Customer Service Sales Representative

CONNIE JO BROWN www.linkedin.com/in/connie-brown-

CONTACT PROFESSIONAL SUMMARY

www.linkedin.com/in/connie-brown- AWARD WINNING

585-***-**** Sales & Account

****.********@*****.*** Management professional with 30 years of Rochester, NY progressive responsibilities

including 17 years of marketing

medical products, equipment and services

with leading respiratory care providers.

Intent on pursuing role in specialization

area; namely durable

medical or disease-specific products in an

expansive region or territory. Strong sales,

customer service and negotiation skills

augmented by exemplary ability to grasp

complex concepts quickly, talent for

educating users and professionals, and

unstoppable tenacity in the face of

challenge. Vivacious personality with

energy that serves to build rapport with

gatekeepers and clients. Open to working in

a new sales industry as well.

SKILLS

-Sales -Communication/Customer Service

-New Product Launch -Respiratory Care Management

-Solution Selling -Microsoft Teams/Zoom meetimgs

-Conferences -CRM/Salesforce/Parachute/Concur Platforms

-Prospecting/Cold Calling -Pipeline Development

-Co-travel Training/Mentorship -Teamwork/Collaboration

-Sales Advisory Panel -Strategic Account Management

-Territory Management -VGM & Badger Data

PROFESSIONAL EXPERIENCE

ELECTROMED INC. Jan. 2022-Present

Clinical Area Manager- New York State representative for a leading “High Frequency Chest Wall Oscillating” vest therapy company. They are a one product focused company with two areas of focus: patient referral set ups/continuum of care and patient utilization in an institutional setting. My client base consists of: adult and pediatric pulmonary clinics, cystic fibrosis clinics, VA’s, hospital respiratory therapy departments, hospital care management/discharge planning departments as well as nursing home/rehabilitation facilities. I cover all of New York state except New York City and up until two years ago, I covered the Albany New York territory.

Some Hospital affiliations include: URMC/Strong, Rochester Regional Health, Bassett Health, Guthrie, St. Joseph’s Health, SUNY Upstate, UBMD, BMG, GLPP, UHS Wilson, Arnot Ogden Medical Center and Kaleida Health. Accomplishments:

-First Year, increased the referral-based market share by 60% by outselling competitors such as Hillrom/Baxter, Respirtech and Afflovest. CEO Club Award.

-Second & Third Years-received 100% Plus To Quota Buster Award, NE MVP Award and the Powerhouse Account Award.

-Second Year-chosen for the Sales Advisory Panel group.

-Meeting and exceeding monthly quotas.

Duties: -

-I have maintained relationships and built rapport with an existing client base as well as any new clients and that includes doctors, nurse practitioners, physician assistants, nurses, medical assistants, respiratory therapists and educators/coordinators.

-I have prospected and been successful with using VGM data to obtain new business.

-I utilize the Badger platform for routing calls in my territory as well using it as an additional prospecting tool.

-I utilize the online ordering platform called Parachute.

-I manage my territory daily as well as scheduling my own meetings.

-Responsible for 25-30 calls a week & entering those calls into the CRM Platform.

(New Platform -Salesforce implementation starts July 2025).

-I perform ongoing and weekly product education, share and review marketing materials, case studies and perform presentations and demos.

-I assist in training new Clinical Area Managers that co-travel with me.

-I assist in orchestrating the role plays for the Monday morning Regional Meetings.

-Attend annual Respiratory conferences.

-Assisted in launching their newest updated device called “The Clearway”. AIRGAS – July 2021-Jan. 2022

Clinical Area Manager-Airgas is the leader in the compressed gas industry, welding/welding supplies/welding safety and #2 in the country for safety PPE products.

Primary products included: compressed gases, cylinders, bulk/micro bulk, welding equipment/welding supplies/welding safety equipment and all types of safety/PPE equipment.

My client base consisted of: hospitals/medical offices, labs, food plants, manufacturers, industrial, fabrication, welding, farms, hemp industries, aero space industry and so forth. The New York State counties that I covered were Ontario, Wayne and parts of Seneca and Cayuga.

Accomplishments:

-First seven months, I had success in signing ten new safety/ppe equipment contracts with three of them purchasing separate vending machine units.

-First five months, I assisted in implementing, negotiating and closing a substantial contract to add on additional cylinders and compressed gases in an existing client’s facility. --

-A unique challenge that I had to overcome was that most established clients did not know that Airgas offered safety/PPE products and equipment. I put a strong focus on those product lines and had a great deal of success in receiving that additional business.

Duties:

-I obtained and continued to manage a relationship with an existing client base.

-I prospected daily and utilized our sales operation site platform to research those prospects to bring in new business. -

-I was on my own the 1st three months with Airgas until the Account Manager training program started. I took it upon myself within the 1st three months to facilitate co-travels with Account Managers on my team so that I could educate myself and learn from others in the field.

-As soon as my business cards were received, I took it upon myself to get out in the field and introduce myself to existing clients as well as cold calling on new prospects and I was successful in receiving continued and new business.

-I participated in product training, sales track training and SAP training (which they used for orchestrating quotes).

-I was responsible for performing 5-6 calls a day and entering them into the company’s online Salesforce platform.

LINCARE INC.- Nov. 2007-July 2021

Account Executive- Lincare is the national leader in Durable Medical Equipment with a primary focus on respiratory devices.

Primary products, supplies and equipment include: CPAP and Bi-level, Non- Invasive Ventilators, compressor, concentrator, PT/INR kits, portable/stationary gas and liquid systems, nebulizer therapy, respiratory medications, Enteral, educational programs for COPD and CHF patients, and durable medical equipment. My client base consisted of; primary care physicians, cardiologists, pulmonologists, respiratory therapists, otolaryngologists, sleep labs, (ENT’s) ear nose & throat, nursing homes, assisted living facilities and hospitals in four-county territory that includes Ontario, Seneca, Wayne and Yates. Hospital customers included Newark Wayne Community-Rochester Regional Health, FF Thompson-UR Medicine, Geneva General-FLH Medical, Clifton Springs-Rochester Regional Health, and Soldiers & Sailors-FLH Medical.

Accomplishments:

- More than tripled sales in the 1st three years, expanding provider and patient base by 85+%. -

-Played key role in reversing losses. Elevated number of O2 patients (primary customer) from 200 to 1,500 plus+. This sales growth necessitated an office staff increase of 75%.

-Increased market share within territory by outselling competitors and winning their customers; verifiably seized shares from Apria, Quinlan’s, Upstate, Respiratory Services and Community Care Partners. Assisted in the development of Lincare purchasing 2 local DME companies (Monroe Oxygen & American Home Patient).

-Balanced teamwork with competition. Unconventional structure of overlapping and competing territories demands unique strategies to differentiate each competing Lincare office.

-Assisted in new product launches-MDINR and Non-Invasive Ventilators Duties:

- Established and maintained a relationship with referral sources in the medical community. Obtained quota of monthly referrals for all major product lines. Unique Challenge: Assumed role immediately following termination of rep engaged in unethical practices. Reversed negative reputation of Lincare name in the territory and subsequently regained trust of both medical community and patients.

- Uncovered and developed referral leads; call on 60-70 sources weekly-a demanding challenge requiring extensive travel and impeccable time management. Sales and retention results materialized into routine office bonuses awarded by corporate.

- Conducted meetings to educate referral sources and patients in the use and application of Lincare equipment. Met with sources in arranged meetings and informally.

- Performed competitive analysis to gain comparative understanding of offerings among similar providers; continually evolve strategies based on ongoing research and marketplace diligence.

- Understand and provide information on Medicare and insurance procedures, pricing information, and product specs to referral sources.

- Obtained, managed and submitted documentations to facilitate billing reimbursements. -

Utilized the online ordering platform Parachute as well as Saleforce to enter all sales calls.

VOLUNTEER ACTIVITIES

Board of Directors, Ontario County Humane Society (2001 to 2006) Member, Humane Society U.S.

Member, ASPCA U.S.

EDUCATION

STATE UNIVERSITY OF NEW YORK AT BROCKPORT

Bachelor of Science in Communications-1992

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