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Outside Sales Representative

Grand Rapids, Michigan, United States
October 23, 2016

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Theresa Smith

OUTSIDE FIELD SALES REP Grand Rapids, MI 616-***-****


Proven revenue performer with a consistent track record in delivering top sales results by developing new business, building relationships, generating customer loyalty, and managing accounts. Primary focus to utilize a consultative selling approach to uncover customer's needs and apply appropriate solutions. Extremely team-oriented with recognized leadership, initiative and communication strengths. Highly skilled in product demonstrations and group presentations. Excels in all stages of the sales process from prospecting and rapport building through closing the sale.

- Outside & Field Sales - New Business Development

- Direct Sales - Market Analysis

- Sales Prospecting - Territory Management

- Consultative Selling - Key Account Management

- Value-Based Selling - New Product Launches

- Pharmaceutical & Medical Device Sales - Customer Education & Engagement - Quota Achievement - Business Relationship Management


Valeritas, Inc. Bridgewater, NJ

Territory Business Leader (2015 to 2016): Recruited to launch Grand Rapids territory to market 1st-in-class disposable insulin-delivery device to Endocrinologists, Diabetologists and high-insulin prescribing physicians. Primary objectives- to raise brand visibility and grow business.

●Increased product awareness by over 60% with physicians who treat patients with diabetes.

●Organized speaker programs increasing prescriptions written by diabetes specialists by 38%.

●Conducted 45-50 physician office calls every week, well-exceeding the objective of 30.

●Instructed physicians and staff on the proper application and use of V-Go for patient-training.

inVentiv Health for Janssen Pharmaceuticals Somerset, NJ

Pharmaceutical Sales Representative (2014): Conducted clinically brand-specific presentations for 1st-in-class diabetes medication and novel oral anti-coagulant to internal medicine and family practice physicians. Cultivated customer loyalty and leveraged existing account relationships to position Janssen Pharmaceuticals as primary leader in these specialties.

●Awarded #10 for overall YTD national sales rankings for both Invokana (125%) and Xarelto (115%); 120% overall QTD attainment.

●Achieved 1st/12 as Top Performing Sales Rep on the Detroit Team for both products.

●Ranked in top 20% among 400 representatives nationwide, by repeatedly meeting and exceeding quota.

●Appointed by Manager as Rep Champion to participate/share information from our team on regional conference calls.


Diabetes Sales Specialist (Jan 2014-June 2014): Developed superior product and disease state knowledge for two diabetes medications to effectively educate and engage healthcare professionals in dialogue about clinical evidence, approved indications, and product efficacy.

●Selected as Computer Expert to assist colleagues to efficiently use iPerform, a new tracking

tool monitoring prescribing habits of physicians and managed care activity in territory.

●Build and maintain in-depth knowledge of market, demographics, and managed care

information for assigned sales territory while capitalizing on formulary approvals.

●Manage a budget to maximize sales and impact writing habits of healthcare professionals.

Bayer Healthcare – Diabetes Care Division Tarrytown, NY

Diabetes Sales Specialist III (2005 to 2013): Promoted full portfolio of blood glucose meters with product demonstrations to Endocrinologists, Diabetologists, Internal Medicine and Family Practice physicians, Certified Diabetes Educators and Pharmacists in northern and western Michigan. Appointed as Regional Retail Specialist to ensure team kept current regarding pharmacy promotions, events, and special pricing offers to increase sales and product awareness.

●Raised Contour test strip business from 30,000 units per month to 70,000+ during tenure, and Breeze 2 test strips from 14,000 units per month to 35,000+.

●Received #8 ranking for diabetes market share growth and #22 ranking for overall diabetes sales, among 145 sales reps.

●Awarded 2009 President’s Club for delivering 112.2% to sales goal; Paradise Club for #25 national ranking; and earned 3 Certificates of Success for outstanding sales results.

●Broadened share in highly competitive market from 10.60% to 16.69% during tenure.

●Partnered with Michigan sales team to raise market share with a leading managed care plan from 0.58% to 64.05%.

CCS Medical Clearwater, FL

Account Executive (2002 to 2005): Drove brand awareness by conducting in-service meetings with referral sources, as well as coordinating joint promotional events with manufacturer representatives in West Michigan. Organized glucose meter events in physician offices to work with patients one-on-one. Additionally, launched an inpatient diabetes product-training program in area hospitals.

●Revised new client business from a monthly average of 5 prescriptions to a monthly average of 90+ during tenure.

●Elevated diabetes consignment accounts by 95% and implemented 12 new respiratory consignment accounts in 1 year.

●Supervised and directed 4 training specialists who performed one-on-one glucose meter training in the home for clients requiring additional product education.

Lincare Holdings, Inc. Grand Rapids, MI

Sales Representative (1994 to 2001): Advanced to this role to conduct respiratory sales and services in the Grand Rapids area to 100+ referral sources. Performed Total Office Calls by working with physicians, practice managers, and nursing staff to provide education and information, in-services on products, insurance documentation, and reimbursement expertise. Previously held titles of Account Representative (1996 to 2001) and Diabetes Customer Service Specialist (1994 to 1996).

●Consistently exceeded monthly respiratory med program goals of Starter Dose Kit set-ups in physician offices.

●Multiplied average monthly sales from $1.5 to $3M in less than 6 months.

●Accelerated HME and respiratory sales 33% in 4 months, largely by serving as on-site hospital liaison for 3 Grand Rapids area facilities.

●Expanded sales 42% in 1 year by establishing new avenue for clinicians to receive Continuing Education credits.


Associate of Arts (A.A.), Grand Rapids Community College

Bachelor of Arts (B.A.), Communication, University of Michigan

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