National Account Manager

Thomas Mack
44720 Howard Drive, Winston-Salem, NC 10635 / Tel# (204) 555-7628 Email: thomasm@myisp.com

PROFILE

Successful healthcare account manager with 16 years experience and a proven record for increasing sales and market share while providing exceptional customer service and follow-through. Skilled at developing and maintaining positive and professional relationships with healthcare professionals. History of identifying and capturing market opportunities to accelerate expansion, increase revenues, and improve profit contributions. Extensive background in product marketing, account management, and customer retention.

SKILLS AND ABILITIES

· Create partnerships and liaisons to achieve outstanding results in healthcare sales.
· Develop innovative strategies to explain and illustrate major product benefits.
· Allocate corporate resources maintaining cost effectiveness, displaying creativity, and utilizing initiative to realize company goals.
· Motivate, coordinate, and lead teams to listen to customers’ needs, match needs to product benefits, and develop solutions that offer the best result for all parties.
· Interact with medical, paramedical, and pharmacy managers to establish credibility, build rapport, and create strong working relationships.
· Use initiative and creativity to develop cost effective solutions to realize company goals.

EXPERIENCE

HELIX INTERNATIONAL, Charlotte, NC
1998 - Present
National Account Manager
Managed national territory, marketing major healthcare product lines to primary care physicians and specialists including Psychiatrists, Cardiologists, Neurologists, ObGyn and Rheumatologists.
· Partnered with supplies distributor to achieve the second highest market share in the nation.
· Employed direct, aggressive campaigns to attain top market share in all drug categories.
· Received Managed Care, High Market Share Growth, and other achievement awards.
· Negotiated million-dollar contracts with Directors of Pharmacies for major hospital groups.
· Marketed to residency and in-services programs to increase product awareness.

SFB PHARMACEUTICALS, INC., Winston-Salem, NC
1993 - 1998
Pharmaceutical Sales Representative
Marketed and sold medications to hospitals, pharmacies, and clinics, meeting with administrators, physicians, nurses, and pharmacists. Targeted decision makers in major health maintenance groups and insurance plans. Supervised regional sales operations for over 200 accounts.
· Signed national health system accounts constituting 10% of annual company revenue.
· Highest national sales performer for Atacand/Atacand HCT, Zestril, Toprol XL, and Nexium.
· Provided field-based sales experience to strengthen national strategic and budget planning.
· Built strong business relations directly with healthcare workers to better understand customer needs.

OCTAGON, INC., Asheville, NC
1990 - 1993
Account Executive
Represented the nation’s largest manufacturer of turnkey diagnostic imaging equipment. Managed the Southern sales territory – the largest and most profitable territory in the region. Directly managed and grew over 50+ major accounts. Led a sales team of three full-time account representatives.
· Built sales territory from $3M in annual revenue in 1990 to $13M in annual revenue by 1993.
· Targeted, marketed, and prepared comprehensive presentations to demonstrate ways to integrate cutting-edge diagnostic imaging equipment.
· Negotiated long-term, multi-million dollar MRI, PET, CT, and Lithotripsy agreements in joint ventures with hospital administration, radiology management, clinics, and physician groups.
· Designed effective marketing campaigns to generate higher utilization of diagnostic services.
· Trained newly hired account executives to facilitate creative sales strategies.

ACME RESOURCES, Asheville, NC
1986 - 1990
Sales Associate
Marketed and sold acute care services to physicians and other healthcare professionals in medical office, hospital, and clinical settings. Maintained territory serving seven hospitals and coordinated efforts with a 10-member sales team.
· Planned and implemented targeted sales activities to build and maintain business, emphasizing value-added services in a market dominated by well-capitalized competitors.
· Resurrected inactive accounts through consistent sales calls, tripling revenue in one year.
· Delivered a 50% increase in account referrals. Maintained a high conversion rate based on each individual hospital’s criteria.

EDUCATION

Master of Business Administration, 1992
Chapel Hill University, Asheville, North Carolina

Bachelor of Science (Biology), 1986
Carolina College, Charlotte, North Carolina

TRAINING AND CERTIFICATION

Pharmaceutical Sales Training in Cardiovascular Diseases
Pharmaceutical Sales Training in Pain Management
Accreditation (A.P.M.R.)
Pharmaceutical Manufacturers RepresentativesDrew Sterling
604 Harmony Lane
Pleasantville, CA 94588
(925) 555-1234

SUMMARY

Senior Level Manager with over 19 years experience in sales, account management and operations. Handle strategic marketing and advertising, human resources management, personnel training, contract negotiation, budget development/administration, inventory and logistics. Motivate team members to meet and exceed established goals.

CAREER ACCOMPLISHMENTS

- Spearheaded and administered strategic marketing and advertising campaign, resulting in 40% increase in annual sales, growing Office Products' fiscal revenues to over $1.5 million.
- Conceptualized and launched start-up operations for new sales region, building sales to $500,000 in 1-year timeframe.
- Turned around underachieving, understaffed facility through restructuring of customer service processes, implementation of automatic dispatching system and recapture of $300,000 in lost contracts in less than 12 months. Revenues grew consistently by 15% per year.
- Received award six times in recognition of achieving 115% of annual sales goals.
- Instituted measures at poorest performing facility in the U.S. into "Branch of the Year."

PROFESSIONAL EXPERIENCE

Zane Company, San Diego, CA
2000 - Present
National Account Manager
Oversee activities leading to the location and cultivation of new accounts, dealers, distributors and VARs, for manufacturer of pressure sensitive polypropylene sleeves and pockets, and self-laminating products.
- Manage marketing and advertising campaigns, staff development, product promotion, and inventories.
- Develop and foster interpersonal relationships with executives, resulting 70% success rate of new account development.
- Launch product promotions, establishing successful business relations in printing, publishing, entertainment and media replication markets.

SFB, San Francisco, CA
1999 - 2000
Manager - Business Development/Technical Marketing
Managed and monitored sales, marketing and operational activities for major binding equipment, laminating and office products manufacturer and supplier. Selected to participate in corporate sponsored Strategic Management Course for Corporate Development.
- Spearheaded, developed and built start-up operation to expand territory, resulting in location and capture of new third party service companies.
- Developed and administered direct national accounts such as Kinkos and Office Max.

SFB, San Francisco, CA
1997 - 1999
National Field Operations Manager
- Managed operations supporting success of 110 field engineers, 6 regional managers and 45 subcontractors in the U.S. and Canada, with $18 million in annual revenues.
- Remained responsible for the management and administration of P&L operations, establishment of engineer revenue quotas and supervision of budgetary line-item expenses.

SFB, San Francisco, CA
1995 - 1997
District Service Manager
- Maintained responsibility for the supervision and support of 20 field engineers in a 7-state district, as well as Alberta, Canada.
- Achieved sales quotas up to 115%, continuous annual revenues in excess of $3 million.
- Key member of team responsible for developing and servicing major corporate accounts.

SFB, San Francisco, CA
1992 - 1995
Branch Technical Manager

SFB, San Francisco, CA
1989 - 1992
Field Engineer

Jaybird Corporation, San Francisco, CA
1987 - 1989
Shift Supervisor
Oversaw the activities of manufacturing personnel, as well as equipment maintenance for blow molding operation. Ensured team members remained in compliance with all health and safety regulations, as well as met or exceeded production quotas.

United States Navy
1983 - 1987
Petty Officer 2nd Class
Developed and utilized knowledge of personnel management and training, including scheduling and evaluations of assigned staff members. Remained responsible for ensuring the health, welfare and security of all subordinates. Maintained U.S. Military Secret Security Clearance.

EDUCATION AND TRAINING

University of California, San Francisco
B.S., Business Administration
Completed coursework in: Accounting, Business Management, marketing, Economics, Sociology, Trigonometry and Geometry

Associates Degree in Electronics - U.S. Navy

-Strategic management course for Corporate Development - State College
-Strategic Selling and Negotiating of Professional Services - State College
-Best practices of Service Pricing and Marketing - State College

PRWRA Lea Clark - Clark & Associates - Macon, GA 31206 - lclark352001@cox.net