Account Executive Capital Equipment
Resume:
Randy Reed
Account Executive: Scientific, Research and Medical Capital Equipment & Systems
Tucson, AZ 85704
****@*****.***
SUMMARY OF QUALIFICATIONS
• Twenty-five (25) years of highly successful account management and capital equipment & systems sales
experience in the scientific, research and medical equipment industry.
• Proven track record of dynamic territory development and effective strategic planning and management; solid history of meeting and exceeding sales objectives.
• Consistent ability to identify and cultivate decision makers and key influencers and build effective long term strategic relationships at critical organizational levels.
• Demonstrated success with managing and closing sales of clinical and capital equipment and related information systems; solid grasp of complex financial factors driving large capital expenditures.
• Highly effective consultative and solution-based approach to selling value propositions, customer ROI and business justification.
• Readily adaptable to market changes and new
technologies; confident and competent with overcoming obstacles and making risk management decisions.
• Strong commitment to active participation in
interdepartmental collaboration and the principle of success driven by the strengths of many individual contributors. PROFESSIONAL EXPERIENCE
Account Executive II: Southwest Region
Nova Biomedical, Waltham, MA
2008 – Present
Top ranking account executive delivering sales and support of entire product line in New Mexico, Arizona, Colorado, Utah, Western Nebraska, Western Kansas and El Paso, TX. Products include advanced technology blood testing analyzers, POC diagnostic systems and associated reagent business.
• Promoted to Blood Gas Sales group – all new technology
• 2018 MVP FY2018, exceeded quota bu 115%
• Exceeded fiscal year 2012 annual quota by $2.9 million; exceeded creatinine quota by 274%
• Increased glucose meter business by 100% year over year; recipient of 2013 MVP Award
• Cultivated profitable long term strategic relationships with key decision makers, end users and support staff
• Analyzed customer workflow requirements; designed optimal solutions to streamline and automate processes and achieve positive outcomes for both staff and patients
• Provided comprehensive customer consultation and support on product selection and program development as well as post sale implementation and training activities
• Coordinated with Nova’s middleware business partners, TelCor and Alere, to provide successful implementation and integration with hospital LIS and ADT systems, providing connectivity to Nova Biomedical products and optimized data management solutions
• Proficient and daily user of Sales Force
Manager, Workflow Consulting; Advanced Workflow Group Ventana Medical Systems, Inc., Tucson, AZ
2007 – 2008
• Designed and successfully marketed Vantage Workflow Solution, a novel workflow consulting program based on Lean-Six Sigma principles. The product streamlines and integrates medical laboratory processes, complex information flow and advanced data management leading to cost reductions, increased operating efficiencies, and optimized patient outcomes
Randy Reed
Account Executive: Scientific, Research and Medical Capital Equipment & Systems 2025 West Misty Hollow Lane
Tucson, AZ 85704
****@*****.***
• Consulted with administration, end users and support personnel; conducted in-depth analysis of workflow processes; developed and presented optimization plans and associated products based on customer goals
• Oversaw customer preparation, change management, and installation of the Ventana software management tool specific to anatomic pathology/histology; provided training resources for technncal support staff and end users Laboratory Automation Specialist: Diagnostic Systems Group Olympus America, Inc.; Center Valley, PA
2005 - 2007
• Increased fiscal year 2006 product sales by 200% with the sale of 5 systems to Mayo Clinic
• Coordinated with Instrument Sales Representatives to develop strategies targeting hospital administration and laboratory staff to deliver automated systems products and middleware solutions for interfacing diagnostic system products with customer LIS and ADT systems; managed a territory covering 14 midwest states Eastern Regional Manager: Government Accounts and Contracts Fisher Scientific/HealthCare, Houston, TX
2002 - 2005
• Top ranked regional manager; increased territory government sales by over 50%
• Increased 2003 sales by 13%; increased 2004 sales by 23%; met or exceeded sales margin growth goals
• Developed prime vendor relationships and blanket purchase agreements (BPA) with multiple agency administrations; built and maintained Federal Supply Schedule with VA National Acquisition Center (NAC)
• Managed territory covering government accounts in over 20 Eastern U.S. states; managed representatives calling on Veteran’s Administration Medical Centers (VAMC), Department of Defense locations and Tricare providers Sales Account Manager: Anesthesia Products/Monitoring Philips Medical Systems, Andover, MA
1997 - 2002
• Exceeded or met all sales quotas ranging from $2.3 – 3.1 million for FY 1999 – 2002
• Sold anesthesia monitoring and information systems to market segment including operating rooms, anesthesia recovery, outpatient facilities, labor/birth and critical care; territory point of contact for i-STAT opportunities Account Manager: Patient Monitoring
Siemens Medical Systems, Danvers, MA
1996 - 1997
• Handled complex sales with long cycle times requiring selling to multiple users vertically integrated throughout organization; employed strategic selling for account penetration
• Sold hospital and enterprise-wide monitoring and information systems for critical care, emergency, surgery, cardiology, cath labs and outpatient facilities
Regional Sales Manager: Point-of-Care Blood Analyzers HemoCue, Inc; Mission Viejo, CA
1993 - 1996
• Generated over $1 million in new revenue for 1995
• Increased glucose supply business by 100% in 1994, 1995 and 1996
• Sold blood chemistry hardware and software systems to hospitals, surgical facilities, physicians offices and public health and home care agencies over a 5-state territory; hired, trained and directed regional sales representatives Randy Reed
Account Executive: Scientific, Research and Medical Capital Equipment & Systems 2025 West Misty Hollow Lane
Tucson, AZ 85704
****@*****.***
Territory Manager: Biosensor Chemistry Analyzers
Yellow Springs Instruments; Yellow Springs, OH
1988 - 1992
• Awarded Sales Representative of the Year in 1992 based on revenue and ranking
• Managed a 14 state territory selling scientific research equipment and supplies to pharmaceutical companies, hospitals, food manufacturers, industrial research laboratories and universities; hired, trained, directed and supervised multiple manufacturers representatives
PROFESSIONAL MEMBERSHIPS
American Association for Clinical Chemistry Lifetime Member Point of Care Arizona AACC-Sponsored Member
EDUCATION & PROFESSIONAL DEVELOPMENT
Lodestar Institute Greenbelt Lean Six Sigma Training and Certification Baygroup International Situation Sales Negotiation Mount Sinai School of Medicine Anesthesia Institute for Corporate Education Hewlett-Packard Target Account Selling
Miller Heimann, Inc. Strategic/Conceptual Selling
Wilson Learning Corporation Strategic Selling
Professional Training International, Inc. Guerilla Selling Managing at Mallinkrodt, Inc. Leadership Training Program Advanced Associates Professional Selling Skills
Wright State University Marketing Coursework
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