National Sales Manager, VP of Sales
Resume:
KIRK GOSSETT
**** ***** ***** ~ Troy, Michigan **098
*********@*******.***
NATIONAL SALES MANAGER
Medical Equipment and Devices
QUALIFICATIONS PROFILE
Top producing, multi-awarded, and highly accomplished sales and management professional, with comprehensive experience and verifiable accomplishments in medical equipment and pharmaceutical sales. Exemplified extensive background in business development, budget management, customer service, forecasting, and strategy development.
Employ hands-on leadership skills in directing and supervising international manufacture and direct sales representatives in the pathology, histology, and medical examiner market. Adept at penetrating new markets, capturing market share, acquiring new accounts and products, as well as accelerating revenue growth. Skilled at utilizing out-of-the-box thinking skills in providing effective business solutions; capable of coordinating strategic efforts for advancement of corporate mission, goals, and objectives. In-depth knowledge of pathology, histology, and forensic applications; additional qualifications include technical sale, product design, proposals/bids, and tradeshow marketing.
AREAS OF EXPERTISE
- Business and Channel Development
- Revenue Growth and Retention
- Product Market Expansion Strategies
- Key Account Execution
- Sales Cycle Management
- Multimillion Dollar Contracts and Negotiations
- Territory Startup and Turnaround
- Prospecting, Follow-Up, and Closing
- Strategic Planning and Analysis
- Process and Productivity Improvement
- Client Management Relationships
- Leadership, Training, and Staff Motivation
PROFESSIONAL EXPERIENCE
Mopec, Inc. ~ Oak Park, MI
NATIONAL SALES MANAGER (NORTH AMERICA) | 2002–PRESENT
Dramatically increase sales from $4M to approximately $16M in less than 10 years of tenure. Proactively conduct monthly ride days with manufacture representatives training and large project procurement and design. Manage the project forecasting while supervising webinar meetings to discuss product design and facility layouts in order to execute the most ergonomic approach for hospital, research, and clinical institutions improvement. Identify and estimate projects, revisions requests, and competitive assistance through design and development of customer software for manufacturer representatives. Broaden skills and knowledge of several architects, laboratory and equipment planners by providing effectual training and supervision. Make use of innovative skills in designing and developing forecasting software specific to manufacture representatives. Dealt with budget management, forecasting, and strategy development, including recruiting and training sales teams.
Key Accomplishments:
- Earned recognition for setting constant record of increasing sales and revenue as well as expanding markets, attaining new accounts and products, and executing new programs
- Drove the attainment of business profitability by generating organization’s first $1M month sales along with $2M sales month in Mopec’s 20-year history
- Successfully generated international sales by more than $11M through instigation and establishment of new distributor and VAR channels across 16 countries
- Brought significant increase to the company revenue by closing all largest contracts in the company history, including multiple $500K projects, such as D.C. Medical Examiner, Tarrant County Medical Examiners, Shelby County Medical Examiner, Macomb County Medical Examiners, Wright State University Anatomy Laboratory, and Temple University Anatomy Laboratory
- Regarded as the driving force in penetrating new marketing and championing first-time wins in countries to include India, Saudi Arabia, United Kingdom, and Belgium
- Maximized workflow and streamlined productivity from more than 45 member sales forces, achieving record-setting sales yearly through forecast, opportunity identification, goal-setting, and employee motivation
- Considered as subject matter expert of numerous medical architecture design companies in conceptualizing product design input and facility layouts
- Gained numerous accolades for exemplifying outstanding sales and leadership performance throughout tenure; played an integral role for successfully negotiating and closing business with the following:
Hospitals/Laboratories:
- Brigham and Women’s, New Pathology Laboratory
- Children’s Hospitals, New Pathology Laboratory
- Johns Hopkins, New Pathology Laboratory, New Grossing Station Design
- Mayo Clinic, New Morgue and Dissection Area
- Cleveland Clinic- New Pathology Laboratory
- Northwestern Memorial, New Pathology Laboratory
- University of Chicago Medical Center - New Pathology Laboratory New Grossing Station Design
- Banner Health Systems
- Kaiser Permanente, Pathology Laboratory renovation and established Mopec as preferred Kaiser vendor
Research and Pharmaceuticals:
- Necropsy Laboratory Renovations, Pfizer, Novartis, GlaxoSmithKline, Bayer, and Merck & Co.
Universities:
- Vanderbilt University, New Anatomy Laboratory
- Wake Forest University, New Anatomy Laboratory
- UCSF- New Anatomy Laboratory
- University of Wisconsin, New Morgue and Anatomy Laboratory- Product Invention
- Temple University, New Anatomy Laboratory or Morgue Cooler- New Product Invention
- Wright State University, New Anatomy Laboratory
- Medical College of Georgia, New Anatomy Laboratory
Architects and Laboratory Planners
- FLAD, HMC Architects, HOK Construction, Mortland Design, SSOE, HKS, SmithGroup, Crime Laboratory Design, EllisDon Construction, EQ International, Equipment Collaborative, Lifestructures Technology, and Mitchell Medical Equipment
Datacard/Identisys| City, MI
DISTRICT SALES MANAGER | 1999–2002
Handled staff selection, recruitment, and retention of sales and service department of eight employees. Closely supervised, monitored, and maintained 1.2M dollar individual sales objective as well as the district-wide budget worth $2.6M. Provide strong leadership skills in planning, assigning, and directing tasks for employees. Administered performance evaluation and appraisals; motivated employees to perform at their high efficiency levels through the development and implementation of incentive programs.
Key Accomplishments:
- Exemplified sales and marketing capabilities in generating sales, while procuring large customers within the state, federal, and government agencies
- Developed outstanding customer service and ensured total satisfaction by promptly addressing clients’ inquiries and concerns
Neopost, Inc.| City, MI
SELLING MANAGER (SM1), MAILING AND SHIPPING SYSTEM DIVISION | 1992–1999
Sustained constant communication with physicians to keep them informed about the prescription of pharmaceutical products for the treatment of allergies, asthma, and other related respiratory conditions. Performed cold-calling and customer relations to increase sales and identify new business opportunities.
Key Accomplishments:
- Established and cultivated strong rapport with customers by providing pertinent information in response to their queries about the product and service; generated referrals and repeat business
EARLIER CAREER
Dura Pharmaceuticals | City, OH and City, MI
SPECIFIC JOB TITLE, PHARMACEUTICAL SALES’
EDUCATION
BACHELOR OF SCIENCE IN BUSINESS ADMINISTRATION, summa cum laude (2000)
Rochester College ~ Rochester Hills, MI
PROFESSIONAL TRAINING
Sales Performance Training, Solution Selling Graduate (2007)
Tom Hopkins- Techniques of Professional Selling (1994 and 2001)
Dale Carnegie Human Relations and Public Speaking Course Graduate (1999)
PROFESSIONAL AFFILIATIONS
American Society for Clinical Pathology (ASCP)
National Society of Histotechnology (NSH)
National Association of Medical Examiners (NAME)
College of American Pathology (CAP)
United States and Canadian Academy of Pathology (USCAP)
American Association of Pathologists’ Assistants (AAPA)
Clinical Laboratory Management Association (CLMA)
The American Association of Clinical Anatomist (AACA)
American Association for Laboratory Animal Sciences (AALAS)
American College of Veterinary Pathologists (ACVP)
American Academy of Forensic Sciences (AAFS)
TECHNICAL SKILLS
Microsoft Office Applications: Word, Excel, and PowerPoint
GoToMeeting Web Conferencing Expert, SnagIt Design Software, and AutoCAD
“Kirk Gossett has been a long-time friend and sales manager for me. We worked together on a number of large projects at Mopec. I could always count on Kirk to provide high-tech sales presentations and provide excellent sales coordination between my sales staff (we are manufacturer's representatives) and Mopec. We closed some nice deals over the years and I am sorry to see him leave. Whoever hires Kirk will find an associate with impeccable integrity and work ethic. He has the ability to quickly impact the bottom line of any organization.”
1st Roger Roark, President, Porter Creek Instruments, LLC
November 2, 2011
“Over the past 7 years I have had the opportunity to work with and get to know Kirk both personally and through a sometimes symbiotic business relationship, as well as numerous common trade shows where we, at times, shared space and resources. I have always found Kirk to be dedicated and hardworking, intelligent, detail-oriented, always positive, and willing to do what it takes to get the job done, no matter the challenge. Kirk will be a valuable asset for any organization.”
1st Jes Strong, National Sales Manager, Milestone Medical Technologies, Inc.
November 1, 2011
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