Sales Manager

Gregory T. Arabatzis

**** ****** ***. ■ Westfield, NJ 07090 ■ 908-***-**** ■ *****@***.***

Senior Sales Management Executive – Alternative / Integrative Medicine

Strategic Marketing & Strategic Planning ■ New Market Development ■ Multi-Channel Distribution

Sales Training & Team Building ■ Leadership & Coaching ■ Distributor Management ■ Medical Marketing

Senior sales management professional with more than 20 years of experience and a track record as a consistent top performer. Built world-class sales teams and exceeded growth objectives in highly competitive markets. Established strong, long-term relationships with medical practitioners and cultivated key opinion leaders to aid in marketing efforts. Enhanced profits through partnership development, sales training, public relations, and distribution management.

Professional Experience

DOUGLAS LABORATORIES, Pittsburgh, PA

Director of Clinical Sales ■ Mar. 2010 – Present

Drive revenue and growth for the Medical Sales Division of the world’s largest producer of nutritional supplements, integrative medicine, and custom formulas. Provide leadership to six regional sales professionals, two regional sales managers, and a national sales force of an additional 18 professionals, while personally managing several key territories (New York, Long Island, Massachusetts, Mid-Atlantic, Virginia, DC, Maryland, and the Carolinas). Market product line to medical practitioners and national distributors.

Instrumental in increasing divisional revenue from $20 million in March 2010 to $22 million in one year; exceeded growth target by 100% by leveraging extensive network of contacts in the medical community and building a first-rate sales force; recognized as the fastest-growing division in the company.

• Realigned sales force by recruiting a team of seasoned professionals with proven records; instituted a formal, cohesive sales training model to ensure consistency and uniformity.

• Played a key role in developing more competitive and tiered pricing structures for the company’s private label product line; increased product revenue 25% by upgrading practitioners to this elite program.

Grew revenue in one of the company’s highest volume regions (New York) by 8% in 2010 with projected growth of an additional 20% in 2011; assumed full responsibility for managing major regions, which resulted in a substantial reduction and salary and benefits costs.

Championed the concept of using webinars to increase visibility for practitioners and promote the company’s products and protocols; enhanced credibility among target audience, which resulted in increased revenue, a larger client base, and added value to participating physicians; created a successful program that consistently drives thousands of visitors to the company’s website each month.

Instrumental in negotiating partnership for the marketing of Corvalen, a product for cellular regeneration for a host of disease states; orchestrated a major deal among senior leadership of both companies; created strategies to integrate the new product line into existing accounts; recruited key opinion leaders for speaker programs and other marketing/educational events.

• Acquired an extensive physician client base through the partnership that provided the company with an entry into many sought-after accounts for cross-sell opportunities.

• Developed a substantial pipeline for Corvalen, which is projected to generate an additional $2.5 million in annual sales, representing a 95% in total sales volume.

• Commended by senior management for engineering the most successful partnership in the company’s 50-year history; selected as a key member of a task force to identify and negotiate additional partnerships.

INTEGRATIVE THERAPEUTICS, Green Bay, WI (2004-2010)

Vice President of Clinical Sales ■ Sept. 2006 – Mar. 2010

Selected by senior management to spearhead sales and marketing efforts for the company’s partnership with Bio-Energy Life Science for a product that treats diverse diagnoses including chronic heart disease, fibromyalgia, glucose regulation, and blood sugar levels. Introduced and promoted company product line to physicians across a wide range of specialties. Effectively penetrated hospital and private practice accounts nationwide. Personally managed the New York and Mid-Atlantic sales region. Directed, motivated, and coached a national sales team.

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Professional Experience

INTEGRATIVE THERAPEUTICS (Continued)

Achieved a 7% increase in sales volume within the first nine months of partnership through effective sales management; mentored sales team in identifying and capitalizing on key opportunities; strengthened sales infrastructure, which enabled the company to expand product line and increase overall profit margin.

• Improved performance of sales team and individual members by redefining sales model, creating a sense of urgency, and ensuring strict adherence to sales projections and objectives.

• Established highly effective speaker program; increased exposure, brand recognition, and volume by cultivating key opinion leaders nationwide; gained exposure on major regional radio talk shows.

• Strengthened communication between outside and inside sales teams; developed a harmonious work environment, which resulted in increased synergy and overall productivity.

• Overhauled a mediocre customer service operation; instituted a proactive, service-oriented philosophy, which increased customer satisfaction and retention.

• Improved inventory management system, which resulted in increased sales volume and service levels; improved operational efficiency and eliminated backorders.

• Personally increased sales volume 6% in the New York and Mid-Atlantic Regions.

Regional Director, 2004-2010

In conjunction with duties as Vice President of Clinical Sales, simultaneously managed the Northeast and Mid-Atlantic Region. Annual territorial sales volume totaled $2.6 million. Introduced and marketed product line to hospitals and a broad range of specialties including orthopedics, oncology, pediatrics, obstetrics, gynecology, urology, and internal medicine. Generated sales through extensive prospecting, networking, and speaker programs. Supervised six sales professionals.

Ranked as #1 Regional Director in 2005-2007 in division (out of 10); earned Top Sales Performer award; achieved 12% growth in 2007 and 21% growth in 2006; assigned additional responsibility for the Mid-Atlantic Region; converted an under-producing territory (- 3% growth) to a profitable region (+12% growth) within nine months in 2006.

• Established accounts and gained formulary acceptance at major medical facilities including Beth Israel, Thomas Jefferson Medical Center, Children’s Hospital of Philadelphia, Cornell Medical Center and Cancer Centers of America; increased penetration by establishing strong client relationships.

• Developed relationships with world-renowned clinicians, which have resulted in collaborative efforts with Integrative; instrumental in forging alliances that have created highly profitable new product lines.

• Landed the division’s single largest client, which generates in excess of $300,000 in sales annually.

• Played a key role in the development of a comprehensive inside sales model; developed systematic processes to create unity in all aspects of the sales process from individual client contact to follow-through; significantly increased efficiency, productivity, sales volume, and internal communication.

HU-FRIEDY MEDICAL, Chicago, IL (1997-2004)

Eastern Regional Sales Director ■ 2003 – 2004

Rapidly promoted from Regional Sales Manager to Eastern Regional Sales Director with this multimillion-dollar international manufacturer of medical and dental instruments to direct entire sales and operations management for 32 states on the East Coast plus California and Nevada on the West Coast. Supervised team of 14 sales professionals and traveled to off-site locations throughout the Eastern Region. Trained, developed and mentored sales force of more than 100 distributor representatives nationwide. Planned, staffed, budgeted, advertised and managed special events. Established National GPO contracts. Represented company at industry trade shows.

Eastern Regional Sales Manager ■ 2001 –2003

Managed sales operations for top-revenue-generating territories on the East Coast. Supervised and developed 14 sales representatives. Directed training programs in sales, competitive negotiation and product familiarization. Prepared reports to track and support incentives for sales force and distributors. Achieved largest single sale in company history.

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Professional Experience

HU-FRIEDY MEDICAL (Continued):

Regional Sales Manager ■ 1997 – 2001

Mentored and directed two independent and three direct reports in NE territories managing a total of eight states. Selected to establish national distribution program contributing to key new account development. Increased gross sales volume over 62% in start up office within twelve months. Secured key contacts at Bellevue, Columbia Medical Center and New York Universities. Assisted in creating public relations and marketing materials, including company webpage.

NOBEL BIOCARE, Chicago, IL

Territory Manager ■ 1996 – 1997

Increased annual sales of implant system from $1.8 million to an average of $2.6 million dollars, a 40% increase, while managing top revenue-generating territory in New York City. Awarded 1996 Sales Manager of the Year.

SUNRISE TECHNOLOGIES, Fremont, CA

Regional Sales Manager ■ 1993 – 1996

Recruited, trained and mentored sales representatives. Conceived and developed institutional marketing programs for all NE territories. Trained distributors and doctors in laser applications and procedures.

COLTENE/WHALEDENT INTERNATIONAL, Mahwah, NJ

Territory Manager/Regional Sales Trainer ■ 1990 – 1993

Assigned to Product and Research Development Committee to examine and review technical improvements and innovations. Developed and organized product review, sales meetings and incentive workshops. Consistently ranked in the top 4% of 50 sales representatives in promotions.

CIRCON ACMI CORPORATION, Stamford, CT

Sales Representative ■ 1987 – 1990

Specialized in sales and service of diversified endoscopic instrumentation. Played key role in media presentation that resulted in landing several major accounts. Ranked #1 of 30 Territory Managers in overall annual revenue in medical video. Worked with specialties including Urology, Orthopedics, OB-GYN, Cardiology, Gastroenterology and General Surgery.

Education & Training

BA in Business and Communications, 1983. William Paterson College, Wayne, New Jersey.

Professional Development: Professional Selling Skills, Selling Against the Competition, Time Management for Sales People and Closing, Working Harder with Michael LeBoeuf and The Fine Art of Questioning.

Professional Affiliations

Associate Fellow – Academy of Osseo Integration Chairperson – American Dental Co-Op Assoc.

Chairperson – Dental Manufacturers Association Associate Chairperson, Medical Manufacturers Assoc.

American Academy of Laser Specialists

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