Sales Manager
Resume:
Gus Thomas Cardenas
San Antonio, Texas 78212
Phone: 210-***-**** & 210-***-**** E-mail: ********@*****.***
Experience
INROADS,Inc September 2006 to Present
Industry Vice President
Healthcare Vertical Market-San Antonio Based(Virtual Office)
INROADS, Inc. recruits, places and permanently places college interns with Fortune 500 companies within designated vertical markets. Developed, and implemented Healthcare industry strategy (implemented recruitment process for college students with skill sets pertinent to the Healthcare market). Implemented the budget development and management process (Annual development and monthly P&L management), developed strategic planning process, implemented personnel direction and expectations, and coordinated overall healthcare industry strategic business plan. Set national strategic sales goals to meet and exceed objectives. Developed business strategies to penetrate new markets in the healthcare market, and maximize opportunities in existing markets. Responsibilities included increasing market share by working with 2 Strategic Account Managers, 30 Client Account Managers, 12 Regional Directors, and 2 National Vice Presidents to advance the enterprise’s position in healthcare. Managed Industry Advisory Councils, both regionally and nationally. Directed Strategic Account Managers to attain and exceed sales objectives. Developed and managed $10 Million dollar operating budget. Developed and maintained effective industry relationships with leaders ( at the C-Level) of the healthcare industry vertical. Educated and promoted industry trends, and best practices. Developed and managed consulting projects to increase additional revenue streams. Negotiated business contracts for specific business requirements pertinent to client needs while maintaining profitability. Continuously developed industry expertise through research, strategic relationship building, attended conferences/forums in the healthcare industry.
Attained 27% industry specific growth from 2005 to 2006 $1.5 Million over $30 Million Goal
Attained 22% industry specific growth from 2006 to 2007 $2.9 Million over $40 Million Goal
Developed and Implemented Healthcare nursing recruitment program 2006 grew program from 2% marketshare to 33%
Developed and Implemented Healthcare Pharmacy recruitment program 2007 grew program from 1% marketshare to 18%
Attained 30% growth in the pharmaceutical sales and marketing implementation program 2007-2008
Attained 27% growth in the Healthcare IT market for Hospital HIS and ERM implementation program 2008-2009
Attained 33% growth in the Healthcare Insurance marketing and sales implementation program 2008-2009
Attained 34% industry specific growth from 2009 to 2010 $3.9 Million over $45 Million Goal
KCI USA September 2003 to September 2006
Regional Sales Manager Acute Care
Hospital Based Business Development
San Antonio Based (Virtual Office)
Develop, establish and maintain business opportunities at the CEO and other senior executive levels for KCI USA medical solutions in the San Antonio/Central Texas and West Texas territories. Implement KCI USA Group Purchasing Organizations initiatives at Healthtrust Purchasing Group, Premier, Asencion, MedAssets, Amerinet, and Government targeted accounts. Established 66 % business penetration in assigned territories. Established annual sales goals and targets. High knowledge level of hospital business operations. Utilized this information to implement business strategies to overcome account objections and obstacles. Implemented Disease Management strategy that increased market penetration by targeting physicians with patients that would benefit from KCI USA products and services. KCI USA products and services include: wound care products that are utilized in the OR by surgeons, specialized surface products used to treat patients in the ICU environment, and infusion therapeutic product.
Sales Management leader in Sales Targets Achieved.
Attained and exceeded quota of $ 8 Million Dollars, 2003 Team finished at 101% of Plan
Attained and exceeded quota of $10 Million Dollars, 2004 Team finished at 110% of Plan
Attained and exceeded quota of $12 Million Dollars, 2005 Team finished at 99% of Plan
Siemens Medical Solutions October 1998 to August 2003
Strategic Account Manager
Hospital Based Business Development
San Antonio Based (Virtual Office)
Developed business opportunities at the CEO and other senior executivelevels for the sale of Siemens Medical equipment. Developed and maintained physician and administrative support for on-going projects. Drove the project development process in a positive manner while overcoming business obstacles (e.g. not being on a national contract for product consideration). Established annual sales goals/targets and achieved 90% marketshare of equipment placement in Healthtrust Care of America /Columbia facilities that were mandated to purchase from competitors. Possess the knowledge base required to speak with specialty physicians, which helped me to utilize physician support for equipment purchases. Knowledge of radiology (RF,Rad), neuro-radiology, specials labs, cardiology cath labs, cardio-vascular surgery, neurology, neuro-surgery, oncology, orthopedic surgery, general surgery, internal medicine and medical information database management.
Consistent Leader in Sales Management Targets Achieved.
Attained and exceeded quota of $ 6 Million Dollars, 1999
Attained and exceeded quota of $ 8 Million Dollars, 2000
Attained and exceeded quota of $10 Million Dollars, 2001 – $12 Million Dollar Circle
Attained and exceeded quota of $12 Million Dollars, 2002 - $28 Million - Masters Award
Berlex Labs, Imaging Products Division June 1994 to October 1998
Senior Sales Representative
San Antonio Based (Virtual Office)
Attained 98% market share of Berlex products continuum by utilizing physician support. This was attained at HCA/Columbia facilities that were mandated to utilize competitive products already on formulary. Contracted my pharmaceutical products to formulary by presenting regional data acquired, showing fewer Adverse Events than the products on national HCA/Columbia contract. Utilized case studies to help maintain positive presence in the hospital and outpatient environment. Marketed the following: MRI contrast (Magnevist) to Hospitals and Imaging Centers. Specials/Cardiac Cath Labs and CT contrast (Ultravist) to Hospitals and Imaging and Liver MRI contrast (Feridex) to Hospitals and Imaging Centers. Launched Feridex that was utilized to diagnose Liver Mets at hospitals and imaging centers. Product was targeted to abdominal surgeons. Educated and updated formulary directors, and physicians as to product approvals and adverse events.
Attained and exceeded quota 1994 $650K
Attained and exceeded quota 1995 $725K
Attained and exceeded quota 1996 $1 Million Dollars CITE Award recipient
Attained and exceeded quota 1997 $1.25 Million Dollars CITE Award recipient
Attained and exceeded quota 1998 $1.45 Million Dollars
Became a Certified Medical Representative through the Certified Medical Representative Institute (Roanoake, Virginia) in: Total Disease Management, Advanced Concepts in Managed Healthcare, Business and Strategic Planning for the Healthcare Representative, and Partnerships for Competitive Advantage - Integrated Healthcare Systems. (These certifications were required in the pharmaceutical industry when reimbursement, and coding issues were of concern).
Interim Physicians May 1993 to June 1994
Senior Regional Manager
San Antonio Based
Marketed and recruited physicians to hospital systems and physician practices.
Attained Presidents Award 1993 $1 Million Dollars in Profit
Rebound Rehabilitation Center August 1989 to May 1993
Regional Marketing Director
San Antonio Based (Virtual Office)
Marketed traumatic brain injury rehabilitation services to Hospitals and Insurance Case Managers. Was required to be an expert in many areas, such as knowledge of the healthcare process, knowledge of the healthcare insurance industry, knowledge of the case management process, knowledge of the traumatic brain injury rehab process, and knowledge of the family grieving process. Negotiated rehabilitation service agreements for each respective patient and respective insurance provider.
Attained and exceeded Revenue target 1990 $1 Million Dollars
Attained and exceeded Revenue target 1991 $1.25 Million Dollars
Attained and exceeded Revenue target 1992 $1.5 Million Dollars
Harris Legal Systems May 1986 to August 1989
Regional Sales Representative
San Antonio Based (Virtual Office)
Marketed Local Area Networks to over 100 Attorney firms. Developed and managed high profile legal firms whose high standards and high expectations required constant communication and personal service. The Legal market required considerable knowledge of how law firms function and how they generate revenues.
Attained and exceeded quota 1986 $1 Million Dollars
Attained and exceeded quota 1987 $1 Million Dollars
Attained and exceeded quota 1988 $1 Million Dollars revenue and service - Silver Award
Attained and exceeded quota 1989 $1 Million Dollars revenue and service – Silver Award
Xerox Corporation – Austin District January 1983 to May 1986
National Account Manager
Marketed copiers, high-end duplicators, and laser printing systems to the Banking Industry and Legal Markets. Was measured by degree of customer service and high corporate presence in accounts.
Attained and exceeded quota 1983 $750K
Attained and exceeded quota 1984 $1 Million Dollars Presidents Club Winner
Attained and exceeded quota 1985 $1.5 Million Dollars Presidents Club Winner
Attained and Exceeded quota 1986 $2 Million Dollars
Education
Antonian College Prep School for Boys graduated 1975
St. Mary’s University BA/BS
Political Science/English & Biology/Chemistry Graduated 1979
St. Mary’s University MA
Constitutional Law & Business Finance Graduated with Honors 1983
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