Sales Manager Medical

Kerry Cordova
604 Harmony Lane
Pleasantville, CA 94588
(925) 555-1234

SUMMARY

Accomplished sales, management and client service professional with over 10 years of top-producing experience. Routinely exceed revenue goals with niche marketing and sales expertise.

PROFILE

· Strong background in sales includes all aspects of consultative selling, from lead generation, cold calling and needs analysis to closing and post-sales service of Fortune 100 accounts.
· Proven management skills. Experienced building, training, leading and developing teams of up to 15 sales reps who dislodge competitors in medical equipment and other sectors.
· Consistent top producer. Increased market share 55% as Sales Manager (2000-2002), built base of 70+ referring customers and more than $1 million in first-year revenue as Sales/General Manager (1997-2000) and grew sales from zero to over $6 million in three years (1992-1997).
· Excellent communication skills. Experienced building and maintaining rapport with and presenting to oncologists, nephrologists, CEOs and other busy professionals.

EXPERIENCE

Sales Manager: Marjorie Health Services, Clearwater, FL
2000-2002
Planned and managed sales of medical specialty products to health care clinics in three states.
· Developed sales training program that produced more than $1 million in new revenues by replacing product-based selling with consultative sales and superior client service.
· Recruited, hired, trained and managed team of seven sales reps. Led team to meet or exceed revenue quotas in 95% of time periods.
· Increased market share 55% and profitability 25% by restructuring product mix. Identified market potential, profitability and resources, then created new niche marketing profile.
· Researched, created and delivered more than 25 in-service programs to train nurses, physicians and in-house personnel. Rapidly built substantial referral network among clinics and hospitals with this innovative, cost-effective technique, which locked out competitors.
· Served on top management team. Cited by CEO and Operations Director for ability to reach physicians, close sales and service accounts.

Sales/General Manager: Sara Solutions, Inc., Clearwater, FL
1997-2000
Created and implemented marketing plans to deliver profitable sales of diabetic, wound care and DME products to physicians, home health, dialysis clinics, assisted living centers and others.
· In first year, grew sales from zero to more than $1 million and became preferred provider for more than 70 referring customers. Succeeded using win-win approach to in-service training, reaching and presenting to physicians, nurses and other decision makers.
· Recruited and trained sales force of 15 professionals operating statewide. Also hired, trained and managed delivery personal and administrative staff.
· Developed highly effective marketing plan, sales brochures and other tools. Developed sales and support tools to maximize territory potential through market research and prospecting.

Marketing and Sales/Director of Wound Management: TheVendorStop, Inc., Clearwater, FL
1992-1997
Directed marketing and sales of wound care products and services.
· Increased revenue from zero to more than $6 million in six years, with sales to physicians, nursing homes and clinical staff. Opened and managed more than 100 accounts.
· Ranked as top revenue producer. Researched, developed and implemented marketing and sales plans to maximize territory potential through efficient prospecting.
· Built profitable division through sales growth, effective collections and cost management.
· Organized operations, procurement, sales and client service, with outstanding results.
· Created vast network of referral sources by consulting with and educating medical staff on wound prevention and treatment. Developed and delivered in-services to decision makers at numerous facilities, solving prospects’ problems in win-win fashion.

Account Executive: ABC, Tampa, FL
1988-1992
Provided sales and account management of telecom services to Fortune 500 firms.
· Achieved 300% of revenue quota, ranking #1 in sales productivity among 72 sales reps locally and in top 10% of 4,500 national sales reps for three consecutive years (1989-1992).
· Persisted through long sales cycles and negotiations with multiple decision makers.
· Successfully closed major deal with $23-billion client by creating new habits for managing information. Penetrated client account and forged win-win solutions for multiple business units, leading to presentation to CFO and top management team.

Sales Consultant: GGG Computer Center, Dallas, TX
1984-1988
Initiated and developed national accounts. Ranked as top producer among 10 sales reps as a result of proactive referral selling. Rapidly promoted from Senior Sales Consultant after one year.

EDUCATION

Bachelor of Business Administration: Ohio State University, Columbus, OH
1984
· Awarded Falcon School of Business Scholarship.

ADDITIONAL INFORMATION

· Professional development: completed sales courses and related seminars from Zig Ziglar, Tom Hopkins, Brian Tracy, Peter Lowe and others.
· Computer skills: Microsoft Office Products (Word, Excel, PowerPoint, etc.).
· Recent Member: Assisted Living Association, FDONA and Nursing Home Administrator’s Association (maintain broad list of contacts).

Kevin Donlin - kevin@gresumes.com - http://www.gresumes.com