Sales Representative
Resume:
Medical Sales Sales Management
Relational Sales Professional Business Customer Acquisition
Dynamic business to business sales representative with over 20 years’ experience selling medical devices, laboratory services and critical care products to hospitals, medical clinics, long-term care facilities, physicians and surgeons.
Proven sales manager with history of developing sales professionals, expanding sales territories and increasing revenues.
Collaborative, excellent at building relationships with key medical professionals and decision makers.
Strategic Marketing
Territory Expansion
Product Launches
Campaign Planning & Execution
Employee Development
Client Relationship Management
PROFESSIONAL EXPERIENCE
MedLab, Cincinnati, OH 2007-Present
Kentucky and Indiana Territory Manager
Enhance client profit margins through serving the needs of long term care facilities for quality laboratory services. Responsible for researching and cold calling on area nursing facilities, presenting program of available tests to facility administrators and reviewing cost, timeliness and effectiveness of in-house testing vs. outsourced testing with primary decision makers.
Accomplishments:
Territory has been the top producer for the company for the past eight years.
Vitalcare Products, Cincinnati, OH 2003-2006
Sales Representative, Greater Cincinnati and Dayton areas
Business to business sales representative for critical care and clinical support products.
Accomplishments:
Tripled sales and led company in growth.
Increased sales through addition of several major accounts.
Led firm in introducing new product lines.
Atherotech Diagnostics Lab, Cincinnati, OH 2002-2003
Territory Manager, Greater Cincinnati and Kentucky
Business to business sales representative for laboratory testing services that focused on cardiovascular disease marker detection. Built infrastructure and drove sales for firm’s primary proprietary test, the VAP cholesterol test.
Accomplishments:
Created profitable partnerships with leading area hospitals and regional labs, which provided the VAP cholesterol test to their respective physician clientele.
Developed one of the most productive territories in the country.
Was asked to remain as a consultant after company disbanded its direct sales force.
Stryker Spine, Cincinnati, OH 2000-2002
Spine Specialist, Southwest Ohio region
Business to business sales representative for components such as bone and disc replacements, spinal supports, decompression apparatus and other items implanted during spinal surgery.
Accomplishments:
Overhauled an underperforming territory into one with a viable base of business. Increased sales by 300K in one year.
Built solid relationships with region’s orthopedic surgeons, resulting in seven using the Stryker Spine System.
Enlisted a key surgeon to become a consultant for Stryker Spine who had been working with a competing firm.
Genzyme, Cincinnati, OH 1999-2000
Clinical Science Associate, Ohio, Kentucky, Indiana and Michigan Territory
Business to business sales representative for renown biotechnology firm.
Accomplishments:
Instrumental in rolling out Carticel, the only FDA approved cell therapy product for knee cartilage replacement, to orthopedic surgeons.
Oversaw one of the nation’s largest geographic territories.
Developed one of the nation’s five top producers.
Drove sales of Carticel to managed care providers, realizing one of the nation’s best reimbursed territories.
McCauley Propeller Systems, Dayton, OH 1998-1999
National Director of Sales, Ohio
Oversaw activities of sales force for national supplier and manufacturer of aircraft propellers.
Accomplishments:
Developed and implemented new sales strategies. Was promoted to Sales Director for company with $30M annually in sales.
Hired and trained sales force that increased annual sales by 25 percent and gross profits by 72 percent.
Developed and implemented new trend forecasting methods that led to company being able to develop propellers for new applications.
Strengthened relations with OEMs and generated new projects.
Reorganized customer service function, improved service and overall product delivery.
Collaborated with purchasing, manufacturing, engineering and finance in developing new markets and growing existing markets.
Stryker Osteonics, Cincinnati, OH 1996-1998
Territory Manager
Oversaw sales and territory management functions for medical device firm specializing in joint replacement systems.
Accomplishments:
Achieved sales of over 500K, sold total joint replacement systems to orthopedic surgeons and hospitals.
Developed marketing plans for orthopedic surgical specialties to help grow their practices.
Grew territory into Number One for growth and quota percentage.
Won “Outstanding Achievement Award” for job performance.
Exogen (now Bioventus), Cincinnati, OH 1995-1996
Product Specialist Manager, Indiana and Kentucky region
Sales representative for ultrasonic medical device manufactured in Cincinnati.
Accomplishments:
Instrumental in successful rollout of Exogen device; introduced device to area orthopedic surgeons and motivated purchase of new product and bone healing methodology.
Represented only top producing territory without a distributor; achieved “Iron Man” Award at AAOS meeting.
Synthes Holdings, AG, Cincinnati, OH 1984-1995
Territory Manager, Southwest Ohio
Oversaw territorial sales activities for manufacturer of surgical instruments and implants to correct bone fractures.
Accomplishments:
Grew territory to over 3 million in annual sales.
Uncovered new business every year; was ranked as one of the top two sales representatives in the United States twice.
Ethicon (unit of Johnson and Johnson), Cincinnati, OH 1983-1984
Territory Manager. Northeast Ohio area
Sold suture and mechanical products to surgeons, nurses and operating rooms located in Northeast Ohio and Western Pennsylvania.
Accomplishments:
Grew territory by over 21 percent in economically depressed area.
Led region in sales of many key product groups.
EDUCATION
Bachelor of Science, Education,
University of Cincinnati, Cincinnati, OH
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