Sales Manager Account Executive
Resume:
MARC G. CELLERY
Escondido, CA 92029
*******@*****.***
PROFESSIONAL EXPERIENCE
Mar 2022– Jun 2023 West Region Sales Manager, Biocartis
Lead a team of 5 Account Executives (AEs) covering a territory that spans from Wisconsin to Alaska. Built out team to include 2 new territories and 3 new AEs. Responsible for training new AEs and insuring that weekly/monthly reports and accurate forecasting are provided to the Sales Director. Guide AEs in developing prospects, negotiating contracts and closing deals.
Jul 2020 – Mar 2022 Account Executive, Biocartis
Responsible for driving instrument placements and reagent growth for Idylla, an automated real-time PCR based molecular testing system that reports out gene mutations for several oncology diagnosis. Call on large hospital labs, pathology groups, and cancer centers working closely with pathologists and lab personnel to demonstrate the effectiveness of running testing in-house versus sending out testing to larger reference labs.
-Account Executive of the Year 2021
May 2018 – Jun 2020 Senior Account Manager, ALPCO
Achieve revenue growth targets and maintain customer relations for Western U.S/Canada
territory. Uncover new sales opportunities in research and clinical labs for the 3000 plus products that ALPCO distributes and manufactures. As company’s first field-based sales executive, canvas vast territory and introduce the ALPCO brand to new customers while increasing the brand footprint at current customers. Act as corporate liaison to major accounts that include Mayo, ARUP, SONIC Healthcare and Quest Diagnostics.
Apr 2017- May 2018 Southwest US Instrument Specialist, Arkray USA, Inc.
Responsible for covering 5 states selling Arkray’s full line of automated urine analyzers.
Develop new leads and move existing prospects through the capital sales cycle. Provide
support to existing customers while strategizing ways to improve utilization. Deliver detailed strategic presentations to lab directors and hospital leadership. Closed 6 capital sales in first 3 quarters at Arkray ($90K analyzer)
-Ranked #1 in capital sales for FY 2017
Feb 2015- Apr 2017 Southwestern US Territory Sales Manager, Oxford Gene Technology
Prospect for, qualify and close opportunities for CytoSure cytogenetic/molecular genetic aCGH products, SureSeq Next Generation Sequencing (NGS) Products and Cytocell FISH probe products. Duties include territory forecasting, detailed technical customer presentations, and customer retention and growth strategies,
-FY 2016 150% to plan for Cytocell FISH probes
-FY 2016 108% to plan for Cytosure molecular arrays
Nov 2010 – Feb 2015 San Diego/Orange County Territory Sales Manager, Dako North America
Responsible for expanding and developing new relationships with customers with accountability of promoting Dako products and direct sales of new/existing products. Develop and implement strategic sales plans to maintain and grow the molecular and histology business and exceed sales goals and performance expectations by focusing on competitive differentiation, territory management, forecasting, negotiating and closing. Promote new IQ FISH buffer and SUREFISH probes to cytogenetic departments within labs.
-2011 #1 of 6 territories for Western Region
-2012 #2 of 30 territories for US Sales Team- 120% Total Pathology
-2014 #2 of 32 territories for US Sales Team- 110% Total Pathology
Nov 2008- Oct 2010 West Region Service Sales Specialist, Abbott Laboratories
Managed all service sales activities across four Abbott Diagnostic sales districts
and one hospital distribution region. Responsible for presenting equipment service alternatives to prospective customers during sales cycle and upgrading customers that require higher levels of service response and coverage. Field traveled with over 30 sales reps and specialists training them on Abbott Support Solutions offerings. Grew West service revenue 15% in 2009 despite declining revenue across the Diagnostic Division.
Aug 2006- Oct 2008 AtheNA Product Specialist, Inverness Medical Professional Diagnostics
Responsible for driving AtheNA analyzer and reagent sales in West region through various hospital and reference lab placements. Covered Western U.S. supporting 6 reps with focus on identifying new opportunities in high volume accounts. Explained medical and financial impact of implementing multiplexing technology to key hospital/lab decision makers.
-Q3 2006 #1 of 3 regions nationally for AtheNA product growth
-Q2 2007 #1 of 3 regions nationally for AtheNA product growth
Aug 2003 - Jul 2006 Southern California Area Instrument Manager, IDEXX Labs, Inc.
Managed four Diagnostic Practice Consultants (DPCs). Led regional team with plans and strategies to achieve capital equipment sales objectives. Trained DPCs on hematology, chemistry and electrolyte in-clinic diagnostic sales techniques and approaches. Conducted equipment demos and provided profitability analysis to Veterinarians.
-Q2 2004 147% to goal (#1 of 15 in nation)
-Q1 2005 137% to goal (#3 of 15 in nation)
Sep 2001- Aug 2003 San Diego Diagnostic Practice Consultant, IDEXX Labs, Inc.
Provided practice management and consultative services for over 300 Veterinarians in San Diego County, Riverside County, and Las Vegas. Ensured customer satisfaction with complete line of IDEXX diagnostic products, and diagnostic in-clinic lab equipment. Worked with 8 distribution reps from 4 companies to promote the IDEXX product line.
-Q4 2002 140% to goal overall (#1 of 10 in region)
-Q2 2003 120% to goal overall (#2 of 10 in region)
Feb 2000- Sep 2001 Regional Account Executive, Evoke Communications, Irvine, CA
Responsible for prospecting, enrolling, and training new corporate accounts on Evoke web conferencing. Tailored Evoke applications with sales executives and various functional departments resulting in enhanced corporate communications, and sales results.
U.S. AIR FORCE OFFICER
Communications Engineering Support, Onizuka AFB, Sunnyvale, CA
Satellite Control Network Project Officer; responsibilities included enhancing and sustaining system capabilities, supervision and management of 60 contractor engineers.
Chief Business Manager, Office of Space & Technology, Wash. D.C.
Accountable for multi-billion dollar top priority NRO spacecraft program and interfacing with the prime contractor and subcontractors to expedite program reviews.
Program Control Chief, Special Projects, Los Angeles AFB, CA
Conducted all business activities for multi-billion dollar satellite system including business strategies, budget priorities, and execution plans.
EDUCATION
Masters of Business Administration, Loyola Marymount University, Los Angeles, CA.
Bachelor of Science, Business Management, United States Air Force Academy, Colorado Springs, CO. Top 10% Academic Graduate 3.5 GPA
Contact this candidate