Sales Account Executive

Douglas S. Shellabarger

336-***-**** ~ *****@**********.*** ~ 1319 Ashley Ave. ~ High Point, NC 27262

BUSINESS EXPERIENCE

*/**- ******* ******** ****** Advisors – Senior Healthcare Living – Referral Agency Franchise

Owner / President – Greensboro, Winston-Salem & Alamance, Randolph Counties

Managing of day-to-day business of Senior Assisted Living Guidance Service

Success heavily weighted on networking and professional networked leads

Free service to families and senior loved ones. Revenue generated via referral fee by Assisted Living

Management of business and database through Highrise CRM

3/14-7/17 Masimo Corporation - Medical Capital Equipment & Disposable Pulse Oximetry Sales

Account Manager – Charlotte, Greensboro & Winston-Salem – Acute Care Hospital Division

Managed 8.2 million dollars in revolving SpO2 Pulse OximetryAdhesive Sensor contract business

First 8 months on job were used to secure contract renewals for the two largest Healthcare Systems in the Carolina’s in Novant Health and Carolina’s Healthcare System.

2nd year highlight - secured a 6.7 m contract with Wake Forest Baptist Hospital – a lifelong customer to Masimo’s largest direct competitor.

Signing of this contract with two days remaining in the FY catapulted Masimo’s Sales Revenue in the US Acute Care Division to over the 100 million mark for the first time in company history.

This year also resulted in being awarded # 1 Sales Rep in Sub-Region, #2 in Region of 22 Reps consisting of states from Florida up through Minnesota.

The Account Manager Position touches every care area unit within the hospital. Reach must be far and wide and include executive sponsorship from at least two top level C-Suite Executives for a successful and timely closure of business. Typical sales cycle 18-24 months.

Clinical Engineering, Quality Improvement, and Materials Management are heavily involved influencers to the decision-making process.

In addition to pulse oximetry sales, Account Managers were tasked with 9 different and separate Quota’s, which included an 800K Capital target starting in 2017.

Other quota examples from the mix were for Masimo’s Sedline – Brain Function Monitoring, Cerebral Oximetry, Patient Safety Net System, Root Patient Monitoring and Connectivity Platform, Suite of Rainbow Parameters, Capnography, and extended warranty services.

Management of business and database through Salesforce CRM

9/13-3/14 Sovereign Medical, LLC - Medical Capital Equipment & Disposable Device Sales

Account Executive – North Carolina – Specialty Distributor

Responsible for driving business plan and success in North Carolina Market

Sales of over 25 different manufactures & lines of Capital Equipment/disposables into various areas of hospital including OR, Anesthesia, Respiratory Care, Emergency Department, Critical Care, NICU, Infection Control, Code Teams, Trauma, Pulmonology and Biomedical Engineering.

12/06-2/13 Nihon Kohden Corporation - Medical Capital Equipment Sales – Patient Cardiac Monitoring

8/12-2/13 Sr. Account Executive - Prefense System - Defensive Monitoring Division – Med-Surg Area’s

Account Executive - (Promoted) – NC/SC Region – Cardiac/Physiological Monitoring Systems

Top down and across the board comprehensive strategic selling. Work and collaborate with everyone from the C-suite level to the crucial endorsement and product approval from nursing, physicians, on down through IT, clinical engineering and contracts administration. Understanding of the needs and clinical processes within the ICU, OR, Anesthesia, Post/Pre- Op, Cath Lab, ER, Med-Surg and Step-Down areas of care.

Converted territory from zero base sales to eight house-wide accounts including single largest networked multiple device account in country

100% of ALL activity is self generated. Highly competitive environment.

Achieved 162% to Quota FY 2012

Ranked 5th out of 33 Reps & Achieved 3 million + Club FY 2012

Achieved 128% to Quota FY 2011

Ranked 7th out of 29 Reps &Achieved 2 million + Club FY 2011

Untouched territory. Zero customer base

Typical sales cycle 2 to 3 years

12/03-12/06 JTECH Communications, Inc. - HealthCare Division - Senior Account Executive

Directly responsible for all medical sales activities for North and South Carolina. Collaborated with directors of emergency departments, surgery, radiology, admissions, IT and communications to

improve staff-to-staff and staff-to-patient communication through solutions such as the JTECH Medipass, QuickPager Wireless, and PageRouter, using Sentinel and Emergin software

#1 Ranked Healthcare Representative in the nation out of 23 reps - 2004/ 2005

7/00 - 12/03 JTECH Account Executive (Promoted)

Handled all sales-driven activities specifically into the hospitality, manufacturing, automotive and healthcare markets for North and South Carolina. # 3 Ranked Rep out of 43 field-based sales 2003.

6/99 - 7/00 Lanier Worldwide, Inc. Charlotte, NC - Digital Print & Copier Sales

Major Account Representative Managed Charlotte and surrounding area account sales activities for Prudential of the Carolinas, Coldwell Banker & Remax

9/96 - 6/99 Account Executive (Promoted) – General Territory Rep – Copiers, faxes & multi-function devices

1998 Charlotte Region Sales Rep of the Year plus multiple awards per year

1/93 - 9/96 Kmart Corporation Soft Goods Division Management Myrtle Beach, SC - Rockingham, NC - Florence, SC

EDUCATION University of North Carolina at Wilmington B.S. in Business Administration and Marketing 1992

Contact this candidate