Manager Project
Resume:
Doug Coltrain
*** *. **** ******, ***********, IN 46060
*********@*******.***
RANGE OF EXPERIENCE
Mr. Coltrain has a well-rounded and accomplished skill sets in operational, consultative sales,
marketing and project management in B2B environments. He has worked with both internal and client
account teams to develop and implement new ideas and change to meet strategic goals in areas of
Creating new business revenue opportunities from strategy to execution
Coaching and mentoring to both staff and accounts
Consultative selling at Key Accounts level
Creating and managing both KPI’s and SOP’s
Developing B2B structure
PROFESSIONAL AND BUSINESS EXPERIENCE
October 2009 – December 2014
Oticon Inc., Medical Device / Hearing aid manufacturer
Clinical Project Manager
Responsible to bring in the B2B structure I had established in my last employment to upgrade the
existing product-focused sales model of the project.
Developed B2B structure for clinical model. Wrote strategic overview to guide the
development of scope, tools and methods needed for a dominant program. Wrote and
standardized numerous Fact Sheets to support operational needs of client, leveraging
extensive business development and operational know-how.
Prospected new key accounts with consultative selling technique and negotiated supply
agreements with principles. This involved discovery and needs assessment of account,
writing pro formas to lead to drafting appropriate business plans and developing time lines
with assigned accountability with both unit team and account. Leveraged the practice’s
benchmark data in new business development. Field work required 75% travel in western half
of U.S.
Anticipated client needs, recognizing and acting on opportunities to enhance client service
and expand the scope of engagement -
Led implementation of business plans with routine account staff meetings to define project
workflows, managing financial and human resources, prioritizing responsibilities and tasks in
order to deliver financial results in a timely manner.
Established Standard Operating Procedures and monthly review of KPI’s to assist in progress
reports.
Co-developed 1 day national business seminar for ENT physicians as a prospecting
seminar to find key accounts. Wrote strategic opening segment at national physicians’
conference to set the stage for the seminar and introduce the tactics used by the business
unit.
Designed and led regional dinner seminars as prospecting events for physicians and
principles to introduce and articulate our value proposition.
Delivered strategic overview presentation of clinical model at national Association of
Otolaryngology Administrators conferences as well as regional conferences.
Coached and mentored to both staff and accounts with hands-on relationship management
techniques.
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Doug Coltrain
307 N. 10th Street, Noblesville, IN 46060
*********@*******.***
Coached and mentored sales account managers to sell at a consultative level. Taught the
value of understanding financial and operational tools to boost loyalty and value proposition
with key accounts by inviting them into meetings with account.
Book of Business: $8.5mm.
April 2005 – June 2009
Starkey Hearing Technologies, Medical Device / Hearing aid manufacturer
Operations Manager Clinical Business Development unit
Led the development of standardized SOP’s and toolkits to support a new ENT business unit
and sales model.
Developed KPI’s for business unit and client practices. Analyzed data to refine procedures and
find new opportunities. Managed and reported monthly reports to senior management in order
to maintain communication, updates and support for new business unit.
Coordinated the development of a CRM for business unit model with IT manager.
Projected incremental business generated in 2009: 4,500 units, or $3.3mm.
Business Programs Manager
Built new business model of existing patient financing program from program strategy to
implementation at account level increasing retail revenue from $18mm to $110mm, of which
approximately $25mm was incremental wholesale volume. Elevated program status with
financing vendor to 50% of their portfolio and control of 30% of industry segment.
Produced multi-channel training video for patient financing program to mass-market application
and benefits of patient financing. Led presentation segments in all channel meetings of staff
and accounts to support mission of program and maximize financial results.
Led creation of business assessment and resource growth program for channel directors.
Communicated value and details of implementation through channel meetings and channel
directors.
Designed account management dashboard tool for key contractual accounts. Managed
monthly updates and communicated new opportunities to sales force managers.
Led 1 day business seminars for practice owners and physicians. Enhanced existing format
of methods, reporting and analysis tools to enable better financial and operating decisions for
principles at key accounts.
Coached and mentored staff to prepare for next professional promotion.
May 1992 – April 2005
Loyaltyworks, Inc., Loyalty and Incentive marketing programs
V.P., Business Development and Contract Sales
Prospected, developed scope of need, negotiated contract terms and manage strategic loyalty
and business development programs with mid-sized business owners.
Led planning and review meets at client level to ensure progress goals were met.
Invited to participate on President’s Advisory Council member for product, service and
operational analysis. Proposed new improvements in operations, service and value proposition
to clients.
Initiated client’s web-based project as project manager. Led strategic development of
partnerships and communications for 18 locations, suppliers and customers resulting in 5,000
hits / month.
Built book of business to $1.5mm.
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Doug Coltrain
307 N. 10th Street, Noblesville, IN 46060
*********@*******.***
March 1988 – April 1992
Hallmark Cards, Brand manufacturer and distributor
Senior Account Manager
Responsible for 25 stores to exceed corporate revenue goals by employing all corporate
programs available.
Prepared and executed business and marketing plans with owners to ensure that their financial
goals were met.
Utilized floor and product plans, total store analysis and implementing corporate programs with
business resource through consultative selling.
Led efforts for new store location analysis, initiated lease-hold negotiations and new store
location planning with corporate resources.
District ranking (out of 11): 1991: 4th; 1990: 2nd; 1989: 3rd.
October 1986 – December 1987
R. E. Lowe & Associates, Recruiting agency
Executive Recruiter – financial disciplines
Prospected and secured client companies for network to present qualified candidates to.
Prospected and secured qualified candidates for client companies.
January 1986 – September 1986
Stafford Emory Inn, Hotel management
General Manager
Responsible for bottom line profits and operations for property.
Led the coordinated renovation of rooms, front office and Food & Beverage departments for
new property.
Supervised 75 employees and five managers. Led weekly staff meetings. Wrote and
implemented SOP’s for all departments. Ensured that staff understood and engaged in
strategic plan for the property.
Compiled daily and weekly operating reports for corporate office.
June 1982 – December 1985
Holiday Star Plaza, Hotel management, Marriott system of management
Director of Catering, Convention Services Manager, Restaurant Manager
Exceeded budgeted P&L goals for each year. W rote annual P&L and marketing plan as well
as writing critiques on both on a monthly basis.
Supervised staffs of 30 and 75 employees and supervisors. Led monthly meetings to keep
staffs updated on corporate initiates, enhanced skill sets and training to ensure high levels of
service. Completed annual reviews, payroll, P&L and marketing plans on routine basis.
Expanded convention center contract lead time from 14 days to 45 days, allowing for more
efficient planning and reduced costs.
Established and maintained advanced communications with Purchasing and Head Chef on all
event planning, allowing for more efficient planning and reduced costs.
EDUCATION
Purdue University – May 1982. B.S. Business Management / RHI
TECHNOLOGY CAPABILITIES
Microsoft Office, Windows-based CRM, Goldmine CRM
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