Sales Manager Account

Wayne Richart

830-***-**** ************@*****.***

EXECUTIVE SUMMARY

Results-driven Sales Professional with an excellent record of performance in Medical Sales using a broad range of proven skills that include the ability to:

Exceed KPIs through effective consultative selling, cold calling, and relationship management that generates higher vertical revenues and referral business.

Evaluate market dynamics, identify new opportunities, and develop marketing strategies that drive new business and offset competitive activity.

Utilize comprehensive industry knowledge to ensure client satisfaction and effectively manage the sales process.

Professionally communicate and negotiate contracts with key decision makers and achieve closing ratios that earns Top Sales Awards.

CAREER ACCOMPLISHMENTS

COVENTRY HOMES, San Antonio, Texas 4/23 – 2/25

PERRY HOMES, San Antonio, Texas 10/17 – 1/23

New Home Sales Professional – Consistently ranked in the Top 20% of Sales Team and successfully contributed to successful sellout of multiple communities.

Formally recognized for exceeding KPIs with awards that included:

Million Dollar Circle Award (Multiple Awards)

Multiple Cash Awards and Multiple Sales Contest Awards

Proactively developed relationships with local REALTORS® and participated in industry and community events.

Used Salesforce and social media to enhance marketing and outreach to the local market.

Selected by management to train new sales team members.

Maintained a 50% year-over-year increase in sales for 3 consecutive years.

SMITHS MEDICAL, San Antonio, Texas 7/11 – 10/17

Quickly established a leadership position in the sales of durable medical equipment and supplies that resulted in selection to positions of increased challenges that included:

Account Manager – Vascular Access – Promoted to this position and relocated to the San Antonio territory.

Developed and implemented marketing strategies that increased San Antonio annual territory sales from $1.6 million to over $3 million.

Proactively enhanced relationships with acute care facilities as well as hospital departments that included Laboratories, Infection Prevention, Radiology, Surgery, Anesthesia, ICU, Emergency Room, Respiratory Therapy, and Employee Health.

Developed new accounts with surgery centers, LTACs, EMS, Fire Departments, Outpatient Clinics, Durable Medical Equipment (DME) distributors, and dealer reps.

Maintained a $600,000 year-over-year increase through cold calling and relationship management.

Account Manager – Alternate Care – Successfully improved performance of a territory in California and increased annual revenues from $3 million to $4 million dollars in 3 years.

Evaluated market data and developed/implemented marketing strategies that achieved KPIs for Smiths Medical product lines that included respiratory, anesthesia, safety, PIVC, and temperature management devices for the alternate care market.

Wayne Richart Page 2

RADIOMETER AMERICA, Fresno, California 1/10 – 1/11

Sales Representative – Met established revenue goals for the sale of Blood Gas Analyzers to healthcare facilities in Northern California and Nevada.

Successfully negotiated contracts with major organizations that included Sutter Health and Kaiser.

ROCHE DIAGNOSTICS, Fresno, California 1/08 – 12/09

Account Executive – Successfully developed a new laboratory configuration for Bakerfield Heart Hospital by selling new chemistry analyzers that increased their throughput by 75%.

Developed business development strategies that included cold calling and performing product demonstrations to qualified prospects in acute care facilities in central California.

Consistently met/exceeded KPIs for DME and disposables and won formal recognition that included:

3rd Place out of 135 Account Executives in a Channel Filling Sales Contest.

Selected by management to organize and initiate operations for the Region Micro Support Team.

MEDICAL GRAPHICS, Fresno, California 1/05 – 12/07

Senior Sales Representative –Promoted to this position in January 2007 after establishing an excellent record of performance as a Sales Representative for pulmonary and stress diagnostic systems.

Developed and conducted marketing strategies for developing business with Respiratory, Critical Care, Cath Lab, Biomed, MM, and IT departments.

Met/exceeded KPIs and won formal recognition that included:

Million Dollar Sales Club

Rookie of the Year 2006

Functioned as a technical resource for clients and trained clinical staff on proper use of diagnostic equipment.

TRIANIM HEALTH SERVICES, Fresno, California 1/94 – 12/04

Specialty Distributor Sales Representative – Quickly established and maintained an excellent record of performance for the sales of medical equipment and disposables to hospitals, surgery centers, and home care providers.

Consistently exceeded KPIs and won formal recognition that included:

President’s Club (3 consecutive years)

Manufacturer Sales Representative of the Year Award (3 years)

Million Dollar Sales Club (9 consecutive years)

Managed strong professional relationships with clients and functioned as a technical resource for training clinicians and staff on proper use of critical care equipment.

EDUCATION

Bachelor of Arts in Communication Studies, California State University, Sacramento, California

Professional Development:

Certificate in Project Management, University of Phoenix

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