Sales Manager

STEVEN C. ELIAS

** ****** *****, ****** *****, NY 11792

Cell: 631-***-****, **********@*******.***

ACCOUNT MANAGEMENT

Documented Top-Tier Sales Performance

An accomplished, results driven sales professional with over 26 years experience driving strategic growth and

product expansion focused in the medical device and service space. Proactive self starter with hunter mentality,

performance driven attitude with excellent interpersonal skills, able to build and sustain effective customer and

partner relationships. High energy, deeply driven, enthusiastic and dependable individual who excels in

challenging and competitive environments. Experienced in managing all phases of sales development cycles; from

prospecting to cold calling through detailed presentations to negotiation, to closing and critical follow up actions.

Additional areas of expertise include:

• Consultative/Conceptual Selling • Client Cultivation • Top Down Selling Strategies

• Value Analysis • Value Differentiation • Competitive & Strategic Planning

• New Product/Technology Launches • Key Account Relationship Management

• Budgeting • Forecasting • Time Management • Problem Solving

• Interconnected Reporting • Communication and Presentation Skills

Senior Territory Manager December 2012 – Present

Applied Medical, Rancho Santa Margarita, CA Call Points: OR, OB/GYN, Colo-Rectal, C-Suite

• Developed territory plan and strategy to regain market presence and revenue “wallet” share.

• Collaborate with surgeons to achieve procedure adaptation utilizing proprietary products.

• Provided Cost/Value – Analysis solutions to assist hospital management on long term cost reduction

assessments and total expected benefits.

• Tailored sales approach to identify and meet specific customer needs based on clinical and administrative

requirements.

• Sold portfolio of products to achieve the company's product reach across specific surgical specialties.

• Assisted District Manager in hiring, training and mentoring of Territory Manager Associates.

• Identify new sales opportunities within existing accounts to mature organic growth and nurture

client/account manager relationships.

• Re established resident training within medical programs at key teaching facilities.

Key Achievements:

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2014 – Q2: Achieved 102% of quota.

2014 Q1: Achieved 102% of quota.

2013 Q4: Achieved 103% of quota.

2013 Q3: Achieved 118% of quota.

2013 Q2: Achieved 98% of quota.

2013 over 2012 growth of 131%.

STEVEN C. ELIAS **********@*******.*** 631-***-****

January 2009 – December 2012

Senior Territory Manager

RRT Group, Freeport, NY Call Points: Private Practice, Hospital and Acute Care

• Directed and focused sales team to maximize sales effectiveness, reporting, and referral output.

• Recognized for developing business plan and sales strategy to achieve incremental and long term growth with

Obstructive Sleep Apnea and Clinical Respiratory practitioners.

Implemented “vertical market” initiative to expand traditional call point(s) and achieve organizational

•

differentiation.

Develop and present solutions to physicians, practice administrators, and various managers with consultative and

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strategic selling techniques.

Cultivated relationships with office personnel to earn support, shorten sales cycle, and increase referral base.

•

Developed creative sales strategies to increase exposure to customers, including active participation in industry

•

events to develop relationships within key accounts.

Responsible for improvement of internal and external sales team; implementing action plan(s) to penetrate new

•

markets, nurture “customer relationship” process for “repeat” business.

Key Achievements:

Exceeded 2009 quota of $1.2M by 111% or $1.4M

Exceeded 2010 quota of $1.8M by 150% or $2.7M

Exceeded 2011 quota of $2.1M by 138% or $2.9M

Established strategic relationships with HMO’s and grew revenue from this sector by 100%.

Produced 75% of all new business using customer satisfaction promise and referral programs.

Senior Account Manager May 2005 – December 2008

Respironics, Murrysville, PA Call Points: Sleep Labs, DME, Pulmonology

• Successfully sold across four business units and six brands utilizing leveraging and bundling strategies.

• Surpassed quota expectancy three successive years consistently ranked as top tier performer.

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• Precisely identified opportunities and customer’s buying concepts, expanding customer focus, and providing

valid business solutions.

• Utilized interconnected reporting: sales forecasting to determine competitive position, product performance,

wallet share levels, cross product selling, and up selling strategy matrix.

Value forward marketing to drive business growth; CEU workshops, professional lectures, patient education

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seminars and support workshops.

Key Achievements:

2005 97% of quota: #1 Regional Ranking

2006 110% of quota: Top 10 National Ranking and #1 Regional Ranking

Sales Excellence Recognition Award – 2006

2007 – 154% of quota: #1 Regional Ranking

2008 – 143% of quota: #1 Regional Ranking

STEVEN C. ELIAS **********@*******.*** 631-***-****

Senior Account Manager February 2003 – April 2005

Martab Medical, Lincoln Park, NJ Call Points: NICU, MICU, Respiratory, Materials Mgmt, C Suite

Joined this niche distributor to introduce, educate, and sell medical breakthrough technologies.

• Managed in hospital clinical evaluations; provide on site product expertise and consultation.

• Top down selling strategy; C Level dialog for fiscal validation and approval.

Sales Manager March 1998 – December 2002

Puller Communications, Jericho, NY Call Points: B2B– Financial & Public Relation Firms

Joined this start up company at the point of launching its business and development to achieve market position as a

provider of Fax/Email/Voice Broadcasting.

• Grew company to $15.5 M in gross revenue.

• Managed 7 external and 2 internal direct reports.

• Established sales and marketing strategies.

Senior Account Executive February 1990 – December 1997

North American Dräger, Telford, PA Call Points: Anesthesia, OR, Materials Mgmt, C Suite

• Sales Excellence Council Award FY 1994.

• Sales Excellence Council Award FY 1995.

• Presidents Club – FY 1996.

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Sales Representative February 1986 – January 1990

Graham Field, Hauppauge, NY Call Points: DME

• Achieved a successful record of accomplishment as a top producer selling across numerous brands and over 3000

line items.

EDUCATION & PROFESSIONAL TRAINING

• Nassau Community College, Garden City, NY 1983 Associate of Science

• Adelphi University, Garden City, NY, 1985 Bachelor of Science

• Dale Carnegie Training – Public Speaking, 1987

• Miller Heiman Strategic Selling, 1993

• Miller Heiman Conceptual Selling, 2006

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