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Sales Manager

Location:
United States
Posted:
April 30, 2014

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Resume:

SALES EXECUTIVE

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

Strategic business leader with extensive experience leading sales and

business development initiatives for Healthcare industry. Successful

directing teams in developing, launching, and growing nationally and

specialty brands via direct sales, and consultative models. Highly

effective leveraging strategic partnerships, negotiation skills, and go-to-

market strategies to identify and secure new business opportunities.

Versatile and resilient leader able to thrive in challenging environments

to gain and maintain competitive advantage, regardless of marketplace

hurdles.

Customer Centric Sales

Account Management

New Client Development

Competitive Product Positioning

Sales Negotiations & Presentations

Product Development & Launches

Sales Leadership

Global Marketing

Strategic Partnerships

27+ years of sales experience in managing Sales, Product Launches,

Partnering, and External Sales teams for Biotech,

Pharmaceutical, Medical and Services in the Healthcare

Industry experiences in Product Training Materials, National Product

Marketing Strategy, Sales force Implementation and Management,

Medicare/Medicaid access/pull through, and MCO/ACO/GPO contracting.

Proven sales experience in generating new business revenues through use of

strategic selling, proven sales methodology/process, and

recruiting/motivating top performing sales professionals.

Demonstrated consultative sales approach by development of buyer "value

proposition" targeted at companies and strategic selling to multiple

decision makers and departments of organizations.

Respected by executive sales management and sales professionals as

healthcare in sales effectiveness and sales methodology/process as result

of persistence and work ethic.

2

3 RECOGNIZED ACCOMPLISHMENTS

As District Director Sales Development, Southeast, at Kindred Healthcare

increased admissions and revenue by 16.7% in only 5 months versus previous

manager. This was the result of increased sales training of clinical team,

leveraging existing partners and identifying new ones to work together.

As National Sales Director, Anesthesia Healthcare Partners, successfully

developed and implemented strategy to expand presence from 5 to 17 states,

hired and coached a new sales team. The company experienced significant

revenue growth and national presence.

At APS as Provider Outreach Manager, increased Medicaid Providers,

implanted clinical team into key Medicaid hospitals to decrease

inappropriate ER usage and increased quality of disease management. There

was a decrease in ER usage by 34% in first 30 days at Grady Hospital,

increase collection of revenue from state of Georgia of $750,000 over 2

months and cleaned up database.

As Cardiovascular Product Manager, developed national strategy for

expansion of two new products (Lipitor/Rezulin) for the hospital division

at their institutions with additional fellowship programs and at medical

meetings.

4

5 PROFESSIONAL EXPERIENCE

2

Kindred Healthcare 2013-2014

District Director Sales Development, Skilled Nursing Facilities

Louisville, KY

Leading a team of 8 Clinical Liaisons and 13 Admission Coordinators in the

Alabama, Georgia, Tennessee and Virginia markets. Inspiring the team to

deliver consistent levels of sales success in a challenging market.

Increased admission and revenue by 16.7% versus prior year.

Develop and execute strategic District business plans aligned to strategic

objectives for 13 facilities. Create local objectives aligned with

national healthcare strategy in several diverse market segments including

Integrated Health Systems, Acute Hospitals, Medical Groups, Academic

Hospitals and all payer sources;

Life Linc Anesthesia 2012-2013

US Market

Responsible for the National expansion of comprehensive anesthesia services

that includes staffing, management, billing and coding. This is everything

from a turn-key approach to minimal assistance based on needs analysis.

Smith & Nephew Extruded Films 2012

Business Development Manager - US-Canada-Mexico

Gilberdyke UK

Develop market space for extruded films, adhesive and net business in North

American geography. This meant expanding current market applications to

untapped markets in medical, automotive and filtration. During my short

time I was able to identify 11 new prospects in my market, while expanding

usage by existing four accounts.

Anesthesia Healthcare Partners 2010-2011

US Market

National Sales Director

Responsibilities included hiring and training a field sales team and

developing a National strategy for expansion beyond the current 10 states

presence. This effort identified business opportunities in an additional

10 states that ended up with 15 new accounts as clients within the first 6

months. Responsible for coordinating marketing strategies with managed care

executive and reimbursement director to maximize expansion strategies.

APS Healthcare 2009-2010

Provider Outreach Manager

Realigned field team and created project plans for combining two separate

field forces into one unit calling on each specialty area. Achieved

increased awareness of APS disease management services, while consolidating

the team from 23 to 13 employees (a yearly savings of over

$500,000).Maximized Medicaid payout by $72,000 per month by developing a

home visit procedure that resulted in improved accuracy of patient provider

information and verification of service utilization.

ADDITIONAL EXPERIENCE

Pharmaceutical Experience 23 years

Responsible for launch of 12 new products to US Market in most major

disease markets

Area Business/District Manager 6 Years Southeast

Region

Regional Account Manager 1 Year Southeast

Region

Long Term Care Regional Manager 1 Year Southeast

Region

Area Hospital Business Manager 1 Year

Southeast District

Cardiovascular Product Manager US Market

Marketing Consult Manager 1 Year Southeast

Region

Institutional Sales Representative 6 Years

Minnesota, Georgia

Field Sales Representative 6 years Minnesota, Georgia

1 EDUCATION

Bethel University B.A., Double Major Secondary Ed

and History



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