Sales Manager
Resume:
RONALD P. LOTO
Plymouth, MA 02360
******@***.***
http://www.linkedin.com/in/rloto
SUMMARY OF QUALIFICATIONS
. Formal professional Sales Training and Strategic Sales Management
education.
. Expertise in building an organization that will generate revenue
growth and increase market share by increasing the sales force
effectiveness. In-home sales experience training sales representatives
to increase closing ratios and shorten the sales cycle
. Implement Systematic Selling System and Behavioral Metrics performance
methodology to meet and exceed quotas consistently
. Create and developed sales programs for inside/outside sales
representatives, B2C sales and call centers with proven skills in,
Cold calling/Prospecting, Increasing Closing Ratios, Shortening the
Sales Cycle and Increasing Margins.
. Proven skills in hiring, recruiting, performance reviews, managing
turn over, new hire process and communication.
PROFESSIONAL EXPERIENCE
Plymouth Career Center
Plymouth, MA
Sales Manager
2010 to Present
Work with individual inside/outside sales representatives, call centers, in-
home sales and companies helping them generate revenue growth and market
share by providing consultative services to increase sales effectiveness.
Provide an entire integrated Systematic Selling System and created "Daily
Behaviors Performance Metrics" for data interpretation and sales analysis.
Please visit my "Recommendations" section on LinkedIn. You will have the
ability to read 50 Testimonials and Recommendations from individuals
detailing my consultative sales training, sales management and coaching
skills. http://www.linkedin.com/in/rloto
Longwood Medical Inc. VAR selling EMR/PMS
Needham, MA
Sales Manager
2006 to 2010
Job Scope: Build an organization that will generate revenue growth and
increase market share by increasing the sales force effectiveness. Call
on "C" level executives with sales of consultative services, complex Web-
Based and On-site Electronic Medical Records (EMR) and Practice
Management Software (PMS) to medium and large medical group practices
and LTC. Responsible for obtaining profitable results through sales team
by developing the team through motivation, counselling, sales skills
development and product knowledge development.
. Recruit, hire and train four outside, two inside and one telemarketing
sales person to meet and exceed quotas, annual revenues of
$12,800,000
. Provide daily, weekly, monthly and quarterly sales performance. Submit
data analysis for individual improvement
. Create and develop supplemental work sheet from SalesForce.Com to
enhance daily, weekly and monthly objectives...meet and exceed quotas
consistently, Behavior Performance Metric Program
. Implement "Work with Ride with program" consistently reinforce
individual coaching and training
. Manage individual performance of sales team by implementing the same
systematic selling system. Ability to monitor the anatomy of a
successful sale and areas for coaching each sales rep. individually
. Provide individual ongoing performance evaluation and adjustments
through coaching and training
. Key account responsibilities providing support for 3 medical group
practices exceeding $385,000 within 6 months
. Successfully closed two large surgical centers as first installs
exceeding $375,000
NDCHealth (Acquired by Wolters Kluwer)
Yardley, PA
Director Business Development - Sales Trainer
2004 - 2006
Job Scope: Call on Pharmaceutical/BIO, Med Surgical and Life Science
companies providing technology platforms, integrated with network
connectivity and information solutions to feed EDW of data information for
current brand analysis, competitive brands, managed care data and
patient/physician longitudinal data. Provide custom consulting services
with Brand Managers, Director of Managed Care, Sales Operations, Business
Development, R&D and Market Research
. Coordinate custom data for drug analysis by brand for Pharma/BIO
companies - "Life Cycle" of a Drug" from R&D to Manufacturing &
Operations, PBM's to Sales and Marketing
. Enhance existing accounts to increase revenue growth and market share of
brands - "Deeper and Wider" Sales to 3 Mid-size Pharma/Med Surgical
companies - $394,000 first five months
. Develop multi-million dollar brand mail order and managed care data
analysis for quarterly reports - Biogen-Idec and Genzyme - Tracking of
brands from Wholesaler, PBM, Non-Retail and Mail Order to consumer
. Develop and create Performance Monitoring program for outside sales force
. Create, and present "The Life Cycle of a Drug" and "Why Companies over
pay MCO's"
. Present at sales meeting "What makes Pharmaceutical Companies buy?" and
"The Ten Critical Mistakes Business Make Selling their Products and
Services."
SMG Medical/Verispan
Chicago, IL
Account Manager/Independent Sales Training Consulting Services
2001 to 2004
Job Scope: Call on "C" level executives at Pharmaceutical/BIO, Life
Science and Med Surgical Companies. Sales of custom data, software, market
research analysis for primary/secondary data and software solutions,
longitudinal patient data, procedural information, managed care data and
custom consulting services solutions to drive revenue growth and market
share.
. Identified specific opportunities for DTC and OTC data and software
solutions to Medical Surgical and Pharma/BIO
. Attained 18% growth above quota first year to 1.3 million - and 24%
above quota second year to 1.53 million
. Exceed quota by 10-14% every remaining year by identifying additional
areas of existing accounts with software and data solutions
. Created and developed performance monitoring program, 'Cookbook' - Track
daily behaviors to attain annual revenue needed to meet and exceed
quotas
. Interfaced with Presidents, CEO's, CFO's, product/brand managers,
business development team, VP Sales, and strategic planning managers.
TouchPOINT Medical Software
Framingham, MA
Regional Manager/District Sales Trainer
1994 to
2001
MEDITECH - Medical Information Technology, Inc
Westwood, MA
Marketing Consultant 1992 to 1994
Presidents Club - Million Dollar Club
Whitestone Products - LTC Facilities -Wound Care
Piscataway, NJ
District Sales Manager
1983 to 1992
Presidents Club
RECOGNITION AWARDS
President State Senator
Therese Murray
Representative Congressman William
R. Keating
EDUCATION
Capella University, Minneapolis, MN
BSBA, Management and Leadership - Current
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