15 years experience in healthcare sales, selling to surgeons, physician practices, hospitals and clinics. Prior roles include technical product sales, account/territory management and channel development. I have been especially successful in dealing with individual physicians/surgeons and complex healthcare organizations. |
SALES AND SALES MANAGEMENT
¡¤ Visionary, results-oriented Sales and Sales Management Professional with comprehensive technical, sales and management skills and 15 years of healthcare industry experience.
¡¤ Strategic, entrepreneurial thinker with proven analytical, problem solving and planning skills in demanding product and customer environments.
¡¤ Gifted team leader and coach with exceptional communication, presentation and relationship-building skills at all professional and organizational levels.
New Business Development ¡ñ Referrals/Prospecting ¡ñ Cold Calling ¡ñ Presentations
Contract Negotiations ¡ñ Account Acquisition ¡ñ Account Management
Account Expansion ¡ñ Account Retention ¡ñ Team Leadership
Territory Development ¡ñ Territory Management
PROFESSIONAL EXPERIENCE
GENERAL ELECTRIC HEALTHCARE, Charlotte, North Carolina ¡ñ 2002-Present
Multi-national healthcare systems provider
Account Manager ¡ñ 2002-Present
Manage patient monitoring systems sales in a 300-account territory of hospitals, clinics and physicians offices. Sell to corporate executives, physicians, unit directors and head nurses. Appointed to the Key Talent Program, attending University of Wisconsin Healthcare Executive Training. Earned Six Sigma qualification.
Accomplishments:
¡¤ Exceeded sales quota 4 straight years as quota almost tripled from $1.2 million to $3.5 million.
¡¤ Earned the Club Award 3 straight years as 1 of the top 5 account managers in a group of 36.
¡¤ Developed a more effective blood pressure cuff stocking and delivery process.
¡¤ Won the Cuff Conversion Contest 8 times, with $400,000 annual business from 24 new accounts.
¡¤ Earned many other awards and recognitions for exceptional sales performance.
GENZYME BIOSURGERY¡ñ 1999-2001
International biotech and biosurgical products company
Biosurgical Specialist
Sold pioneering biosurgical product for treatment and prevention of adhesions. Utilized a consultative sales strategy with surgeons and scrubbed with them to ensure proper surgical use of the product. Networked and interfaced with surgeons and hospital executives to follow-up and close sales. Established the Key Surgeon Program to provide reference sites for surgical resident/fellow education. Created and organized the national template for dinner programs and a nursing continuing education program.
Accomplishments:
¡¤ Earned #1 regional sales ranking (12 reps) and #3 national ranking (72 reps).
¡¤ Achieved Champagne Club status in 2000 and 2001.
¡¤ Earned Sepra Club status 3 straight years for signing the greatest number of new surgeons.
JOHN E. AULT ¡ñ Page Two ¡ñ jault4@aol.com
SOMNUS MEDICAL ¡ñ 1997-1999
Start-up focused on generating sufficient revenue to become an attractive acquisition target
Western Regional Sales Manager
Created the sales channel in 8 states for an office-based system for snoring and turbinate reduction. Established relationships with 6 independent representatives and coordinated their sales efforts with ear/nose/throat and plastic surgeons. Created a successful marketing package for physician practices and coordinated with local healthcare facilities. Developed and conducted practice management seminars and patient/physician educational meetings.
Accomplishments:
¡¤ Led all regions with first year sales of $1.2 million.
¡¤ Doubled first year sales to lead all regions the second year with $2.6 million.
UROHEALTH ¡ñ 1995-1997
Urological and minimally invasive technologies company with $40 million annual revenues
Sales Representative
Sold urological and minimally invasive surgical products to urologists, operating room staff and hospital administrators. Networked and consulted within the surgical environment. Developed and conducted training for new sales reps.
Accomplishments:
¡¤ Drove a 24x sales increase in an under performing territory, from $30,000 to $720,000 annually.
¡¤ Established 43 new accounts.
¡¤ Earned #1 ranking in the Southeast and #4 ranking nationally of 42 sales representatives.
EDUCATION
Bachelor of Arts in Public Relations/Marketing
Texas Tech University, Lubbock, Texas
Additional professional development:
Healthcare Executive Training Program, University of Wisconsin
AFFILIATION
North Carolina, Virginia, South Carolina Biomed Association |
