Account Sales Manager

Cara Tozour MT (ASCP) C

*** ****** **** ******** , ** 08270

Home 609-***-**** Cell 609-***-**** *****@***.***

National Strategic Account Manager – Research / Health Care

BS – Animal Science / Bio Chemistry University of Delaware 1990

Senior Sales Executive successful at establishing the vision and strategies necessary to grow business in Strategic Accounts and Health Care Systems. Expert at creating/capitalizing on building relationships, understanding customers needs, and selling both technically and financially, while negotiating/managing joint ventures and strategic partnerships with multi-million dollar companies. Excel at partnering with all core business operations to significantly increase the company’s foot print, expand market share, and generate sustainable revenue gains. A team builder with strong sales, technical and general management skills

• Developing/Implementing Unified Sales Processes • Territory Management & Revitalizing Stagnate Sales

• Building relationships with C Level Executives • Strategic Business, Market & Sales Planning

• ROI, Value Proposition & Profit Optimization • Cross-Selling Multiple Diagnostic Products

• Establishing Sales Performance & Financial Metrics • National Sales Group Purchasing Organizations

• Competitive Analysis, Positioning & Pricing • Major Account Relationship Building & Retention

PROFESSIONAL EXPERIENCE:

Harlan Laboratories /National Strategic Account Manager- January 2008 to present

Established strategic partnerships/joint ventures and work collaboratively with executive decision makers, procurement, veterinarian staff, and operations. Position research products while demonstrating an understanding for accounts goals and needs. Develop/lead the sales process for accounts. Manage the growth of all existing accounts, implement sales and marketing programs. Report to VP of Strategic Accounts.

• 2010 103% to plan YTD

• 2009 28% Revenue growth over 2008

• 2009 – Achieved largest one time sale in Harlan’s history $650,000

• 2008 -Won back $700,000 in lost animal model business

• Strengthened Harlan’s relationships with key accounts.

Cape Regional Medical Center - Chemistry Diagnostic Lab

Current on Call

Siemens Diagnostics/ Instrument Specialist & Territory Manager- 2005- 2008

Cross sold multiple diagnostic product lines (Chemistry, Immunochemistry, Hematology, and Coagulation). Built relationships with C level executives within organizations and worked collaboratively with procurement and laboratory decision makers. Demonstrated ability to sell both technically and competitively while maintaining company revenue growth and meeting customers desired results.

• 2006 - 103% to territory plan during Siemens acquisition and merger

• 2005 – Winner of 4th quarter Sales Promotion Award for exceeding $250,000 in Chemistry equipment sales in the 4th quarter.

• Only Sales Executive chosen to be a member of the “New Chemistry Instrument Launch Team”.

Roche Diagnostics / Account Manager - 2002- 2005

Hired to develop Philadelphia territory which had been in the bottom of the rankings for the 5 years. Built relationships and reestablished trust in Roche Diagnostics within the territory. Worked with all levels within hospitals and health systems selling multiply diagnostic product lines and health care solutions. Managed team to members to demonstrate Roche Diagnostic’s strengths and ability to meet customer’s current and future needs.

• 6 Values Links Awards - Recognition for Demonstrating Excellence

• 2005 Year to Date 102% to quota – Chemistry

Dade Behring /Siemens Diagnostics - 1999-2002

Established the corporate vision, created a high-profile sales and marketing initiative and successfully closed an 11 hospital IDN on standardizing to Dade Coagulation equipment. Managed the growth of all existing accounts, implemented sales and marketing programs. Major role in helping Dade reach the # 2 market share (ranking) position within both North American and the industry, despite strong competition from competitors with competitive products in a highly saturated market

2002 - Rank #2 in Coagulation Instrument Sales

2001 - Rank #2 in Coagulation Instrument Sales

2002-2001 - Exceeded reagent plan by 10 % two consecutive years

2001 Commitment to Excellence Award – Management Recognition

Seradyn/Alexon Trend - Sales Associate 1998- 1999

(Company Sold)

Revitalized and expanded a stagnant marketing and sales function, growing total sales by 18% by working closely with distributors as well as direct sales. Positioned infectious disease diagnostic products while demonstrating an understanding for accounts goals and needs both scientifically and economically.

1999 - Exceeded in Immunochemistry Plan 106% to goal

Earlier Positions from 1989-1998

Global Focus Marketing Distribution - Technical Diagnostic Sales Representative

1990- 1997 Cape Regional Medical Center - Acting Chemistry Lab Supervisor and Assistant Chemistry Supervisor

University of Delaware Teaching Assistant - Anatomy and Physiology Lab

References Available Upon Request

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