SEARCH

Senior Analyst, Device Group Purchasing Organization (GPO), Customer Contracting Resume Example

Resume Score: 90%

Love this resume?Build Your Own Now
SENIOR ANALYST, DEVICE GROUP PURCHASING ORGANIZATION (GPO), CUSTOMER CONTRACTING
Summary

Highly motivated sales professional whose leadership, coaching, and analytical skills consistently produce value. Charismatic builder of collaborative business partnerships with internal and external customers that challenge the status quo. Repeatedly coached new sales representatives to create customer focused solutions that drive value, (not price) to meet corporate deliverables. Proven track record of sales achievement throughout career. Adept at forming long lasting business partnerships and restoring and maintaining customer trust in volatile environments.

Experience
10/2015 - Current
Hospira, A Pfizer Company － Lake Forest, ILSenior Analyst, Device Group Purchasing Organization (GPO), Customer Contracting
  • Develop and launch Business Plan Reviews and manage the process to drive compliance to Group Purchasing Organization contractual commitments
  • Provide analytics of Solutions and Consumables products for GPO and Integrated Delivery Networks (IDN's) bids, RFPs, and forecasting activity
  • Provide sales, customer, clinical and industry insights to contracting analysts
  • Analyze and deliver SFDC pipeline reporting to VP National Accounts Proficient with Microsoft Excel, SalesForce.Com Chatter application, and SalesForce.Com reporting.
12/2014 - 10/2015
Hospira, A Pfizer Company － Lake Forest, ILSenior Analyst, Major Accounts
  • Established, analyzed, and tracked sales performance of products for National Accounts and IDN's
  • Managed and developed key reporting initiatives that measured, tracked, and supported evolution of Customer Segmentation
  • Developed IDN, National Integrated Delivery Network (NIDN), and GPO Business Plan Reviews (Book of Business Report) to measure and manage year-over-year sales performance of Hospira's 160 IDN's, NIDN's, and GPO's for use in customer business review meetings to drive incremental business
  • Managed IDN and NIDN membership through IMS HCOS data and published GPO/IDN data
  • Responsible for Master Data Management implementation and governance
  • Team lead for development of upgraded SalesForce.Com platform implementation and governance
  • Driving business process improvements to provide faster access to data and analytics.
11/2011 - 12/2014
Hospira Worldwide － Lake Forest, ILNational Sales Trainer
  • Responsible for Initial Sales Training for Solutions & Consumables (S&C) and Specialty Injectable Pharmaceuticals (SIP) Training Classes
  • Facilitated and planned 2 week training classes
  • Coached and mentored new sales representatives
  • Created customer focused tools to assist Field Sales in understanding the clinical needs of their customers Identified market trends and updated training content: Pre-Work, Presentations, Sales Call Scenarios, and Workshops
  • Adapted 2-week New Hire Training curriculum to 5 days for 2014 Consumables Realignment Training
  • Created and facilitated content for National and District Sales Training Meetings
  • Developed ChemoClave Series Tips & Tricks Guide for Field Sales team
  • Assisted with development of ChemoClave Cross Reference Tool
  • Created a "Day in the Life Opportunities Workshop" for new sales representatives that shortened their time to effectiveness after Initial Sales Training
  • Responsible for mentoring and coaching new sales representatives
  • 3 Representatives trained in 2012 finished in top 18% of National COE Rankings in 2012.
10/2010 - 11/2011
Hospira Worldwide － Lake Forest, ILAccount Manager, Drug Delivery Systems
  • National Circle of Excellence Winner, 2011
  • Achieved 100.51% of Solutions & Consumables (S&C) Goal, 109.36% of Specialty Injectable Pharmaceutical (SIP) Goal, and 106.09% of Specialty Gravity Goal in 2011
  • Captured $10,000 in incremental SIP sales at Ingalls Memorial Hospital via Premier Auto-Sub
  • Converted Community Hospital NICU from MaxPlus Clear to MicroClave Clear ($4,000/year)
  • Initiated Neutron Study at Community Hospital
  • Initiated MicroClave Clear Conversion at Community Foundation of Northwest Indiana ($675,000/year)
  • Maximized 2011 new product launch by closing $617,111 in Pip Tazo sales
  • Successful 2011 Oncolytic launch sales: $105,906 in Docetaxel, $23,759 in Gemcitabine
  • Closed $50,000 incremental Propofol business at CFNI
  • Assumed District Trainer responsibilities in 2011 providing support to district for new tools, training, District Meeting planning, and messaging
  • Closed $1.8MM/year Solutions & Consumables agreement with a $1.6MM/year SIP Overlay at Community Foundation of Northwest Indiana (Amerinet 3 hospital system). The largest hospital (300 census beds) was a competitive capture from Baxter
  • Provided Major Account Executive level service for Franciscan Alliance, a key 12 hospital system in NCE, meeting with them quarterly to drive contract compliance and develop initiatives to increase sales
  • Mentored new hires in district to help ensure successful and smooth transition into their careers
  • Participated as a member of DDS iQ Advisory Panels Converted St Anthony Medical Center & St Anthony Memorial to VisIV General IV Solution Containers ($40,000)
  • Secured commitment from Franciscan Alliance (12 hospital system) to convert from Clave to MicroClave Clear, successfully defending business against MaxPlus Closed $150,077 of Pip Tazo in November 2010 despite supply challenges.
09/2007 - 10/2010
Hospira Worldwide － Lake Forest, ILAccount Representative
  • Closed 1,060 Plum A+ General Infusion Devices with MedNet Safety Sofware at a Community Foundation of Northwest Indiana (3 hospital system).Approximately half were competitive placements (533 devices were a competitive capture from CareFusion)
  • Implemented Plum A+ and LifeCare PCA with MedNet at St.Margaret Mercy North, St.Margaret Mercy South, St.Anthony Memorial, and St.Anthony Medical Center
  • Implemented VisIV at 3 hospitals and secured commitments from 4 hospitals to upgrade to VisIV
  • Implemented Clave Oncology at Community Foundation of Northwest Indiana, capturing the business from PhaSeal
  • Local team lead for all customer MedNet related questions and support
  • Finished in top 26% of Account Managers in 2008 Circle of Excellence Rankings
  • Trained Initial Sales Training Classes on Business Analysis and Business Tool Application
  • Inaugural Innovation Olympics Finalist.
06/2006 - 09/2007
Hospira Worldwide － Lake Forest, ILAssociate Hospital Sales Representative
  • Responsible for growing sales and supporting a territory of 149 hospitals located in geographically remote areas, primarily by telephone
  • District Trainer with responsibility for training 8 representatives on new infusion products Facilitated and led District Meetings
  • Facilitated certifications for Symbiq, VisIV, and iSecure at District Meeting
  • Closed and placed 12 device sales from July to December 2006 ($70,135)
  • Closed 7 device opportunities in 2007 ($120,550).
12/2004 - 06/2006
Hospira Worldwide － Lake Forest, ILCustomer Care Administrator 1
  • Achieved number one in sales for Avant Hand Sanitizer promotion.
  • Provided higher than expected levels of service to multiple accounts on a daily basis.
  • Assisted with SOP conversion from Abbott to Hospira Worldwide.
Education
2005
DePaul UniversityChicago, ILBachelors of Arts: Political ScienceGPA: Summa Cum Laude

Summa Cum Laude

President and Founder of two student clubs responsible for raising awareness and charitable contributions for the Center for Education and Reconciliation in Southeast Asia


Teacher's Assistant

2002
College of Lake CountyGrayslake, IL
Professional Affiliations

Steering Committee Member, Leadership Lake County Taskforce, 2015 Hospira Softball League Commissioner, 2014

Head Coach for teams in the Libertyville Girls Softball Association 1999 - 2007

Executive Board Member, Libertyville Girls Softball Association, 2005 - 2006

Responsibilities included Director of Umpires managing a team of 10 umpires and Vice President of the Board

Skills

Proficient with SFDC reporting, Microsoft Office applications (Excel, Outlook, Word, Publisher)

Certified Miller Heiman Strategic and Conceptual Selling Facilitator

Build Your Own Now

DISCLAIMER

Resumes, and other information uploaded or provided by the user, are considered User Content governed by our Terms & Conditions. As such, it is not owned by us, and it is the user who retains ownership over such content.

Resume Overview

Companies Worked For:

  • Hospira, A Pfizer Company
  • Hospira Worldwide

School Attended

  • DePaul University
  • College of Lake County

Job Titles Held:

  • Senior Analyst, Device Group Purchasing Organization (GPO), Customer Contracting
  • Senior Analyst, Major Accounts
  • National Sales Trainer
  • Account Manager, Drug Delivery Systems
  • Account Representative
  • Associate Hospital Sales Representative
  • Customer Care Administrator 1

Degrees

  • Bachelors of Arts : Political Science

Similar Resumes

View All
Partner-Resources-Organization-S&S-Senior-Specialist-(TLA)-resume-sample

Partner Resources Organization S&S Senior Specialist (TLA)

Starbucks Coffee Company

Renton, Washington