Sales Representative Manager

Norman W. Rich

***** ****** ***** *****

Laguna Niguel, CA, 92677

c. 310-***-****

**********@*****.***

http://www.linkedin.com/in/normrich

Professional Experience

PROVEN skill-set: CONTRACT NEGOTIATIONS, QUOTA ATTAINMENT, INCREASE MARKET-SHARE %

Feb 2017 to Jan 2019 FujiFilm Endoscopy

Direct Representative

Managed all sales for Orange, S.D. Riverside and San Bernardino Counties

Closed large orders at Loma Linda University Hospital and Hoag Memorial Medical Center. Retained all existing business with excellent service

Oct 2012 to Aug 2016 Nanosonics, Inc.

U.S. Western Regional Manager Feb 2015 to Aug 2016

Managed all direct sales after partnership with GE ended. Sold Trophon EPR system, Chemical Indicators, and Sonex-HL/NanoNebulant Cartridges to ultrasound, urology, OB/GYN, ER, labor and delivery departments and outpatient clinics. Focused on targeting infection control.

Ranked #1 of 17 regional sales managers 2015 and 2016, selling 3X units (256 vs. 77) compared to average unit sales of all other reps.

Saved 5-figure account, maintaining no customer returns by listening and resolving issue quickly.

U.S. Strategic Sales Manager Jul 2014 to Feb 2015

Promoted for leading all territories in unit sales.

Drove 20-30% increased brand awareness across entire country.

Sales Manager – West Oct 2012 to Jul 2014

Selected from initial pool of 2500 candidates. Managed 15+ GE sales representatives for Trophon EPR System sales in 13-state region.

Ranked #1 of 5 regions in 2012, 2013 and 2014.

Sep 2011 to Oct 2012 Steris (Formerly Total Repair Express, LLC)

Independent Sales Representative

Sold repair services for wide variety of surgical instruments and other hospital equipment both on-site at hospital premises and at central repair facilities. Primary services included inspection, cleaning, lubrication and repair of reusable surgical instruments such as forceps, retractors and scissors to surgical suite of hospitals or hospital sterile processing center personnel at client facilities.

Apr 2011 to Jul 2011 Life Systems, Inc.

Director of Business Development

Recruited by owner. Established pipeline with all Los Angeles County Hospitals for endoscopic service needs including standard and specialty flexible endoscopes, standard and specialty rigid endoscopes, surgical cameras, and couplers.

Orchestrated largest equipment purchase in company history, a >$1M resale value.

Nov 1987 to Apr 2011 Olympus America, Inc.

Medical Sales Representative

Sold, installed, and serviced gastroscopes, colonoscopes, duodenoscopes, sigmoidoscopes, bronchoscopes, intubation scopes, video processors, light sources, printers, carts, monitors, computer networks and stand alone computers, flushing pumps, endoscopy carts, endo-therapy accessories including biopsy forceps, snares, sphincterotomes, and scope services to gastroenterologists, pulmonologists, nurse managers and material management.

Exceeded quota 1990, 1992, 1994, 1995, 1996,1998, 1999, 2000, 2001, 2002, 2003, 2004, 2007, 2008, 2009,2010

Aces Award for Most Competitive Accounts Conversions in nation, 2008

National Award for Most Competitive Service Contracts Conversion, 2007

Grand Masters Sales Group, 2004

Master Sales Group, 1996

Jun 1981 to Oct 1987 Baxter Healthcare Corporation - Surgical Division (formerly AHSC/Cardinal Health)

Sales Representative

Sold hypothermia machines, blood warmers, k-pads, blood glucose monitors, decubitus ulcer pads and units, carts, and other capital equipment to registered nurses, physicians, and surgeons.

Exceeded or achieved quota, 1981, 1982, 1983, 1984, 1985

National Award for Most Hypothermia Units Sold, 1983

Education

Bachelor of Science, Business Administration – University of Illinois, Champaign-Urbana, IL, May 1979

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