Innovative and proactive Business Development Manager offering 20+ years of experience converting sales leads and effectively managing multiple territories. Highly skilled in forecasting, project management and strategic planning with exceptional healthcare expertise, both human and veterinary, and top-notch communication abilities. Proficient in monitoring trends and capitalizing on emerging opportunities.
Skills
Sales training and leadership
Pipeline development
Market Positioning
P&L management
Change Management
Partnerships & Alliances
Staff management
Market analysis
Process Improvement
Sales techniques
Multidisciplinary team collaboration
Executive B2B presentations
Strategy implementation
Hiring and training
Upselling strategies
Road warrior
Work History
Director of Business Development, 07/2018 to Current Avineon, Inc. – Washington, DC,
Identify, source, monitor, and manage potential veterinary add-on opportunities in identified strategic geographies. Convey AmeriVet mission, vision, and value to prospective partners, and convert them to actionable partnership opportunities
Established, initiated and optimized business development strategies based on company targets, product specifications, market data and budget factors.
Collaborated with sales and marketing departments to support business objectives and client acquisition.
Identified investment opportunities, threats and challenges to accurately forecast company budget.
Submitted monthly and yearly financial reports to support executive decision making for the possibility of acquisition.
Strategized and implemented successful approaches to revitalize untapped territory and create profit-generating enterprises.
Applied consultative selling techniques to prospect senior management to close business.
Evaluated market trends and recommended marketing budget allocations to top management for Midwest territory with 8 states.
Performed research to uncover potential target areas, markets and industries utilizing research never used prior.
Fostered and facilitated relationships with Brokers and Distributor representatives.
Devised all-encompassing business plan outlining concise and actionable targets and sales goals.
Sales and Business Development Manager, 03/2007 to 07/2018 Illinois Tool Works – Rochester, NY,
HME/DME expert
Knowledgeable in 75+ medical manufactures with a focus in Respiratory, Ostomy and durable medical equipment.
Developed new Customer Representative position from beginning stage, lead and trained the teams.
Transformed Customer Representative position to New Lead Generation position. Hired, trained, developed plan and bonus program.
Identified, hired and trained highly-qualified staff by teaching best practices, procedures and sales strategies. Led a team of eight (8)
Coached employees in successful selling methods and encouraged cross-selling to drive revenue
Collaborated with internal teams and suppliers to evaluate costs against expected market price points and set structures to achieve profit targets
Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals
Organized promotional events with negotiations with manufacture contacts
Responsible for the top thirty (30) accounts in the company that produced 12 million in revenue
Visit prospective clients in the field, cold called, mentored staff, attended tradeshows
Responsible for "closing" generated accounts from team.
Exceeded quota consistently
Developed and participated in the first million dollar month in company history
Reduced expenses by effectively negotiating contractor prices, terms and service agreements. Had an impact on vendor negotiations and strategies
Increased profit margin in last few years due to ostomy negotiations
Responsible for growth of profit margins and strategies to achieve them. Consistent achievement of target profit margins.
Handled all customer relations issues pleasantly, enabling quick resolution and client satisfaction
New Business Representative, 01/2006 to 03/2007 Efinancial – Chicago, IL,
Led solution selling strategy initiatives to maximize sales of freight trucking
Developed new business with 300+ calls per day
Consistently exceeded quota and won weekly incentives for top performance given weekly with 500 salespeople on the roster
Awarded Platinum accounts after fourth month due to sales performance
Capitalized on growth and expanded opportunities by maintaining thorough and current knowledge of all products, competitive offerings and market developments
Education
Bachelor of Science: Business Management, Expected in Central Methodist University - Fayette, MO GPA:
In progress
Associate of Applied Science: Veterinary Technology, Expected in Metropolitan Community College - Kansas City - Kansas City, MO GPA:
Accomplishments
2012: Developed creation of Customer Representative position to achieve increased sales of 20% for 2012- 2013.
2012: Promoted to Business Development Manager and managed a team of four.
2013-2016: Increased territory profit margin by 30%, and highest in customer retention.
2016: Promoted to Sales Manager and managed a team of eight.
2018: Developed new process for sourcing acquisitions.
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