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East Region Field Sales Manager Resume

SUMMARY:

  • Experienced sales executive with track record of managing, training, and coaching Sales Executives to exceed sales goals across geography and product.
  • Maximizes revenue by establishing a vision, identifying opportunities, and executing on strategy.
  • Tenacious leader, inspiring development and implementation of creative approaches to penetrate markets and increase sales.
  • Success managing through the changing healthcare environment, with laser focus on actions with the most impact on bottom line results.
  • Over 3 years managing, training, and coaching Sales Executives with success at exceeding sales goals, leveraging over 10 years of award - winning healthcare sales experience with up to five concurrent products and a $65M territory covering up to 8 states.
  • Turned around an underperforming sales team and in one year exceeded team sales goals.
  • Drive team execution of launch strategies.
  • Analyzes data trends and engages sales team with vision and tactical account plans to exceed performance objectives.
  • Trains and manages team of Account Executives with a $2B book of business and services that cover 40 products.
  • Clinical acumen, subject matter expert on over 14 disease states.
  • Track record of quick access to hospital and physician network decision makers.
  • Skilled at presenting to large audiences at varying technical levels including physicians.

TECHNICAL SKILLS:

Microsoft Office: Word, Excel, Outlook, PowerPoint

CRM: Salesforce, Saleslogix (now Infor CRM)

Data Analysis: Tableau

PROFESSIONAL EXPERIENCE:

Confidential

East Region Field Sales Manager, Atlanta, GA

Responsibilities:

  • Therapy portfolio includes Multiple Sclerosis, Primary Immune Deficiency, Alpha-1, HAE, Auto Immune, PAH, and Cystic Fibrosis
  • Region includes ME, MA, RI, NH, CT, NY, NJ, PA, NC, SC, and GA
  • Turned around an existing underperforming sales team and in one year exceeded team sales goals.
  • Ranked #1 Field Sales Manager for designated therapies nationally 2016 and #2 for the entire Specialty Sales Division while concurrently managing the integration of Coram sales associates with different compensation packages and adding four new therapies as a result of the merger.
  • Increased sales by $161M and hit 107% of performance goals in 2016 by optimizing financial resources.
  • Maintained track record of exceeding sales objectives in 2014 and 2015 by 110% and 104% respectively.
  • Improved adoption of Specialty Connect branded services by 30%through coaching of Account Executives.
  • Prepared launch strategies for the new Cystic Fibrosis drug (Orkambi) and exceeded sales goals by 100%.
  • Significantly increased leads nationally as a result of optimizing the region’s conference budget of $45k.

Confidential

Field Sales Manager

Responsibilities:

  • Collaborates with Marketing to create original branded marketing collateral, leveraging understanding of customers, therapies, and trends.
  • Analyzes data trends and engages sales team with vision and tactical account plans to exceed performance objectives.
  • Increased awareness of sales team’s value to internal and external stakeholders by developing and facilitating custom presentations.
  • Aggregated feedback from key customers and operational teams to enhance strategies and procedures.

Confidential

Account Executive, Seattle, WA

Responsibilities:

  • Presented to the leadership team by Management as Top Talent, the designation for top performers.
  • Recognized by corporate executives for mastering consultative selling, gaining quick access to decision makers, and closing appointments with key stakeholders.
  • Appointed Trainer and Mentor for the Western Region.

Confidential, Seattle, WA

Account Executive

Responsibilities:

  • Closed business with 40 new accounts in 2 years and ranked #5 out of 93 representatives in 2010.
  • Led the nation in converting clients to online enrollment (65%) using the newly launched web portal.
  • Selected as one of the few nationally designated trainers for new hires due to account success.
  • Invited by neurology and cardiology chiefs as promotional speaker and educator at physicians meetings.

Confidential

Executive Cardiovascular Specialty Representative, Seattle, WA

Responsibilities:

  • Achieved President’s Club Award for exceptional top 10% sales performance 2007.
  • Awarded Confidential Scholarship for Confidential MBA for demonstrating leadership potential.

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