Resume

Sign in

Sales Manager

Location:
East Northport, NY
Posted:
April 30, 2014

Contact this candidate

Resume:

Michael H. Kramer

P.O. Box **

East Northport, N.Y. 11731

Cell: 516-***-****

E-Mail: acdxln@r.postjobfree.com

Senior Sales Professional

Over 25 years experience in professional sales achieving client acquisition goals and

delivering revenue growth by implementation of a consultative sales process and optimizing

workflow solutions in the legal and medical markets.

Areas of Expertise

Development and execution of sales plans Sales compensation

New account development Sales team integration

Customer retention and relationships CRM systems

Product launch Coaching / Mentoring

Change management Training and leadership development

Experience

A.D.A.M. a business unit of EBIX – Atlanta, GA 2013 – 2014

Regional Sales Manager Northeast: Managed sales and renewal of consumer health information services and

decision support technology solutions resulting in improved patient acquisition and revenue generation for

hospitals in the northeast.

Initiated early renewal program f or at risk customers resulting in 100% renewal rate in Q4 and Q1.

Established product implementation plans for 3 hospitals and EMR training company.

Up-sold additional content / services to four hospitals.

Call points focused on Chief Marketing Officer, CIO and other health information management stakeholders

concerned with achievement of ACA meaningful use stage 2.

Novus Scientific Inc. – Canton, MA 2011 –2012

Sales Consultant: Led introduction of TIGR Matrix long term absorbable Surgical Mesh in the NY market. I

developed relationships with f ive leading hospitals and three VA medical centers which lead to product

evaluation. Engaged Chiefs of Surgery and other specialists with particularly challenging cases involving patients

with impaired healing capacity. Call points include: key opinion leaders and top general, plastic, bariatric,

transplant and gynecologic surgeons as well as other hospital administrators.

In-service operating room nurses and surgeons in facilities throughout the NY metropolitan area to enable

proper application of TIGR mesh.

Successfully initiated product evaluations resulting in three surgeons using TIGR.

Introduced TIGR to Hospital Product Committees and Materials Management teams for approval.

Fully credentialed with Vendor Credentialing Service and Reptrax to work in the OR environment.

Regenesis Biomedical Inc. – Scottsdale, AZ 2010 – 2011

Sales and Clinical Support Territory Manager: Drove adoption, prescription and sales of advanced wound

care modalities within Veterans Administration Medical Centers in VISN 2 and 3. Responsible for supporting

administrators, clinicians and patients directly.

Increased number of prescribing physicians by 230% and ranked #2 in Negative Pressure Wound Therapy

(NPWT) sales ranking as a result of penetrating new facilities and additional departments.

Successfully initiated Bronx Spi nal Cord Injury trial through Equipment Committee approval.

Successfully introduced Kalypto NPWT to East Orange VAMC Peripheral Vascular Surgeons and Brooklyn

Podiatric wound care team resulting in better patient outcomes.

Lead the company in activity and physician interest in long term absorbable synthetic surgical mesh.

Michael H. Kramer

Page 2

Thomson Reuters, New York, NY 2007 - 2010

Director of Sales: Managed Sponsorship and Audience Development sales teams. Developed and implemented

sales plan coordinating efforts of Sales, Marketing, Program Management and Operations Departments to

successfully create and execute continuing legal education conferences, webcasts and print materials for

business of law, practice of law and government contracting conferences.

Exceeded $4.7M sales plan by active management of sales teams and fitting customer needs to events

f or law firms and corporations. YOY growth of 19.3% revenue, 14% operating income.

Streamlined workflow focusing on milestones, interdepartmental communication and pricing policy.

Coordinated transition of internal accounts to sales department and directly managed key customer

relationships resulting in 8% cost savings and eliminated unprofitable sales to legacy key account.

Generated $210,000 with the launch of new live events, two periodicals (EDRM and Law Leader Magazine)

plus sponsored webcasts related to electronic discovery and records management.

Focused audience development team on revenue producing efforts resulting in 14% increase in sales.

Leveraged corporate, law firm and government relationships to drive revenue growth in existing client base

and recruit key opinion leaders for speaker panels at live events and sponsored webcasts.

Salesforce.com administrator. Re-launched implementation and drove adoption to track opportunities and

generate reports and dashboard enabling management team to monitor program progress.

Maintained departmental focus through integration of four business units and relocation to drive sales.

CausaFirma LLC, New York, NY 2006 - 2007

National Accounts Manager: Developed and implemented initial sales strategy for this new company that

provided comprehensive court reporting, trial presentation technology, e-discovery and document management

solutions to law firms in New York, Pennsylvania and Florida.

Developed and implemented sales plan in the east coast territory resulting in $120,000 in new sales.

Closed two custom animation projects.

Refined sales collateral and presentation to educate prospects and convert them to customers.

Expert at demonstrating LiveNote, Trial Director and custom animation capabilities.

AmLaw Imaging, New York, NY 2005 - 2006

National Sales Manager: Worked directly with CMO and CEO of early stage litigation support / electronic

discovery company. Recruited to develop the infrastructure and operations of the sales team and directly sell to

expanded customer base prior to any formal business development endeavor.

Developed sales organization structure and i mplemented sales strategy, CRM, reporting, and policy.

Recruited, hired, trained and managed the f ive person sales team plus customer service manager.

W orked closely with CMO to develop sales collateral and create synergistic company alliances.

Established approved vendor status with six major law firms.

American LegalNet / U.S. CourtForms, Los Angeles, CA 2004 - 2005

Director of Sales and Marketing: Reported directly to the CEO and responsible for numerous activities related

to sales, sales management and sales operations. Developed the infrastructure and managed new sales team

plus worked directly with major accounts (AmLaw 100, NLJ 250) to initiate sales.

Recruited, hired, trained and managed the national field sales team to drive company growth.

Created and implemented sales reporting, prospect tracking, CRM and sales forecasting systems.

Defined sales territories, individual representative quotas, and developed sales compensation model.

Launched sales of automated California Judicial Counsel Forms.

Michael H. Kramer

Page 3

LexisNexis / Matthew Bender Co., New York, NY 1991 - 2004

Senior Regional Sales Manager: 2002 - 2004

Promoted as result of consistent sales achievement as well as several endeavors beyond the normal scope of

my position and effective contributions on cross-functional teams.

Fostered the development of three team members from Sales Executives through promotion to Regional

Sales Manager positions.

Recruited to mentor and assist with coaching, development and increased efficacy of new managers.

Top New York based sales region in 2000, 2001, and 2002.

W orked closely with Market Area VP, Market Planning and Publishing teams to implement product specific

sales strategies f or product bundles and automated forms..

Successful development and implementation of pilot programs and f our national product launches

(Shepard’s, Martindale Hubbell, CourtLink, and TimeMatters).

Regional Sales Manager: 1996 - 2002

Lead the metropolitan New York sales team to grow $19 million revenue base by increasing revenue retention

and closing new sales with new and existing customers.

Recruited, trained, and coached a team of 13 sales professionals and sales assistant to exceed plan on an

on-going basis.

Developed and delivered f our national product training programs: “Advanced Product Training: Business

and Commercial Products,” “Selling In The Corporate Market,” and “Intellectual Property .”

Certified facilitator for Professi onal Selling Skills, conducted f ive training sessions including 45 sales and

sales management participants.

Sales and Marketing Transition Team member responsible for development and implementation of post

acquisition integration of multiple sales organizations and product lines.

President’s Club member 1997. Top Region and Sales Manager of the Year 1997

Key Account Manager; 1991 - 1996

Exceeded plan for sales and renewal of legal reference materials in $2.6 million Manhattan territory comprised of

corporations, law firms plus state, local and federal government accounts.

Leader in technology application, CRM application and CD-Rom research training, “CD-ROM Certified” top

score in company.

“Lab Rat” committee member; developed and tested new sales model and policies f or restructured sales

f orce. Presented at national sales meeting.

President’s Club member 1992, 1993, 1994 and 1995, Regional Sales Representative of The Year, 1992,

Outstanding Key Account Manager, 1993, N.Y. Region MVP 1994, #1 National Rank and Representative Of

The Year 1995, Chairperson; President’s Sales Roundtable 1996.

Education

M.S., Policy Analysis and Management; W . Averell Harriman College,

B.A., Economics and Political Science; College Of Arts and Science, SUNY at Stony Brook

Professional Development and Affiliations

The Counselor Sales Person, 2010 Professional Selling Skills, Learning International

Tele-masters Sales Training, 2008 Professional Selling Skills Facilitator Training

Advanced Leadership – Thomson Reuters, 2008 Superior Sales Management, Brian Tracy

Attenex and Discover-e Sales Certification, 2006

Pepperdine Negotiation Skills Workshop, ‘00 – ‘02 District Training Chairperson, BSA, 2003 – 2009

Scoutmaster T360 - BSA, Spring 2000 – present

Leadership Development Program, Center for

National Eagle Scout Association

Creative Leadership



Contact this candidate