Sales Manager
Resume:
Barbara Volpe
Chicago, Illinois *****
****.*****@*********.***
Experienced Medical Device/Technology Sales and Marketing Professional
PROFESSIONAL PROFILE
A highly focused, energetic, results-oriented sales and marketing professional
with an extensive, well-rounded background in the medical device and supply
industry desiring to apply my skills and experience and become a
distinguished contributor of a sales team. Proven ability to:
Train and educate physicians and hospital personnel, including surgeons, OR
•
staff and Central Sterile Processing on technical product details and clinical
applications. Develop and conduct in-services.
Excellent track record of achieving sales plans: 9 of 10 years.
•
Develop and market new medical device products. Work with distinguished
•
cardiothoracic surgeons and other medical professionals to identify and meet
their product needs.
Establish strong and effective relationships with physicians, other clinicians and
•
people of all levels within an organization, including top management.
Prioritize and manage multiple projects and lead cross-functional teams.
•
Achieve goals through individual efforts as well as work collaboratively within a
•
team.
Solid understanding of human anatomy and physiology and medical
•
terminology.
Broaden knowledge and strengthen skills; a life-long learner.
•
PROFESSIONAL EXPERIENCE AND ACHIEVEMENTS
THOMPSON SURGICAL INSTRUMENTS. A privately held manufacturer of surgical retractors.
Sales Specialist 2007 – Current
Provide field support for all aspects of the sales process with emphasis on product training, handling
objections, closing the sale, follow-up service and prospecting new sales opportunities. Customer
base is surgeons, OR nurses, surgical scrub technicians and sterile processing staff at acute care
hospitals nation-wide.
Improved trial to sales conversion rate from 50% to 75%.
Work with an extensive variety of surgical specialties including spine, orthopedic, liver, body
contouring, transplant (kidney and liver) and general.
Barbara Volpe (continued)
Integral member of new product development team
Barbara Volpe (continued)
CARDINAL HEALTH, INC. A $75 billion provider of health care products and services. (Formerly
Allegiance Healthcare Corp. and Baxter International Inc.) 1992-2006
Senior Market Manager, V. Mueller Products and Services 1998 – 2006
Managed the business and market plans of the $32mm segment of cardiovascular and general
surgery instrument lines.
Met or exceeded revenue plans 6 of the 7 years.
Worked with distinguished surgeons and led new product development and market launches
for multiple new minimally invasive products within the cardiovascular instrument line.
Established an Executive Surgeon Advisor agreement with a prominent cardio-thoracic
surgeon.
Negotiated international and domestic distribution agreements with a cardiovascular
specialty company which resulted in a gross profit increase of 175% in one year.
Directed major product line expansion with a new overseas supplier.
Managed the business and market plans of the $23mm segment of surgical instrument
processing supply products.
Achieved 11.6% revenue growth in the sterilization container systems segment, the largest
product line of the segment. This was a record high for the business.
Senior Market Manager, Cost Management Services 1997- 1998
Developed and managed the marketing initiatives for a newly developed supply standardization
service business.
Exceeded 1997 revenue plan by 28% and earnings plan by 5%.
Increased customer portfolio by 41%.
Senior Alliances Manager, Corporate Sales and Marketing 1993 - 1997
Managed the business relationships and marketing initiatives of 5 strategic corporate alliances.
Negotiated the alliance contracts, managed the targeting and sales process, and directed all
facets of integrating the products and services into corporate marketing programs and strategies.
Consistent, 100% achievement of marketing fee plan.
Involved alliances in all the cost saving opportunity assessments of which 60% resulted in sales
opportunities.
Initiated the first hospital contract for the newest alliance.
Senior Product Manager, Hospital Supply Division 1992 - 1993
Managed $60mm sales and the overall performance of the division’s 2nd largest supplier.
Cultivated the high-profile relationship and directed all aspects of integrating the products into the
national distribution network.
Successfully introduced 15 new products within 8 months. Represented $12mm incremental
sales in first year.
Directed cross functional team to reduce inventory investment, transportation expenses and
outstanding receivables from rebates. Reduced expenses and inventory by $1mm.
EDUCATION
B.S. Finance, Eastern Illinois University
M.S.O.M. Midwest College of Oriental Medicine
Contact this candidate