Medical Device Sales Leadership / Representative
Results-driven professional with exceptional qualifications to lead and support the execution of strategic sales, business development, and account management strategies within the medical device market. Skilled at recruiting, developing, and motivating sales teams, using business acumen to acquire and retain customers, and increasing productivity and bottom-line results. Proven success in delivering revenue and profit gains while outperforming the competition in highly competitive markets and establishing rapport and productive relationships at all levels.
Highlights of Qualifications
Execute effective sales and business development solutions/strategies, deliver professional sales presentations and consultations, and utilize various methods/techniques to close new business with prospective customers.
Skilled collaborator and facilitator able to clearly and effectively align strategy with sales objectives as well as manage sales lifecycle to closure and improve sales processes and systems to increase bottom-line results.
Tireless prospector and networker with a keen interest and ability to build rapport, establish relationships, and nurture on-going communications with customers and decision-makers to achieve business objectives.
§ Exceeding Aggressive Sales Goals § Consultative/Fact-Based Selling § Leading/Mentoring/Coaching
§ Negotiations/Closing Sales Deals § Territory/Account Management § Accelerating Revenues/Profits
§ P&L Results/Performance Metrics § Key Account/Client Acquisition § Product Launches/Positioning
§ Distributor Sales and Management § Staff Management/Development § Market Analysis / Forecasting
Client Solution Manager, Thompson Engineering, Riverside CA 2017- Present
Selling to existing Thompson Engineering Customers
Creating and excuting account sales plans that meet or exceed set sales targets.
Optimizing and maximizing time in the field and overall efficiency.
Meeting regularly with customers in sales territory to understand their evolving needs.
Educating customers on Thompson Engineering’s entire line card offering.
Expanding Customer understanding and use of Thompson Engineering’s product and service capabilities.
Identifying and pursuing new customer acquisition opportunities for assigned accounts.
Conducting cold calss to acquire new customer from assigned account list.
Educating assigned customers on Thompson Engineerings offer and purchase options (i.e. leasing & terms)
Building long-term, productive, and mutually beneficial relationships with assigned new customer. Thompson engineering geographic footprint.
Being regularly available and responsive to customers’ real-time needs.
Identifying and executing marketing activities to enhance local presence and grow sales.
Results: Able to accomplish sells related for both Skilled care and Assited living facilities. Working closely with Engineering to sell AV, Cameras as well Bidding New construction projects.
Western Regional Sales Manager, Oridion Capnography, Inc., Needham, MA 2007 – 2017
Leveraged strong relationship building, consultative sales, and market and industry knowledge to promote and sell capital diagnostic equipment to multi-departmental and C-Level buyers. Managed all West Coast distribution teams, promoted and increased company image and awareness, and determined market strategies for products.
Explored all business development opportunities uncovered through networking, conducting in-person sales and marketing calls to medical industry professionals, and by managing current partnerships and relationships.
Led in a manner that inspired confidence, fostered performance excellence, and generated energy and personal commitment among the sales team to the organization's overall mission, values, strategies, objectives.
Maintained the highest levels of both professionalism and integrity while working with and relating to a diverse client base and while establishing rapport and relationships with members of the medical community.
Contributed to overall sales strategies and processes by evaluating results, improving systems and techniques, analyzing and responding to feedback, and by developing detailed knowledge of the competitive landscape.
Evaluated and advised on the impact of long-range territory and account strategies and the introduction of new sales and marketing programs, campaigns, and initiatives while providing leadership throughout the region.
Identified complex customer requirements and selling points, customized sales presentations to meet or exceed those needs, educated customers on options and cost breakdown, and consistently closed new business.
National Sales Manager, Creative Biomedics, Inc., San Clemente, CA 1999 – 2007
Consistently displayed exemplary sales, account management, and leadership skills while directing the activities of approximately 25 distributors and associates nationwide. Planned and executed national sales, PR, advertising, and marketing strategies as well as negotiated contracts for pulmonary medical equipment from OEM companies.
Supported company success and revenue growth by inspiring and motivating team members, resolving issues, and by facilitating an environment that consistently achieved sales, service, and business development goals.
Accountable for increasing sales, generating new business, exceeding customer satisfaction and performance goals, and delivering focused, professional, and consultative sales presentations to prospective customers.
Expertly managed all phases of the sales development lifecycle including aggressively prospecting, developing and delivering presentations, closing business, and performing follow-up and customer support activities.
Fostered strong partnerships and alliances with other organizations, businesses, distributors, and reps through an executive and personal presence which communicated credibility, inspired trust, and embraced dialogue.
Developed and executed effective sales and business development solutions, customer acquisition and account retention strategies, and various methods and techniques to close new business with prospective customers.
Worked closely with cross-functional teams to develop and implement plans for the operational infrastructure of sales systems, processes, and personnel designed to accommodate growth objectives within the region.
Lead Respiratory Therapist, Fountain Valley Regional Medical Center, Fountain Valley, CA (1995-1999)
Certification and Training:
Los Angeles Harbor College, Associates Arts Degree, Wilmington, CA
Cal State Domingues Hills, Carson CA
CRT Certification, California Paramedical and Technical College, Riverside, CA
Strategic Selling Program, Miller Heiman