Robin Shaver

Email: abo13s@r.postjobfree.com

Address: **** ******** *****

City: Green Bay

State: WI

Zip: 54301

Country: USA

Phone: 920-***-****

Skill Level: Director

Salary Range: 80

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

ROBIN SHAVER

1679 Arapahoe Trail ~ Green Bay, WI 54313 ~ H: 920-***-**** ~ C: 920-***-**** ~ abo13s@r.postjobfree.com

OPERATIONS AND SALES EXECUTIVE

Accomplished and effective leader experienced in operations and account management. Recognized as a performance driven professional who consistently delivers results exceeding employersaaa expectations as defined by short and long-term goals. Champion a strong focus on customer and employee satisfaction and loyalty. High energy, growth catalyst with a rich career marked by innovative strategies and problem solving initiatives creating successful sales growth, increased profits and decreased costs. Best known for being creative, aggressive, results oriented, ethical, loyal, team leader/player, humble and fun. Accomplished public speaker.

Proven Areas of Expertise Include:

Operations (10 + years) Account Management/Sales (10 + years)

~ Multi-unit Site P&L Analysis / Expense Control ~ Territory Expansion / New Market Development

~ Staffing / Hiring / Training / Retention ~ New Product and Service Introductions

~ New Construction / Relocations / Site Selections ~ Creating and Meeting Performance Objectives / Metrics / KPIs

~ Process Improvement / Model Building ~ Gifted Sales Strategists / Consistent Top Performer

~ Strategic and Tactical Planning ~ Large Account Management / B2B

~ Proformas / Budget / Creation ~ Develop and Complete Employee Training Programs

~ Board of Director Presentations ~ Organized and Highly Efficient

PROFESSIONAL EXPERIENCE

Director of Operations aaa Aspen Dental Management Inc. ~ Wisconsin 2/2012 to Present

Responsible for all aspects of operations for 19 dental offices, 89 employees and annual sales of $30MM. Aggressively recruited to implement changes which could take this first generation company into its second generation. Specifically chosen to improve the employee engagement, turnover and increase clinic income - gross profit as percent to revenue. All metrics for the Wisconsin offices required improvement.

KEY ACHIEVEMENTS

aa Reduced annual turnover rate of 40% down to 30% within six months. Developing staffing needsaaa assessment to match skills required to fill positions. Created employee engagement programs including contests, employee acknowledgement celebrations, and office manager team building events to decrease the turnover and increase engagement scores. Implemented a 360A Evaluation for dentists and office managers. The evaluation is being utilized to create a training/teaching platform for leadership reducing employee turnover by increasing management awareness.

aa Cut the travel expense by over 50% within 3 months by keeping new employee training close to home, reducing the number of out-of-state meeting requirements, increasing Web Ex meetings and training opportunities.

aa Decreased the number of aaAdeferred interest finance loansaa through employee coaching resulting in reduced finance charges and increasing the clinic income percentage by 2.5 points on the accumulated P&L.

aa Introduced processes and procedures which fueled an increase EBITDA by almost 4% during a 5-month period. These processes include the reduction of office supplies used for charts, decrease in charge offs due to aggressive accounts receivable work, creating structure around aaAreturn to clinicaa initiatives and focus on customer service campaigns.

aa Managing by objectives and inspecting whataaas expected at the same time providing specific ways for employees to feel appreciated and respected increasing employee loyalty aaa not measured.

ROBIN SHAVER

OPERATIONS AND SALES EXECUTIVE Page 2

PROFESSIONAL EXPERIENCE (Continued)

National Account Manager aaa Prometheus Therapeutics & Diagnostics ~ National 4/2005 to 2/2012

Prometheus T&D is a mid-sized company of 400 employees with annual sales of $350MM specializing in developing and selling diagnostics and pharmaceutical products. Hired in 2005 as a Technical Sales Specialist to relaunch a poor performing therapeutic and three compatible diagnostics. Within six months, promoted to Senior Technical Sales Specialist due to exceptional performance. 2005 goal attainment on the 4 products - 205%, 167%, 119% and 106% - and ending the year ranked number one for the company. Again, in 2007, ranked number seven for the company with 422% cumulative weighted sales goal attainment.

In 2008, was invited to attend a Career Ladder Symposium. The invitation was granted to employees with consecutive aaAExceeded Performanceaa on reviews, outstanding results, and had taken the initiative to work through a stringent Career Ladder Development Program. After the Symposium, which included written tests, behavioral tests and interviews, the position of National Account Manager was presented and accepted. Responsibilities included promoting 17 therapeutic and diagnostic products to insurance companies and hospitals for payment via contracts, supporting and growing large national accounts, and leading 11 Sales Specialist in 10 States. As the leader of this group, used empowering, modeling and a common vision of patient focus to drive sales. My team was consistently a top performing team year-after-year.

KEY ACHIEVEMENTS

aa Worked directly with health care payers to ensure and optimize appropriate payments, removal of barriers in coverage via strong relationships building, focusing on the benefit to the patients, clinical presentations, expert product education, and financial contracts for rebates/discounts when necessary. Results were average reimbursement rate was 74% compared to a national average of 37% for promoted diagnostic products. Key accounts include United Health, Medica, Health Partners, Blue Card, WPS and BadgerCare.

aa Increased sales of oncology therapeutic by 8.7% by successfully providing account management for 12 large oncology centers of excellence aaa achieving business goals, profitability objectives, assisting with staffing and training needs - offering solution development, educational opportunities, and serving as a liaison between all entities.

aa Negotiated and closed 21 contracts during 2010 (108% to plan) by working closely with Medical Directors, Pharmacist, Hospital Administrators, Practitioners, and other key decision makers for positive medical policy and reimbursement aaa as well as successful pull through programs utilizing WOW aaa work on what I have control of.

aa Contributed to national sales growth by guiding the company to implement restricting computer down time to 4 hours instead of 12, creating a leadership training program incorporating field days with successful sales associates, a recall program for diagnostic tests which should be repeated every 6 months, and several training programs including aaa aaAUnderstanding Selling in the Managed Care Environmentaa and aaAUnderstanding the Clinical Selling Style.aa

District Manager aaa inVentiv Selling Solutions (Sanofi-Aventis Contract) ~ Kentucky 9/2004 to 3/2005

inVentiv partners with pharmaceutical manufacturers to develop sales teams in over 40 therapeutic areas. Recruited to hire and train a sales team of six to cover a three-state territory within three weeks to execute sales of allergy therapeutics new to the market. Developed and utilized a staffing skills assessment and concentrated on hiring entrepreneurs / not employees and accomplished that goal. Within the first three months ending 12/2004 - the team achieved 145% and 103% sales goal attainment with individual performance ranks of first and third place sales representatives in the company of over 400. The entire team has continued to have successful careers. Left position due to my husbandaaas transfer.

KEY ACHIEVEMENTS

aa Created and conducted employee training on aaASelling with Attitude as a Team,aa aaASSD Model,aa and aaAProfessional Sales Assoc. Expectations & Metrics.aa Huge success resulted in being asked to execute programs for entire District.

aa Developed aaASample to Script Dollar Analysisaa tool which provided each sales representative an exact measure on how much sample distribution resulted in targeted sales aaa outcome - increased sales estimated at 8.53% (1st Quarter 2005).

aa Pioneered programs which increased cash flow analysis to allow for more focus on variable costs and ROI including Budget Tracker aaa Entertainment Expense over Return/Sales, Training and Teaching Tracker over Return/Sales.

aa Led new strategy designed to have sales representatives be an allergy patient partner as opposed to a sample distributor. Created allergy education kits to replace traditional sample bottles.

ROBIN SHAVER

OPERATIONS AND SALES EXECUTIVE Page 3

PROFESSIONAL EXPERIENCE (Continued)

Sales Specialist/District Trainer aaa AstraZeneca Pharmaceuticals California 9/2000 to 2002

Kentucky 9/2002 to 9/2004

AZ is one of the largest biopharmaceutical companies in the world aaa operating in over 100 countries with annual sales over $335,000 MM. Joined the team in California and assisted in launching a new product in a new market. Rapidly took market share of 64%. Within 4 months promoted to Field Trainer. My husband was transferred from California to Kentucky. I had to be rehired due to a no transfer policy. I quit and was rehired to the same position in Kentucky.

KEY ACHIEVEMENTS

aa Drove sales for branded gastrointestinal, cardiology, and allergy products - 2004 National Trip Winner for Top Sales.

aa Promoted to Professional Sales Specialist Level II June 2001, Level III June 2003 due to continued exceptional performance. Received many Service Value Awards for Outstanding Performance and received Excellent on annual performance reviews for three consecutive years.

aa Honored with AZ Leadership Award 2002aaa award is presented based on peer votes to someone demonstrating: integrity, leading by example, teamwork, accountability, self-development, and honoring the Platinum Rule.

aa Received the FISH Award 2003 aaa award is given to individuals who create a fun team environment while obtaining all sales goals.

aa Named National Training Champion 2003 aaa for developing and initiating winning territory tools including: Sample to Script Ratio Report, Depth & Breadth Analysis, Strategic Call Tickle/Reminder system and many other coaching programs.

Director of Operations aaa Cook Childrenaaas Health Care System ~ Texas 11/1996 to 7/2000

Cook Childrenaaas is a national award winning pediatric care provider based in Fort Worth, Texas. Hired to take the Neurology Department from a deficit department to a revenue department. Completed the task within nine months. Asked by the President of the hospital to provide an analysis of the ER Department. Spent one month observing the ER Department and presented to the BOD a plan to reroute 60% of the patients to primary care clinics as opposed to the ER. Most of the patients went to the ER in order to receive comprehensive care and avoid paying the cost of the care. Over the next year opened 13 primary care clinics in three counties. The clinics accepted a sliding scale payment system and provided excellent care providing a healthcare home for the patients.

KEY ACHIEVEMENTS

aa Reduced hospital ER operating losses of $2.3MM to less than $150K within a three-year period. In addition, raised $4MM dedicated to a trust fund to continue providing care for low income children of the community through organizing and completing many fund raising events and grant writing.

aa Responsible for 100+ employees including physicians and many mid-level providers. Developed continuing education, other employee assistance, career ladder, and employee counseling program resulting in single digit turnover rates.

aa Created all policies and procedures, training programs, operational protocols.

aa Responsible for budgets, capital purchases (including real estate), marketing, staffing, recruiting, personnel, strategic planning, career development, facilities, patient services, billing, AR/AP, MCO contracts, enrollment in drug studies, and continuing education, government/corporate compliance.

Operations Manager aaa Allied Physicians DFW ~ Texas 9/1995 to 11/1996

aa Managed operations for 170 employed physicians and the employees staffing their offices via an IPO network.

aa Increased efficiencies in processes and profitability.

EDUCATION

West Texas State A&M University at Texas, Canyon, Texas BBA aaa Finance and Accounting, December 1993

University of Phoenix aaa MBA program

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