Technical Sales Specialist

MICHAEL A. SPOHN

*** ********** **** *******, ** 43074 740-***-**** ******@***.***

TECHNICAL SALES SPECIALIST

~ Successful in multiple business settings ~

~Consistent top performer in sales and client service ~

Skilled at all levels of the Consultative/Solution Selling process; particularly strong in closing the sales and

identifying key decision makers.

Tenacious hunter with the proven ability to build/grow a territory, penetrate new markets and build market

share. Track record of creating award-winning territories.

Proven ability cultivating and maintaining long-term client relationships to grow revenue.

Extensive small business management and marketing experience.

Well-developed persuasive and communication skills; able to interact with individuals at all levels.

Technically astute, can easily learn new product lines, highly technical data, and design specifications.

Areas of expertise include:

Strategic Planning Territory Management

Consultative Solution Selling Business Development

Time & Resource Management Collaborative Teamwork

Trade Shows Presentation Skills

SIGNIFICANT EXPERIENCE

BUSINESS RELATIONS MANAGER November 2012 JUNE 2015

VISION CONCEPT TECHNOLOGY, LLC SUNBURY, OH

Provider of innovative voice and data communications solutions. The product line also includes structured

cabling design and installation, IP network design and implementation, IP video surveillance, access control

and security solutions, as well as managed IT services.

Inside-outside sales of full line of voice, data and security solutions.

Responsible for developing sales and maintaining relationships with commercial customers

ranging from manufacturing plants, retailers, and small offices to schools and universities.

Work closely with Engineers, Technicians and Suppliers to develop solution proposals for

existing clients and new prospects.

Continuously improve and update product knowledge and certifications by use of available online

and live training provided by various sources.

Maintain documentation in CRM for contacts with customers and opportunity forecasting.

Notable Accomplishments:

Re-initiated discussions on building security with large auto parts manufacturer and closed

order which had been dormant for several years.

Prospected and closed order for large phone system in specialty wire manufacturing plant.

Closed orders for access control and surveillance for several schools.

MICHAEL A. SPOHN

740-***-**** ******@***.*** Page 2 of 3

OHIO TERRITORY MANAGER JANUARY 2010 NOVEMBER 2012

AADCO MEDICAL, INC. RANDOLPH, VT

Medical products manufacturer featuring radiology protection and accessories, MRI safe products and

surgical procedure lighting.

Field sales and technical application consulting for company products within assigned territory. Wide range of

products and potential users requires excellent time and resource management to succeed in this challenging

position.

Responsible for sales of diverse product line to multiple departments in hospitals and other medical

facilities.

Position Company and products as go to for radiation safety by advising medical staff and

management on current techniques and most effective products.

Introduce new product lines to key decision makers throughout territory. Demonstrate products to

clinical staff.

Negotiate Hospital and Health System pricing agreements successfully with institutions including

Cleveland Clinic and Kettering Health System.

Prospect for new customers while maintaining and supporting existing base.

Notable Accomplishments:

Increased average monthly sales in excess of 250% during time in territory.

Secured contracts with major area health systems.

V.P. SALES AND MARKETING 1996 2009

DERN TROPHY CORPORATION WESTERVILLE, OH

Wholesale supplier to the awards industry

Assumed responsibilities as General Operations Manager, including hiring and managing office and

warehouse personnel, oversee purchasing, regulatory issues, and accounts payable and receivable.

Develop corporate marketing plans and materials, catalogs, brochures, fliers, as well as

maintaining corporate website.

Direct sales and business development functions, new market identification, key account

management, customer relationship development, contract negotiations, and order fulfillment.

Perform quality assurance follow-up contact via telephone and e-mail to ensure quality of service

and to market additional products and services.

Negotiate pricing agreements with suppliers and manufacturers as well as freight tariffs with key

inbound and outbound carriers.

CARDIOLOGY SYSTEMS SALES SPECIALIST 1986 1996

MARQUETTE MEDICAL SYSTEMS MILWAUKEE, WI

Products and services that included medical imaging and information technologies, medical diagnostics,

patient monitoring systems, cardiac cath lab, and electrophysiology systems.

Entire tenure in cardiology systems sales with the same company, following multiple acquisitions of E for M

Corporation, and PPG Biomedical Systems by Marquette Medical Systems. Currently part of GE Healthcare.

Responsible for sales and business development in territories encompassing several major cities

in the Upper Midwest area. Products included patient physiological monitoring equipment, cardiac

cath lab data systems, electrophysiology data systems, defibrillators, and consumable products.

Effectively leveraged consultative solution selling techniques across territory to multiple specialty

physicians, cultivating and expanding relationships at several points in health organizations.

MICHAEL A. SPOHN

740-***-**** ******@***.*** Page 3 of 3

Provided technical assistance to general cardiology product sales representatives to identify,

demonstrate, and close qualified sales opportunities.

Educated physicians and other clinicians in the capabilities and use of cardiac cath lab data

systems, electrophysiology data systems, and digital imaging recording devices.

Demonstrated talent for quickly establishing a rapport with key decision makers at all levels and

modeling an environment of exemplary sales and customer service standards.

Notable Accomplishments:

Two-time winner of General Managers Annual Award Trip for top three sales representatives

nationwide.

Frequent winner of monthly sales award for top dollar booking in region.

EDUCATION

Columbus State Community College, Columbus, Ohio

~ Associate Degree in Applied Science and Electronics Engineering Technology ~

Learning International

~ Professional Sales Skills Course ~

Philip Crosby Associates, Inc.

~Quality Education System~

Recent Certifications

~Adtran Sales Professional Training~

Internetworking

IP Business Gateways

Virtual Wireless LANs

Additional Training

NEC Phone Systems

Infinias Access Control Products

OnSSI Video Management Systems

Axis Network Cameras

Contact this candidate