CLIENT CONFIDENTIAL SENIOR SALES PROFESSIONAL – MEDICAL DEVICES AREAS OF IMPACT
Strategic Planning & Tactical Execution Pre-Sales & Post-Sales Support Consultative & Relationship Sales Customer Acquisition & Retention Relationship & Account Management Partnership & Channel Development Presentations & Negotiations Executive Sales Support Product Launch & Marketing Capital Equipment & Pharmaceutical Sales Competitive & Market Analysis Territory Management
LEADERSHIP
Driven to succeed and excel Motivated to challenge with a purpose Innovative in thought and solutions Quick to foster confidence and trust Seasoned and experienced public speaker
3488 E Orangethorpe Avenue Anaheim, CA 92806 909-510-0252 I info@dillardandassociates.com
BRAND Ground-breaking sales and marketing strategist with more than 15 years’ notable success creating, developing, and executing innovative, customerfocused, highly-targeted sales programs that add value, boost revenue, improve market share, and increase margins. Most effective in a consultative sales role in a growing forward thinking organization focused on building brands that transcend the status quo, managing customer relationships, and training/mentoring teams to outperform the competition. ROI Business Developer & Revenue Builder Driver of growth and major wins. Particularly strong in closing the sale and delivering millions in revenue as well as significant competitive leads. Build and solidify competitive position, profitability and performance excellence. VALUE Industry Thought Leader Career highlighted by ability to build and solidify competitive position, profitability and performance excellence across various managed care environments including outpatient and inpatient private and government rehabilitation centers, as well as doctors and c-level clients of orthopedic, physical therapy and nursing home corporate accounts.
PROFESSIONAL EXPERIENCE ALTERG, Orlando, FL 2010-Present Rapidly growing medical device company with customers to include well-known pro sports teams, hospitals, physical therapy and performance clinics. Regional Account Manager-Medical Hired as the Regional Account Manager overseeing an expansive territory spanning from Clearwater to Pensacola, Florida and assigned the pivotal task of calling on the rehabilitation market to generate new business that meet and/or exceed predetermined capital equipment sales quotas. Scopes of responsibilities entail calling on orthopedic, spine, foot and ankle doctors, as well as calling c-level executives of hospitals, nursing homes, and skilled healthcare facilities. Selected Achievements Leverages stellar ability to communicate information effectively and persuasively while developing and maintaining a strong rapport with physical therapists, physicians, medical and business professionals. Furnish expertise and logistical support to distributor representatives for accounts that generate over $800,000 in revenue per year. First quarter Achieved 70% of quota first quarter 2011 and currently on target achieve 100% for second quarter. Assist in the planning and execution of arrangements required for trade shows, and if determined necessary, attend trade shows. Conducted needs assessment and used feedback to recommend changes, improvements, or deletions in assigned products. QUEST DIAGNOSTICS, INC., Washington, DC 2010-2010 The world's leader in diagnostic laboratory testing, information, and services Account Executive (Hunter) Multi-faceted business executive accountable for the development of new business through lead generation in the North Florida and Washington, DC. Aligned with regional and national marketing strategies through analysis of territory and developing and executing a strategic plan to increase net revenue to meet and exceed all goals. Selected Achievements Successfully targeted and secured profitable new business (physician and/or specialist accounts) by building relationships, opening new business and driving new sales growth. Accumulated various awards and recognitions during tenure to include 100% Club for 1st Quarter 2010 and 100% Club for 3rd Quarter 2010.
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SHIRE PHARMACEUTICALS, Orlando, FL 2007–2010 One of the world’s leading Specialty Biopharmaceutical Companies Executive Sales Representative – Gastroenterology Specialist High profile representative charged with calling-on, educating and selling physicians in both private practice and hospital settings throughout Central Florida on Lialda™ and Pentasa ® for the treatment of ulcerative colitis/Crohn’s Disease. Selected Achievements Provided strong organizational leadership and active participation in client acquisition efforts, which led to numerous awards and recognitions for superior sales performance to include: Grew Lialda business by 4.6% (3rd in region), 2009; Trx market share 27.3% ranked 12th out of 122 reps nationwide, Q2 2009; Presidents club ranking 7th out of 122 reps nationwide, 2008; Market share 26.7% (national average was 17.9%), Q4 2008; Winner, Sales Representative of the Quarter, Q/1 2008; Presidents club ranking 11th out of 122 reps nationwide, 2007 NEUROCRINE BIOSCIENCES, Chicago, IL 2005-2006 Product based Biopharmaceutical Company focusing on the development and commercialization of innovative pharmaceutical products to treat unmet medical needs. CNS Sales Specialist Senior Sales Representative recruited as member of inaugural sales team comprised to propel the launch/promotion of Indiplon™, which is currently pending full approval, for insomnia. Company laid off entire sales force due to non-approval of Indiplon from FDA on 7/31/2006. Selected Achievements Performed in-depth market analysis studying market trends, conducting client needs assessments and cultivating a decisive territory business plan, portfolio mix and marketing strategy designed to meet the expansive demand with top North/Northwest Chicago Psychiatrists/Sleep Specialists. Operated as liaison between accounts and specialty pharmacy; partnered with Pfizer to promote Zoloft™ to meet financial milestones and guarantee access to providers. Key contributor to company’s bottom-line performance; ranked 7th out of 25 in region and 15 out of 119 in area. Top performer; earned 100% bonus for every quarter worked. NOVARTIS PHARMACEUTICALS, Chicago, IL 2004-2005 One of the largest Pharmaceutical Companies in the world Senior Sales Consultant High profile representative charged with identifying and leveraging core competencies to drive productivity, quality and revenue/profit growth for sales of Sold Zelnorm®, a Selective Serotonin receptor agonist for the treatment of Irritable Bowel Syndrome, and Lotrel®, a combination Ace inhibitor and Calcium Channel Blocker. Selected Achievements Recognized for Results; ranked 11th out of 64 in regional sales. Instrumental in the phenomenal growth of these new products; achieved 115% of quota for Zelnorm and 103% of quota for Lotrel. VICTORIA ORTHOPEDICS (BIOMET DISTRIBUTOR), Melbourne, Australia 1998-2004 Distributor for Biomet Merck for Victoria and Tasmania Orthopedic Sales Supervisor Brought on board and quickly promoted to Supervisor, based on consistent performance and leadership skills exemplified as a Sales Representative, and given full autonomy over creating business progression and roll-out plans based on extensive competitive, product and market intelligence. Managed three representatives. Selected Achievements More than tripled market share from $3M to $9.8M (AUS) through aggressive and well-targeted business development programs. Captured key accounts; built relationships and sold to surgeons in Victoria and Tasmania, while significantly increasing volume with existing customer base. Personally identified candidates for fellowship programs abroad.
EDUCATION & ACTIVITIES BA, Business Administration, Clark Atlanta University, Atlanta, GA Snap Selling - Value Centric Selling - Real World Selling PSS Sales Training program - AIMS: invigorating your sales force Ram: Regional Account Management