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Click here or scroll down to respond to this candidate Candidate's Name
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Integrity Leadership Persistence Organization Family
Eighteen years of experience as a Regional Sales Manager, District Manager, a Senior
Account Executive, Product Specialist with a diverse products and services background
ranging from office products, food and beverage, pharmaceutical, medical device and
Advanced Cardiovascular Labs.
Character is tested when you are up again it
PROFESSIONAL EXPERIENCE
Cleveland Heart Laboratories (Cleveland Clinic) (HDL)
Health Diagnostic Laboratories, Tennessee & Kentucky 02/15-present
Advanced CVD and Diabetes Testing
Regional Sales/Account Manager
Call Points: Cardiology, Endocrinology, Hospital Systems, FM and prevention and
wellness clients
Product Portfolio: Advanced Biomarkers, Inflammation, Cardio and Metabolic risk
factors, Genetics, and other laboratory tests
Devise and conduct successful sales strategies to maximize revenues
Train Cardiology, OB/GYN , GP and IM staff and develop a system of diagnostic
tests that will enable a facility to proactively treat CVD, T2DM, Stroke, Coagulation,
and many other life threatening conditions.
Ranked #2 Nationally for new accounts obtained Q1(11) and #1 Q2 (12)
Lead, recruit, interview and hire, Representatives, IOPs and health coaches into
key accounts to better teach patients to manage their lifestyle, diet and disease
Relationship building and retention
Develop anchor accounts that will provide a foundation for expansion territories.
Resolve supply and shipping problems related to blood sample collection
Analyze sales reports and develop Plan of Action
Manage a multi-state region:
Sales forecasting
Expense reporting and approval
Budgeting funds for regional events
Meeting and exceeding goals
Creating a strong team environment with open communication
Deliver all time sensitive reports to upper management with metrics and strategy to
improve market presence and increase profitability within the region
Region of Excellence Award quota attainment and new active accounts
(Q2 and Q3) leading the nation (1 of 8 regions).
Regional sales of 2.3 million annually
Project planning, meeting management requests/deadlines, and maintaining an
organized management of the region
PDI (Contract Position), Nashville, TN 06/14-2/15
Contract Company selling an obesity product
Cardio Metabolic Sales Manager (Interim)
Call Points: Endocrinologist, Cardiologist, Internal Medicine, Weight loss clinics, OB/GYN,
Pharmacy and Occupational Health Groups
Product Portfolio: Qsymia
Train, mentor and coach representatives through the transition period
Develops and executes a district business plan
Hands on approach with individual sales success and representative development
Submit all reports to Area Manager to improve performance within the district
On the Move Award-Largest sales growth (Quota Attainment from 76% to 98%)
and territory increase (nationally) from 149/149 to 119/149 in 4th Quarter.
Relationship development with KOLs to drive sales for the district
Complexing selling model to include several decision makers in achieving
pharmacy availability, clinical access and provider action to prescribe.
Partner with Pharmacist to educate patients on the proper use and administration
of Qsymia and the long term benefits of weight management on other aspects of
patient health.
BSN Medical, Tennessee 04/13-05/14
World leader in Compression Therapy and OSG Products
Business Manager- Tennessee
Call Points: Vascular Surgeons, Orthopedic Physicians, OB/GYN, VA Hospitals,
HME/DME providers and Lymphedema Specialist
Product Portfolio: Jobst and FLA Orthopedic goods covering over 10000 skus
Oversee 40-50 different DME/HME accounts in Tennessee
Supervise and conduct field rides with representatives within each account
Develops and executes a district business plan
Working buy and bill with Cardiologist, Nerve specialist, Vascular Surgeons and
Orthopedic Providers
Sales Strategy development to maximum time management and profitability
MATTY v MATLY growth to 850k v 720k
Interview and place fitters and sales staff across the region in high volume stores
Maintain appropriate product levels, trained sales staff and fitters in order to
maintain profitability for clients.
Analyze sales reports and develop Plan of Action
Create metrics and reports to ensure client growth and profitability
Develop relationships with C-level purchasing and materials management to
introduce new products and increase presence within a facility or institution.
Managed the buy and bill process with all accounts and strategically promoted
products within the HME/DME setting.
Finished top 3 in sales growth and new accounts 2013/14
Ranked #10/85 in July with a 112.4% to quota
Ranked #7/85 in August at 113.5% to quota
Ranked #5/85 in September with a 108% to quota
Ranked #2/85 in October with a 123.8% to quota
BAYER HEALTHCARE, Nashville, TN 10/06-04/13
Global leader in Blood Glucose Device for monitoring diabetes patients
Territory Device Sales Manager and Regional Trainer
Call Points: Endocrinologist, Pediatric Endocrinologist, OB/GYN, Diabetologist, Clinical
Podiatrist, IM, CDE, BC/BS of TN, Health Springs of TN, Tri-care and Pharmacist
Institutional Experience: Vanderbilt University, Baptist Hospital, Centennial Hospital, St.
Thomas Hospital, Williamson County Hospital, Maury County Hospital, Jackson County
Hospital, and Dyer County Hospital
Product Portfolio: Contour Next EZ, Contour Next, Contour Next USB, Contour Next
Link, Breeze 2, Microlet II, and Winglucofacts Deluxe
Create and maintain relationships with physicians to drive sales of the Bayer BGM
system as well as to convert existing patients from competitive devices.
Territory consistent growth over 5 years from 800k (2007) to 3.9m (2012)
Leadership Training program
Train staff and new representatives from 2010 to 2013 on presentation and
personal growth
Analyze sales reports and develop Plan of Action
Launched 5 new products into the market with solid results. Consistently growing
the territory by increasing market share and product placement through clinical
education
Implement new hire field training and develop best practices for marketing material
utilization
In-service of medical staff, marketing materials, and strong messaging.
Results
Ranked 1st in region and 18 of 155 nationally for overall sales (2012)
Ranked 1st in region; top 10% nationally for market growth (2%-2012)
Ranked 1st in region and 31 of 170 nationally for overall sales (2011)
Ranked 2nd in region and 7 of 177 nationally for overall sales (2009)
2009 Presidents Club Winner
Ranked 1st in region and 12 of 177 nationally for overall sales (2008)
PFIZER PHARMACEUTICAL, Nashville, TN 03/04- 10/06
Industry leader in pharmaceutical products
Professional Healthcare Representative
Call Points: Neurologist, Psychiatrist, IM, Family Practice and Pharmacist
Institutional Experience: Summit Hospital, Cookeville Regional Medical Center, Sumner
Regional Medical Center, Byrdstown Medical Center, University Medical Center (Lebanon,
TN), and Portland Medical Center (TN)
Products: Aricept (primary), Relpax (Secondary), Neurontin, and Zoloft
Influence prescribing habits of physicians to drive sales and meet revenue goals.
Develop KOL in each disease state (Alzheimers, Migraines, PHN, and
Depression)
Work with CFT to position the Pfizer product portfolio as the SOC.
Neurology, psychiatry and pain physician relationship building
Results oriented
Ranked top 25 out of 435 nationally for sales YTD for Aricept (2004)
Achieved 107% quota attainment for lead product (2004)
Ranked top 30 out 435 nationally for sales YTD for Neurontin (2005)
Achieved 102 % quota attainment for lead product (2005)
US FOOD SERVICE, Nashville, TN 03/03-03/03
Worldwide distributor of food products, kitchen equipment and restaurant supplies
District Sales Manager- Nashville, TN
Call Points: Restaurants, hospitals, education institutions, stores and caterers
Products: 18,000 line items in kitchen equipment, paper products, and food.
Developed an expansion territory
Build and managed a team of six representatives.
Create marketing material to drive sales.
Lead the training of representatives in profitability, buy and bill techniques, brand
selling.
Menu development and cost analysis for customers to increase sales and
penetrate accounts.
Finish STARS training ranked #1 out of 12 (2003)
Lead the division with new accounts (2003)
GP margin increase from 8% to 14%
Quota allocation and sales targeting goals
SYSCO Food Service, McComb, MS 05/00-03/03
Leading distributor of restaurant supplies in the United States
Sales and Marketing Specialist, McComb, MS
Call Points: Restaurants, schools, hospitals, hotels, C-stores and country clubs
Products: 24,000 line items designed for the food service industry
Consistent sales growth and profitability
Strong business relationship development
Partnering with owners and chefs to find methods to provide the highest quality
products and to maximize profitability.
Train and educate staff on proper service techniques, menu planning, and food
cost.
Deliver Result:
Increased total territory sales more than 26% from 2000-2002
Successfully exceeded sales of 1.2 million in 2001
Achieved a sales increase of 14.59% in 2002 and awarded Circle of Hope Trip
Grew gross profit dollar margin 10% in 2002
Southern Business Systems, Memphis, TN 06/97-04/00
Local Supplier of office products and service agreements
Sales Manager, Corporate Account, Memphis, TN
Manage 6 corporate accounts representatives
Contract reviews and approvals
Sales strategy development to increase profitability and retention of accounts.
Lead training on product development, budget allocation, Sales techniques, and
overall review of business.
Provide direction to the account representatives through:
Quota attainment goals and GP targets
Interpret sales data and forecast quarterly revenues for the department
Coach, train, lead and develop team to increase revenue and profit margins
Objection handling and customer first selling model
PROFESSIONAL ACCOMPLISHMENTS AND ACTIVITIES
2015 Ranked 2 nationally with new accounts opened in Q1 and #1 in Q2
nd
Created L.E.A.R.N sales model
2014 Finished top 10 in sales growth and new accounts in rookie year
Developed the ABC training for sales people
2013 Certified Custom Fitter
2012 American Association of Diabetes Educators National Representative
Developed representatives guide to inventory maintenance
Created and proposed the Diabetes Field Specialist position
Regional Clinical and Software Expert
Contour Choice Winner
Launched a national best practice
2011 American Diabetes Association National Representative
ADA Clinical Specialty Team member
Regional Clinical and Software expert
2010 American Diabetes Association National Representative
ADA Clinical Specialty Team member
Promoted to DSS III
Regional Competitive Specialist
National Advisory Board for clinical and marketing information
2009 President Club Winner
American Diabetes Association National Representative
Regional Clinical Specialist
2008 Regional Clinical Expert
2007 American Diabetes Association National Representative
EDUCATION
University of Mississippi, Oxford, MS, B.A., Business Administration & Economics
CONTACT INFORMATION
5033 Lake Ridge Drive Old Hickory, TN 37138
EMAIL AVAILABLE
PHONE NUMBER AVAILABLE
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