Skin Care Business Development

Darnell K. Wise

· Chesterfield, New Jersey ***** · 609-***-**** · ********@***.***

PROFILE

Professional sales excutive with 24 years of success focusing on new business, expanning into existing business, customer relationships, management, practice consultant and sales team development. Possess a firm commitment to building relationships, communicating across all organizational levels, and acting as liaison with customers, executives and sales staff. Have a consistent sales track-record in the aesthetic/cosmetic-cosmeticuals/skin care, aesthetic devices and medical equipment. Primary focus on managed care groups, multiple physician specialties (including dermatologists, plastic surgeons, family practices, OBGYNS and podiatry), destination spa’s/salons, retail chain and pharmacies. Educate/train estheticians, practices managers, office manager, key opinion leaders, school instructors about the features and benefits of skin care products/lasers, IPL, treatment protocols, and recommendations based on skin types and conditions.

Proven expertise in business development, development of sales team, program and project management, marketing, sales, and client satisfaction.

Background in recruiting, training, and focusing teams to outperform corporate targets.

Work in tandem with R and D in product development, marketing for collateral development, and product launches.

Expert in prospecting, presentations, pricing, contract management, deal closing and account management.

Value the establishment and maintenance of high-value business relationships. Have strong standing in the aesthetic medical community nationwide.

Ability to seize opportunities to expand volume of business, negotiation, catapult revenue, and maintain competitive edge.

Key Competencies

Corporate Leadership · Strategic Planning ·Business Development · Business & Client Partnering · Business Consultant Market & Account Expansions ·Talent Development · Recruiting · Performance Management · Consultative Sales · Technical Sales

Goal Setting · Performance Management · Benchmarking ·

Communications · Presentations · Problem Solving

Revenue Generation · Budget Control · Forecasting · Road warrior

Professional Experience

Universal Companies, Abingdon, VA 2019 – Present

Director of Aesthetics

Manage Skin Care and aesthetic Devices/Equipment. Increased partnership with aesthetic schools and learning institutions. Create partnership with cutting edge technology companies within the aesthetic industry. Responsible for selling, planning, organizing, and implementing all account management activities related to the sale and distribution of the company’s signature brands, skin care, aesthetics devices and capital equipment throughout the US. Built and manage a network of independent sales representatives. Providing training, presentations and demonstrations to potential customers on application and usage of the company’s products. Using effective communication and sales techniques. Educate customers regarding the indications, contraindications, and safety of the company’s products. Pre-planning sales calls and maintaining efficient time management skills to ensure maximum customer contact and highest level of customer service and follow up!

Develop and implement sales strategy for signature skin care brands along with aesthetic devices and equipment.

Manage, oversee and develop marketing strategy for private label skin care.

Work closely with product development team on new product launch and implementation.

Work with the leadership team to identity and target high, medium, and low potential accounts

Identify independent sales representatives for key markets.

Oversee day to day operation of independent sales team along with with salary sales representation.

Identify, evaluate, and prioritize potential sales opportunities by size, strategic fit and business opportunity.

Actively participate in selling to dermatologists, plastic surgeons, aesthetic practices, medical spa and independent practitioners, schools, hotel and resorts.

Maintain relationships with key opinion leaders and influencers within the medical and aesthetic industry.

Attend tradeshows and various association conferences.

Exceeded company sales goals and expectation by 28.9%

Exceeded company expectation for private label skin care by 55%

Grew aesthetic schools participation and partnership by 30%

Travel and service all corporate accounts nationwide.

DermaMed Solutions, Lenni Pennsylvania 2016 – 2019

Skin Care/Aesthetic Device

Vice President of Medical/Spa Division

Develop National sales team to sell both the DM skin care and aesthetic devices (microdermabrasion, IPL, oxygeneo) to Dermatologists, Plastic Surgeons, medical spa and other aesthetic specialties. Work with strategic partners (Universal, Blue Mercury, and Rescue Spa) to help with the growth of DM skincare and the distribution of the aesthetic devices. Develop a network of independent reps, regional trainers and reference sites to act as brand ambassadors to both aesthetic and physician markets. Trained new and existing accounts on the portfolio of the DermaMed Solutions offerings

Hire, train, mentor, coach and development a team of 20 sales representatives in strategic territories.

Increase brand awareness into the aesthetic market by partnering with esthetician group that have over 16,000 esthetician.

Increase sales and company overall revenue by 21% in 2016, 25% in 2017 - 2018

Increase DM Skin care by 41% by implementing an outbound and follow up initiative by the inside sales team

Developed and implemented a referral program that would allow accounts to recommend skin care or devices to their colleagues.

Responsible for overall P&L responsibility.

Responsible for day to day domestic sales operation.

Participate and assist in launchings of new products and device.

Manage and oversees all trade shows responsibilities.

Travel and service all corporate accounts and distributors.

Domina Skin Care, Rome Italy 2013 – 2016

Italian Natural Skin Care products

Vice President of Medical/Spa Division (2013 – 2016)

Developing a national domestic sales organization to launch the Domina Italian Skin Care brand to the physician and medical spa’s. Responsible for revenue growth of the company and to expand brand awareness of the Domina brand. Managing and growing Domina Professional Skin Care brand throughout the US. Develop and execute a US Sales and Distribution strategy. Manage existing accounts within the physician and medical Spas Direct and oversee marketing strategy for the Domina brand. Open new physician and medical Spa distribution throughout the US Specialty professional Distribution: Develop a specialty network utilizing independent reps and/or regional trainers to act as brand ambassadors throughout the US. Physician Practice/medical spa consultant.

Increased sales by 100% in 2013 – 2014 across the US.

Hired, Trained and mentor 14 independent sales representatives in key territories.

Developed partnership with various device companies to help promote Domina brand.

Created incentive plan for accounts and independent sales team.

Develop marketing campaigns for aesthetics practices to increase revenue and patients usages of products, services and procedures.

Maintain expense management (P&L) in accordance with corporate guidelines within the independent rep sales group.

Manage and attend conferences, meetings/tradeshows nationally.

Responsible for day to day domestic sales operation.

Physician Practice consultant.

Renew Advantage, Twinsburg, OH • 2011 – 2013

National customized patient reward program for aesthetic physicians

Regional Manager (2011 – 2013)

Meet with the aesthetic accounts and physicians to assess their business model to identify opportunities for growth and improvement. Collaborated with staff and principals to increase product sales, services and procedures. Assist with developing plan of action for entire staff. Worked with Sales representatives in assigned territories. Develop comprehensive territories and specific business plans that include strategies and tactics aimed at achieving quarterly sales goals. Identify and develop new business opportunities within assigned territories. Responsible for cultivating existing and new customers sales primarily in the dermatology, plastics, medical spas, and aesthetics practices,

Increase sales by 90% in 2012 across the US.

Hired, trained and coached 13 independent sales representatives across the US.

Established and manage a direct sales team to introduce Renew Advantage to skin care professionals (Dermatologists, Plastic Surgeons, Medi-Spas, Estheticians, etc.) throughout a designated region.

Develop partnerships and relationships with various lasers, skincare and device companies.

Manage and attend meetings/tradeshows nationally.

Business/practice consultant to dermatologists, plastic surgeons, medical spas and aesthetics practices.

Customize a private label patient reward/loyalty program for dermatologists, plastic surgeons, medical spas to increase patients retention, convert prospecting patients to new patients, patient migration through more practice offerings, while maintain the individual practices brand integrity.

Assist with developing marketing plans and execution in aesthetics practices.

Develop marketing campaigns for aesthetics practices to increase revenue and patients usages of items with a large margin.

Maintain expense management (P&L) in accordance with corporate guidelines within the independent rep sales group.

LIGHT AGE INC., Somerset, NJ · 2007 – 2012

Leading global provider of laser hair removal, tattoo removal, aesthetic products.

National Sales Director (2007 – 2012)

Demonstrated exceptional leadership of 10 sales representatives, Independent sales representatives and distributors in the US which resulted in sales in excess of $12M annually. Spear headed plan to improve individual performance and replace underperforming staff on regional team. Focused on account management, and facilitated regional and national meetings.

Increased company sales by 25% in 2009- 2012.

Hired, trained, and developed national professional sales team, including crafting sales quotas, territories and incentive plans.

Introduced and launched the Q-Clear Laser System into the podiatry industry.

Developed and maintained professional relationships with influential ‘Key Opinion Leaders’ in the aesthetics industry.

Managed medical meetings/trade show participation for over 20 annual meetings including selection, attendance, staffing, set-up, final analysis and lead generation.

Conducted quarterly visits with the sales representatives that ensured company message being conveyed and policy and procedures were being followed. To coach, mentor and develop underperforming sales representatives.

Winner of Regional Business Director Award 2009. (Top ranking manager, team contribution based)

Visited/prospected local accounts with in NJ, PA, NY, DE territory.

Developed and introduced Light Age Inc. to physicians via trainings, and workshops.

Trained new sales representatives, conducted regional workshops.

NeoStrata Company Inc., Princeton, NJ • 1997 – 2007

Developed and market a comprehensive range of clinically-proven skin care brands of products

Director, Professional Sales (1997 – 2007)

Responsibilities included overall sales, sales team management, oversaw an inbound customer service team, key account development, and sales P&L responsibility for five dermatologic brands.

Brands included:

Neostrata

Exuviance by NeoStrata

Exuviance Professional

CoverBlend by Exuviance

NeoCeuticals by NeoStrata

Major accomplishments

Consistently exceeded product sales quotas and objectives while upholding product positioning message and corporate integrity.

Developed with cross-functional executive management team, the national and regional sales promotion strategies for company’s portfolio of products.

Successfully seeded, launched and sold in and sold-through over 15 new products nationally to physician’s offices and managed care groups including Kaiser, Cleveland Clinic, Marshfield Clinic, Mercy Health Group, Prescription Solution.

Developed and maintained close professional relationships with influential ‘key opinion leader’ physicians in dermatology, plastic surgery, OBGYN, primary care and family practices.

Managed day-to-day sales in open territories that did not have a company sales representative.

Facilitated product demonstrations with lasers devices such as CureLight.

Competency with collating data drawn from studies/clinical reprints and then implementing this data within marketing material development.

Management

Major accomplishments

Hired, trained, and developed national professional sales team, including crafting sales quotas and incentive plans.

Oversaw daily function of sales representatives to successfully implement territory call plans, monitoring resources and sales strategy.

Facilitated the daily operation for customer service department including, hiring, training, development, quality assurance and call quota/incentives.

Managed Medical Meeting/Trade Show participation for over 35 annual meetings including selection, attendance, staffing, set-up, final analysis and lead generation follow-up.

Training

Major Accomplishments

Ongoing training of sales team on effective strategies for new business prospecting, relationship building for high-value customers, key account targeting and territory coverage.

Conducted training for territory reps, key accounts, and managed care facilities on ingredient technology, chemical peeling technique, 150+ product portfolio and new product introductions.

Helped compile training manual for sales force and physicians offices.

Conducted workshops and seminars targeting Key opinion leaders.

Sales Manager, Professional Sales

July 1997- June 2002

Major accomplishments included;

Increased sales in Health Care/Managed Care Groups including Kaiser, Cleveland Clinic, Marshfield Clinic, Mercy Health Group, Prescription Solution and more.

Successful management of 13 outside sales representatives.

Establishment of sales goal quotas that aided sales force in achieving and surpassing sales forecast annually.

Increase product distribution in new specialties including Family Practice, OB/GYN, and Primary Care and General Practice offices.

Traveled with and guided local sales representatives, resulting in sales increases annually of 29% from 2007 through 2009.

Education

Philadelphia Biblical University

Major: Social Work/ Counseling

Mercer County Community College

Major: Liberal Arts

Certification

Certified Trainer of Professional Selling Skills

Certified Professional Sales Coaching

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