THOMAS J. ZANETTE
**** *********** *****, **** *******, Pa 19380
EXPERIENCED SALES PROFESSIONAL
A seasoned sales professional looking for a Senior Sales/BD position.
Highly self-motivated team player who excels in marketing both new and mature products and services, penetrating territories, streamlining processes, prioritizing multiple tasks, and maximizing profitability.
Expert communicator, negotiator, and closer, with demonstrated ability to discern customer needs, devise customized solutions to meet specific objectives, and develop strong partnering relationships with key account decision makers. Experience calling on middle to upper managers.
Adept in developing and executing strategies that increase market share and sales across various industries including healthcare, training, commercial accounts, researching and detailing services for key accounts.
Extensive experience fostering relationships with people from all levels of an organization including end users, middle managers, executives, and members of decision-making teams.
Stable history of hitting targeted quota goals in several different vertical markets.
Effective communicator with excellent telephone, presentation, and writing skills. CORE COMPETENCIES
Customer Relationship Management
Networking / Cold Calling / New Business Development
Client Needs Assessment & Solution Selling
Persuasive Communications & Negotiations
Sales / Marketing / Product-Launch Strategies
Market Penetration & Growth Strategies
Presentations & Proposal Development
Relationship & Territory Management
Continuous Process Improvement
Business Development 2010-present-
Manage companys profitability by generatingnew prospects in the Pharma/Biotech industry throughout the US.
Work with and call on upper managers in several different departments
Heavy networking and cold calling, trade shows, Chamber events.
Size of accounts range from $200,000 to 1m per year
. Sold into different departments, including Trade, QA, AC, Clinical, Marketing. Business /Loan Consultant 2009-2010
Sell loan programs to consumer/commercial accounts, up to 1m in size.
Chamber events, trade shows/business conferences/100% cold calling
Responsible for prospecting and closing new accounts through relationship building and retention. UNIVERSAL SOLUTIONS, INC – West Chester, PA
National Pharmaceutical Sales Executive 2001 to 2009
Grew territory by 120% during this period. Average sale around the 1.5M range.
Sold several different contracted services to Pharmaceutical/Biotech manufacturers involving contacts with senior marketing and sales executives within this industry. Territory consisted of accounts across the United States. 1255 Bridgewater Drive, West Chester, PA 19380 Phone: 484-***-**** firstname.lastname@example.org
Helped develop marketing and sales literature to be used during this lengthy sales cycle. Sales territory forecast was near the 2M range. Some of the pharmaceutical accounts that I have called on were First Horizon, UCB, Bayer, Purdue, Eli-Lilly, TAP, ICN, etc. Mainly dealt with middle to upper managers in various departments.
Worked trade shows, directed client facility tours/visits, within client services, marketing, Trade Development Executives & VP Sales/ Clinical Trials. Worked with Quality Control/Assurance people.
Sold service contracts into different departments amounting to over 10M in sales revenue.
Called on Trade Development, Sample Returns, Clinical Trials, Recalls, Withdraws and Direct Mail Programs. BIOGENEX – Huntington Beach, CA
Regional Sales Manager 2000 to 2001
Territory had a growth rate of 110% in short period.
Covered multiple states selling instruments and reagents to different sectors in the health care market (hospital labs, clinic labs, medical schools, pharmaceutical development labs, cancer research labs).
Worked closely with national sales manager to increase sales and exposure to products on both coasts. FERNO-WASHINGTON, INC – Huntington Beach, CA
Regional Sales Manager 1997 to 2000
Sold medical rehab equipment to hospitals, physical therapists, sports medicine, colleges, professional sports teams, and other health care area, in a four state territory. $20,000 to $200,000 equipment sold.
Sold medical equipment direct and through various distributors, McKesson, etc.
Set up new dealers and managed their sales activities on a variety of products.
Ran and organized trade shows in fitness and health care markets.
Managed up to 25 dealer reps for medical therapy line.
Made quota and lead division in several product lines during three-year span, 125% of quaota attained. EDUCATION
B.A. Business Management University of Hartford (CT)