OBJECTIVE
Director of Sales or Regional Sales Manager for a medical device or biotech company.
SUMMARY
Results-driven, competitive sales manager experienced in building successful sales teams that have achieved quota while operating within budget. Highly skilled in identifying strategic opportunities, managing change, and effectively leading sales teams. Proven track record of creatively solving complex business problems and motivating and coaching employees toward goal achievement. Computer competent with strong interpersonal and communication skills.
PROFESSIONAL EXPERIENCE
COHESION TECHNOLOGIES, Palo Alto, CA (Acquired by Angiotech, Inc 1/03) 1/02 4/03
Director of Sales
Developed and implemented strategic sales program for COSEAL vascular sealant US launch. Conducted systematic build up of US Sales and Clinical Specialist team.
· Successfully recruited, trained, and managed 15 Sales Representatives and 5 Clinical Specialists to increased monthly sales revenues over 15 consecutive months.
· Led diverse sales team to quota achievement during first year of COSEAL product launch.
· Spearheaded a redesigned strategic sales plan to emphasize a focused, targeted approach leading to a 75% customer reorder rate.
· Provided close leadership support to maintain a complete sales team through an uncertain acquisition process.
GENZYME, Cambridge, MA (Formerly Deknatel Snowden Pencer) 1/92 1/02
Cardiovascular Regional Manager, Mid Atlantic and Florida Regions, (Genzyme) 10/97 1/02
Recruited, developed, and managed eight direct sales representatives in sixteen Mid-Atlantic States. Managed sales and distribution of specialty surgical products within Cardiovascular Surgery. Promoted February 1999 to manage dual role of Senior Manager National Accounts and Regional Sales Manager.
· Developed and mentored team members resulting in honors awarded for: "Rookie of the Year" in 1997 and 1999, "Sales Representative of the Year" in 1998, and "President's Club" Winner in 1998 and 2001.
· Led Mid Atlantic Region in 2001 to move up from last to second out of four region ranking. Managed Florida Region to move up from last to second out of eight region ranking in 1998.
· Directed Mid Atlantic Region in 2001 to #1 ranking in three of four key products with 265%, 126%, and 190% growth in FocalSeal, SaphLite, and NextStitch respectively.
· Developed and cultivated key customers for both internal clinical evaluations of company products and external key opinion leaders to influence physician peers.
· Created and successfully managed strategies to ensure smooth transition and continue sales growth, while maintaining all sales representatives during April 2000 corporate sales restructuring that led to a 30% turnover in Sales Representatives nationally.
· Prepared and managed a $2,000,000 budget under plan by 20% in 1998 and on plan in 1999, 2000, and 2001.
· Coordinated and supported the national accounts IHN initiative for the Eastern US sales territories.
National Recruiting and Training Manager, (Genzyme) 9/96 10/97
Developed national recruiting network to enable rapid sales expansion from 38 to 80 Sales Representatives. Nationally coordinated and conducted all interviews, hiring, and training.
· Recruited three Sales Representatives who were promoted to Region Manager and an additional three to Marketing Manager. In addition, three hires achieved "Sales Representative of the Year" and three more received "Rookie of the Year" honors.
· Hired and trained nine of the top twenty CV Sales Representatives in 1997, and six of the top ten who achieved sales quota in 1998.
Fluid Management Product Manager, (Deknatel Snowden Pencer, DSP) 11/95 9/96
Developed a marketing strategy for the Eductor Fluid Management System, a new product to augment DSP's $35,000,000 chest drainage business. Achieved success in stabilizing a rapidly declining fluid market due to lost contracts. Product was sold to Bemis Corporation in a joint venture.
Marketing Manager, Plastic Surgery, (Snowden Pencer) 7/94 - 11/95
Managed product development, strategic sales initiatives and advertising programs for General, CV, Plastic, and Endo-Plastic Instrumentation, equating to $8,500,000 in company revenue. Coordinated all conventions and meetings. Supported field sales representatives with customers and training.
· Accomplished 100% of all annual objectives.
· Managed an average growth of 17% in all market segments with 59% growth in leading product category of Endo-Plastic Instrumentation.
· Recognized for managing a $600,000 budget under plan.
Territory Manager, Eastern OH, Western PA, and WV, (Snowden Pencer) 1/92 7/94
Directed sales of cardiovascular, endoscopic, general, and plastic surgery instrumentation and capital equipment. As the first direct sales representative for territory, additional responsibilities included establishing, developing, and servicing all new accounts.
· Increased sales in 1992 - 1994 by 311%, 142%, and 65% respectively.
· Achieved President's Council 1993 for top five Territory Managers nationally.
· Finished each year in the top 10% nationally for sales objective.
MILITARY EXPERIENCE
UNITED STATES NAVY, Supply Corps Lieutenant 5/86 12/91
Assistant Men's Basketball Coach/Physical Education Instructor, Annapolis, MD, 7/89 12/91
Assisted Academy recruiting efforts nationally, coordinating admissions of candidates and scouting opponents.
Assistant Supply Officer, USS Milwaukee (AOR-2), Norfolk, VA, 5/86 7/89
Managed budget formulation, accounting, payroll, disbursement, procurement, and inventory for a ship of 400+ crewmembers; supervised 40 sailors.
EDUCATION
University of Maryland, University College, College Park, MD
MGA Financial Management, 1996
United States Naval Academy, Annapolis, MD
B.S., Physical Science (General Engineering Curriculum), 1986
Varsity Basketball 1982 1986 |
