Sales Manager

H oward W. Thorpe

ACH IEV I NG SUPER IOR RESULTS T HROUGH PASSIONATE LEADERSH IP

******@***.*** w ww.linkedin.com/pub/howard-thorpe/31/934/b80/

O ffice 972-***-**** Cell 214-***-****

**** *****thian Bay Drive, Frisco, TX 75034

Professional Summa ry

Accomplished Sales Leader with an impressive record of driving revenue and profit growth.

E xperience in building sales teams that deliver consultative solutions in the

medical/surgical arena.

• A successful record of recruiting, t raining and motivating top performing sales

teams.

• Skilled in analyzing key performance factors and customer markets in the OR and

hospital environment to meet a wide variety of surgeon needs through strategic

t argeting.

• An exceptional communicator and speaker with a keen sense of problem resolution

and client need assessments.

• An effective leader that has developed sales teams capable of exceeding objectives

w ithin highly competitive markets.

• Professional experience includes sales force management and t raining, multiple

sales achievement awards, sales force expansion and experience launching new

p roducts in the OR environment.

Professional Experience

Area Sales Di rector, Genzyme Biosurgery, September 2009 – March 2014 (Dallas, TX)

H ome Office in Cambridge, MA

Buil t and led a management team along with a surgical sales team that covered two thirds

of the United States. Developed strategic business and account plans along with targeted

focus on executing brand strategy, marketing implementation and sales execution.

Performed coaching and t raining along with talent identification and development.

Established goal setting and accountabili ty while problem solving and making key business

decisions. Planned and managed revenue, budget and operations administration.

Conducted business analysis and process improvement.

• 2013: Recognized for “Leadership Award” by V.P. of Sales

• 2013-2010: H ighest Area and Regional Total Sales Volume

• 2012: H i red Regional Sales Director of the Year #1 of 11

• 2012: H i red Ter ritory Manager of the Year and 6 of the top 10 Ter r itory

M anagers out of 94

• 2011: President’s Club 108% to plan

• 2010: President’s Club 111% to plan

• 2010: I ncreased revenue from $87M to over $96M while reducing costs and

m aximizing efficiencies

Regional Sales Di rector, Genzyme Biosurgery, March 1999 – September 2009

( Dallas, TX)

Led a team of 9-12 sales professionals as a Regional Sales Director. Focused on several

d iverse surgical specialties within the hospital and OR Surgical settings. Responsible for

h i ring, t raining, developing, mentoring and leadership of this team. Managed sales and

revenue growth along with budget accountability. Activities also included marketing,

contracting, business development, compliance, t raining and implementing strategic

p lanning to drive results and exceed expectations.

• Four time President’s Club Winner 2009, 2007, 2005 and 2001

• V.P. Sales Award 2009, 2007, 2004, 2003

• Piloted Key Account Program along with Key Account Manager that led to

18% volume growth

• Alpine Award Winner Recognized for “Sales and Leadership Cont ribution”

N ational Sales Di rector EP ICEL, Genzyme Biosurgery, February 2005 - March 2009

( Dallas, TX)

While serving as the M idwest Regional Sales Director for Genzyme concurrently assumed

t he position of National Sales Director for Epicel, used for patients with severe burns.

M anaged a team of 4 Clinical Sales Associates for the sales of cultured epidermal

autografts to burn centers across the U.S.

• President’s Club Winner 2006 with quota achievement of 133%

• Alpine Award Winner – “Team Leader” 2007 doubled sales volume from

p revious year

• Realized double digit sales growth from 2006-2008 while reducing costs an

average of 15%

Biosurgery Sepra Specialist, Genzyme Biosurgery, February 1998 – March 1999

( Dallas, TX)

Product specialist for the launch of “Seprafilm”, an adhesion bar rier used in open

abdominal and pelvic procedures to reduce the extent, incident and severity of adhesions.

Delivered t raining, physician instruction along with clinical support and guidance to a wide

variety of specialists within the hospital OR/surgical environment. U tilized key product

k nowledge and strong selling skills to educate, inform and secure new business to

physicians and OR staff at new and existing accounts.

• “Rookie of the Year” Award

• Finished #3 out of 26, 142% to plan

• President’s Club and Rolex Award Winner

Senior Ter ritory Manager, Haemonetics, December 1995 - February 1998 (Dallas,

T X)

Ter ritory Sales Manager, CR Bard-Davol, February 1991 - December 1995 (Dallas,

T X)

District Sales Manager, Scott Paper Company, January 1986 - February 1991

( Dallas, TX)

Ter ritory Manager, General Foods, October 1983 - December 1986 (Memphis, TN)

EDUCAT IO N AND TRA I N I NG

Evangel College, Springfield, MO B achelor of Business Administration May, 1983

F inanced 100% of college education through football scholarship and part-time work

Ha rvard Manage Mentor Courses and F ranklin Covey Courses: Leading and

Motivating; Change Management; Team Leadership; Goal Setting; Coaching; Diversity ;

T he 7 Habits of H ighly Effective People; Decision Making; Problem Solving; Time

M anagement; Personal Credibility and In f luence

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