Sales Manager

Lisa Cullinane

Email: *********@********.***

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

City: Dana Point

State: CA

Zip: 92629

Country: USA

Phone: 949-***-****

Skill Level: Management

Salary Range: $125,000

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

Lisa L. Cullinane

33811 Castano Dr * Dana Point, CA 92629

e-mail: *********@********.*** * cell 949-***-****

Objective: A Challenging Sales Management Position in the Clinical Laboratory Diagnostics Marketplace

Professional

Summary: Demonstrable success and increasing responsibilities in the sales and marketing of capital equipment in diagnostic, surgical, point of care and cardiovascular devices sold in the hospital & POL markets. Strong skill set in team building and interdivisional relationships.

Professional: Arkray USA; Core Laboratory Products

Director of Sales 1/2010 to 12/12

* Full P&L responsibility of the sales division

* Responsible for sales plan of direct, channel business and corporate accounts

* Created all sales incentive programs and goal setting

* Hired and managed 3 field teams; Sales, Sales Support Services and Field Service (dotted line report)

* All human resource & deployment responsibility for above teams, started field teams from scratch

* Build internal systems and structure for this brand new division of a 52 year old OEM company

* Developed distribution strategy, negotiated contracts and implemented business dealings at corporate level

* Key divisional interface person for marketing and all shared service departments

* Participated in global events; strong ties to European, Canadian & South American sales/ marketing teams

* Oversight of field sales training, clinical applications and corporate accounts

* Actively deployed in the field to help close key account deals with IDN`s, worked with CAM`s to negotiate contracts with primary and secondary GPO`s

Fisher Scientific (Thermo Fisher Scientific)

Instrument Sales Specialist 2009-September 2010 Customer Channels; Fisher Healthcare

* Direct responsibilities of instrument sales and sales training for the southwest district of 9 account managers

* Capital equipment sales in analytics (Abbott Chemistry, Immunoassay, Hematology- Ortho Chemistry & IA)

* Capital equipment sales in Anatomical Pathology- full line of Thermo Scientific instruments for histology

* Quotas achieved by calling on GPO`s, government and IDN`s as well as non affiliated hospitals

* Responsible for educating and motivating district personnel to sell capital equipment

* Functioned as both marketing and sales management for clinical laboratory equipment in the assigned district

* Increased annual sales of capital by 11% over prior year

Product Specialist, 2005-2008 Customer Channels; Fisher Healthcare

* Diagnostics capital equipment & reagent sales to clinical labs or POC sites (Core Lab, Histology, O.R., Surgery, Cardiology, Cath Lab, Neurosurgery, E.D.)

* Responsible for education and sales effectiveness of 10 account managers for select specialty products

* Direct selling activities with multi-level approval channels from bench techs to the executive suites

* Full responsibility of achieving sales goals for the district within expense guidelines

* Took district ranking from #13 (2005) to #6 (2006) #3 in profitability; took personal sales ranking from #12(2005) to #4 (2006)

* Ranked #1 in Accumetrics sales, #1 in Anatomical Pathology sales in 2006; highest profit contribution in the western area.

Haemonetics Corporation 2002- 2005

District Manager, Patient Care Division, South West

* Managed the local team of sales and applications personnel for the southwest.

* Hospital surgical capital equipment & disposable sales to surgeons, perfusion, nursing, & anesthesia

* Blood Salvage, platelet sequestration programs in a Point of Care environment with Cell Saver Systems, OrthoPat, CardioPat

* Challenges included turning around a territory in decline, managing distribution which is more significant than in other areas of the country

* Assisted in Field Marketing Programs for new products, worked on the introduction of Cell Saver 5+

* Managed a $1.9 M territory over 4 states (Southern CA, Southern NV, Arizona and Colorado)

* Expertise in the hospital regulatory environment (AABB, CAP, JCAH) & CE programs for nursing & perfusion

Roche Diagnostics 1989 - 2002 (Includes AVL and Boehringer Mannheim listings below)

Sr. Hospital Account Manager/ Point of Care * 2000- 2002

* Hospital capital equipment & reagent sales in the POC blood gas, UA and coagulation arenas. (cardiology, open heart, cath lab, RT, surgery, ER, clinical lab)

* One of two marketing liaisons for new product introduction group; open heart, cath lab diagnostics & anti-coagulation products

* Established peer group steering committee/product advisory for line of blood gas analyzers

* Lead generation for the large instrument group; responsibility for the hospital market profitability.

* Managed several national accounts: Kaiser, Providence, CHW, Tenet, HPG (Columbia).

* Premier Performers ranking above goal for my responsible product lines

Education: San Diego State University, San Diego, CA * Business Administration (marketing emphasis) 1983

UCLA Anderson School of Management, Executive Education; Medical Marketing Program, October 2010

Special Skills: Business- Business modeling, Sales Incentive Compensation Programs, Sales Planning, Goal Setting activities, National Business Meeting (NSM) organizer/MC/presenter, CRM selection & implementation, ROI models, New Hire & on-boarding activities, Sales training. Strategic goals written with marketing department.

Clinical: Cardiovascular diagnostics market training: Anti-coagulation therapy, Open heart program diagnostics, (logged in 185 open heart cases) training perfusion and scrub nurses how to perform blood salvage; Anti-coagulation Clinic management (participated in VA Loma Linda AC Clinic Preceptor Program), Clinical diagnostics regulations, Health Screening certified; Creation of Physician Education programs for CEU`s, Trade show management, Advertising management, Procedure Reimbursement.

Sales trainings: `Systema`, `Xerox PSS`, `Customer Oriented Selling`; Relationship Selling, Other management trainings: Negotiation Skills, Interviewing Techniques, Managing Creatives, Advanced Communications Skills; Personal Insights, Managing Your Career; Net Search Research

Character: Reliable, organized, enthusiastic, self-motivated, creative, professional, multi-faceted, achievement oriented, motivational, inspired, good team leader, high degree of integrity, & good work ethics. Able to multi-task in a fast-paced work environment.

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