Sales Representative

Patrick J. Masterson

***** ****** *****

Avon Lake, Ohio 44012

Home: 440-***-****

Cell: 440-***-****

************@*****.***

Career Profile

Medical sales leader with a proven track record of managing, training, coaching, and motivating sales teams. Successfully, and consistently achieved regional and national level sales objectives while delivering double digit growth. Highly energized, innovative, and focused on collaborating and executing corporate initiatives at C-Suite Level. Readily takes on new challenges, willing to make tough decisions, and personally commit to success.

Objective

Looking to continue advancing my career as a National Account or Regional Sales Director within a fast-paced, competitive organization, where there is an opportunity to build and manage the growth of direct sales and distribution channels.

Awards & Achievements

18 year career as a medical sales leader; promoted to multiple roles of increasing responsibilities

Awarded Corporate Account Director of the year 2010; Presidents Trip Award- Mexico

Awarded Regional Sales Director of the year for 2004, 2005, and 2006

Awarded Sales Representative of the year for 1998 and top GPO contract rep 2001

Professional Experience

Winco Manufacturing, LLC. National Account Manager 2015- 2016

Responsible for developing and increasing sales distribution channels for all Winco Manufacturing products. Develop selling strategies to C-Suite to increase distributor sales and service components. Establish and maintain all executive relationships within the dialysis and distributor markets. Filter all corporate account information

(promotions, spiffs, price updates, sales data, selling strategies with tactics) to Winco executive management, sales managers and marketing and finance departments. Collaborate with all departments within Winco Manufacturing to obtain corporate goals and sales objectives.

Meyer Distributing Senior National Account Director

2012 - 2014

Responsible for developing selling strategies with tactics at C-Suite Level within the Hospitals- IDN’s, Long Term Care Markets, Distributors, Alternate sites and Group Purchasing Organizations. Disseminate strategies with tactics to Sales Managers and down to the Sales Rep level. Co-travel with Sales Representatives to ensure selling strategies are being delivered effectively. Establish and maintain all executive level relationships from purchasing to clinical at each Corporate Account. Performed quarterly business reviews with C-Suite management. Developed and created formularies with Purchasing Departments specific to our product lines. Utilize Corporate Agreements where applicable.

*Cleveland Clinic Health System - IDN - June 2014 - Created and developed rehabilitation supply ordering program within entire CCHS Inpatient system. Sales increased to $15K per month up from $8k per month in first three (3) months of implementation. Negotiated and converted business from largest competitor.

*University Health System- IDN - August 2014 - Introduced above CCHS Inpatient system to C-Suite management at UHS. Initiated Formulary protocol and within first 6 months sales increased 18%.

Patterson Medical National Account Director

2007 - 2012

Managed and built a book of business focused primarily on development of value-added selling strategies to C-Suite level, differentiating ourselves from our nearest competitors. Core markets : Hospitals-IDN’s, Distributors, Long Term Care, Alternate Site-Physician offices, outpatient rehabilitation centers, and Group Purchasing Organizations. Performed co-travels with fields sales on national level.

Delivered over $1.6 million gross profit growth, 15% increase top line in 2010

2010 - Awarded Corporate Account Director of the year and was awarded President’s Club trip to Mexico

Negotiated and developed strategic selling initiatives for US Healthworks. Increased sales from $145K to $3.2 million from 2008-2010

2010 - Managed, wrote and built the MHA- Patterson Medical GPO Contract. Worked with all classes of trade where applicable to our business. Grew sales to over $1 million within 1st Year.

2008 - Developed and implemented new selling strategies for IDN- Promedica Health System, Toledo, Ohio. Encompassed 12 Hospitals in NW Ohio. Sales up 32% in 2009-2010

2007- Cleveland Clinic Health System- 10 Affiliated Hospitals. Implemented product formulary to main campus purchasing department. Utilized Premier GPO Price schedule along with call cycles performed by sales representative’s weekly. Provided CEU courses at our Branch location.

Conducted annual and semi-annual business reviews with key customers, often at the C-suite- VP and CEO level in order to secure and increase business objectives and satisfy customer needs

Earned larger regional account responsibility over the years by successfully managing and negotiating profit growth and satisfying client objectives

Patterson Medical -- Regional Sales Director

2004 - 2007

Created and managed the Great Lakes Region. Encompassed 8 States ( MI, OH, IN, KY TN, VA, W. PA). Motivated, trained, coached, hired and developed 15 territory sales representatives. Executed corporate sales initiatives and objectives and managed P&L for the region $28M. Conducted performance reviews with each sales representative. Identifying reps strengths and weakness’s and areas needed for improvement. Planned and lead all Regional Meetings.

Recognized as the top regional sales director in 2004, 2005, and 2006

Grew Great Lakes Region sales by $750K in 2004, $1.1M in 2005 and $1.3M in 2006

Expanded, developed, and trained territory sales force from 7 to 15 representatives

Patterson Medical - Sales Representative

1997 - 2004

Responsible for Ohio, Indiana, and Michigan territory comprising over $3.5 million in sales. Sold and serviced over 45,000 rehabilitation and medical specialty products in geographic territory. Called on hospitals, rehab clinics, alternate site, senior living, VA clinics, dealers, and cardiac rehab facilities. Managed to grow territory significantly every year from 1997 through 2004.

Awarded top national sales representative award in 1998, top supply representative award 2003 and was ranked in the top 10% from 1997-2004

Original territory was divided four times over 6.5 years, yet still grew sales every year despite smaller territory

Negotiated original rehabilitation contracts with Cleveland Clinic Health Systems and grew account 350%

Responsible for managing national GPO relationships within the Ohio, Indiana, and Michigan territory and earned top representative GPO national contract growth award in 2001

Designated regional sales trainer for new sales representatives 2004

1999 - Negotiated original contract with Cuyahoga County Board of MR/ DD and all affiliated Special needs Schools in State of Ohio. Grew 28% top line sales to $575K up from $415K

Education

B.S. Degree Applied Science

Youngstown State University

Training and Presentation Skills

Dimensions of Professional Selling ( DPS ) Carew International

Excel and Powerpoint proficient

Routinely gave interactive presentations at branch, regional, and national level sales conferences

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