Sales Manager

ARTHUR GILLESPIE

**** ***** ****** ****. #***( Charlotte, North Carolina 28273

813-***-**** ( ********@*******.***

EXECUTIVE MANAGEMENT: SALES

Highly effective sales and marketing manager with over 20 years of

experience building top performing sales teams through education and

communication. Proficient in providing creative solutions, strategic

business analysis and change management, leading employees during

organizational and personal development. Strong financial detail control,

with lengthy experience monitoring market growth, budgets, forecasts,

performance indicators, profit and loss, as well as utilizing such data to

improve revenues and minimize costs.

Areas of Expertise

Territory Business Plans ( Presentation and demonstrations ( Account

Management ( Negotiations

Budgeting & Forecasting ( Market Growth ( Team Building, ( Key Performance

Metrics

Sales Cycle ( Organizational Structure ( Customer Service (

Interdepartmental Communication

Staff Hiring & Development ( Process Improvement ( Medical Equipment (

Account Management

PROFESSIONAL EXPERIENCE

XCG SALES TRAINING GROUP, Charlotte, North Carolina ( 2013-Present

Consulting company providing customized sales training programs.

Sales Training Consultant

Evaluated sales and marketing departments, including personnel, sales

cycle, policies, procedures, and transactional versus consultative sales.

Educated sales staff and management. Provided advice on strategic

improvements.

. Developed The Sales Playbook for Aetna Healthcare, an internationally

focused sales education program outlining complex sales terminology,

cycles and activities.

GIVEN IMAGING, Duluth, Georgia ( 2006-2012

Medical device and software development company with $200 million in annual

revenue.

Southeast Regional Sales Manager

Supervised 7 account managers in multiple states, and coordinated with

upper management for execution of sales and marketing initiatives. Planned

market growth, product releases, account management and business

strategies. Monitored financial details such as budgets, funding and

forecasting. Ensured performance goals and policy compliance. Evaluated

staff and provided feedback to improve personal development and redirect

focus towards business goals. Compiled and analyzed competitor data.

Collaborated with technical support for customer service excellence.

. Represented sales force in unique direct marketing campaign for a medical

diagnostic.

. Managed top performing region out of 9 regions, including largest sales

quota, highest revenue growth, and near-lowest insurance reimbursement.

. Guided business change from traditional to matrix organizational

structure.

. Awarded Region of the Year 2012/2011, Region Manager of the Year 2011,

and runner-up Region of the Year 2009/2007.

ARTHUR GILLESPIE ( Page 2

813-***-**** ( ********@*******.***

SIGVARIS, Peachtree City, Georgia ( 2005

Private Swiss medical disposable product company with $20 million in annual

revenue.

Interim National Sales Manager

Ran cost analysis to minimize expenses and improve profitability.

Coordinated with upper management to develop sales force mission statement,

increasing professionalism, accountability and morale. Created sales plans,

quarterly forecasts and training seminars. Assessed and improved policies

and procedures. Hired, trained and evaluated staff, including performance

reports, job descriptions and terminations.

. Reduced sales expenses by 3% and cost of sales per territory by 5%.

. Achieved 11% revenue increase from 2004 to 2005.

. Translated European marketing strategy to accomplish sales goals in the

US.

VIASYS HEALTHCARE, Yorba Linda, California ( 1991-2005

Medical device development and distribution acquired by CareFusion.

National Sales Manager / Regional Sales Manager

Supervised direct sales and independent sales representatives, accounts

managers, and higher management. Traveled extensively to provide people

management and sales expertise, including closing major sales. Monitored

sales plans, performance metrics, budgets and forecasts. Analyzed local and

regional sales opportunities. Delivered sales presentations, national sales

meetings and awards banquets. Interviewed, hired, evaluated and coached

employees.

. Oversaw annual revenues of $40 million and an annual budget of $8.4

million.

. Managed a total of over 70 cross-departmental direct reports and

distributor representatives.

. Resolved complex legal and internal issues resulting from a $2.5 million

order backlog.

. Awarded Outstanding Leadership 2002/2003, as well as Sales Person of the

Year 1997 for breaking company sales record of $2 million.

FORMAL EDUCATION

Bachelor of Science in Business Administration

Kennesaw State University - Atlanta, Georgia

PROFESSIONAL DEVELOPMENT

Spin Selling

Strategic Planning

Miller Heiman Complex Sales and Funnel Management

Complex Sales to the C-Level

TECHNICAL SKILLS

Microsoft Office (Word, Excel, PowerPoint, Outlook), SalesForce.com, CRM,

SAP

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