Sales Manager

KARL GEFFKEN

Andover, MA, 978-***-**** home, 978-***-**** cell

***********@*******.***

SUMMARY

Results-oriented senior commercial leader with B2B capital product and services expertise in all marketing disciplines, sales management and business development in high-tech and medical device industries. Proven experience creating, launching and selling new programs globally with double-digit revenue and profit growth.

• Sales and Marketing Team Leadership • Strategic and Tactical Planning

• Market Penetration and Positioning • VOC / Market Research

• Sales / Service Channel Optimization • Strategic Selling and Negotiation

PROFESSIONAL EXPERIENCE

SMITH & NEPHEW, Andover, MA

Smith & Nephew is a global leader in Sport Medicine with positions in Orthopedics, Wound Management, Trauma and Clinical Therapies. Annual sales in 2011 were $4B.

Senior Marketing Manager - Global Services 2005 – Dec 2011

Managed sales and marketing activities for Global Services; a $55M business supplying value-added services to S&N customers. Led team of five professionals with responsibilities for field sales development, services inside sales, marketing, lifecycle planning and service systems.

• Contributed $25M incremental gross profit margin over the six year period.

• Grew service agreements by 400% from $4M year in 2005 to $17M year in 2011.

• Negotiated and closed multiple $500K+ service agreements each year at top facilities.

• Exceeded objectives and over-achieved targeted bonus past five years.

• Managed upstream activities - research, VOC, strategic planning and stage gate process.

• Formalized downstream activities - branding, sales training, collateral, opportunity assessment, competitive positioning, renewals and pricing.

• Developed and commercialized new, value-added services (Biomedical Training, Site Consulting, Edge Express) and field-based preventive services to diversify service portfolio.

• Created global service and support plans for all new products; ensuring support readiness, appropriate service offerings and field sales readiness in place for product launch.

AGILENT TECHNOLOGIES, Andover, MA and Santa Clara, CA

Agilent Technologies is a leader in test and measurement technology for chemical analysis, life sciences, electronics and communications. Agilent had net revenues of $6.6B in fiscal 2011.

Services Marketing Manager - WW Sales and Service 2000 - 2005

Provided strategic sales and marketing guidance to Agilent's four global service organizations with $1.4B in revenues.

• Created a simplified and consistent set of business policies and processes which led to streamlining the delivery and administration of services. This included the creation and implementation of Agilent’s first Global Warranty Policy and End of Support Policy. This drove consistency and annual cost savings of $25M.

• Co-led strategic pricing improvement initiatives throughout the company which resulted in a simplification of Agilent’s pricing and discounting practices.

• Participated in creating global purchase agreement programs to increase customer loyalty.

• Co-led Channel Partner Council to drive channel partner knowledge and effectiveness.

KARL GEFFKEN 978-***-****

HEWLETT PACKARD COMPANY

Hewlett Packard Financial Services, Burlington, MA

Sales Representative 1998- 2000

Generated new business and maintained account relationships in NY and New England. Sold financial solutions such as leases, rentals and technology refresh programs. Partnered with HP hardware reps and channel partners to uncover opportunities and ensure team success.

• 2000 performance: 127% on $15M annual quota and #1 in US for profit margin contribution.

• Earned top order achiever of the month three times in 2000.

• Created local promotions that resulted in $3M of new business.

Hewlett Packard Ultrasound Imaging Systems Division, Andover, MA

Product and Business Development Manager 1996-1998

Managed product marketing and business development activities for the US Service Organization, a $60M service business that was #1 in customer satisfaction among industry peers 5 years in a row.

• Exceeded financial targets 2 years in a row: 1998 at 115% and 1997 at 110%.

• Created Warranty Extension product that reached $5M/ year in 2 yrs and 35% penetration on new system sales.

• Selected to Achiever's Club in the Imaging Sales and Service organization for outstanding performance by creating new programs which drove above target revenue.

• Created a portfolio of 8 different service products including Shared Risk offerings.

• Created simplified pricing on services to make it easier for sales reps to remember, quote and sell.

OTHER RELEVANT EXPERIENCE

Market Research Manager – Hewlett Packard, Andover, MA

Manager of Financial Analysis – Hewlett Packard, Andover, MA

Financial Analyst – Hewlett Packard, Andover, MA

Financial Analyst – First Valley Bank, Bethlehem, PA

EDUCATION

MBA, Lehigh University, Bethlehem, PA

BA Economics, Muhlenberg College, Allentown, PA

PROFESSIONAL DEVELOPMENT

Miller Heiman Strategic Selling

Marketing Excellence Course, Corporate Executive Board

Green Belt Training

Total Quality Management

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