SALES MANAGEMENT PROFILE
Client Relations • Medical & Financial Products • Territory Growth
Highly accomplished, determined Regional Sales Manager with 15 years’ experience driving revenue and supervising teams selling medical and financial products. Proven ability to exceed aggressive sales targets through effective territory management and one-on-one relationship building. Track record of innovative strategies for product presentations and promotional materials. Detail-oriented, effectively analyzing sales potential, buyer influences, and inventory requirements to set short- and long-range goals. Respected leader and communicator with expertise in training and coaching sales reps for maximum productivity.
CORE COMPETENCIES
• Innovative Strategies
• Market Analysis
• Business Growth • Team Management
• Customer Satisfaction
• Mentoring & Coaching • Hands-On Sales Experience
• Projections & Planning
• Promotional Materials
PROFESSIONAL EXPERIENCE
SIEMENS MEDICAL – Chicago, IL 2005 to Present
Product Sales Specialist
Responsible for the sales growth of Women’s Healthcare market segment for the Midwest Region.
Work with local account executives and distributors to identify and close sales opportunities within a six state region. Develop and maintain key hospital relationships with radiologists, technologists and executives. Provide technical expertise to the sales process through site visits, product differentiation and competitive analysis. Extensive knowledge in mammography, PACS, CAD, Bone Densitometry, RIS and others.
Key Achievements:
➢ Peak Award Winner – 140% of budget, FY 2007
➢ Crest Award Winner – 138% of budget, FY 2005
➢ Crest Award Winner – 136% of budget, FY 2006
➢ Named as Mentor for new hires within the National SP Division
UNICORN FINANCIAL SERVICES – Chicago, IL 2004 to 2005
Regional Sales Manager
Drive sales growth and market development for company providing financing for elective medical procedures, including dental work, hair restoration, and cosmetic surgery.
Identify potential sales opportunities and deliver effective product presentations in four-state region. Interface with doctors, office managers, and CFOs both in person and via teleconference. Create promotional materials, sales letters, and economic pro formas that detail economic benefits of financing services. Train customers in use of products.
Key Achievements:
➢ Management expertise reversed territory’s sales volume erosion and fueled new growth.
➢ Established profitable accounts with national dental chains, including Great Expressions and Monarch Dental.
FUSION SALES PARTNERS – Chicago, IL 2000 to 2003
Women’s Health Care Representative
Responsible for sales of GE Medical Systems at company with 125 employees creating more than $300 million in annual revenue for corporate clients.
Met aggressive targets for sales of mammography, ultrasound, software, and finance products throughout Illinois and Iowa. Built new relationships and maintained current partnerships with radiologists, technologists, and CFOs.
Key Achievements:
➢ Contributed to development of well-trained and productive sales force by providing valuable input to New Hire Mentorship Program.
➢ Regularly exceeded monthly sales goals, ranking among Top 3 in division with 217% of quota.
➢ Achieved 102% of OP for equipment orders, 276% for finance, and 103% for equipment sales.
➢ Sales excellence led to Outstanding Performance and Achievement Award.
JOHNSON & JOHNSON MEDICAL – Chicago, IL 1998 to 2000
Account Manager
Sold surgical products at global company with more than $41 billion in annual revenue.
Produced profit growth for product line including surgical packs, gowns, gloves, and skin care. Managed accounts with surgeons, operating room nurses, and purchasing departments.
Key Achievements:
➢ Built solid reputation leading to Field Sales Trainer promotion and Interim Division Manager post.
➢ Achieved 122% of annual sales goal for surgical gloves and 113% of total quarterly goal.
McKESSON GENERAL MEDICAL AND PROFESSIONAL HEALTH SALES – Chicago, IL 1996 to 1998
WHITE KNIGHT HEALTHCARE/ISOLYZER – Chicago, IL 1993 to1996
Territory Manager
Represented 10 medical manufacturers while selling surgical products and services.
Initiated sales at hospitals, clinics, and surgery centers. Promoted products through innovative presentations to doctors, clinicians, technicians, and CFOs.
Key Achievements:
➢ Ranked #1 in sales for Hermitage product line and #3 in total sales growth over previous year.
➢ Coached and supervised associates in sales techniques and territory development after promotion to Precept Regional Sales Trainer.
➢ Earned company recognition with Rookie of the Year and Dragon Slayer awards.
STATE CHEMICAL MANUFACTURING – Chicago, IL 1989 to 1993
District Sales Manager
Supervised sales operations at manufacturer and distributor of specialty chemical products for cleaning and maintenance markets.
Spearheaded growth by training and developing 10 field sales representatives. Perfected skills in joint sales calls and product training.
Key Achievement:
➢ Awards include Rookie of the Year, Gold Medal, Silver Medal, Bronze Medal, and Diamond Ring.
EDUCATIONAL BACKGROUND
Bachelor of Arts in Speech Communication • Drake University – Des Moines, Iowa
PROFESSIONAL DEVELOPMENT
Pyramid Power Selling
Integrity Selling
Franklin Covey “What Matters Most” Workshop
Lessons in Leadership |
