Sales & Marketing

Michael Gilbride

**** ******* ****** **, *********, OH 44646 330-***-**** ********@*****.***

Senior Sales Executive / Territory Manager

Revenue Growth / Business Development / Marketing / Account Management / Cross-Selling Business Plans / Solution Selling / B2B / Key Accounts / Product Launches / Field Sales / Bids

Exceptional record of exceeding sales objectives, expanding market share and capturing key accounts for Merck, Bayer, Accucare TX, NorthStar Business Aviation and Home Instead Senior Care. Delivered yearly revenue gains by consistently developing ongoing customer relationships while articulating product benefits. Managed major regional accounts and authored business plans. Successfully managed programs with high customer satisfaction rates. I can make quick contributions by:

Targeting key accounts to increase sales and market share

Using solution selling to anticipate and solve customer needs

Delivering winning sales presentations at the decision-maker level

Beating sales quotas by developing hard-hitting marketing plans

Peers would describe me as a passionate salesperson who always achieves objectives through hard work and a natural ability to connect with customers. Relationship building and solution selling have been my touchstones.

Career History With Selected Accomplishments

Homecare Consultant, Home Instead Senior Care, Mar. 2015 to Mar. 2016. Helped build team that increased revenue from $ 44,000.00 to $ 72,000.00 a month. Generated new business by concentrating on local hospital’s social workers and hospitalists.

Involved in building cohesive team of Scheduler, Care Consultant, Caregiver Trainer and Sales calling for increased responsibility and autonomy to increase revenue.

Uncovered and developed relationships with key personnel in SUMMA’s hospitalists group, Inpatient Medical Services (IMS) and Oncology Departments.

Developed key relationship with Social Workers at Akron City Hospital.

Joined local networking groups to introduce myself. Groups joined are Summit Senior Network, Western Reserve Hospital’s Senior Coalition and the Stow-Munroe Falls Chamber of Commerce.

Account Executive, NorthStar Business Aviation, Feb. 2013 to Feb. 2015. Create business opportunities by identifying global corporations in Northeast Ohio that can benefit from partnering with private jet charter service for their C-Level executives.

Targeted corporations with and without flight departments. Gained partnership with a Performance Plastics corporation to fly CEO and CFO on an as needed basis. Achieved alliance with global company to aid them with supplemental lift whenever needed.

Added new plane to our fleet of aircraft. Secured and scheduled enough hours for our aircraft that it become necessary to add new aircraft to our fleet.

Brought on 2 full time and 1 part time pilot to meet increased needs of two aircraft.

Organ transportation partner. In process of partnering with an organ air transportation company to help in the transportation of organs for transplantation.

Partnered with national broker which guarantees a minimum of 12.5 hours per month.

Added 5 new clients within last year.

Director of Business Development, Accucare TX, Inc., Nov. 2011 to Nov. 2012. Generated new business in a results oriented environment by gaining partnership with Skilled Nursing and Assisted Living Facilities to provide comprehensive rehabilitation services such as Physical, Occupational and Speech Therapy.

Stabilized start-up situation with clear, concise action plan. Start-up company was floundering with no real idea of how to generate new business. Developed a plan to expand relationships in order to uncover potential facilities in need of therapy. This resulted in gaining partnership with three Skilled Nursing Facilities in less than six month period to provide comprehensive rehabilitation services.

Orchestrated partnership with Home Healthcare Companies. Partnered with two home healthcare companies in Florida in order to provide therapy to Assisted Living Facilities resulting in adding one new assisted living facility in state of Florida.

Senior Vaccine Customer Representative, Merck & Co., Inc., 2006 to Feb. 2011. Marketed and promoted adult vaccines to more than 125 primary care physicians. Opened new accounts and grew existing accounts.

Senior Professional Sales Representative, Merck & Co., Inc., 1998 to 2006. Developed marketing plans and promoted statin, hypertensive and migraine medications to top prescribers in northeast Ohio territory.

Boosted sales to #1 with target marketing campaign. Merck’s Maxalt sales were flat. Created new marketing plan, introducing Maxalt Mondays. On Mondays, Maxalt was the only detail given in high-prescribing targeted offices. Program jumped group to #1 in regional Maxalt sales and program was implemented region-wide.

Successfully guarded 96% market share. Merck needed to blunt new entry to fertile Gardasil vaccine market. Developed plan that included local and national thought leaders, targeting high-volume prescribers in collaboration with OB/GYN sales team. Maintained dominant market share position during launch phase and beyond in regional sales.

Achieved 124% of objective in restricted market. Merck product was covered by Medicare D. Physicians could not bill for it but pharmacies could on approval by state. Worked upfront with local pharmacies so they could benefit when state permitted. Administered lion’s share of Zostavax through locals rather than big box pharmacy chains.

Used successful campaign to boost sales. Locally, Merck had to deal with a newspaper story of teenage girl that received Gardasil and began having next-day seizures. Used endorsement and sales continued to increase.

Developed unique sales approach. Hospital Pharmacist had habit of assigning GlaxoSmithKline products even though compliance required using best price available. Developed catch phrase for her to remember ... if it ends in RIX, it’s wrong ... since all GSK vaccine names ended in RIX. Achieved 100% hospital compliance for their contract, resulting in best possible prices and added revenues for Merck.

Education

BA from the University of Akron in Sociology.

Awards

Recipient of the “Director’s Award” based on forced ranking of entire country.

Recognized as “Top Performer” through equity stock options participation in every award year.

Received “Award of Excellence” for creating “Maxalt Mondays.”

Recognized as a “Co-Peers of the Semester” chosen by cluster mates for exemplary teamwork and commitment to sharing of time and talent.

Earned Regional “Rookie of the Year” Award for exceeding quota in all promoted products after first year with company and every year after.

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