Sales Manager
Resume:
Joseph B. Poore
Cincinnati, OH
*********@*****.***
Summary:
Business Development Professional with a technical background seeking a Territory/Account Manager position in a territory primed for growth. Proven ability to achieve consistent, profitable growth with a customer-centric, consultative approach. Recognized by peers, management, and marketing as an expert in product knowledge, sales strategy and a passion to train and mentor new hires. Strong analytical skills with ability to leverage large amounts of data to interpret trends and develop strategies for growing accounts and winning new business.
Professional Experience:
Business Development Manager 2017-2021
Stress Engineering Services, Inc.
Uncover the challenges of new and existing clients with their product, package, and process development, sustaining engineering, cost optimization, failure analysis and remediation
Communicate a wide variety of services that employ engineering principles & methods, software and hardware tools, to Research and Development personnel, Project Managers, Product Engineers, and Technical personnel
Leverage my background in medical device products and knowledge of surgery and anatomical terminology to assist engineer colleagues on projects for pharmaceutical and medical device companies
Achievements:
Increases of 26%, 15% in 2018 & 2019 respectively, in the Medical Technologies, Consumer Products, and Food & Beverage market segments
Territory Manager/Sales Consultant 2009-2016
Carefusion, Inc. (Acquired 3/18/2015 by Becton Dickinson)
Sales of V. Mueller and Snowden Pencer brand surgical instruments and disposable products across all surgical specialties, Impress Asset Management Software Solutions, and Genesis brand sterilization container business in the acute care hospital market of Southwest OH, Northern and Eastern KY and Western WV
Work directly with Surgeons, Team Leaders and O.R. staff to determine the best product(s) for their clinical needs through education, trial and evaluation
Negotiate with Supply Chain; GPO Letters of Commitment and Local Pricing Contracts
Negotiate with O.R. Directors and Business Managers; capital purchase proposals
Market strategically to differentiate from competition
Communicate financials and sales pipeline regularly to Regional Manager
Achievements:
Exceeded quota four out of five years (FY12, FY13, FY14, FY16)
Achieved Sales Excellence two years in a row (>105% to quota) in FY13 & FY14
Promoted to Regional Field Trainer in FY13 (#1 Sales Region)
Recognized as a product and sales strategy expert by Management, Sales, and Marketing
Assisted with new employee training on Neuro/Spine, Orthopedic, ENT, and Ophthalmic product portfolios at Phase I (Boot Camp) training at company HQ’s
Selected by Marketing to lead training sessions on Neuro/Spine products at Annual National Sales /Training Meetings
Collaborated with Marketing on innovation, development and implementation of marketing strategy for our Neuro/Spine product portfolio
Consistently called upon to assist the Sales Team with technical product inquiries and sales strategy i.e. product positioning vs. competition and pricing
Sales Representative 2006-2009
SurgicalOne, Inc.
Sales of Surgical Devices for Neuro/Spine, ENT, and Opthalmic Specialties
Achievements:
Developed new territory of Southwest Ohio & Kentucky penetrating all key hospital networks, VA’s and Surgery Centers
Ranked #1 out of 10 in V. Mueller Neuro/Spine product sales
Displaced competitive product disposables in 18 hospitals
Territory Manager/Technical Sales Consultant 2004-2006
Garratt-Callahan Co.
Sales of Industrial Water Treatment Chemicals; Boilers, Cooling Systems, Wastewater
Achievements:
Selected to Lead the District for the Northeast Area’s ‘Wastewater Taskforce’
Ranked #2 out of 6 in District for total sales dollar volume in 2005
Territory Business Manager 2002-2004
ChevronTexaco North America Lubricants
Sales of downstream finished lubricant products; direct and through distributor partnerships
Achievements:
Increased territory margin 30%
Increased territory revenue 15%
Selected to Lead a Product Segment Team resulting in $200K of incremental revenue for the region
Territory Manager/Technical Sales Consultant 1994-2001
Nalco Chemical Company
Sales of Specialty Chemicals for Paper Manufacturing
Achievements:
Increased total sales volume by 60%
Received 1999 ‘Million Dollar Award’
Achieved increases of 11%, 16% and 29% in 1997, 1998, and 1999, respectively
Provided training, technical support, trial support/account coverage throughout the District to team members assisting them in meeting their individual sales goals
Education:
Miami University, Oxford, Ohio 1989-1994
Bachelor of Science in Paper Science and Engineering
Co-op with Mead Paper Mill Quality Assurance Dept., Chillicothe, OH
Additional Training:
S.P.I.N. Selling, Counselor Salesperson, Business Acumen Training; Proficient in all Microsoft Office apps, Salesforce, OASIS, and SAP applications
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