Accomplished business development leader and profit-oriented sales management executive with international business experience working in more than 30 countries. Innovative sales leader specializing in sales optical systems designed to improve procedural outcomes through enhanced vision and ergonomics. Ensure the effective implementation of strategies to support sales and propel market growth. Employ a motivating and empowering leadership technique and an open management style to build high-performance teams committed to surpassing the competition for efficiency, market share growth, and customer satisfaction.
International Sales Manager06/2007 to Current ORASCOPTIC & SURGICAL ACUITY DANAHER - Kavo Kerr
Leading dental consumables company with revenue of ~ $1B Promoted to motivate teams, introduce a new sales process to propel sales, and focus attention on the management and development of Orascoptic's core international business in Europe.
Provide leadership to three country managers and six direct sales staff, in addition to more than 150 representatives internationally with accountability for all marketing initiatives and sales incentive programs.
Negotiate with distributors and customers and provide training of distributor sales representatives.
Prepare ROI documentation and assist with M&A's.
Identified emerging opportunities and hired new distributors in Estonia, Finland, Latvia, Croatia, Malaysia, Indonesia, Columbia, Slovakia, Brazil, Panama, Russia, Hungary, Romania, and Mexico.
Created a network of opinion leaders in Europe, Australia, The United Kingdom, and Canada, which continues to educate clinicians, increase market share, and grow the percentage of users within the market.
Guide new distributors through an onboarding process to ensure successful transition in each new market.
regulatory compliance, best practices of distribution, product registrations, and contract negotiations).
Increased sales to US Military bases located outside the US (Germany, Italy, Sicily, Spain, Australia, and The United Kingdom).
Developed key contacts within purchasing departments.
Manage RFP and RFQ requests.
Ability to communicate complex technical ideas to non-technical and technical audience.
Capacity to bridge the gap between leadership team, engineering, sales teams, and customers.
Immense passion and knack for product development.
Ability to envision and integrate emerging technologies with consumer market trends.
Assisted R&D on many break through products from concept to launch.
Awarded Region of the Year (2013 & 2014), Sales Manager of the Year (2008); Company recognized as Danaher Company of the Year (2010).
Mid-Atlantic Region (Maryland, Washington DC, and Virginia) Initially recruited by the Company to lead the turnaround of territory sales in the Mid-Atlantic Region selling medical devices (Optics) that provide surgeons and dental clinicians a more ergonomic work environment by reducing musculoskeletal disorders.
Clients included the United States Navy, Air Force, Army and the Coast Guard.
Ranked in the top 1% of all sales representatives worldwide for units sold.
Increased sales revenue to military accounts by 258% over a 3-year period.
Direct sales to the following US Military bases; Naval Medical Center Bethesda, Fort Meade NSA, Ft.
Detrick, Aberdeen Proving Ground, NAS Patuxent River, Andrews AFB, Langley AFB, Ft.
Eustis, Quantico, NAB Little Creek, NAS Oceana, Norfolkd Shipyard, NWS Yorktown, Medical Center Portsmouth, NS Norfolk Naval Base, The Pentagon, Bolling AFB, Walter Reed Hospital, Navy Yard, Annapolis Naval Academy, Propelled annual territory sales revenue 320% over a 3-year period.
Developed expertise selling to dental schools, hospitals, private and government healthcare, and trade shows.
Awarded Sales Achiever of the Year and Presidents Club (2005) and Rookie of the Year (2004).
National Sales Representative05/2001 to 11/2003 RECORDTRAKBaltimore, Maryland
Led the sale of information technology services and software applications to improve law firm efficiency and cost effectiveness of trial preparation through HIPAA (Health Insurance Portability and Accountability Act).
Bachelor of Arts: Psychology1 2000West Virginia UniversityMorgantown, West VirginiaPsychology International Organizations Management - Univ. of Geneva DBS - Problem Solving Process
* Six Sigma * Kaizen, Strategy Planning * Action Plans Risk & Opportunity Analysis
Bowler - KPI Charts * DBS - Level One and Level Two Policy Deployment
Business Development * Strategy Planning & Execution * Training Programs Leadership Global Expansions * Problem Resolution * Performance Improvement * Product Development * Team Development Select Performance Highlights & Benchmarks Sales Growth / Business Development: Recorded consistent sustainable double-digit sales growth YOY for last 12 years for Orascoptic / Surgical Acuity (Danaher - Kavo/Kerr Group).
International Sales Manager (ROW) (2007-2014) - Fueled global sales 215% in more than 50 countries.
Established and lead a European professional education program.
Influenced standard of care practices utilizing key opinion leaders.
Increased percentage of users while becoming market leader in Europe.
Created and implemented a process to target and on-board distributors.
Identified emerging market opportunities and hired new distributors in Estonia, Finland, Latvia, Croatia, Malaysia, Indonesia, Columbia, Slovakia, Brazil, Panama, Russia, Hungary, Romania, China, and Mexico.
Leadership - Orascoptic / Surgical Acuity: Interviewed, hired, trained, and mentored multiple award-winning sales representatives to include 3 rookies of the year and 3 out of the top 5 direct sales reps worldwide.
Developed a company-specific sales process designed to incorporate the behaviors and best practices of our top sales people.
Implementation of sales process combined with consistent training raised sales rep performance through higher closing percentages, increased revenue, and more satisfied customers.
Strategic Planning & Execution - Orascoptic / Surgical Acuity: Designed, implemented, and lead the global training program for direct and distributor sales reps (2007 - 2014).
Created a multi-segment training program focused on new rep on-boarding and developing core competencies through ongoing reinforcement and evaluation of direct sales representatives.
Responsible for managing 250+ direct and distributor sales representatives in more than 50 countries for the dental and medical markets.
Hosted numerous international distributor training events in the US & Europe.
Assisted in the strategic planning and implementation of Company's first international direct sales markets (Canada, Australia, and United Kingdom).
Implementation of distribution to direct iniative increased combined market revenue 222% (2010 - 2014).
Productivity improvement - Orascoptic / Surgical Acuity: Revised conventional practices related to sales training and performance evaluation.
Implemented improvement strategies by creating a sales performance model to track, score, and provide continuous development through key performance indicators.
Increased sales 207% between 2010 and 2014.
Air Force, Army, Charts, concept, contract negotiations, Clients, DC, product development, Direct sales, documentation, focus, Geneva, government, information technology, Insurance, international business, leadership, law, marketing, market, NAS, Navy, Naval, network, Problem Solving, purchasing, RFP, selling, Sales, Sales Manager, Six Sigma, Strategy Planning, trade shows