Michael H. Kramer
P.O. Box **
East Northport, N.Y. 11731
Summary of Qualifications
Sales Professional with extensive track record of success with professional customer base. Expert knowledge of the legal market especially related to continuing legal education (CLE), technology tools and reference / research products. Skilled in design and implementation of sales plans, development of sales collateral, and implementation of customer relationship management (CRM) systems. Effective recruiter, mentor and coach of high performance teams focused on cultivation of new accounts and customer relationships to exceed sales goals.
Novus Scientific Inc. – Canton, MA Jan. 2011 - Present
Sales Consultant: Responsible for introduction and sales of TIGR Matrix Surgical Mesh, a revolutionary long term resorbable synthetic mesh for reinforcement of soft tissue where weakness exists. Emphasis is on particularly challenging cases and patients with impaired healing capacity or where the risks associated with permanent are high. Focused call points include: key opinion leaders and top general, plastic, and gynecologic surgeons in the NY as well as hospital administrations and in-service OR Nurses in facilities throughout the NY metropolitan area.
Successfully initiated product evaluations by multiple Chiefs of Surgery throughout the area.
Introduced TIGR to Hospital Product Committees and Materials Management / Supply Chain teams for approval.
Currently driving approval process at every hospital system on Long Island, NY.
Fully credentialed with VCS and Reptrax to work in the Operating Room environment,
Regenesis Biomedical Inc. – Scottsdale, AZ Jan. 2010 – Dec. 2010
Sales and Clinical Support Territory Manager: Responsible for sales and support of advanced wound care modalities within Veterans Administration VISN 3 territory supporting administrators, clinicians and patients directly.
Increased number of Pulsed Radio Frequency (PRFE) prescribing physicians by 230% and ranked #2 in Negative Pressure Wound Therapy stack ranking as a result of penetrating new facilities and additional departments.
Successfully introduced, demonstrated & supported Bronx SCI demo through to Equipment Committee approval.
Successfully introduced Kalypto NPWT to East Orange Peripheral Vascular Surgeon and wound care team.
Lead the company in activity and physician interest in novel long term resorbable synthetic surgical mesh.
West Legalworks – a Thomson Reuters company, New York, NY 2007 - Oct. 2009
Director of Sales: Managed and expanded Sponsorship and Delegate (audience development) sale teams. Developed and implemented sales plan and coordinated efforts with Marketing, Program Management and Operations Departments to successfully create and execute continuing education conferences, webcasts and print materials for business of law, practice of law and government contracting conferences.
Exceeded $4.7 million sales plan by active management of inside sales representatives and standardizing pricing policy and fitting customer needs to appropriate events. YOY increases of 19.3% revenue, 14% operating income.
Coordinated transition of internal accounts to sales department and directly managed key customer relationships resulting in 8% cost savings to company and eliminated unprofitable sales to legacy key account.
Generated $210,000 with the successful launch of new live event, two new magazines and sponsored webcasts.
Focused audience development team on only revenue producing sales effort resulting in 14% growth.
Maintained departmental focus through integration of four business units and relocation to continue sales effort.
CausaFirma LLC, New York, NY 2006 - 2007
National Accounts Manager: Developed and implemented initial sales strategy for new company that provided comprehensive court reporting and trial presentation and technology services.
Developed sales action plan and implemented it in the east coast territory resulting in over $120,000 in sales.
Refined sales collateral and presentation strategy to educate prospects and convert them to customers.
AmLaw Imaging, New York, NY 2005 - 2006
National Sales Manager: Worked directly with CMO and CEO of early stage litigation support / electronic discovery company. Recruited to develop the infrastructure and operations of the sales team and directly sell to expanded customer base prior to any other formal business development effort.
Developed sales organization structure, and implemented sales strategy, sales automation, reporting, and policy.
Recruited, hired, trained and managed the new sales team plus customer service representatives.
Worked closely with CMO to develop sales collateral and create synergistic company alliances.
American LegalNet / U.S. CourtForms, Los Angeles, CA 2004 – 2005
Director of Sales and Marketing: Reported directly to the CEO and responsible for numerous activities related to sales, sales management and sales operations. Developed the infrastructure and managed new sales team plus worked directly with major accounts to initiate and coordinate sales efforts.
Recruited, hired, trained and managed the national field sales team to achieve company growth goals.
Created and implemented sales reporting, prospect tracking, and sales forecasting systems.
Defined sales territories, individual representative quotas, and developed sales compensation model.
LexisNexis / Matthew Bender Co., New York, NY 1991 – 2004
Senior Regional Sales Manager: 2002-2004
Promoted to Senior Sales Manager position as result of consistent sales success as well as several endeavors beyond the normal scope of my position and work on cross-functional teams.
Fostered the development of several team members from Sales Executives through promotion to Regional Sales Manager positions. Subsequently recruited as an RSM Mentor to assist with coaching and development.
Top New York based sales region in 2000, 2001, and 2002.
Worked closely with Market Area VP, Market Planning and Publishing teams to implement sales strategies.
Successful development and implementation of sales pilot programs and national product launches (Shepard’s, Martindale Hubbell, CourtLink, and TimeMatters) resulting in significant focus and growth in new sales.
Regional Sales Manager; 1996-2002
Lead the metropolitan NY sales team to grow $19 million revenue base by increasing retention and closing sales.
Recruited, trained, and coached a team of 13 sales professionals to exceed plan on an on going basis.
Developed and delivered product training programs: “Advanced Product Training: Business and Commercial Products,” “Selling In The Corporate Market,” and “Intellectual Property” at several national sales meetings
Certified facilitator for Professional Selling Skills, conducted 5 training sessions which included 45 participants.
Sales and Marketing Transition Team member responsible for development and implementation of post acquisition integration of multiple sales organizations and product lines.
President’s Club member 1997. Top Region and Sales Manager Of The Year 1997
Key Account Manager; 1992-1996
Exceeded plan for sales and renewal of print / electronic legal reference materials in $2.6 million Manhattan territory.
Leader in technology application and CD-Rom research training, “CD-ROM Certified” top score in company.
“Lab Rat” committee member; developed and tested new sales model and policies for restructured sales model.
President’s Club member 1993, 1994 and 1995, Outstanding Key Account Manager, 1993, N.Y. Region MVP 1994, #1 National Rank and Representative Of The Year 1995, Chairperson; President’s Sales Roundtable 1996.
Account Executive; 1991-1992
Business Information Services, responsible for sales of legal reference material in Manhattan corporate territories.
President’s Club member 1992, Regional Sales Representative of The Year, 1992.
Maxwell Macmillan / Prentice Hall, Englewood Cliffs, NJ 1989 - 1991
Sales Representative; Sold professional / business reference materials in a NY territory. Expert in sales of Tax, Pension, Securities, Banking and Employment Law products. Recipient of numerous sales achievement awards.
EMTEC Sales Inc., East Hanover, NJ 1984 - 1989
Sales Engineer; Represented multiple semiconductor manufacturers and supported franchised distributors.
M.S., Policy Analysis and Management; W. Averell Harriman College,
B.A., Economics and Political Science; College Of Arts and Science, SUNY at Stony Brook
Professional Development and Affiliations
The Counselor Sales Person – January 2010
Telemasters Sales Training – August 2008
Advanced Leadership – Thomson, June 2008
Pepperdine Negotiation Skills Workshop, ‘00 – ‘02
Using Predictive Index ( recruiting/coaching tool), ‘01
Communicating For Success, DISC Model, May ‘98
Managing Reactions To Change, May 1998
Leadership Development Program, CCL, May 1997
Professional Selling Skills, Learning International, ‘97
Superior Sales Management, Brian Tracy, Nov. 1996
Woodbadge For The 21st Century NE II-135, 2004; Staff: NE II-171, ‘07, NE VII-16, ‘09, NE VII-19, ‘10
Attenex Sales Certification - 2006; Discover-e Sales Certification - 2006
Matinecock District Training Chairperson, BSA, Summer 2003 – 2009, District / Council Training Staff 2001 - present
Cubmaster, Pack 312 / Scoutmaster; Assistant Scoutmaster Troop 360 - BSA, Spring 2000 – present
Eagle Scout Award, Boy Scouts Of America, 1979