Sales Manager
Resume:
WILLIAM J. CIOFFI * Autumn Drive
Danbury, CT ****1
g9o5zz@r.postjobfree.com
www.linkedin.com/pub/billcioffi
SALES AND MARKETING LEADER - Architect in developing successful sales and marketing campaigns promoting products/services with a proven ability to execute high-level strategies, educate/motivate sales force, and a recognized valued partner to senior management. Focused experience in healthcare industry, specifically diagnostic radiography.
Proactive and astute team player with the vision and demonstrated skills to effectively manage critical challenges. Relationship builder with key customers and industry luminaries. A talented communicator, corporate liaison, and influencer. Strong communication / collaboration skills with key accounts, company consultants, and legal counsel.
Knowledgeable of industry and its’ trends, sales / marketing tools with demonstrated business to business experience identifying new and strategic initiatives that yielded substantial ($M’s) results. Experience includes:
Customer Relations / Key Account Management / Business Development / Solution Selling / Lead Generation / Sales Analysis / Product Introduction / Forecasting / Marketing Communications / CRM Sales Implementation / Product Branding / Motivational Skills / Vendor Relations / Project Management / Field Testing / Expense Analysis / Clinical Acumen / Profit Maximization / Trade Show Management / Sales Promotions / Effective Presentation Skills
EXPERIENCE
Fuji Medical Systems, USA, Inc, Stamford, CT 1986 - 2010
During tenure company grew from <50 employees (Pyne X-ray) to major industry player and >1000 employees.
SALES OPERATIONS MANAGER (2005 - 2010)
• Led sales operations of > $150M for the medical imaging (digital) and PACS direct sales division.
• Championed sales training which included product, technical and soft skills training to as many as 100 sales professionals at 3 levels.
o Utilized varied methodologies designed to enhance sales learning process
o Assessed needs, designed curriculum and incorporated best practices in coordination with senior sales, marketing and marketing communications management
• Standardized system for utilization of demo equipment including the development & implementation of SOP’s which defined customer needs allowing for the design of customized configurations increasing bookings by 30%.
• Held key team role to devise/implement a strategic plan that increased qualified leads by 50%, and administered sales initiatives within major trade shows and industry meetings.
MANAGER OF STRATEGIC ACCOUNTS, WOMEN’S HEALTHCARE IMAGING (2006 - 2008)
(Concurrent with above)
• Developed & implemented effective sales strategies that increased market share of digital mammography.
• Cultivated luminary fellowships for women’s healthcare imaging which led to gaining luminary endorsement of company digital mammography and related information technologies, test/show sites, and selling strategies.
• Put into practice sponsorships and clinical collaborations increasing industry product awareness.
• Created an expert consultant resource.
NATIONAL MARKETING MANAGER, WOMEN’S HEALTHCARE IMAGING (2000 - 2005)
• Introduced Fuji digital mammography (CR-M) to the industry.
o Helped develop a clinical study protocol as part of the FDA approval process, establishing high visibility clinical trial sites - Mayo Clinic, UCLA & University of Chicago
o Negotiated contracts and research agreements for CR-M test sites
o Gained company/product endorsement of industry luminaries
o Effort led to sales > $50M the 1st full year of product’s availability to the market
WILLIAM J. CIOFFI 203-***-****
Page 2 g9o5zz@r.postjobfree.com
NATIONAL MARKETING MANAGER, CONVENTIONAL IMAGING SYSTEMS (1998 - 2000)
• Marketed analog imaging products contributing > $225M in sales
• Oversaw field testing of new x-ray film products .
• Led the market launch of > 15 new products.
MARKETING MANAGER, MAMMOGRAPHY SYSTEMS (1991 - 1998)
• Created branding of company’s 1st mammography imaging system (UltiMA®), complemented with a Quality Assurance Management System.
o This resulted in growth of company mammography film sales from $2.4M to $26M per annum within 5 years, representing an increase in market share from 0.5% to 15%
MARKETING SERVICES MANAGER (1987 - 1991)
• Instituted and oversaw company public relations program and developed an aggressive trade show strategy. This involved managing a $2M+ communications budget, establishing strong relationships with editors, heads of radiological societies and trade show management along with creating powerful exhibit design elements and tradeshow audience participation programs.
• Held key role in putting the company in the top 10 most recognized at major industry trade shows.
ADDITIONAL EMPLOYMENT
Pyne X-ray Corp, Larchmont, NY - PRODUCT MANAGER
Yonkers General Hospital, Yonkers, NY - X-RAY TECHNOLOGIST- SPECIAL PROCEDURES
EDUCATION
Applied Associate Degree, Radiologic Technology, Westchester Community College, Valhalla, NY
Business Administration - Marketing, Mercy College, Yonkers, NY
Marketing Courses – American Management Academy, NY, NY
Continuing Education (1000+ hours) in General Radiography, CR, PACS & Mammography
MILITARY
UNITED STATES AIR FORCE - Awarded Vietnam Service and Campaign Medals
AFFILIATIONS / MEMBERSHIPS
American Registry of Radiologic Technologists (current)
Medical Marketing Association, 2000-2005
Distinguished Member - Who's Who Registry of Business Leaders, 1995-96
Radiological Society of North America, Executive & Technical Exhibits Committee, 1996-99
American College of Radiology Centennial Public Relations Committee, 1995-96
Photographic & Imaging Manufacturers Association, Global and U.S.
X-ray Film Statistical Survey Committee, 1998-2000
PUBLICATIONS
Fuji CR-M, Introduction and Principals - Advance for Administrators in Radiology
Fuji CR-M, Digital Image Processing - Advance for Administrators in Radiology
AWARDS
Winner - Most Creative Ad Design, Fuji Medical Systems
BC&MA-LA West Award for Best Communication Program
Exhibitor Magazine Silver Award, Exhibit Design Awards
Multiple BMA Pro-Comm awards
Medical Marketing Association, Silver Award, Best Ad
Recognized for Excellence in Corporate Support (Fuji)
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