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Sales Representative

Location:
Carrollton, Texas, United States
Posted:
May 21, 2018

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Resume:

Terence A. Green

**** ******* ***** § Carrollton, TX 75007 § 972-***-**** 972-***-**** § ac5jvm@r.postjobfree.com

TERRITORY SALES MANAGER

§ § §

Dynamic regional / territory sales professional with documented success in expanding sales territories and generating revenue growth. Offer versatility in developing and implementing unique winning strategies and solutions in highly competitive markets, with a focus on building long-term partner relationships with physicians and healthcare professionals. Versed in current legislation, laws, and regulations that impact the delivery of quality health care (private payers, Medicare, and state initiatives). Established reputation for identifying and resolving a customer’s decision barriers and closing the sale.

Strategic Marketing Plans

Pharmaceutical / Medical Sales

Medical Terminology

Business Development

Customer Service

Market Trend Analysis

Lead Generation

Sales Closing Skills

Formal Presentations

Territory Management

Consultative Selling Techniques

Team Training Seminars

Select Highlights

Ranked #1 (of 60+) in total revenue ($5 million) and #2 in new sales in 2013. (Green Medical Distributors)

Ranked #1 regionally and #85 nationally in the sale of Proventil HFA, Q3 2009. Achieved portfolio goal attainment of 104.8% vs. a national average of 102.6%, 498 out of 1609 nationally. (Schering Plough Pharmaceuticals)

Finished Q2 2007 as #1 territory in the Dallas District and #24 of 298 districts nationally, achieving 104.7% of goal. (Publicis Selling Solutions)

PROFESSIONAL EXPERIENCE

Unity Medical Alliance – Dallas, TX July 2014 – Present

Regional Sales Representative

Manage territory in marketing and selling ancillary and testing services, which includes turnkey cardio wellness program, allergy testing and immunotherapy program, compound pharmaceutical products, and various lab services (DNA, Toxicology, Blood Wellness, Women’s Health). Develop and execute strategic sales plans. Prospect for new clients via cold calls, trade shows, and referrals while supporting existing client base. Deliver sales presentations and product demonstrations. Identify customer requirements and communicate value propositions. Negotiate contracts, pricing and contract terms. Manage and train representatives nationwide.

Designed company’s training program, which includes weekly training conference calls on products and programs, as well as and sales closing strategies and motivational topics.

Engage and build relationships with physician groups throughout the U.S. (General /Family Practitioners, Internists, Pediatricians, OBGYNs, ENTs, Podiatrists, Pain Management, Cardiologists, Psychologists and Orthopedics)

Played role in formulation of partnership with biologics manufacturer to launch Amniotic Allograph product to hospitals, surgical centers, and Department of Defense facilities nationally (June 2016).

oFacilitated marketing of call points that included Wound Care Specialists, Surgeons, Orthopedics, Podiatrists, Urologists, Pain Management, and OBGYNs.

Green Medical Distributors, L.L.C. – Carrollton, TX March 2010 – Present

Pharmaceutical Sales Representative

Engage physician groups throughout TX, OK, and LA to market programs that include turnkey allergy testing and immunotherapy services, compound pharmaceutical products, and various lab services (DNA, Toxicology, Blood Wellness and Women’s Health).

Consistently achieved top rankings nationally among active distributors with allergy testing program sales:

oRanked #2 (of 70+) in total revenue ($3.9 million) and #3 in new sales / clinics implemented in 2012.

oRanked #2 (of 60+) in new sales / clinics implemented in 2011.

Schering Plough Pharmaceuticals – Dallas, TX March 2008 – March 2010

Pharmaceutical Sales Representative

Promoted respiratory products (Avelox, Nasonex, Clarinex, and Proventil HFA) for allergy and asthma specific patients and indications to select call points, including physicians, hospitals, distributors and specialty pharmacies in a territory that included Garland and Carrollton, TX. Analyzed market to identify growth opportunities and develop creative solutions to gain physician access.

Led territory to 371 rank of 1609 territories nationally, with 100.9% portfolio goal attainment in Q4 2008.

Achieved 102.2% portfolio attainment in Q4 2009 (vs 101.8% national average).

Dramatically improved performance of Garland territory from a rank of 511 to 278 (of 525 territories nationally) between the Q1 and Q3 of 2008, achieving 100.2% of goal.

Publicis Selling Solutions – Dallas, TX March2007 – March 2008

Pharmaceutical Sales Representative

Called on physicians in office and hospital settings to market Schering-Plough’s allergy and asthma products for specific patients and indications in a part-time/flex-time role.

Finished 2007 Overall, ranked as the number 12 Territory out of 303 Territories nationally (103.5% portfolio goal attainment.

New Horizon Consulting Services – New Orleans, LA/Carrollton, TX April 1999 – March 2008

Director of Business Development

Marketed financial products and services that included insurance and investment products, tax preparation and strategies, credit consultation / restoration services and mortgage loans. Recruited, trained, and supervised 12 Registered Representatives, 27 Insurance Agents and 6 Loan Officers.

Consistently ranked as a top 5% producer of 8,600 Registered Representatives while licensed with World Financial Group.

Ranked #2 Personal Producer of 110 Loan Officers with Broker’s Home Mortgage.

Generated more than $4.9 million in mortgage production within first 8 months in 2005.

Ranked as Max Tax, LLC’s #2 Tax Preparer in personal production in 2003.

Eli Lilly and Company – New Orleans, LA August 1996 – April 1999

Pharmaceutical Sales Representative

Improved territory productivity ranking from the bottom 10% to the top 25% in 1998.

Proved territory’s national ranking from 393 to 179 between 1996 and 1997.

Ranked #5 territory in Insulin Market for the South Central Area in 1997.

Finished in top 30 of 465 representatives nationally for the product Antiulcer in 1998.

Additional Experience

Ultimate Marketing, Inc. – New Orleans, LA

Senior Account Representative, Technology Sales

Sold and designed computer systems and secured inventory management agreements with Fortune 1000 companies and governmental agencies. Communicated with key decision makers (Chief Financial Officers, Department Heads, Management Information Systems Directors, Materials Management, and Storeroom Personnel).

Top Gross Profit Dollar producer for 4 consecutive fiscal years 1992, 1993, 1994 and 1995.

Achieved 317% of quota 1992 (Gross Sales), 361% of quota 1993 (Gross Sales), 196% of quota 1994 (Gross Profit) and 143% of quota 1995 (Gross Profit).

Experienced at least a 10% growth in territory since start of tenure.

Successfully completed formal sales training for following manufacturers: International Business Machines (IBM), Compaq Computer Corporation, Hewlett Packard (HP), Dell Computer Corporation, Tektronix, and 3M.

Completed Dunn and Bradstreet Seminars: “How To Be A Successful Supervisor” and “Speaking and Presentation Skills.”

EDUCATION

Bachelor of Science, Computer Information Systems

Xavier University of Louisiana – New Orleans, LA



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