Director of Sales, Product Development, Strategic Planning

MERIDITH L KAPLAN *** Sawgrass Circle Melbourne FL 32940

Cell 321-***-**** *********@*****.***

SUMMARY

An accomplished and self-motivated SALES EXECUTIVE with 20+ years HEALTHCARE SALES

MANAGEMENT and SALES TRAINING EXPERTISE. Unique, proven ability to identify business

opportunities by understanding the client’s current business model and existing needs, then applying deep

knowledge of ethical and consultative selling approach resulting in positive growth and patient outcomes.

Subject matter expert combined with polished sales training expertise makes for a highly credible and valuable team

leader. Tenacious attention to detail, effectively translating and communicating the findings to a variety of stakeholders in

an easy-to-understand manner tailored to the interests of each stakeholder.

Adaptable, creative individual who flourishes in challenging and rapidly changing environments. Ability to handle people

with an enthusiasm that fosters confidence and trust. Quick to develop product knowledge and effectively communicates

with personnel at all levels. Voted Top Sales Trainer 2006.

EXPERIENCE

2012 – Present Health-First,Inc., Melbourne FL Director of Sales, Lead the start-up and development of Health Services

Sales Team of 8, for Non-Profit Health System of 450 physicians, 4 hospitals and 28 outpatient & wellness facilities in

Brevard County. Consistently exceeded team goals, establishing growth rate of 113% in less than 1 year among service

lines including: Heart & Vascular, Orthopedics, General Surgery, Bariatrics, Robotics, Emergency Med, Home Health and

Hospice. Direct report to C-Suite, managed $5.5M operating budget, developed key relationships with physicians thought

leaders, fostered team environment resulting in Gallup score of 92% overall job satisfaction by implementing

“mentorships”, hands on training and weekly field rides. Quote: “Meridith is the Best Leader I’ve ever worked for”… A

Lowers 2013

2011-2012 PharMerica, Louisville, KY Area Business Manager Long Term Care pharmacy provider

2009-2011 Boehringer Ingelheim, PFIZER PDI National Sales Contract, District Sales Manager

2007-2009 CALLOWAY LABS, Boston MA National Sales Trainer – Urine Toxicology Laboratory

2002-2007 NOVARTIS PHARMACEUTICALS, E Hanover NJ National Sales Trainer, Exec Sales

Consultant

1998-2002 BAYER PHARMACEUTICALS, Melbourne FL Sr Sales Consultant

1997-1998 NOVARTIS PHARMACEUTICALS, Daytona Beach FL Sales Representative

ACHIEVEMENTS

Business Unit Development / Leadership (Health First) Promoted from Manager to Director in less than 6 months. In

less than 4 months from project start date, implemented process improvement tactics resulting in 40% reduction of

transfers from community based hospitals, increase of 133% EMS admissions and an increase of 50% internal

referrals . Robust business development pipeline, SMART goal implementation and comprehensive Excel-based CRM

tools that enabled tracking on all developmental growth opportunities. These tools are further used to calculate new

opportunities in a matter of minutes (based on a variety of assumptions), and they enable comprehensive cost assessments.

Intimate subject matter expertise lends to credibility with Senior Executive Leadership Team (SELT).

Drove the creation of departmental Health Services Sales templates, policies and procedures resulting in 25% increased

productivity and more effective communications with employed physicians. Managed the business unit in an

environment where priorities rapidly change and resources are scarce. Diligent resource planning and creative thinking

ensured the right resources were working on the right projects at the right time. Fostered an environment where team

members were proud of their performance resulting in a 92% overall job satisfaction Gallup Score, exceeding company

average by 15%.

Sales Training/Team Development Calloway Lab, Novartis Pharmaceuticals Developed on site corporate training

program, eLearning and field based training protocols for national sales force. National Sales Trainer for Novartis

Pharmaceuticals graduated 700+ Primary Care representatives. Pharma District Manager for 5 years, consistently leading

team to top 20% National Sales. Presidents Club Winner 2006.

Business 2 Business Sales (Novartis Pharmaceuticals, Bayer Pharmaceuticals, Pfizer Pharmaceuticals)

Consistently ranked in top 15%, Rookie of the Year 1998, Regional Trainer 1999-2001, MVP Award 2003, Area of Year

Recipient 2004, Growth Award 2004, Interim Sales Manager 2005, Management Development Candidate 2006, National

Sales training rotation 2006.

INDUSTRY INVOLVEMENT

2011 – Current Melbourne and Cocoa Beach Area Chamber of Commerce

2013 Board Member

2013 Lead Brevard

2013 AHIP Certification

Florida State 215 Health, Life and Annuity License

EDUCATION

2007 Kaplan University

MBA (completion date anticipated 2014)

1997 University of Central Florida, Orlando FL

Bachelor of Science – Health Services Administration 3.83 GPA

Minor – Computer Science

REFERENCES

Drew Rector Executive Vice President Chief Strategy & Growth Officer, Health First (cell) 321-***-****

Gregory Simmons,MD Cardiothoracic Surgeon, Health First (cell) 407-947-

8857

Barry Schepp Sr VP of Sales, PharMerica (cell) 410-***-****

Amy Lowers Sr Account Executive, Health First (cell) 321-***-****

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