Summary
Executive Director of Nationlal Credit Restoration Alliance. A proven sales manager, experienced in developing and directing organizations sales strategies, tactical plans and initiatives. Expertise in major account sales strategies, quality client retention, sales force skills assessments and staffing to accomplish growth and profitability objectives. A persuasive communicator able to work cross-functionally to optimize the organizations efforts and resources. Consistently delivered a $200M sales budget, with a growth component well above the industry average, while containing cost of sales.
Professional Experience
BURNS VETERINARY SUPPLY COMPANY, INC.
Nationwide Distributor in the Animal Health Industry
Vice-President of Sales: 1998 – August, 2005
• Managed 11 sales managers, 100+ sales professionals and administrative staff.
• Consistently achieved yearly sales and contribution goals: sales exceeded $200M. 11.4% core business growth in 2003 and 6.8% growth in 2004.
• Delivered BVS most profitable performance in 2004 by maximizing key vendor sales objectives and rebates: 9% growth of a $14.9M line and achieving the $89M agency sales goal.
• Consistently grew private label business 10% each year while maintaining profit margin.
• Received BVS Outstanding Achievement Award for re-engineering the field sales organization.
• Co-developed and implemented a new field sales commission program in 2003.
• Implemented sales skills assessment tools to increase productivity and retention.
Southwest District Sales Manager: 1997
• Managed a team of 17 field sales representatives in TX, LA, AR and OK.
• Exceeded core business sales goal by 14%. Approximately $15M.
• Achieved private label goal with growth of 12%.
CIBA CORNING DIAGNOSTICS (now Bayer Diagnostics)
Manufacturer of Medical Diagnostics and Capital Equipment
Regional Business Manager: 1992 - 1996
• Managed 12 sales professionals, responsible for Immunoassay & CBA instrument and reagent sales.
• Grew regional business 19% in 1996 in the newly formed New Orleans Region.
• Rebuilt last place region and delivered a business increase of 24% while re-staffing 66% of regional personnel. Doubled instrument base and tripled reagent revenues first year. (1994)
• Delivered regional high of 89 new CBA instrument placements.
• Received Quality Contribution Award for Strategic Account Successes, where competitive conversions resulted in $102,000 of yearly incremental business.
• Controlled majority market share of top 2 metropolitan markets in both business units.
HYBRITECH INCORPORATED
Manufacturer of Medical Diagnostics and Capital Equipment
National Field Service Manager: 1992
• Managed a staff of 3 field service supervisors and 16 field service engineers.
• Restructured Field Service Organization using Malcolm Baldrige guidelines & metrics.
• Streamlined response process which increased quality and repair measurement 18% in first 90 days.
• Implemented training program, which improved phone repairs 20%.
Sales/ Customer Training Manager: 1990
• Managed the customer trainer, laboratory technician and administrative assistant.
• Implemented Strategic Selling; captured $800,000 of new business by targeting key accounts. Attained 71% closing ratio on targeted accounts.
• Designed and implemented pricing workshops to increase profitability.
• Developed initial field training program and presentation skills training.
Technical Sales Representative: 1988
• Turned the #43 ranked territory to #3 in first full year.
• Led organization in instrument placements worldwide.
• Ranked 3rd nationally in PSA Sales. (Flagship diagnostic test)
• One of 7 sales representatives chosen for the Presidents Sales Club.
RADIOMETER AMERICA
Medical Devices and Capital Equipment
Technical Sales Representative: 1987 - 1988
• Opened expansion territory in Central and South Texas.
THE RUPP AND BOWMAN COMPANY
Medical Laboratory Distribution
Territory Manager: 1979 - 1987
• Ranked second in U.S. for sales of chemistry instruments and reagents.
• #1 in Division in automated microbiology instrument placements.
• Ranked second nationally in diagnostic test kit sales.
• Responsible for training new representatives.
CURTIN – MATHESON SCIENTIFIC
Medical Laboratory Distribution
Territory Manager: 1977 – 1979
• Opened expansion territory in Houston; Relocated to Austin in 1978.
Education and Training
BS, Management, Northern Illinois University, Dekalb, IL. (1977)
STRATEGIC SELLING (Taught 3 day course)
CONCEPTUAL SELLING (Taught 3 day course)
ADVANCED SELLING STRATEGIES
PERSONALITY DYNAMETRIC
MANAGING MAJOR ACCOUNT SALES
LARGE ACCOUNT MANAGEMENT PROGRAM
POWER SPEAKING
TARGETED SELECTION
SUPERIOR SALES MANAGEMENT
QUALITY SERVICE SKILLS
SPIN SELLING |
