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Sales Representative

Location:
Fort Worth, TX
Posted:
March 19, 2020

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Resume:

CAROLINE G. CROSBY

Territory Manager with Pharmaceutical Sales Experience

817-***-**** adcdc6@r.postjobfree.com LinkedIn.com/in/carolinegcrosby

Exceed Territory Sales Goals as Customer-Focused & Unequivocally Competitive Sales Professional with 7+ Years’ Experience Selling to Physicians and Hospitals

PROFESSIONAL SUMMARY

Gain access to, and influence decision-makers with key points of product differentiation with polished and professional demeanor coupled with 2+ years’ successful pharmaceutical sales experience.

Adapt sales strategies and techniques for optimized demonstrations and presentations to physicians in rapidly changing and competitive. Pharm sales with multiple call points across several modalities

Delivered lucrative new revenue stream for Nestle Waters; overcame obstacles and objections with solid negotiation skills and value-added insights into product use.

Capitalize on opportunities to build on skills acquired through prior B2B sales experience and BBA in Business.

KEY QUALIFICATIONS’

Pharmaceutical Sales Revenue Generation New Business & Market Development Territory Management

Presentations Strategic Marketing Medical Staff Communications Medical Terminology Clinical Knowledge

Neurology Optometry OB/GYN Dermatology Orthopedics Chiropractic Pharmacies Wellness Clinics

Client Education/Demonstrations Training Seminars Product Knowledge Tradeshows Networking

Cold Calling Negotiations Sales Forecasts & Reporting Trend Analysis

EXPERIENCE

Nordic Naturals, Dallas, Texas July 2018–January 2020

Field Sales Consultant

Met monthly, quarterly, and annual sales quotas for 57 SKUs offered by pharmaceutical company through strategic development of territory encompassing TX, LA, OK, and AR from home office. Drove market demand through consistent networking and persistent cold calling. Increased revenue within existing clients with presentations introducing new products and continual education on current and new lines. Qualified prospects. Managed high volume of sales opportunities via CRM. Oversaw inventory as per established company policies.

Named to Presidents Club in first year with company.

Grew territory 62% during tenure with engaging and informative 1-hour presentations, including clinical applications and mechanisms of action, across several modalities in physician office sales.

Outlined applicable products of 57 SKUs in 50+ persuasive calls per week in practitioners’ offices.

Scheduled 13 appointments and 3 lunches per week; navigated challenges posed by role involving 80% travel.

Cultivated relationships with prospects, building trust and credibility through follow-up and commitment to remaining up to date on clinical trials, competitors, and market research.

Nestle Waters North America, Dallas, Texas 2013–May 2018

Key-Account Development Manager 2014–May 2018

Generated 1K new accounts in assigned territory, including multiple call points in 36 hospitals, through cold-calling and promotional activities. Grew existing accounts with in-depth understanding of customer environments; identified key decision-makers, issues, and challenges. Saved company time and money as go-to technology resource; trained staff on new programs.

EXPERIENCE (continued)

Nestle Waters North America, Dallas, Texas (continued) 2013–May 2018

Key-Account Development Manager 2014–May 2018 (continued)

Advanced company visibility into new vertical with launch of program featuring water-dispenser cleaning for hospitals.

Surpassed 2017 revenue expectations by 24% and named #1 national representative of 77 nationwide.

Closed $3M revenue increase annually with just 2 customers; created program selling water to oil-rig suppliers in remote locations with support of 3rd-party transportation company.

Area Sales Representative, San Antonio, Texas 2013–2014

Added 70 customers per month with well-planned daily call routines to commercial prospects; emphasized features, benefits, and value in face-to-face presentations. Promoted to management role and relocated to Dallas.

Achieved 124% of annual revenue goal, outperforming 300 sales representatives to be named Rookie of Year.

Earned 3 Pinnacle Gold Awards for achieving 120% over sales goals for 3 of 4 quarters.

EARLY CAREER

Drove consistent achievement of B2B sales targets and revenue goals by sales team for Quill Office Supplies in Austin, Texas. Developed sales-training processes and procedures as sales leader and trainer.

EDUCATION

Bachelor of Business Administration (BBA) in Business, Texas State University, San Marcos, Texas

PROFESSIONAL DEVELOPMENT

The Richardson Group

Consultative Negotiations & Territory Management

Everyday Coaching

Prospecting & Selling

PROFESSIONAL AFFILIATIONS

American Orthopedic Association (AOA)

Academy of Integrative Health & Medicine (AIHM)

Council on Nutrition, American Chiropractic Association (ACA)

All Docs- Association of Lease-holding Lenscrafter’s Doctors

Vision Source

TECHNICAL SKILLS

Microsoft Outlook, Word, PowerPoint, and advanced Excel, Salesforce, Inside View

DRIVEN FOCUSED INNOVATIVE RESOURCEFUL



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