MICHAEL NEWBY

Durham, NC *****

919-***-**** Home • 919-***-**** Mobile • aczi29@r.postjobfree.com

CAREER SUMMARY

Highly focused and results oriented business professional with unique ability to evaluate situations from myriad of perspectives to arrive at viable business solutions. Successfully managed endeavors associated with integrated buying efforts that increased revenue for respective organizations while impacting supply chain management for client organizations. Recognized for contributing to substantial cost savings and top line revenue growth. Exemplary relationship builder and problem solver who fosters trust and dependability.

CAREER SKILLS/KNOWLEDGE

Territory Business & Account Development

Quota Achievement Strategies

Closing Business/Customer Service

Trade Show/Seminar Participation

Market Identification/Penetration

Supply Chain Management Reduction

Break Even & ROI Strategies

Grant Development & Applications

Marketing Materials/Brochures

Revenue Growth Strategies

Contract Negotiating

Proposal Development/Presentations

EDUCATION

American InterContinental University, Schaumburg, IL Master of Business Administration, Management Specialization, July 2015 North Carolina Central University, Durham, NC

Bachelor of Business Administration, Marketing Concentration, May 1997 ADDITIONAL EDUCATION/TRAINING

Lean Six Sigma Certification

Siebel Create & Win Selling Strategies

The Art of Selling to Very Important Top Officers

Microsoft Windows/Office - Word, Excel, PowerPoint & Outlook (2000-2013) CAREER ACHIEVEMENTS & EXPERIENCE

Clinical Research Industry Experience

Veristat LLC. – Mid-Atlantic/Southeast – Director Business Development - February 2016 to Present Quintiles Corporation - Durham, NC - Senior Sales Analyst – March 2010 to October 2011 Integrium Research – Southeast/Midwest, Director Business Development - Oct 2011- April 2012 Clinipace Worldwide – Morrisville, NC Inside Sales Account Manager – July 2013 to February 2014

Identify and develop sales leads and liaise with the Proposal and Contract Specialist in managing the sales process through contract closure. Prepare and conduct project-specific client presentations in collaboration with the functional departments related to core services and capabilities.

Liaise between the client and Company on all business development activities and requirements; expand the Company’s visibility, name recognition, and professional credibility in the market and assist with the development of promotional material to promote the Company’s recognition in the industry.

Establish and maintain contact with pharmaceutical and biotechnology companies in order to gain knowledge of drug development programs, promote the Company’s services, and ultimately increase the number of studies for which the Company is asked to bid.

Maintain high levels of repeat business through nurturing relationships with existing clients and ensuring service delivery satisfaction. Prepare and present core services and capabilities to customers.

Adecco Engineering & Technology, Raleigh/Durham & Eastern NC Regional Account Executive – April 2015 to January 2016 Multiple Staffing Agencies - Business Consultant – April 2014 to January 2015

Introduced staffing services to mid-market suspects with goal of converting suspects to prospects into clients with exclusive agreements placing engineers, IT professionals, project managers, and technicians in industries such as biomedical, chemical, manufacturing, research and development, web development, marketing and positions

Performed all prospecting, sales, and customer service activities within eastern North Carolina’s mid-market accounts to increase sales and gross margin dollars

Develop presentation materials and written proposals in MSWord and/or PowerPoint forecasting anticipated sales for regional sales management

Maintained records of all client sales activities and follow-up requirements by utilizing Adecco office technology

AstraZeneca Pharmaceutical, Durham, NC

Pharmaceutical Sales Specialist, - December 2005 to December 2008

Contributed to transformation of challenging territory that had been struggling to perform; territory ultimately produced highest market share growth for 2007 in Durham District

Promoted cardiovascular and gastroenterology products to hospital clinics, family practices, and pharmacies, increasing Durham market share from 6.23% in 2005 to 8.91% as of April 2008

Developed Centers of Influence to serve as peer resources for gastrointestinal and cardiovascular disease community and coordinated appropriate education setting for peer-to-peer discussions

Xerox, Corporation, Raleigh/Durham, North Carolina Senior Business Development Executive, - December 1997 to September 2005

Developed Xerox’s untapped healthcare market in Durham/RTP/Raleigh area from 1999 – 2005. Attained a sales quota, of 1.7 million dollars per year in 3 consecutive years 2001-2003.

Instituted and implemented cohesive and focused marketing strategy to identify lucrative accounts and penetrate key decision makers.

Initiated a major competitive win and closed a 2.5-million-dollar supply chain reduction project that included document management equipment and services to a Duke University Health Care facility. Such transactions for Xerox products and services had been extremely difficult to close due to the client’s strong relationships with competitors.

Identified and developed small to medium size business accounts in Piedmont Triad area from 1998-1999 to attain new business sales quota of 400K for both years COMMUNITY SERVICE

Central Intercollegiate Athletic Association – 2013 – Present

Old Dominion Athletic Conference & USA South Football Official Association – 2011 - 2013

Triangle Officials Association – Junior & High School Varsity – 2005 2011

Duke Children’s Classic & Jimmy V Classic - 2001-2003 ORGANIZATIONS

Member, American Marketing Association

MICHAEL NEWBY

Durham, NC 27703

919-***-**** Home • 919-***-**** Mobile • aczi29@r.postjobfree.com February 17, 2017

To Whom It May Concern:

I recently completed my MBA and I’m now looking to secure an opportunity that will allow me to apply years of business experience in a business/account development role. While working to complete my project management professional certification, I am confident that with my experience and career goals I can significantly contribute to the team of business development professionals. I have enclosed my résumé so you may review my credentials in detail. In addition to a Bachelor of Business Administration with a concentration in Marketing from North Carolina Central University, I now possess a Master of Business Administration in Management. I have more than seven years of experience as a Territory Business Manager for Xerox Corporation where I managed healthcare and higher education accounts. In addition, I have 3 years of business development experience in the CRO services marketplace with an additional 4 years of pharmaceutical sales experience. Most recently, I worked with multiple recruiting and staffing organizations while completing my MBA. My qualifications and expertise include the following:

Excellent management skills with experience in expanding sales territories to increase sales and profitability while cutting cost for client organizations.

Solid organizational, management, and interpersonal skills with a proven track record of making sound decisions.

Strong troubleshooting skills with ability to research and identify problems and implement creative problem-solving solutions.

A work style that exhibits maturity, high energy, sensitivity, teamwork, and the ability to relate to a wide variety of professionals.

Demonstrated leadership, communication, and negotiating skills.

Proven ability to define issues, propose solutions and implement changes that reduce costs.

Computer literacy with knowledge and experience in multiple computer systems and applications. Considering my experience and career goals, I sincerely believe I would be an asset to the organization. I would like to schedule a personal interview at your earliest convenience to discuss ways that I can significantly contribute to the organization's management objectives. Thank you for your time and consideration. I look forward to speaking with you soon. Successfully yours,

Michael Newby

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