Development Manager Sales Executive

NORMAN FALKENBURG SALES & MARKETING LEADER

HOUSTON, TX 77062 832-***-**** LINKEDIN.COM/IN/STORMIN-NORMAN **************@*****.*** Designing Profitable Sales Strategies that Drive Revenue & Market Share Nationwide Servant Leader … Business Development Manager of the Year … 3X President Award Recipient SIGNATURE QUALIFICATIONS

ACCOMPLISHED SALES PROFESSIONAL with a 15-year record of cultivating meaningful partnerships resulting in strong and sustainable revenue and profit growth. CREATIVE MARKETING STRATEGIST who has developed and launched profitable go-to market strategies, plans, and programs that consistently outperform the competition in nationwide and regional markets.

TALENTED SALES MANAGER successful in training and coaching sales teams and managing relationships within the healthcare, education, government, and energy. EXPERT COMMUNICATOR & NEGOTIATOR who builds trusting relationships with Clevel executives, patients, physicians, and key decision-makers. DETAIL-FOCUSED ANALYST who understands the critical value and impact of market evaluation, product positioning, and trend analysis. Brand Management, Marketing

Strategy & Messaging

Turnaround & Change Management

Product Concept, Design, Development &

Market Launch

Key Account Management & New

Business Development

Customer Relationship Management,

Retention & Long-Term Growth

Sales Budgeting

Cross-Functional Collaboration

XE

SALES EXPERIENCE

NeuLine Health Houston, Texas 2017-2018 2010-2015 Regional Account Executive, 2019 - Present

Recruited to join innovative company in the AEEG industry to create and execute a marketing strategy for the Houston area in the field of neurology.

Established clinical relationship with Mischer Neuroscience Institute at MemorialHermann The Woodlands clinic.

Developed and expanded market share with Houston Methodist The Woodlands and Baytown clinics.

Designed ordering process to improve efficiency to reduce paperwork on clinic staff. HANGER CLINIC Houston, Texas 2017-2018 2010-2015 Clinical Development Manager, 2017-2018

Rehired to develop and implement new marketing strategy to capture lost market share in Houston region. Developed new protocols to increase customer service and patient satisfaction.

Improved employee morale with Champions for Change initiative that inspired productivity and process improvement.

Recaptured 75% of lost market share within 120 days of implementing new protocols.

Designed comprehensive new hire training program that accelerated ramp-up time for Business Development Managers, resulting in 100% of participants exceeding individual quotas over a span of two years. Business Development Manager, 2010-2015

Independently negotiated a multi-million-dollar UTMB Galveston contract that resulted in an additional $1M contract with area prison.

Developed and implemented running, limb deformity, and amputee clinics for well-known hospital systems—Shriners Hospital, Texas Children’s Hospital, and St. Joseph Hospital.

Secured exclusive agreement with Baylor College of Medicine Vascular Department.

Named Business Development Manager of the Year (2013) and received multiple President Club awards. ORGANOGENESIS Houston, Texas 2015-2017

Tissue Regeneration Specialist, 2016-2017 Physician Business Account Manager, 2015-2016 Reestablished the largest Dermagraft account in the country under a pilot program. Designed strategy to attract new accounts. Quickly built relationships with key decision makers within portfolio. Clients included wound care centers, hospitals, and physician offices. Promoted to TRS role after successfully bringing North Houston F&A on-line and exceeding profit goals.

Eliminated lost graphs and improved client satisfaction by developing and implementing an ordering and tracking system.

Resolved over $120,000 in bad debt through negations and conflict resolution techniques. Account remained profitable throughout tenure.

DYNAMIC ORTHOTICS & PROSTHETICS Houston, Texas 2007-2010 Director of Marketing

Inaugural salesperson who created and implemented a marketing program for the Houston medical market. Conceptualized, designed, and implemented Dynamic Solutions, a comprehensive amputee program to better serve surgeons, physical therapists, occupational therapists, and PMR, to treat the amputee population. Secured exclusive agreements through creating and delivering wound care protocol. Built an extensive referral list of general, vascular, and orthopedic surgeons.

Doubled market share by influencing clinician population to accept consistent in-house appointments. Increased sales 8%12% YOY—from $5M to $30M.

Produced high-converting marketing materials in English and Spanish that matched target audience’s communication style. EARLIER SALES EXPERIENCE

TOP BRACE AND LIMB INC. Houston, Texas Territory Manager 2006-2007 Increased market share and implemented programs that created recurring revenue following reorganization. Developed and implemented the Amputee Referral Network. Secured exclusive agreements with surgical groups. ADVANCED BRACE LTD. Texas City, TX Marketing and Business Development Manager 2005-2006 Increased sales from $500K to $1M in one year. Developed and implemented a complete marketing plan targeting vascular surgeons, orthopedic surgeons, and podiatrists. Secured major vascular surgeons, expanded existing market share, and penetrated new markets beyond territory through relationship building, direct calls, seminars, and clinics. SUPERLATIVE INC. Houston, Texas Business Development Manager 2004-2005 Initiated start-up operations in South Texas region for a real estate web design and MLS software provider. Conducted technical and marketing training once product was designed and sold. TYCO ELECTRONICS Houston, Texas Sales Executive 1998-2004 Created a consortium of four major business units to significantly increase sales of communication infrastructure resources across the Gulf Coast. Consultant to professional engineers and architects in the healthcare, education, government and energy industries. CONSERVATEK INDUSTRIES Conroe, Texas Regional Sales Manager 1996-1998 Expanded and developed the Western region, servicing both industrial and municipal accounts. Led 16 sales representatives and accounts in 10 states. Collaborated with engineering and environmental departments. First to develop multi-million-dollar partnerships with oil companies.

EDUCATION

MBA (In Progress) University of Phoenix

Bachelor of Business Administration in Advertising Stephen F. Austin State University PROFESSIONAL DEVELOPMENT

Dale Carnegie Leadership

Leading Across Generations (Manager I&II)

Norman Falkenburg 832-***-**** LINKEDIN.COM/IN/STORMIN-NORMAN **************@*****.***

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