Account Manager / Medical Sales

--Account Manager--

[pic] Qualifications Profile [pic]

Accomplished business professional with extensive experience in sales and

account management, along with solid track record and multiple awards

throughout career for consistently meeting and exceeding business targets.

Accustomed to providing exceptional service to customers as well as going

above and beyond job duties to achieve high-impact results. Capable of

multitasking and working efficiently within fast-paced and challenging

situations within the areas of strategic account development, territory

management, business generation, and medical and capital equipment sales.

Effective at developing and inspiring team members toward excellent

performance, sales growth, and improved business profit. Equipped with

articulate written and verbal communication skills, along with the ability

to establish solid relationships with clients and the management.

[pic] relevant experience [pic]

Grifols Diagnostics, Davis, OK

Territory Manager 2014

Assumed full responsibility in overseeing daily business operations of a

six-state territory encompassing team leadership, client prospecting, and

sales. Utilized Salesforce.com to encode territory data in a timely manner.

Prepared and submitted weekly and quarterly reports comprised of dynamic

territory management plan to the upper management. Maintained proactive

involvement to multiple laboratory conferences to perform follow-ups on

leads. Provided expert oversight to the team in performing sales calls.

. Identified and obtained opportunities from six-state territory that was

considered as no previous funnel.

. Expertly handled negotiations on Resource Optimization and Innovation

(ROI), resulting in ongoing negotiations for contract and purchasing

group inclusions.

. Demonstrated adeptness in providing an average of one viable lead per

week to the Blood Bank Team.

Zoll Medical, Davis, OK

Senior Territory Manager 2013-2014

Executed territory management and prospecting responsibilities within the

state of Oklahoma and West Texas. Made use of customer relationship

management (CRM) to efficiently update and encode data on funnel

projections and expenses. Facilitated hands-on demonstration of

resuscitation equipment; as well as training on installation of software to

the staff. Performed a wide range of tasks toward the achievement of annual

capital equipment sales quota of $2M.

. Acted as the driving force behind the growth of funnel by 3.5mm, as well

as the positioning of territory by exceeding established quota for FY14.

Ortho Clinical Diagnostics, Davis, OK

Account Manager 2010-2013

Held full accountability in developing and implementing sales and marketing

strategies for the Vitros Family of analyzers which included chemistry,

immunoassay, automation, and transfusion medicine. Took charge of

maintaining current $8.2M base of business and growth through upgrade

opportunities, assay menu expansion, and Ortho plus services (Business

Education and Inventory Management Software) installation. Oversaw sales

activities which included appointments, tasks, demonstrations, distributor

support, presentations, business plan development, expense management, and

sales force automation.

. Led key efforts toward the attainment of annual capital sales quota of

$1M capital and 10% reagent growth on prior year.

. Established a reputation for consistently achieving various rank and

awards such as the following:

o Top 2% of account managers and Ambassador Club winner (2012)

o MVP Sales Dallas District (2012)

o 100% Club (2011/2012)

o Top 5% of account managers and Ambassador Club winner (2011)

o District Catalyst Champion-Sales Automation Software

. Earned recognition from the Indian Nation IDN for Ortho-Clinical

Diagnostics.

Veteran Medical, AvCare Inc, Davis, OK; Pulaski, TN

Owner Vice President 2007-2009

Leveraged excellent skills in developing written business plan, financials,

and business and sales strategies, as well as in establishing and

maintaining Federal Supply Schedule (FSS) / General Services Administration

(GSA) schedules and Distribution and Pricing Agreements (DAPA). Built and

cultivated strong business relationship with medical sales distributors

specializing in government accounts.

. Successfully took on the role of vice president after company merge with

AvCare Inc.

. Established FSS for more than 200 products as well as establishment of

multiple BPAs.

GE Healthcare-Information Technologies, Milwaukee, WI

Acute Account Manager 2002-2007

Conceptualized and implemented plans for marketing products, while managing

accounts within the assigned territory comprised of 190 hospitals.

Organized and managed presentations to effectively promote products to

potential customers. Presided over the training of customers on products

after sale that increased customer satisfaction.

. Consistently achieved recognition as the top 25% of all acute account

managers by meeting quota with 100% increase in OP within five years.

. Exhibited superior talents in building and maintaining funnel to more

than $13M from $2M in real opportunities.

Earlier Positions Held:

Universal Hospital Services/Medical Rentals Stat, Bloomington, MN

District Manager-Arkansas, Oklahoma, Texas 1997-2000

Mediq Prn, Oklahoma City, OK

Branch Manager 1995-1997

[pic] Other Experience [pic]

United States Navy

Naval Recruiter Independent Duty Corpsman

[pic] Education [pic]

Bachelor of Science in Occupational Leadership (Management and Human

Resources)

Southern Nazarene University, Bethany, OK

Graduated magna cum laude

Relevant Coursework:

Human Resources Employment Law Human Relations Management Theory

Small-Group Interaction

Group Presentations Business Structure Marketing Business Development

Theory

Independent Duty Corpsman Submarines (Equivalent to Physician Assistant)

Naval School of Medicine, Bethesda, MD

Academic Achievement (GPA: 92%)

Clinical Rotations:

Urology Orthopedics Pediatrics Internal Medicine Emergency Room

Family Practice/Care Surgery Dermatology

Relevant Coursework:

Radiation Health and Decontamination Anatomy and Physiology Diagnosis

and Treatment

Physical Examinations Basic Laboratory Procedures and Testing Radiology

Emergency Medicine

Psychology Pharmacology and Health Care Administration

[pic] professional development [pic]

2013 Miller Heiman Strategic Selling, Conceptual Selling, and Negotiate

Success: ZOLL Medical trainers

2011 Professional Selling Skills: AchiveGlobal

Various courses on Ethics, Government Accounts, and Conduct: Johnson

and Johnson

2010 Professional Selling Skills: AchiveGlobal

2002-200 Various Courses on Ethics, Trade Rules, and Selling Techniques: GE

6 Healthcare

2004 Miller Heiman Strategic Selling: Master Trainer

2003 Strategic Account Management Program: Clinical Path Strategies Inc.

2002 Value Selling Sales Training (OPIS Model): Performance Management Group

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