Sales Representative

Christopher M. Heard

***** ****** **. – Oakhurst, CA 93644 – 559-***-**** cell – *****.******@*****.***

Career Focus

Passionate results driven salesperson with a strong aptitude for science and medicine. Keen ability to analyze and critically evaluate and present data while focusing on customer needs to drive growth. Focus on key personal and products to be seen as a knowledgeable resource for my customers in order to exceed the budget for my territory and make a significant contribution to increasing company profit in a long-term rewarding career.

Education

Bachelor of Science in Biology – June 1997, Santa Clara University – Santa Clara, CA

Recent Presentations

* California Society of Radiological Technologists (CSRT) – March 2013 - 1 hour educational lecture on Contrast Media and Kidney Safety to over 100 Techs, Students, and Physicians

* Society of Invasive Cardiology Professionals – Central California Chapter – March 2013 – 1 Hour educational lecture on Iodinated Contrast Media and Kidney Safety to 30 Cardiologists, Radiographic Technologists and Nurses

Professional Medical Sales Experience

Bracco Diagnostics – Fresno, CA Territory (Home office Princeton, NJ) April 2008 – Current

* Renaissance Award Winner 2012

* Replaced 5 high volume competitive Cath Lab Injectors at Kaweah Delta in June 2012 leading to approx. $150,000 a year in new consumable revenue to Bracco

* Promoted to Senior Diagnostic Sales Representative in February 2012

* Top 5 of all field reps at Bracco in Capital Equipment Injector sales in 2011 - #1 in Region

* Increased yearly Isovue sales in 2011 by $700,000 - 125% of Budget

* Increased yearly MR contrast sales in 2011 by $160,000 - 110% of Budget

* Increased yearly Isovue sales in 2010 by $280,000 – 110% of Budget

* Lead Key Contrast Media Trial at St. Joseph Hospital in Stockton, CA that was part of Win at CHW (Dignity Health) system which led to coordinated conversion and new business of 10 local hospitals during the end of Q3 and early Q4 2010

* Regional Abdominal Imaging Specialist 2010-2012 – Additional responsibility of working with other field reps to sell and provide educational in-service and support for specialized contrast to drive new growth of VoLumen across the Pacific Region

* Current Market share of over 60% in Isovue (Started 31%) - #1 in Pacific Region

* Current Market share of over 43% in MR contrast (started 20%)

* Responsible for Total Solutions sales of Contrast Media into the Cardiac Cath Lab, IR, and Radiology. Also Capitol Equipment budget for Injectors into Radiology.

* Use of Salesforce CRM to log sales calls and utilize available customer contact tools

Additional Professional Experience

Hardwoods Specialty Products and National Wood Products – Fresno, CA May 1999 - March 2008

Pursue sales position with company that had outstanding training program within the wood products industry in order to gain valuable outside sales experience

* Moved through sales trainee program into outside sales in 1 year (company average 1 years)

* Set my own prices with customers and determine sales margin opportunities

* Territory grew over 17% first year

* Exceed $5 million dollar yearly Budget with over $1 million dollars in profit (20% margin)

Moved to Central California Valley for Expansion Territory Sales position with NWP in June 2001

* Cold-Calling and referral based sales to open expansion territory – Within first month processed and established accounts with over 25 new customers

* Over $100,000 in monthly sales after 90 days of opening territory

* Growth of sales to over $2,000,000 per year in 2 years

* Sold with aid of technical presentations and collaboration of Architects and Builders to drive written specs of solid surface and specialty veneer lines

Recruited back to Hardwoods Specialty Products to attain and grow new business with opportunity to earn Branch Management position in Fresno. 3 years of Branch Management experience (2005-2008).

* Developed new cherry Plywood program for Key Customer leading to higher sales in 2004 than the total of sales for the 5 years previous combined – New Business Generation

* Growth of over 48% in 2004 – Additional 36% growth in 2005

* Full responsibility for branch sales, receivables, inventory turns, and P@L while also maintaining active outside selling role

Clontech Laboratories, Inc. – Palo Alto, CA June 1997 - May 1999

* Work to produce Atlas Array products utilizing state of the art equipment, as well as advanced microbiology techniques on a daily basis

* Production Assistant promoted to Production Associate in June 1998 (1 year).

* Improved purification process of cDNA and increased production Three-fold

* Process improvement project to maintain high product yield at savings of $56,000 per year

* Trained and transferred enzyme testing and purification from R@D to Production Department thereby increasing role and responsibilities of the position within CSL department

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