Sales Representative

Michael A. Hatfield

Raleigh, NC ***** 919-***-**** adb7fs@r.postjobfree.com Linkedin.com/in/michaelahatfield/

Unique Sales & Growth Leader - Healthcare

Driving Multi-Million Dollar Revenue Wins & Customer Success/Engagement

Professional Qualifications Profile

Strategic sales leader with over 10 years’ experience and successful track record in leading and developing sales teams that deliver sustainable value while achieving and/or exceeding business targets and sales goals. Able to successfully educate and generate excitement, establish trust, and provide an extraordinary level of service. Possess excellent organizational, communication, and problem-solving skills. Focus on the critical benefits to customers when they need solutions to meet their demands and deadlines. Specialties and Focus: Pharmaceutical, Capital Equipment, Hospital and Medical Device sales.

Core Competencies & Strategic Leadership

Consultative Selling

Business Development to C-Suite

Continuous Process Improvement

Strategic Planning & Analysis

Financial Acumen

Performance Management

Change Management

Operations + Territory Leadership

Project Management

Customer Success & Engagement

Strategic Communications

Customer Relationship Building

Employee Engagement

Sales & Marketing Presentations

Contract Negotiations

Formal Education & Professional Development

Purdue University, West Lafayette, IN

Bachelor of Science in Hotel Restaurant Management (1990)

Professional Experience & Notable Contributions

Humana, NC, SC & VA

Specialty Sales Executive (3 years)

Scope: Served as insurance benefits provider. Worked with group insurance brokers, held direct responsibility for the promotion and enrollment of Humana Worksite Voluntary Benefits.

Business Growth – Consistently met and exceeded both weekly and monthly territory expansion/development goals. Formulated business development strategies to ensure long-term success. Brought in new customers and new business.

Sales – Collaborated with colleagues to exchange information, such as selling strategies and marketing information. Followed up with customers to make sure they were satisfied with their services and to answer any questions.

Briefing of Key Achievements:

Selected as 1 of 7 national participants for intensive 3-month sales training in Louisville KY.

Helped develop and propose customized product offering to clients, which resulted in over 600% more worksite specific quotes in 2012, and a $525,000 in sales in 2013.

Consistently met and outperformed both weekly and monthly territory expansion/development goals.

Cutera Incorporated, Raleigh, NC

Sales Representative (4 years)

Scope: Managed marketing, sales, and financing options of Cutera Cosmetic Lasers to plastic surgeons, dermatologists, and medical spas. Appointed as Regional Clinical Trainer.

Clinical Training – Facilitated clinical training of the machine’s capabilities and multiple treatment features. Performed set-up, installation, diagnostics test, and technical training. Administered ongoing field service equipment troubleshooting.

Sales Strategies & Growth – Preplanned sales calls; reviewed background information, set call objectives and defined selling strategies. Submitted regular objectives, action plans and sales projections. Consistently achieved sales goals and ranked within top 10% of sales force.

Utilized Minimally Invasive Light based Medical Devices – as adjunct to Plastic Surgery and stand-alone procedures.

Product Demonstration/Training – Sold machines then demonstrated client how to utilize the equipment.

Briefing of Key Achievements:

January to September 2008 sold $447,436 and ranked 5th out of 26 nationwide.

2008 finished 17th out of 40 sales representatives. Generated $1 million in sales.

Michael A. Hatfield Page 2

Professional Experience & Notable Contributions Continued

Genzyme Corporation, Raleigh, NC

Sales Representative (5 years)

Scope: Managed marketing, sales, and financing options for Biotechnology research and pharmaceutical company. Served as account executive, called on Nephrologists, Rheumatologists, Endocrinologists, Renal Dietitians and dialysis clinical staff.

Sales Management – Detected common trends in field sales concerns and liaised with appropriate internal teams to increase awareness and prompt corrective action companywide increasing company revenue by allowing sales reps to focus on sales activities.

Briefing of Key Achievements:

Achieved 99% of quota for Renagel sales -ranked 29th out of 120.

Increased sales of Renagel – finished 121% of quota. Ranked 10th out of 77.

Improved Renagel sales ranking from 48th to 10th – awarded $4000 additional bonus.

Ranked 6th/80 for sales of Renagel –120% of quota. Awarded Circle of Excellence trip – generated $5M+ in sales.

Eli Lilly, Anaheim, CA

Hospital and Cath Lab Sales Representative

Scope: Held direct responsibility for promoting the use of IV Xigris to critical care and Infectious disease specialists and IV ReoPro to cardiologists.

Strategic Business Improvement – Created and organized Critical Care Journal Club - a monthly meeting attended by critical care specialists where recent challenging cases were presented and discussed.

Strategic Collaboration – Called on Hospital Pharmacy Management to ensure inventory of Xigris and ReoPro.

Briefing of Key Achievements:

Improved territory sales ranking to 9th in the nation out of 220

UCB Pharma, Inc., Long Beach, CA

Sales Representative

Scope: Called on primary care and specialty physicians – promoted Zyrtec, Ditropan XL, Lortab and Duratuss.

Briefing of Key Achievements:

Significantly increased sales of all products; First representative in Southern California to win President’s Club, finishing 5th out of 28.

Because of successful pre-launch of Zyrtec, was chosen for promotional video shown at the National Launch meeting.

Promoted to District Sales Manager in Orange County, California.

TowneBank Mortgage, Raleigh, NC

Loan Officer, NMLS #1401227

Scope: Managed and led a team of four, to ensure accurate underwriting, processing and closing of customer loans. Sold loan products and met loan production targets in highly competitive marketplace.

Loan Officer Broker’s license NMLS # 1401227 North Carolina Insurance License # 16514774

References and Non-Confidential Engagement & Project Information Available Upon Request

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