Sales Manager

C. Scott Meek

**** ****** ***** **., ********, NC 28056 909-***-**** ******@*****.***

SENIOR-LEVEL: DIRECTOR OF SALES

EXECUTIVE SUMMARY

High-performing, innovative, dynamic, and results driven Director of Business Development and business strategist with 14+ years’

hands-on progressive experience selling, executing, managing, and delivering quantitative, qualitative and mixed methodology B-to-B

medical sales results. Proven track record of success in solving business issues by helping Fortune 500 companies (Healthcare, Acute

Care, Long Term Care, GPO’s and Home Care) gain extensive insight into consumer mind-set and effectively converting data into

actionable value-added insights to inform and drive critical fact-based decision that aid in building highly profitable sales while

identifying new opportunities and maximizing business resulting in sustainable and profitable growth.

CORE COMPETENCIES

New Business Development Team Building/Leadership/Motivation Personnel Management/Development

Account Retention Client Service/Relations Analysis, Reporting and Presentations

Account Management Time Management/Multi-Tasking Operational and Project Management

Profit/Loss and Budgeting Proposal Development /Cost Estimates Account Expansion

PROFESSIONAL EXPERIENCE

2009-Present Allied Health Resources Norcross, GA

Director of Sales

Hired to rebrand the company, rebuild the Sales Team, evaluate current product line, add additional products and refocus company

marketing efforts within 8 states in the Southeast.

Evaluated current sales staff and made recommendation for personal changes. Interviewed and hired all new sales team. Formulated

a training program to include expansion of current product lines. Implemented new sales plan by territory. Created monthly, quarterly,

and annual sales goals by category. Hired a new clinical team to support sales on new advanced wound care categories.

Introduced new advanced wound care categories such as NPWT, Silver, Honey based gauze, and other standard products to build a

complete wound care platform.

Introduced new technology for specialty support surfaces such as LAL and APM systems.

Created a bundle of wound care products to market to LTC and Acute Care customer base.

Participated in multiple RFI and RFP opportunities with large IDN Hospital chains.

Created format for participation in an advanced wound care trial for NPWT at Emory University Health Systems and converted the

business to Allied Health Resources.

Created format for participation in a trial for new specialty support surfaces for Shepherd Spinal Center and converted the business

to Allied Health Resources.

Grew overall sales by 18% in the first 12 months of employment exceeding budget while also hiring all new staff and updating

product lines

Produced both top line and bottom line growth exceeding budget for calendar years 2010, 2011, 2012 and 2013

Created annual sale budget including reduction in COGS

Created new commission structure as well as added comp program

Created new marketing and sales material

Created sales guidelines with floor pricing for sales representatives in the field.

Currently in final stages of negotiating deal with publically traded company to provide commodity products. This included

negotiating with supplies located in Europe and the Middle East.

Current Market focus includes LTC, Acute Care, Homecare, Wound Centers, LTAC.

2003-2009 PaperPak Products/Attends Greenville, NC Southeast

Director of Business Development/Home Health Division

Sales Director, 2006 – 2009:

Territory covered was expanded to include 9 states.

Grow business within territory by working with the distributor by creating and offering monthly, quarterly and yearly incentives and

promotional programs.

Call on large Long Term Care, Acute Care and Home Care accounts with multiple locations to establish new business by working

with owners to determine the specific needs of their customers and increase their profit by understanding reimbursement and other

sources of revenue.

Responsible for negotiating pricing for members of major GPO’s and driving compliance.

Reduced freight cost by consolidating product mix and sku ordering patterns from customer.

Increased profit 8% annually as Director.

15% increase over set sales plan for 2008 and ranked #6 out of 35 in North America.

56% increase over set sales plan for 2007 and ranked #3 out of 40 in North America.

18% increase over set sales plan for 2006 and ranked #5 out of 45 in North America.

Sales Manager, 2003 – 2006:

Responsible for the State of Florida which receives the third highest Medicaid reimbursement in the US.

Target Medicaid and retail business in Homecare to bring on new accounts.

Assist both Regional and National distributors in understanding their state Medicaid reimbursement program to better help them

determine and target new business.

Work with Regional Long Term Care chain accounts by educating them on the quality of product, assist with budgetary

requirements and recommend proper product placement.

Work with regional hospital chains to determine correct products. Educated nursing staff on proper product usage and strategies to

maximize product quality and GPO pricing.

32% increase over set sales plan for 2005 and ranked #5 out of 45 in North America.

24% increase over set sales plan for 2004 and ranked #4 out of 45 in North America.

47% increase over set sales plan for 2003 and ranked #2 out of 45 in North America.

2001-2003 Medical Innovations Calhoun, GA

Regional Sales Manager

Plan and organize schedule to establish new accounts and maintain existing accounts.

Negotiate pricing with customers based on the company’s rebated cost.

Promote product base and the company through trade shows and other media.

Work with manufacturing companies by issuing contracts on behalf of customer.

Assist customers in maximizing reimbursement from Medicare and Medicaid.

28% increase over set sales plan for 2002 and member of the Million Dollar Club.

16% increase over set sales plan for 2001 and member of the Million Dollar Club.

2000-2001 Laurel Baye Medical Pawley’s Island, SC

Owner

Maintained all accounting functions including AR, AP, annual budgeting and cash flow issues for the company.

As co-owner, monitored and created monthly sales projections. As Sales Manager, exceeded those projections.

Conceived sales proposals and presentations for external accounts by negotiating pricing with manufacturers and GPO’s.

Established new and retained existing sales accounts by utilizing implemented programs such as pricing and service to increase

customer satisfaction.

Responsible for training all Administrators on the Revolocity inventory control system to better track inventory and work within set

budget guidelines.

1999-2000 Laurel Baye Healthcare Pawley’s Island, SC

Corporate Purchasing Agent

Negotiate all supply contracts to include Medical and Office Supplies, Pharmacy and DME to ensure that the company receives the

best pricing and product for their needs.

Continually research market pricing and determine and recommend areas where cost savings could be utilized.

Managed shipping issues and track deliveries to ensure customer satisfaction

Assist internal customers with all supply needs by working as the liaison between the supplier and the end user.

EDUCATION AND PROFESSIONAL DEVELOPMENT

BS, Political Science Coastal Carolina University, Conway, SC 1999

Associates Degree, Business Horry/Georgetown Technical College, Conway, SC 1994

Interests/Affiliations:

Member of the SC Healthcare Association, FL Healthcare Association, GA Healthcare Association and the NC Healthcare

Association

Member of the FL, SC, NC, VA, AL, TN, WV, GA Home Health Care Associations

Member of the SC Healthcare Association Sales Advisory Board and Convention Committee

Coastal Carolina University Alumni Association

Sigma Nu Alumni

Sales Advisory Board

Board Member of the Boys and Girls Club of Great Gaston

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