Account Executive Sales

LINDA LEIGH DONOFRIO

** ***** ****

Reading, Pennsylvania 19606

Cellular: 610-***-****

Email: *****@***.***

SUMMARY: My greatest accomplishment during my tenure as both a Pharmaceutical Sales and a Medical Device Representative was my ability to successfully cultivate a non-existent territory into a highly-performing territory in a short period of time. While at CollaGenex Pharmaceuticals, Inc., I grew a non-producing territory from $190,000/year to over $900,000/year in four years, while I simultaneously functioned as the District Trainer. After 12 years of territory sales, I created my own niche dental distributorship called Dental Girl to utilize my experience and contacts in the fields of dentistry, specifically in Periodontics and Implantology.

COMPETENCIES: Experience in selling Implants, Bone, Tissue, Regeneration Products, Dental Pharmaceuticals, Locally-Applied Anti-Microbials, Dental Disposables including Periodontal and Caries Preventatives, Whitening, Sensitivity Solutions; Training Sales Representatives on Selling Skills, Territory Management and Positioning of products; Creation of a brand, logo, website and marketing plan for my own dental distributorship; Strong presentation skills, and ability to create Power Points and training programs.

EXPERIENCE

March 2011- OWNER/PRESIDENT

Present DENTAL GIRL

Reading, Pennsylvania

www.dgdentalgirl.com

Created a niche dental distributorship featuring periodontal and implant maintenance products including hygiene products for recall visits, homecare and peri-implantitis/ Responsibilities included creation of a brand, logo and marketing; implementation of business and marketing plan; identified and secured distributorship of products to fill the need of Implant/Periodontal Maintenance; creation of a website and securing Key Opinion Leaders to provide protocols and presentations in order to sell products from clinical recommendations/ Presented at Study Clubs, Residency programs and office Lunch & Learns/ Collaborated with clinicians to establish two Pilot Clinical Trials utilizing products in Peri-Implantitis and Implant Maintenance in new applications, creating a study protocol and collecting data. Product lines sold include: PerioChip, Adrian Pharmaceuticals, Whiter Image, Doc Froc Anti-Bacterial Scrubs, Micro Dental Labs.

November 2008- TERRITORY MANAGER

March 2011 MIS IMPLANTS

Bergen County, NJ Philadelphia to Pittsburgh, South NJ territory

Direct-sale of dental implants, surgical instruments and bone/ Direct–sale of PerioChip, locally-applied anti-microbial therapy for periodontal disease/ Identified KOL (Key Opinion Leaders) for presentations and trained them to present on the products/ Achieved sales goals on a monthly basis/ Sold a “generic” Israeli brand implant against well-known market leaders/ Assisted surgeons at implant surgeries, sinus augmentations, served as a consultant to the doctors chairside and in sales calls.

March 2008- TERRITORY MANAGER

November 2008 TOLMAR, INC

Fort Collins, CO Philadelphia to Harrisburg to DE to NJ Territory

Successfully re-launched 3 Direct-Sale Dental products for Periodontal Maintenance, Guided Tissue and Bone Regeneration procedures to General Dentists, Periodontists and Oral Surgeons/ Integral part of territory profiling, organization & marketing/ Assisted in creating product knowledge training program for new hires/ Achieved 113% to goal for 1st quarter forecast April-June 2008/Mentored other sales representatives

May 2006- PRODUCT SUPPORT SPECIALIST

March 2008 BIOHORIZONS IMPLANT SYSTEMS, INC

Birmingham, AL Philadelphia to South Jersey to DE Territory

Successfully sold a complete line of Oral Reconstructive Products including Dental Implants, Surgical Equipment, Bone and Tissue Regeneration Products to Dental Surgical Professionals / Achieved 112% to forecast on all products for 2007/Converted over 10 new surgical accounts in the first 12 months/Awarded President’s Circle for 2007 for outstanding sales/ Candidate for Rookie of the Year for 2007/ Sold 360K against a forecast of 320K in implant sales in 2007/ Attended and worked at implant courses at the prestigious Misch International Implant Institute/ Worked with the Graduate Periodontal Residency program at Temple University’s Kornberg School of Dentistry providing the residents Lunch and Learns on BioHorizons Product line product line/ Competencies in presenting implant line against competition, assisting doctors in surgical settings, selling Grafton, Mineross, Alloderm and HuFriedy instruments.

June 2005- PREVENTIVE CARE CONSULTANT

May 2006 OMNII ORAL PHARMACEUTICALS, INC./3M DENTAL

West Palm Beach, FL Philadelphia to Northeast PA to DE Territory

Presented 25 prescription-level dental pharmaceuticals to dental professionals via direct-sales in the categories of Periodontics, Caries, and Sensitivity Prevention for use in office and to dispense to patients/ Consistently met monthly quotas while growing territory/ Created and suggested viable office protocols for new therapies via staff presentations, lunch and learns and utilizing local advocates in the dental field/ Completed Professional Selling Skills training successfully/ Identified patient types for each particular therapy

February 2000- PROFESSIONAL PHARMACEUTICAL REPRESENTATIVE

May 2005 COLLAGENEX PHARMACEUTICALS, INC.

Newtown, PA Philadelphia to Harrisburg to DE Territory

Successfully marketed both prescription and direct-sale pharmaceuticals to Periodontists, Prosthodontists, General Dentists and Oral Surgeons as well as to Dermatologists / Products Sold included Periostat, Atridox, Atrisorb, Vioxx, Pandel and Avar/

Grew a $190,000/yr territory to over $900,000/yr from February 2000 to May 2005/ District Trainer to the Philadelphia Region from May 2002 to May 2005, training new hires in Selling Skills, Product Knowledge, Territory Organization, Face to Face & Phone Interviews/ Received the Star Award twice: 2nd Quarter of 2000 and 2nd Quarter of 2002/ Career Pathways: Graduated to Level 2 Professional Rep/ Facilitated a Selling Skills Workshop on Handling Indifferent Customers at the June 2001 National Sales Meeting in Houston, TX/ Received Special Representative Recognition Bonus in October 2000 for top-performing sales representatives (Top 10%)/ Created an automated Sales Force Program with Design Team/ Successfully cultivated multiple Key Opinion Leaders as local Advocates and Thought-Leaders for the product line/ Managed a large territory effectively and cost-efficiently

May 1999- PHARMACEUTICAL SALES REPRESENTATIVE

February 2000 ORGANON, INC.

West Orange, NJ Reading, Lancaster, and Harrisburg Territory

Successfully represented Oral Contraceptives to OB/GYN’s via sampling, detailing and rapport-building/ Ranked 11 out of 65 representatives in Region on TRX growth/ Completed three levels of product knowledge and selling skills in the 90% of scores/ Identified Key Opinion Leaders in the territory for presentations and Study Club lectures.

February 1997- CORPORATE ACCOUNT EXECUTIVE

May 1999 CELLULAR ONE/AT&T

Wyomissing, PA Reading Territory

Represented cellular, paging and wireless products to mid-sized and large business accounts/ Promoted after one year from Territory Account Executive to Corporate Account Executive, handling Fortune 500 business accounts/ Top Account Executive in Paging Activations First Quarter 1998/ Top Account Executive in Digital Activations Third Quarter 1998/ Top Account Executive in Highest Access Revenue Third Quarter 1998/ Top Account Executive based on Average Access Revenue Third Quarter 1998/ Elite of Vanguard Award (the highest award possible) for Access Revenue in excess of $4,000 in Sept 1998

June 1995- CORPORATE ACCOUNT EXECUTIVE

February 1997 LEHIGH VALLEY PAGE

Allentown, PA Reading to Allentown Territory

Successfully marketed paging products and service via prospecting, sales demonstrations, telemarketing and lunch presentations/ Created viable solutions top business needs for communication/ Consistently achieved and surpassed monthly quotas after 30 days.

AWARDS

BioHorizons Implant Systems President’s Circle Award 2007

BioHorizons Implant Systems Nomination for Rookie of the Year for 2007

CollaGenex Pharmaceuticals Star Award 2nd Quarter of 2000

CollaGenex Pharmaceuticals Star Award 2nd Quarter of 2002

CollaGenex Pharmaceuticals Special Recognition Bonus 2000

Cellular One Top Account Executive in Paging Revenue First Quarter 1998

Cellular One Top Account Executive in Digital Revenue Third Quarter 1998

Cellular One Top Account Executive in Highest Access Revenue Third Quarter 1998

Cellular One Top Account Executive based on Average Access Revenue Third Quarter 1998

Cellular One Elite of Vanguard Award for Access Revenue September 1998

EDUCATION

September 1986- UNIVERSITY OF DELAWARE

May 1990 Bachelor of Arts in English

Newark, Delaware

REFERENCES

Available upon request

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