Sales Manager
Resume:
KIMBERLY A. GUINN Res: 423-***-**** / Cell: 423-***-****
**** ******* ***, ************, ** 37659 *********@***.***
SALES MANAGEMENT EXECUTIVE
Healthcare Manufacturing & Distribution / Surgical Device & Instrument Sales
Proactive, results-oriented executive with more than 15 years of medical and surgical sales experience developing sales strategies and driving revenue growth within hospitals, surgical centers, and buying groups. Proven leadership in problem solving, business development, account management, and customer relationship building. Consistently achieve top 10% status as a sales leader able to conceptualize and communicate new sales initiatives and products. Possess solid foundation in startup situations, teambuilding, resource management, and growth strategies, managing sales representatives and large territories, and accelerating top- and bottom-line performance.
CORE QUALIFICATIONS
Sales Cycle / Product Management Teambuilding & Deployment Sales Process Improvement
Product Identification & Penetration New Product Introduction Strategic Partnerships
Cross-Functional Leadership Staff Development & Training Technology Integration
PROFESSIONAL EXPERIENCE
VICE PRESIDENT OF SALES & MARKETING, SURGICAL ENERGIES, INC., Jonesborough, TN 2000 – Present
Regional distributor of materials, equipment, and disposable products to hospitals, surgery centers, physicians, and clinic end-users.
Ensure success within all aspects of sales and marketing management. Identify new niche products and healthcare services and manage product portfolio, achieving all sales targets with focus on surgical centers and hospitals. Communicate extensively with customers and vendors.
Selected Achievements
Grew sales from startup to $1.5 million within first year. Leveraged customer relationships and product diversity to increase market penetration.
Achieved 41% month-to-month sales growth through reengineering product mix and improving marketing strategies.
Quadrupled number of companies utilizing new products through design of new financing programs.
Improved policy and procedure compliance and reduced operating costs more than 27% through outsourcing solutions.
TERRITORY MANAGER, GYRUS ACMI, Minneapolis, MN 2003 – 2007
$2.9 billion global manufacturer of electrosurgical products. Acquired by Olympus Corporation in 2007.
Directed market and sales management, ensuring revenue growth and customer satisfaction. Managed electrosurgical products from development to direct market and key surgeons within marketed territory, maximizing sales growth.
Selected Achievements
Increased territory sales 397%, leading to a 31% overall company growth rate, through training and education of team members and end-users.
Achieved 33.5% year-to-year sales growth through improved product diversity and control of follow-up throughout sales cycle.
Improved capital equipment sales 25% by developing and implementing new product procurement options.
Generated $295,000 in new revenues, exceeding territory target growth objectives 45%.
Realized 67.4% increase in market penetration from previous year by applying market-branding strategies.
Projected $300 million in new revenue in three years from successful launch of new major product.
PRODUCTION MANAGER, CIMTEK COMMERCE, Johnson City, TN 1999 – 2000
Internet supply chain management solution provider serving the healthcare sector encompassing manufacturers, distributors, and end-users.
Assisted programmers within development of itemization program for healthcare products to be created by keyword assumption. Developed Product Production Group to itemize and list products within Web design. Hired and managed eight team members to begin the process. Grew team members to 25 within five months. Promoted to sales and marketing department. Established new distributors in search of new techniques to bring product to market.
Selected Achievements
Avoided 30% operating loss by implementing technology enhancements to complete vendor and distributor relationships and production deadlines.
Exceeded sales expectation 50% through development of internal and external sales relationship opportunities.
Met sales and production targets within deadline through development of team improvement programs and team commitment to common corporate goals.
Generated millions of dollars in venture financing through on-time completion of trade show product presentation.
DIRECTOR OF ANCILLARY SERVICES, UNIPHY HEALTHCARE, Johnson City, TN 1997 – 1999
Large diverse physician group with internal medicine physicians, gynecologists, surgeons, and family practice physician group.
Identified and built feasibility plan for an internal laboratory and imaging center for physician group.
Selected Achievement
Achieved on-time rollout of startup lab operation, researching the business model encompassing build out, equipment acquisition, staffing, full implementation, and rollout.
TECHNICAL SPECIALIST, PHILIPS MEDICAL SYSTEMS, Shelton, CT 1988 – 1998
Leading manufacturer of global radiological imaging systems.
Created and implemented MRI help desk that identified customer requirements.
Selected Achievements
Validated MRI system for client, resulting in $35 million in additional sales.
Increased sales 40% within first year of implementation of sales specialists.
EDUCATION / CERTIFICATIONS
MASTER OF HEALTHCARE ADMINISTRATION, EAST TENNESSEE STATE UNIVERSITY, Johnson City, TN
BACHELOR OF SCIENCE IN BUSINESS & HEALTHCARE, EAST TENNESSEE STATE UNIVERSITY, Johnson City, TN
ASSOCIATE DEGREE IN APPLIED SCIENCE & RADIOLOGY, EAST TENNESSEE STATE UNIVERSITY, Johnson City, TN
NATIONAL BOARD CERTIFIED TECHNOLOGIST, ARRT (R), AMERICAN REGISTERED RADIOGRAPHIC RADIOLOGY
NATIONAL BOARD CERTIFIED MRI TECHNOLOGIST, ARRT (MR), AMERICAN REGISTERED RADIOGRAPHIC RADIOLOGY
PROFESSIONAL ACTIVITIES & AWARDS
Publications
Magnetic Resonance Artifacts, Radiological Society of North America, 1994
Magnetic Resonance Angiography: A Practical Approach, McGraw-Hill, 1993
Awards
President’s Board, Gyrus ACMI Medical, 2006, 2005, 2004
Management Award, Philips Medical Systems, 1992
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