CONNIE JO BROWN

**** ********** ******** ****

Farmington NY 14425

585-***-****

adi872@r.postjobfree.com

PROFESSIONAL SUMMARY

Award-winning Sales & Account Management professional with 25 years of progressive responsibilities including thirteen years marketing medical products, equipment and services with a leading respiratory care provider. Intent on pursuing role in specialization area; namely durable medical or disease-specific products in an expansive region or territory. Strong sales, customer service and negotiation skills augmented by exemplary ability to grasp complex concepts quickly, talent for educating users and professionals, and unstoppable tenacity in the face of challenge. Vivacious personality with energy that serves to build rapport with gatekeepers and clients.

PROFESSIONAL EXPERIENCE

LINCARE INC.; Newark, New York Office (Lincare is the national leader in respiratory care with corporate offices located in Clearwater, Florida. The Linde Group and Lincare announced merger in July 2012 to be finalized in Q3 of 2012.)

Account Executive

November 2007 to Present (Full Time)

Primary products, supplies and equipment include: CPAP and Bi-level, Non-Invasive Ventilators, compressor, concentrator, PT/INR kits, portable/stationary gas and liquid systems, nebulizer therapy, respiratory medications, Enteral, Negative Wound Pressure Therapy, educational programs for COPD and CHF patients, and durable medical equipment.

Call on primary care physicians, cardiologist, pulmonologists, endocrinologists, otolaryngologists, sleep labs, Ear Nose & Throat and hospitals in four-county territory that includes Ontario, Seneca, Wayne and Yates. Hospital customers include Newark Wayne Community-Rochester Regional Health, FF Thompson-UR Medicine, Geneva General-FLH Medical, Clifton Springs-Rochester Regional Health, and Soldiers & Sailors-FLH Medical.

Accomplishments:

> More than tripled sales since 2007 hire, expanding provider and patient base by 85+%.

> Played key role in reversing losses. Elevated number of O2 patients (primary customer) from 200 to 1,500 plus+. This sales growth necessitated an office staff increase of 75%.

> Increased market share within territory by outselling competitors and winning their customers; verifiably seized shares from Apria, Quinlans, Upstate, Respiratory Services and Community Care Partners. Assisted in the development of Lincare purchasing 2 local DME companies (Monroe Oxygen & American Home Patient).

> Balance teamwork with competition. Unconventional structure of overlapping and competing territories demands unique strategies to differentiate each competing Lincare office.

Duties:

* Establish and maintain a relationship with referral sources in the medical community. Obtain quota of monthly referrals for all major product lines. Unique Challenge: Assumed role immediately following termination of rep engaged in unethical practices. Reversed negative reputation of Lincare name in the territory and subsequently regained trust of both medical community and patients.

* Uncover and develop referral leads; call on 60-70 sources weekly-a demanding challenge requiring extensive travel and impeccable time management. Sales and retention results have materialized into routine office bonuses awarded by corporate.

* Conduct meetings to educate referral sources and patients in the use and application of Lincare equipment. Meet with sources in arranged meetings and informally.

* Perform competitive analysis to gain comparative understanding of offerings among similar providers; continually evolve strategies based on ongoing research and marketplace diligence.

* Understand and provide information on Medicare and insurance procedures, pricing information, and product specs to referral sources.

* Obtain, manage and submit documentations to facilitate billing reimbursements.

* Facilitate training of junior sales representatives in and outside of designated territory.

* Deliver training and performance improvement presentations to colleagues inside and outside of territory.

ICS TELECOM; Rochester, New York (Leading local provider of telecommunication solutions to all sizes of business.)

Aftermarket Sales Account Manager

April 2005 to November 2007

(Full Time)

Accomplishments:

> Reached or exceeded revenue goals month after month throughout employment.

> Earned outstanding client retention and loyalty by providing attentive one-on-one guidance to available products, services and equipment. Nurtured reputation for outstanding needs assessment and solutions design.

> Outperformed larger national competitors in terms of securing local business. Optimized reputation as outstanding service levels, pricing and quality.

Duties:

* Sold and maintained telecommunications system warranty programs and contracts.

* Marketed and upgraded custom solution systems to small businesses with limited budgets.

* Maintained callback system to ensure timely contract renewals and upsell potential.

SCREENVISION DIRECT, INC.; Rochester NY (Formerly known as Val Morgan Cinema; acquired by ScreenVision. Second-largest cinema advertising company nationwide.)

Account Executive

April 2002 to April 2005

(Full Time)

Accomplishments:

> Overcame the challenges presented by 2003 acquisition; namely elevated advertising pricing and zero name recognition among customer base.

> Consistently recognized for exceeding sales volume requirements and meeting weekly goals.

Duties:

* Interacted with leads-consisting primarily of rural territory-via phone and direct contact.

* Initiated cold calls, generated and qualified leads, and closed new accounts.

VOLUNTEER ACTIVITIES

Board of Directors, Ontario County Humane Society (2001 to 2006)

Member, Humane Society U.S.

Member, ASPCA U.S.

EDUCATION

STATE UNIVERSITY OF NEW YORK AT BROCKPORT

Bachelor of Science in Communications

1992

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