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Your Name

Regional Sales Manager

Plainfield, IL

your.email@example.com
111-222-3333
www.your-website.com

Summary

An energetic results oriented team leader with over twenty years of sales and sales management experience in the medical device and medical capital equipment market space. Significant expertise in hiring, mentoring and maintaining a motivated high performing sales team. Additional skills in corporate account sales and management, contract development and negotiating. Recognized by management for being dedicated to success and achievement while developing and implementing business plans that drive market development, new product launches as well as sales growth and company profitability.

Work Experience

Regional Sales Manager

SONOSITE, Inc, Chicago, IL

2012 2013

Chicago, IL 2012 - 2013
FUJIFILM SonoSite, Inc., is the innovator and world leader in bedside and point-of-care ultrasound and an industry leader in ultra high-frequency micro-ultrasound technology.
Regional Sales Manager
  • Recruit, hire, coach, and develop high performing field based sales team. Develop and manage business and sales strategies for the market leader in point of care ultrasound.
  • Developed, coached and managed a staff of 9 sales professionals in a fast paced high transaction sales environment.
  • Responsible for the reporting of monthly forecast, upside and pipeline activity with sales closure accountability for targeted opportunities.
  • Develop and present enterprise wide product proposals to IDN's, national purchasing organizations as well as Executive level hospital administration within a 9 state geography.
  • Midwest Region current month, quarter and year performance over previous month, quarter and year:
  • Monthly: September increase of 25%, October increase of 11%, November increase of 26%, December increase of 12%.
  • Quarter 4 sales quota: $6M.
  • Quarter 4: Quarter over previous year quarter increase of 16%.
  • Quarter 4 team ranking: 2 of 6.
  • 2012 annual sales quota: $20M.
  • Fiscal 2012: Year over year increase of 6%.
  • Year 2012 team ranking: 2 of 6.

Regional Sales Manager

ZOLL MEDICAL, Inc, Chicago, IL

2009 2012

Chicago, IL 2009 - 2012
ZOLL Medical is the leader in medical resuscitation equipment and software solutions designed to help responders throughout the hospital manage, treat, and save patient lives from sudden cardiac arrest.
Regional Sales Manager
  • Recruit, hire, coach, and develop high performing field based sales team. Develop and manage business and sales strategies for the market leader in resuscitation equipment and devices.
  • Developed and managed a staff of 9 sales professionals and 1 Sales Associate.
  • Responsible for the reporting of monthly forecast, upside and pipeline activity with sales closure accountability for targeted opportunities.
  • Fiscal year 2010, my first full year, I took a poorly performing region and coached, managed the team to an increase in sales of 10% over the previous year with over $8.5M in sales revenue.
  • 2010 annual sales quota: $11M.
  • 2010 team ranking: 3 of 5.
    • Fiscal year 2011, the Great Lakes Region increased sales from $8.5M to over $13M or a 38% increase in sales revenue over the previous year.
    2011 annual sales quota: $14M.
  • 2011 team ranking: 2 of 5.
  • Accomplished through a team effort comprised of Territory Managers, Strategic Account Manager and Regional Sales Management who focused on the closure of key regional opportunities as well as strategically significant Integrated Delivery Networks.
    • Create and present enterprise wide product proposals to Executive level hospital administration as well as IDN and national purchasing organizations resulting in the closure of key IDN's including:
    IU Health which was a complete competitive conversion resulting in a "Preferred Vendor" agreement with projected incremental sales revenue growth of $10M over a 5 year period.
  • Fairview Health System by establishing "Sole Source" status resulted in $2M of sales with incremental sales growth of $3M over a 5 year period.
  • Aurora Healthcare System by establishing "Preferred Vendor" status resulted in projected sales of $4M over a 3 year period.

Corporate Account Executive

FUJIFILM MEDICAL SYSTEMS, Inc, Chicago, IL

2005 2009

Chicago, IL 2005 - 2009
FUJIFILM Medical Systems is a leading provider of medical image and information products and technologies for acquiring, processing, presenting, managing and storing diagnostic images.
Corporate Account Executive
Developed and implemented business strategies that target, penetrate, and capture market share for a worldwide leader in Medical Imaging and Information Systems. Focusing on business strategies as they relate to sales opportunities within regional buying groups, local IDN's, owner systems of national GPO's as well as key targeted individual hospitals within the region.
  • Dotted line report responsibilities for a team of three Strategic Account Managers.
  • Developed and closed 25 Enterprise agreements with major regional IDN's resulting in net sales of $35,000,000 to FujiFilm Medical.
  • Coordinated group buy activities between FujiFilm Medical System and major GPO resulting in 90% closure of sales opportunities.
  • Analyzed, developed, presented corporate wide proposals for "Market Basket" selling opportunities to major integrated purchasing groups resulting in a 15% increase in sales revenue.
  • Gained access into "C" level call points within major IDN's in the region resulting in enhanced relationships that will insure FujiFilm Medical Systems success in future sales opportunities.
  • Corporate Account Manager Of Year 2007

Key Account Executive

ALARIS MEDICAL SYSTEMS, Inc, Chicago, IL

2002 2005

Chicago, IL 2002 - 2005
ALARIS Medical Systems is a worldwide leader in the design, manufacturing, and marketing of drug-infusion systems and patient monitoring systems for hospital and alternate care facilities.
Key Account Executive
Execute well planned, organized in-depth customer presentations at the administrative level of targeted accounts using a consultative approach to secure capital sales orders as quickly and prudently as possible for a market leading IV medication delivery and safety system company.
  • Developed key relationships and influenced multiple department managers throughout targeted hospitals resulting in positive sales trends that continually met annual sales quota expectations.
  • Earned Top Gun sales achievement recognition.

Regional Sales Manager

MALLINCKRODT MEDICAL, Inc,

1999 2002

Recruit, hire, coach, and develop high performing field based sales teams. Develop and manage strategic business strategies for the Cardiovascular, Imaging and Oncology lines of a $25 million region. Created and presented company-wide product proposals to various local and national purchasing organizations. Developed and managed a staff of 9 to 11 sales professionals.
  • Recruited, interviewed, and selected four new representatives that through mentoring, coaching resulted in 50% being promoted to take on additional responsibilities within the company.
  • Managed a region that historically performed poorly in achieving its sales numbers and developed, implemented sales strategy changes that resulted in increased consistency in achieving sales goals in excess of $20 million.
  • Developed a spreadsheet for the region that resulted in improved product line analysis, focused the field sales activities to mirror the strategic goals of the corporation which in turn maximized compensation potential with 80% of representatives making budget expectations.

MALLINCKRODT MEDICAL, Inc, Chicago, IL

1986 2002

Mallinckrodt Medical, Inc. now Covidien, Inc., manufactures, distributes and services a diverse range of industry-leading product lines in four segments: Medical Devices, Imaging Solutions, Pharmaceutical Products and Medical Supplies.

Strategic Account Manager

MALLINCKRODT MEDICAL, Inc,

1994 1999

Developed and implemented strategic business strategies across Cardiovascular, Imaging, and Respiratory lines of business as they relate to sales opportunities within regional buying groups, local IHDN's, owner systems of national GPOs as well as key targeted individual hospitals.
  • Coordinated strategic analysis of a major customer group evaluating the marketplace, product positioning strategy, competitive position and incremental sales growth as they relate to all lines of business in the company increasing market penetration.
  • Developed a compliance tracking tool focusing on major corporate contracts resulting in the region moving from 65% compliance to 90% and obtaining a 20% increase in revenue.
  • Strategic Account Manager of Year 1997.
  • Strategic Account Manager of Year 1995.

Regional Sales Manager

MALLINCKRODT MEDICAL, Inc,

1991 1994

Recruit, hire, coach, and develop a high performing field based sales teams. Develop and manage strategic business strategies for the Cardiovascular, Imaging and Oncology lines of a $20 million region. Developed and managed a staff of 7 to 9 sales professionals.
  • Achieved overall Regional Sales quota each year.
  • Coached, mentored key representatives to take on additional responsibilities as "Product Line Champion" for the region resulting in increased productivity.
  • Created a business-tracking tool that achieved improved accuracy in customer forecasting as well as a heightened understanding of current territory base business and future sales growth.

Territory Sales Specialist

MALLINCKRODT MEDICAL, Inc,

1986 1991

Achieved overall Territory Sales quota each year.

Education

Bachelor of Science in Marketing

Eastern Illinois University, Charleston, IL

Additional Information

AREAS OF EXPERTISE: 
 
Field Sales Management Medical Device Sales Pricing Strategy 
IDN Development and Sales Capital Equipment Sales RFP Management 
GPO Development and Management C-Suite Negotiations Key Client Retention
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