Territory Account Manager
Resume:
**** ********** ******* ** ******* • SMYRNA, TN **167
• *************@*****.***
Highlights of Qualifications
• Bachelor’s degree with a focus on marketing.
• Associates degree with a focus on communications.
• Hospital and OR sales experience selling surgical hand held devices, disposables, and equipment.
• 15 years experience in Territory Account Management, Account Executive, and Surgical Sales Rep.
• 4 Years inside sales experience for surgical instruments and mobile medical clinics.
• Proficient experience utilizing video conferencing platforms ( MS Teams, Skype, Zoom).
• Proficiency with MS Office ( Word, Excel, PowerPoint), CRM Systems ( Salesforce, Zoho, Pipedrive), pipeline management and forecasting sales.
• Experience selling Alliance Partner Products integration of patient positioning pads, lighting, booms, sterilization enzymatic cleaning solutions and service contracts.
• Calls on a wide spectrum of call point within hospitals and integrated delivery networks, including C- suite, physicians, nursing staff, materials management, and surgical services.
• Understanding of the hospital buying process including the role of National Accounts, GPO, IDN agreements and Distributors.
• Understanding of Hospital Reimbursement and Managed Care Medical Specialty.
• Ability to build high level relationships.
• Make in-service presentations to clinicians and physicians presenting and demonstrating new products.
• Maintain high level of knowledge about competitors, products and their advantages and disadvantages.
• Maintain and update vendor credentials and compliance; Safety, HIPPA, liability, vendor access.
• Ability to manage corporate card, submit expense report; work within budget, and maintain company vehicle.
• Act as liaisons to ensure clients have positive experience by explaining products and services.
• Acknowledge clients needs and preferences with product development and offering solutions.
• Educate clients on product options, provide guidance and training programs.
• Find solutions through nationwide mobile health outreach programs.
• Facilitate in the development of mobile healthcare facilities that require specialized building codes compliance to ensure eligibility for insurance reimbursements. Professional Profile
Enthusiastic, hardworking sales professional with 15+ years of sales experience in medical & surgical handheld devices, disposable, equipment, and clinical sales support. Ensured best patient care with expertise in relationship building, territory account management including Domestic & International accounts. I hold a solid understanding of Mid-south, Southwest and Latin America Regions. Five years sales experience with GPO/IDN contracting agreements, FSS Government agencies, National and Regional contracting, strategic selling and negotiation. I’m seeking to obtain a challenging sales position with a successful company which will provide personal development & professional career growth. My professional goals are to provide excellent patient care and customer relation by providing safe, effective, comprehensive surgical solution to health facilities and healthcare systems. Professional Experience
August 2022 – November Odulair, LLC Nashville, Tennessee Client Success Sales Advocate
As Client Success Sales Advocate I act as a product expert in mobile clinic sales and communications. I assist healthcare providers with bringing healthcare to underprivileged and less unfortunate rural areas, communities and countries. I work one on one with practitioners to design and build medical and dental mobile clinics.
• Worked with Dealers & Distributors and their staff to developed their tailored product portfolio through representation, training, relationship building and in-service activities.
• Track trends, coordinate products for exporting/importing goods by volume & value.
• Worked closely with Regulatory Affairs to obtain product registrations, distribution and territory restrictions.
• Established, monitor developments, and changes in accounts to achieve sales objectives and goals, to align with metrics and territory's plan.
• Prepared tailor-made quotations and proposals for each account; through Tender Goverment Bids.
• Manage account product formulary and introduce new technology, provide on-site education on clinical programs, products and services.
Accomplishments
• 2018: Completed registration process for Mexico to import and export
• 2018: Won Puerto Rico Government Tender Bid for $180,000
• 2018: Annual sales objective $1.5M. YTD sales $888,107. Increased sales from H1 by 10%.
• Conducted product evaluations to secure new business and convert competitive business.
• Focused on expanding reusable and disposable business used in the following OR Specialties: Neuro, Spine, Ortho, CVT, General, OB/GYN, ENT, Ligation, and Ophthalmic instrumentation.
• Introduced Bovie brand electrosurgical instruments, generators and smoke evacuators into the acute market.
• Maintained positive relationships with customers through outbound, inbound account management and sales support activities including: Emails, confirming, extending, fixing contracts, back orders, product substitutes.
• Accomplished and received recognition for advanced achievement in sales. 119% of goal. Sales Objective of $189,500. YTD sales $225,865. 70% of sales quota of $250,000 volume through solution products: Laparoscopy, Retraction and Sterilization.
• Received recognition for on-boarding the most new accounts in Mid-south region, successfully onboard 13 new accounts from AORN, and Transitioned 50 MedAsset GPO agreements to Vizient's GPO Agreement and pricing.
January 2008 – December 2014 UHS Surgical Services Nashville, Tennessee Surgical Sales Specialist III
As a Clinical Sales Specialist role was to provide and promote medical equipment management and service solutions. Drive outside sales performance that ensured sales forecast, quarterly and annual sales quota. Maintain understanding of local market, practice structures, business models, and key influencers. Help clients find solutions to reduce costs, increase operating efficiencies improve caregiver satisfaction and support optimal patient outcomes.
• Establish relationships with accounts and provide field support during product evaluations or conversions.
• Prospect and schedule sales presentations with physicians, surgeons and nursing staff. Identify issues and propose solutions to meet clinical needs and support.
• Manage account product formulary and introduce new technology, provide on-site education on clinical programs, products and services
• Certified, and specialized in supporting physicians during surgical procedures that required assistance by specialty with the use of KPT, ND/ Tag, CO2 Skin Resurfacing, Holmium and Pulse Dye Lasers. June 2018 - June 2020 Symmetry Surgical Nashville, Tennessee International Sales Manager
As International Sales Manager, I Managed and supported a combination of dealers and distributors to ensure maximized revenue growth, increase market share, market segments as well as grow business in International markets. I provided surgical sales support to a combination of dealers and distributors. I managed and tracked metrics and opportunities through the companies sales funnel and pipeline to ensure objectives, gross margin and sales goals were achieved or surpassed.
June 2015 - June 2018 Symmetry Surgical Nashville, Tennessee Territory Manager
As primary Direct Sales Representative with lead role to grow company's surgical instrument business by developing and closing sales opportunities through new customer acquisition, reactivating dormant accounts and deepening account penetration in selective accounts. Territorial duties include efficient time and territory management to yield highest dollar volumes well as eliciting weekly reports to area sales manager.
• Work closely with Area Sales Manager to develop local business plan to achieve sales growth, goals and new business opportunities.
• Promote and provide surgical and technician services specializing in surgical lasers, cryosurgery, endoscopy, lithotripsy and cosmetic surgery.
May 2003 - January 2008 Baptist Hospital Nashville, Tennessee Instrument Specialist II/Surgical Support Specialist Work closely with Surgical Services and the OR team & staff. Report to Central Sterile Department/ SPD as an Instrument Specialist II and support & second assist OR department as Surgical Tech for specialty advanced surgical procedures. Responsible for biological testing, assisting turnover of ORs between cases, and preparing for next case in that room.
• Transport instruments and sets to rooms as needed from their appropriate storage location.
• Return clean unused instruments to required locations, and provide immediate use sterilization support.
• Utilize sterile technique to open sterile goods for the following case. Assist in care, cleaning and processing of surgical instrumentation.
Education
• Marian University, Nashville, TN - BSN in Nursing ( May-2019 - Present)
• Continual Learning Institute, Nashville, TN - Affiliate Broker in Real Estate
• University of Phoenix, Nashville, TN - B.S. in Business Marketing
• Florida State University, Tallahassee, FL - A.A. in Business Communication Clinical Experience with Operating Room Procedures Including:
• UROLOGY: Cystoscopy, Ureteroscopy, Percutaneous stone removal, TURP Vaporization of Prostate, Bladder Neck/Stricture, Bladder Tumors
• ENT: Stapedectomy, Mastoidectomy, Tympanoplasty, Microlaryngoscopy, Bronchoscopy, Tonsillectomy, Tonsils & Adenoids, Tongue Lesions
• GYN & General: Robotic Hysterectomy, Laparoscopy, Bariatrics, Condyloma/Wart Lesions, Vulvar Lesions Cone Biopsy, Foot Warts/Lesions, Hemorrhoidectomy/Fistulectomy
• COSMETIC: Skin Resurfacing, Blepharoplasty, Trabeculoplasty, Orbital Decompression, Laser Hair Reduction Treatments with 1064 Yag and IPL based modalities, Laser Non-Ablative Skin Resurfacing and Skin Tightening, Tattoo Removal, Derma-planning, Microdermabrasion, Telangiectasia Reduction, Micro-needling
Selected Training and Certifications
• Licensed Medical Aesthetic Cosmetic Laser Technician- Arizona Health Department CLT-74726
• Permanent Medical & Cosmetic Tattoo Artist
• Completed NAMSR Medical Device Sales Training Program/SMSR# 111402015
• Licensed Real Estate Agent- State of Tennessee Department of Commence & Insurance License# 00282674
• Laser Physics, Laser Safety Training, and Laser Safety Officer
• Blood-born Pathogens Training
• HIPPA Training & HIPAA Privacy and Security Training
• OR and Procedure Room Protocol/Aseptic Technique Training
• General Expectations, Hospital Policies and Hospital Safety ( INCLUDES ELECTRICAL, FIRE-RACE/ PASS & RADIATION SAFETY)
• Immunization Credentials
—" The Future Belongs To Those Who Believe In The Beauty Of Their Dreams." Eleanor Roosevelt/ First Lady —
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