled contract with the competitor.

NASSERA VEZELIS PAGE 2

! Successfully launched and promoted FDA newly approved drugs. First representative to sell viral kit to large

hospital’s pathology laboratory.

! Grew sales of Ulane by 151% in the largest account in the territory by convincing the anesthesia Chair to

order 36 vaporizers.

Account Executive (Diagnostic Division, 2000-2003)

Sold capital equipment, reagents, and capital product line to hospital, commercial laboratories and physicians’

offices’ laboratories within an assigned territory. Managed all customer accounts in assigned territory, including

current and potential customers. Managed all aspects of the capital product sales cycle, including product

demonstrations, evaluations, technical presentations, proposals and final negotiations. Met or exceeded sales,

reagent, service contract and budget goals. Directed and led the PSS (Physicians and Sales Service) team in

selling and presentation of Abbott product lines. Products included Cell-Dyn series instrumentation (hematology),

Point of Care line (Glucose), Aeroset (specialty chemistry instrumentation), and all consumables.

! Closed $125,200 low-end hematology capital sale in the first year of work.

! Closed and sold a $225,000 Aero set in the first trimester of year two.

! Exceeded goal by 33% the second year.

! Developed and maintained a productive sales relationship with the PSS team leading to a 22% sales growth

overall.

FISHER HEALTHCARE, HEALTH DIVISION, ROCHESTER, NY 1997 - 2001

Sales Representative

Sold product line in catalogue, discovered new accounts and partnered with manufacturer representatives to

promote products to hospitals, doctors’ offices and VA. Identified opportunities and leveraged all necessary tools

to increase usage. Worked with district manager to identify and prioritize key hospital accounts to maximize

potential in driving competitive market share. Built and leveraged relationships with key account decision makers

within targeted accounts to gain the business. Utilized available resources to maximize sales potential while

managing with allotted budgets.

! Increased sales by 30%.

! First representative in the nation to sell Olympus chemistry instrument.

EDUCATION

Bachelor of Science, Biology, State University of New York, Brockport, NY

AREAS OF EXPERTISE

! !

Professional Selling Skills SPIN Selling

! !

Expert PC Skills including Excel, PowerPoint Conceptual Selling

and Word

AWARDS

! ! !

2008 All Star Team Elite recognition (national) Elite recognition (national)

(Sales Achievement Award) Innovation 2008 Leadership 2007

! ! !

Elite recognition (national) Elite recognition (national) Elite recognition (national)

Achievement 2006 Expertise 2006 Execution 2004

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