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Candidate's Name
Street Address Stone Hill Court
PHONE NUMBER AVAILABLE
Maumee, OH Street Address
EMAIL AVAILABLE
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Summary of Qualifications
Fourteen years of highly successful sales leadership and training and seven
years of strong field sales experience...success in the "trenches" -
Expertise in negotiating/securing business within numerous diverse markets.
Validated and consistent record of above average performance to goal in
tough selling arenas. Track record of goal attainment and revenue
generation in several challenging realms of business. Exceeding sales
quotas documented and proven, and transferrable to other business models.
Training models and systems of organizational efficiency brought to
positively alter not only sales, but other areas of operational/customer
care outcomes.
PROFESSIONAL
EXPERIENCE______________________________________________________________
Consolidated Health Services/Testament Sales Training & Consulting, Maumee,
OH (regional)
Contracted consultant. manager, trainer in hospice/homecare markets,
ultimately leading to a full-time/exclusive role with CHS
Director of Sales/Senior Trainer & Principal
Jul 2010-present
. For Heritage Health Care, helped to build a sales team from 4 to 10
marketers, set up sales structure and
organizational platform, and grew Medicare referral base by 58.8% in a
seven month period
. At CHS supported and managed an integrated region to performance of 122%
to quota to date in fiscal year '14
. Developed comprehensive sales training orientation manual for national
client
. With Simione Consultants, conducted Sales Training Boot Camps and worked
as a contracted consultant on
various assignments to help provide strategic direction for corporate
clients
Amedisys Hospice, Inc.- Baton Rouge, LA, corporate base (area covered,
western US)
National leader in home health care and hospice care, promoting services
through physician and hospital referral source
Area Vice President, Business Development
Jan 2008-Jun 2010
. Consistently ranked in top tier of managers for admissions to goal
performance (#1 in '08, #2 in '09)
. Grew admissions by 76% from Q1 '08 to Q1 '09, and up 107% at same point
in Q1 '10
. Met or exceeded performance expectations in every area of accountability
during both review periods
. Served on two leadership committees, facilitated presentations at New
Employee Orientation, assisted in
National Sales Training forums, and developed numerous
marketing/organizational materials for the field
. Built and effectively managed a sales team in seven western US states,
based out of Ohio office, maximizing
both field and branch development toward mutual goals
Auxilium Pharmaceuticals - Malvern, NJ (area covered MN, WI, OH, MI, IN)
Management of representatives selling testosterone gel through physician
providers to hypogonadal end using patients, in a
five state area, calling on primary care doctors and urologists
Regional Sales Director, Great Lakes Region
Jan 2006-Oct 2007
. Finished 2006 in top quarter of the country with three President's
Club representatives
. Conducted top producing Advisory Board panels with physician advocates
. Hired, trained and managed twelve professional sales representatives
to company sales goal expectations
Neurocrine Biosciences - corporate base, San Diego, CA (area covered, MI,
IL, IN)
Co-promoted Zoloft with Pfizer, until new hypnotic drug was approved. The
product was denied approval, thus all managers
and sales staff were systematically let go.
CNS District Sales Manager, Chicago Region
May 2005-Dec 2005
. Hired eleven high quality sales consultants in a very short time span,
and got them to training
. Exceeded reach/frequency goals and high decile call volume
expectations above national average
. Achieved goals in Pfizer partnering collaboration in Zoloft co-
promotion
. Product wasn't approved and never came to market...all sales staff let
go during the year
Elan/King Pharmaceuticals - corporate base, Bristol, TN (area covered, MI,
OH, IN)
Maker of muscle relaxants, numerous pain management medications,
cardiovascular and dermatological products, promoted to specialists and
general practitioners in a three state area. Three corporate mergers as
well as two field sales force reductions happened during this six year
period
District Sales Manager, Midwest Team
May 1999-May 2005
. Ranked #4 nationally in 2004
. Circle of Merit winner, top manager in region (Q4 '03, Q1 '04, Q2 '04)
. Ranked #6 nationally in 2002 (of 44 districts)
. Ranked #1 in first half of 2001 (pre-merger)
. Ranked #5 nationally in 2000 (moved from bottom of rankings with new
team within one year)
. MVP in Q3 2000 (national manager award)
Professional Detailing Network (P.D.N.)- corporate base, Parsippany, NJ
(area covered, MI, OH)
Contract Sales Organization, managing flex-time pharmaceutical
representatives for contracted manufacturer clients, promoting
dermatological products for J&J/Ortho-Derm, and also Biaxin for Abbott.
Responsible for hiring, training and field activities of sixteen sales
representatives working to maximize provider call activity
District Sales Manager, Michigan/Ohio
May 1996-Apr 1999
. Management Top Performance Leader in 1997
. Highest retention and productivity percentages for two consecutive
years (1997, 1998)
. Strong recruiting and hiring role; added time to hire and build sales
teams on five important contracts
PAST DIRECT FIELD SALES
EXPERIENCE______________________________________________________
*Linvatec (a BMS company), 1993-1995, Surgical Sales Consultant- consulted
and sold capital equipment used for laparoscopic/arthroscopic surgical
procedures to hospitals and surgeons
*Davis & Geck (American Cyanamid), 1989-1992, Surgical Sales Representative
- sold surgical sutures and medical devices to hospitals, through surgeons
in NW Ohio and SE Michigan
*Edgepark Surgical, Inc, 1985-1989, Marketing Representative/Director -
promoted company's line of DME and supplies to hospitals, discharge
planners and doctors. Last year served in a training capacity as well.
EDUCATION &
TRAINING___________________________________________________________________
University of Toledo, Toledo, Ohio, BBA/Marketing Management (minor in
Psychology)
President/Board of Directors, National Exchange Club/Westgate, 1991,1992
Training inclusive of Xerox Selling Skills, Versatile Sales Person,
Customer Driven Sales, Situational Selling
Additional activities: church leadership/volunteer, Down Syndrome
Association, golf
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