MEDICAL SALES EXECUTIVE

Persistent and results-driven medical sales director with 27 years of experience working with physicians, surgeons and healthcare professionals. Special aptitude for building and maintaining relationships with all personality types and leveraging them to attain company goals. Confident yet diplomatic negotiator with a track record of exceeding sales quota and revenue goals. Superior sales trainer with proven ability to attain staff loyalty. Comprehensive understanding of Medicare and Medicaid and solid grasp of physician needs and goals. Known by accounts as someone who is honest and follows up immediately.

AREAS OF EXPERTISE

Execution of Outside Sales

Client Relationship Management

Employee Training & Development

Building Leads & Closing Deals

Strategic & Tactical Planning

Delivering Measurable Results

CAREER PROGRESSION

Sales Manager 2018-Present

Respitech Medical, Inc., Lancaster, PA

Re-Organize, develop and manage new sales strategies, targets and territories to focus on key accounts,

products and new opportunities

Work with IDNs, C-Suite, physician group practices to create new accounts with new product and service offerings throughout the Eastern United States.

Capital Equipment, Medical Devices and Disposables Sales

Work with manufacturers to create marketing partnerships.

Depart/Change from company sales “farming” to sales “hunting” mentality and routine.

Director of Business Partnerships-United States 2017-2018

Trinity Medical Devices, Bedminster, NJ

Direct, manage, train, promote and oversee all sales and marketing with distributors and direct accounts.

Responsible for growing sales from scratch by bringing on 14 hospital specialty and EMS distributors throughout the U.S.

Training and working with distributor sales teams on Trinity products and sales focus.

Work with IDNs, C-Suite to sell product directly via bids and contracts.

More than $750k of sales after developing sales base.

Director of Sales—Northeast United States and Eastern Canada 2014–2017

WESTMED, Tucson, AZ

Direct and oversee sales, marketing, and operations in the region. Create, develop, promote, and manage new sales opportunities. Manage 7 territory sales representatives and 10 Canadian distributor sales representatives-Carestream and McArthur Medical Sales. Worked with US distributors including specialty, Tri-Anim, McKesson, Henry Schein, O&M, Cardinal and Medline.

Grew sales by 18% in the region by providing product training, clear goals, and regular updates to distributors, dealers, VA, GPOs, IDNs, C-Suite and by working closely with GPOs, IDNs, and account managers to promote products and maintain and grow relationships.

Strategically led Eastern Canada region, which had been losing business, to grow by +18% by reestablishing relationship with distributor and partnering with new specialty distributor.

Successfully led and managed 3 new product launches occurring simultaneously.

Northeast United States Regional Sales Manager 2013–2014

WESTMED, Tucson, AZ

Recruited, trained, led, motivated, and mentored 7 territory sales managers. Partnered with distributors to create new business opportunities and to maintain and grow existing accounts.

Turned region from negative to positive 19.7% sales growth by providing sound training and mentorship on how to seek quality and timely growth opportunities and by taking steps to transform the work environment.

Led region to be #1 in sales growth, resulting in a promotion to director of sales position after only 1 year.

Worked with US distributors including specialty, EMS, Tr-Anim, Cardinal, O&M and Medline

Sales Executive/Healthcare Services 2012–2013

RGIS, Auburn Hills, MI

Sold inventory services and optimization-solution services to hospitals, surgery centers, and medical device and pharmaceutical manufacturers. Called on C-Level, Pharmacy, Supply Chain Management, and Clinical Supply.

Opened 8 to 12 new accounts per month in a highly competitive market, greatly fine-tuning telephone contract-negotiation skills.

Went above and beyond client and company expectations by meeting face-to-face with as many clients as possible to develop better business relationships and increase sales.

Calculated price vs. cost for company services and used numbers to help clients understand the specific cost to them of not purchasing company services. This resulted in greater customer appreciation of services offered to them and an increase in sales.

Territory Sales Manager 2003–2012

SALTER LABS, Arvin, CA

Managed 7 independent sales representatives. Sold and marketed medical disposables and devices to hospitals, VA, surgery centers, endoscopy centers, sleep disorder centers, home care companies, physician offices, and LTCs in NJ, PA, NY, and CT. Called on Anesthesia, OR, Respiratory, Sleep Lab, Wound Care, ED, NICU, PICU, Endoscopy, Burn Center, Materials Management, and C-Suite.

Effectively managed territory, bringing total dollar sales from $800K to $6.9M over a 9-year period.

Successfully sold product to hospitals without GPO contracts for 9 years on the basis of quality, price vs. cost, and features and benefits.

Ranked #1 sales representative in territory for Anesthesia/OR and Sleep Diagnostic Lines 6 years in a row.

Ranked #1 sales representative in territory for New Accounts from 2006 to 2011, averaging 45+ per year

Worked with US distributors including specialty, EMS, Tri-Anim, Cardinal and O&M

Center Manager/Sales Representative 1998–2003

LINCARE, Egg Harbor Township, NJ

Profitably sold and marketed home oxygen, respiratory services, and DME to physicians and hospitals in NJ and PA. Trained area sales representatives.

Special Agent/Long-Term Care Specialist 1993–1998

NORTHWESTERN MUTUAL LIFE, Burlington, NJ

Sold investment products as well as life, disability, and long-term care insurance primarily to the physician,

surgeon and university hospital resident market place.

EDUCATION

Graduate Courses in Healthcare Administration (1991–1992)

Eastern University, St. Davids, PA

Bachelor of Science in Business Management (1986)

St. Francis University, Loretto, PA

ACTIVITIES

Easton Bible Church, Hainesport, NJ

Chairman, Deacon Board (Oversee & manage finances, budget, facilities, campus, safety/security and staff)

Deacon Board Representative, Elder Board

Member, Executive Committee

Usher

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