Sales Representative Air Force

Brian C. Farrell

Atlanta GA 678-***-**** *****.*********@*****.*** www.linkedin.com/in/brianfarrell50

Areas of Expertise

Plan Achievement Sales and Gross Profit Growth Territory Management Distribution

Management Clinical/Technical Product Expertise Wound Care Expertise Competitive

Analysis Contract / Sales Negotiation Mix Management Skilled Speaker / Persuasive

Communicator Cost / Benefit Analysis and Presentation Strategic Planning New Account

Prospecting Personnel Leadership/Staff Development and Team Management Capital Sales

Professional Experience

September 2018 – Present Independent Medical Sales Representative

Representing Diagnostic Testing Solutions to Primary Care and Specialist Physician Practices

November 2016 – August 2018 Span America Medical Device Sales Representative

Leveraged experience, and repore with Wound Care RNs and other clinicians to grow sales over 10% in 1st Yr.

Rescued a dissatisfied hospital customer unhappy with the performance of a product which was actually being used improperly. Worked with nursing leaders to re-train staff on its proper use

Saved $400K in business at this at-risk account which grew by another $180K the next year

Drove sales at VA facility from $0 to $10K+ in six months with a commitment to buy $288K in capital equipment

January 2016 – November 2016 American Express OptBlue Merchant Services Sr Quality Assurance Manager

Exceeded plan by over 9% each month with AmEx; educated merchants on benefits of OptBlue program

Promoted within five months to Senior Quality Assurance Manager for reliable, superior performance

Picked as one of ten “Rock Stars” from 165 reps, by exceeding plan and utilizing the company’s best practices

June 2014 – December 2015 DONE ! Organizing Services Partner and Director of Business Development

Partnered to create a business focused on bringing order to disorder both in homes and in small businesses

Developed web-site, marketing material, and advertising program to introduce our business to the local market

Identified a niche market where the company services both residential and small business organizational needs

October 2013 – May 2014 Sleep Innovations Healthcare Division Director of Sales

Created a healthcare division for Sleep Innovations from zero dollars to a run rate of $450K per month, or $5M annualized. Sun Capital purchased Flexible Foam, formed Innocor, and exited the healthcare market

Led efforts to select, develop, manufacture, and market fabricated products for sale to medical supply manufacturers as an OEM supplier as well as finished product to end users in healthcare

Built and managed relationships with distributors, manufacturers, purchasing groups, and healthcare systems

August 2012 – June 2013 Gemu Valves USA Project Manager

Optimized the allocation and integration of inputs such as money, people, materials, energy, communication, motivation necessary to meet defined objectives and the project goal

October 2009 – August 2012 USAF and USAF Reserve Logistics Readiness Squadron Commander

Called to Active Duty to lead a 60-member logistics squadron based in Kirkuk Iraq and comprised of six separate functional units to include a 400K gallon aircraft fuel operation, the management of a $44M, 250-vehicle fleet, and the operation of a $3.5M supply account

Moved 800tns of cargo and 10K passengers on 700+ combat missions to support counterinsurgency effort

Planned / executed shut down and withdrawal of U.S. operations from Iraq as directed by the President

Negotiated with U.S. Department of State and Iraqi Air Force officials to ensure the needs for the Iraqi’s continued presence and U.S. Air Force’s needs for withdrawal were both met

Led 70 personnel at a unit based in Atlanta responsible for logistics, supply, fuels, ground transportation / maintenance in support of a C-130 Airlift Wing

1995 – 2009 Encompass Group LLC McDonough Georgia Sales Rep, Dir. of Mktng., Mng. Dir. Sourcing

Grew sales to $2.5M+ in a reusable and disposable product line covering South Carolina, Georgia, and Florida

Received the 1996 “Rising Star” and “Rookie of the Year” awards

Recognized as 1998 “Sales Rep of the Year” by Hospitex’s most influential supplier for largest dollar volume.

Exceeded sales plan each year with the company – 121% in 1996; 110% in 1997; 105% in 1998 and 1999.

Directed all marketing for four of the six major divisional product lines; representing 75% of the total division’s profit and loss (P&L) statement worth approximately $100M in annual sales

Executed a $700M acquisition of strategic supplier; which became our most profitable division

Negotiated and managed $30M joint venture with Encompass group and a Canada partner

Directly responsible for procurement for $60M of finished product from 250+ international and domestic sources for $250M healthcare product manufacturing and distribution company

Drove an average of $1.5M+ in cost savings on acquisition cost each year for five years

1993 – 1995 ConvaTec Passaic, New Jersey Wound and Skin Care Sales Representative

Received recognition as “Rookie of the Year” with a 22% Sales increase, and “Vice President’s Award” winner

Education and Training

M.B.A., Marketing and Management University of North Dakota Grand Forks, North Dakota

B.A., Psychology The Catholic University of America Washington, D.C.

Professional Development and Training

Strategic Selling by Miller Heiman Project Success” Project Management Training United States Air Force Air University’s Squadron Officers School and Air Command and Staff College

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