As a proven sales leader in the biotech industry, I'm inspired to deliver innovative solutions to patients and physicians, by maximizing sales, building lasting relationships, and leading, training and inspiring those around me.
Quota-surpassing sales representative; with a history of exceeding expectations within the diagnostics testing market, and other complex industries, who is inspired by establishing effective value-driven customer relationships.
Persuasive communicator; uses consultative selling skills to identify opportunities, overcome objections, build relationships and turn cold canvassing into sales.
Tenacious negotiator and closer; adept in conveying the benefits of complex services and products to generate customer interest, quickly learning, mastering and selling new product offerings.
09/2011 to 01/2014
Director of Major AccountsHycor Biomedical － San Francisco, CA
Developed and managed revenue generating strategies and programs through marketing and sales for Hycor's allergy and autoimmune instruments.
Directed the sales force to implement revenue generating programs at reference laboratories and physicians' offices.
Designed and implemented company-wide initiatives for account compliance, lead generation, and strategic targeting, in partnership with the Director of Global Marketing and CEO.
Exceeded 100% year-on-year growth by creating a compliance program focusing on existing customers, meeting 70% of overall company sales targets with a single program in 2012-2013.
Created and implemented an effective short-term "ramp-up" training program for reps with new customers to meet company goals and expectations which resulted in increased revenues of 74% from 2012-2013.
Secured the company's largest reference laboratory and competitive account on the West Coast, bringing in an excess of $300K annual revenue.
12/2010 to 09/2011
Territory ManagerPathwork Diagnostics － San Francisco, CA
Sold the Tissue of Origin Test, a micro-array gene expression test to determine the primary location of an undifferentiated or poorly differentiated cancer, to Oncologists and Pathologists.
Grew the territory by 120% in 6 months by gaining 12 new ordering physicians and 10 pathologists.
Obtained the 2nd highest volume of testing in U.S.
within the first two months of employment while working with Alta Bates Hospital and gaining access to the very private Tumor Boards to establish new business.
Championed the company's 3rd thought-leader and spokesperson while converting his practice into one of the company's top 3 revenue-generating customers.
Consistently retrieved challenging tissue samples from the grips of pathology at Stanford, El Camino Hospital, Mills-Peninsula, Emanuel Medical Center, St. Joseph's Modesto, and Alta Bates Medical Center.
05/2008 to 12/2010
Territory ManagerOxford Immunotec － San Francisco, CA
Sold T-SPOT.TB, a T-Cell based IVD kit and national TB testing service to hospitals, public health labs, reference laboratories, and universities.
Won 2008 Sales Award for Top U.S.Sales Representative due to highest quota attainment.
Landed the first account in the U.S.and simultaneously created an advocacy program to penetrate the market Managed the Pacific Northwest, responsible for strategic targeting, point person for manage care, working directly with the state departments of public health, and support from thought leader physicians i.e.: TB Controller's, Infectious Disease, Immunologists, Pulmonologists.
Consistently outperformed other sales representatives and my own revenue goals with 123% of goal Q4'08,101% Q1 '09 and 120% of plan in Q2 2010.
More than doubled company objective with 5 contracts signed in Q2 '09.
06/2007 to 02/2008
Molecular Product SpecialistExagen Diagnostics － San Francisco, CA
Sold breast cancer molecular prognostic IVD test to Cytogeneticists, Pathologists and Oncologists.
Landed partnerships with prestigious accounts such as Stanford University Laboratory and University of Washington Laboratory.
Targeted high complexity laboratories to gain interest in an IUO study with non-commercially available prognostic IVD kit.
Successfully managed Pacific Northwest territory implementing 4 IUO programs selling to pathologists and laboratory sales management.
Successfully completed Miller Heiman sales training.
10/2005 to 06/2007
Senior Marketing ExecutiveLabCorp － San Francisco, CA
Sold laboratory services and specialized testing to Internists, OBGYN's, Cardiologists and other specialties.
Landed significant business in the OB community totally 5X the monthly quota requirement.
Led a team of Manufacturer Representatives to maximize selling efforts and bonus dollars, implementing a program which increased business by 200% fall 2006.
Exceeded connectivity goals by landing over ten EDI contracts with significant accounts in northern California.
Appointed "Expert" within the OBGYN market with the new technology "Image Guided Pap" training the other sales representatives in the district.
Responsible for two territories within the district between 2006- 2007.
03/2003 to 10/2005
Professional Medical RepresentativeCytyc Corporation － San Francisco, CA
Sold ThinPrep, FirstCyte Breast Test and NovaSure to OBGYN's and Primary Care physicians while supporting lab clients.
Won President's Club Award for overall achievements in 2004.
Achieved over 100% of Team All-Other TPPT quota Q2 2004 through Q1 2005.
Achieved over 100% of NovaSure quota Q3 2004 through Q1 2005.
Won Silver Medal in Q1/Q2 2004 and Bronze Medal in Q3/Q4 National X-Games Contests.
Won Excellence in Sales Achievement award within first 6 months of employment.
Responsible for 2 territories within the district between 2003 and 2004.
Worked directly with Laboratory Representatives, Pathologists, Managed Care decision makers, physicians and Medical Directors of community hospitals and local IPA's to capture forecasted new business.
Participated in "The New BASE for Sales Excellence" training program by Acclivus.
10/2001 to 12/2002
Pharmaceutical Sales RepresentativeMuro Pharmaceuticals, Inc － San Francisco, CA
Sold antibiotics and allergy medications to Primary Care physicians and specialists.
Established company and products within a previously closed marketplace by effectively saturating pharmacies and key targeted physicians.
Achieved top 25% in market share growth Q1 2002.
Earned #11 status within the company for product quota attainment Q3 2002.
Appointed leader in the district responsible for interviewing candidates and training new hires on territory management and sales skills, Fall/Winter 2002.
10/2000 to 03/2001
Business Development AssociateInTech Staffing, Inc － Dallas, TX
Sold contract-recruiting services within Telecom market place.
Developed highest number of requisitions within first 2 months of employment.
Established new key accounts such as World Comm, Tekelec, Nortel.
Worked consultatively with hiring managers to effectively understand and meet the needs of the client.
B.A: Communication Studies and SpanishUniversity of North Texas － Denton, TXCommunication Studies and Spanish