Charleston, SC *9414
Objective: Seeking a client development and account management opportunity.
VWR International (West Chester, PA) 2009 - 2010
Account Representative – Augusta, GA/Aiken * 2004 -2006
VWR International is a Lab and Scientific Supplier that distributes products for over 700 manufactures such as Corning, Baxter Healthcare, Pall Life Science, Promega, Kimberly Clark, Thermo, and Revco.
Biohazard Cabinets, Lab Chairs, Centrifuges, RNA/DNA kits and reagents, and Pipettes/Tips are just s few of the various products that I represented.
VWR has four major areas of concentration which are Educational labs, Clinical Labs,
Biotech/Pharmaceutical Labs and Industrial Labs
My role as Account Representative included:
- Be responsible and achieve over 1.5 million dollars in sales by calling on laboratories of current customers and cold calling potential customers within the research, medical, and manufacturing fields. I also conducted various mini trade shows and lunch and learn throughout my territory in order to educate customers about the wide range of products that VWR had to offer.
During my tenure with the company I achieved:
•100% to Plan Club November and December with 147.91% ‘04
•39.6% over plan in Sales Growth and 40.8% over plan in RGM Growth
for the month of January ‘05
•Third Party region leader July, August, and September ’05
•March, June, August, and September regional gross margin leader ‘05
•Succeeded in total conversion of 5 accounts from the competition
•Obtained a National Contract for the company with multiple locations with
sole responsibility for pricing and contract negotiation
•Have acquired over 18 accounts that were not buying from VWR through cold-calling
•Secured State Contract at the Medical College of Georgia (one of two vendors - there were nine)
* Worked for the corporation twice. Left on excellent terms.
Zoll Medical Corporation (Chelmsford, MA) 2006 - 2009
Territory Manager – South Carolina & Eastern GA
Zoll Medical is a manufacturer of defibrillators and resuscitation equipment for emergency medical services and hospitals, their primary market includes Cardiac Surgeons, Cardiologists, Electro-Physiologists, Internists, ED Physicians, Trauma Physicians, Critical Care Nurses, Paramedics, Firefighters, and EMS Directors.
- Conducting sales processes including orally presenting information on patient vital sign monitoring, cardiac defibrillation, cardiac pacing and AHA guidelines. Build relationships with the customers so that they knew who Zoll was as a company and why our equipment was superior to the competitors.
My role as a Territory Manager included:
- Being responsible for managing major accounts for hospital and prehospital markets for GA and SC. Managed accounts through our intercompany sales programs as well as attending multiple trade shows in order to generate new leads and grow visibility with current customers.
During my tenure with the company I accomplished the following:
•Was awarded the One Million Dollar Achievement award in 2008
•Member of Region of the Year Team in 2008
•Successfully converted 6 competitive accounts within the first 15 months of employment
•Achieved Territory Growth of 30% in 2008
•Sold 9,789.00 dollars of equipment and consumables within first 8 months during 2009
Xpedx, A Division of International Paper (Charleston, SC) 1998 - 2004
Account Representative-Packaging Supplies
Xpedx is a distributor of Paper and Packaging supplies with over 300 suppliers such as Mead Paper, Rubbermaid, and Kimberly Clark
•Responsible for sales of over $1 million
•D-Month Sales Winner 2001 and Employee of the quarter 1999
•Contributed to division winning 2nd place in small divisions during D-Month 2001
•Division leader in sales and gross profit of new accounts in 2003
•Increased revenues of current account base annually by 20% for 3 years
•Landed a multi-million dollar national account that is shared by 2 other divisions
•Grew account base from 30 to 80 within 2 years
BA, Communications/ Speech Minor, Augusta State University (Augusta, GA) 1993
•Numerous business, management and computer courses and seminars
•PrintWise, ProfitWise, SupplyWise and Graphic Arts training program
•DPS, Advanced DPS, and Max sales training course
•Xpedx.com eBusiness sales team
•Spin Selling, Getting to Yes
•Customer Centric Selling
I held additional positions prior to 2004 and I am able to provide details of those positions upon request.