Territory General Manager Resume Example
Ambitious and results-oriented business leader with over 20 years of experience developing & executing strategic direction with diverse cross-functional teams whom effectively align with and support key value-creation initiatives. Progress-driven motivator adept at turnaround management, reconstructing and retaining high-performing & accountable teams. Leverages effective vision & purpose-setting communication, forecasting, budgeting and resource management to exceed financial & operational objectives.
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- Leading an organizational and market transformation with implementation and execution of a differentiated set of turnaround tactics and strategies associated to restructuring, rebranding, and repairing relationships with key stakeholders that foster value creation and durable growth
- Established organizational architecture pillars with clear performance goals, incentives, & decision rights pertaining to metrics for revenue, P&L, customer service, customer retention, and operational excellence.
- Hired, coached, mentored and inspired team of 81 sales and operational team members, establishing a refreshed purpose-mission-values & high accountability winning culture designed for retainment and recruitment of highly talented team members
- Transformed & merged 2 organizations ranked 48th & 49th respectively of 51 in the U.S in top-line revenue performance to target & by end of 2nd quarter climbed to 12th in U.S. monthly stack rank, with most recent trend as top-quartile performer Q420
- Generating over $74m in revenue with portfolio-wide above market segment growth in concert with 5 sales leaders, 2 business & operational leaders, 57 sales associates & 16 CS & Operational team members
- Crafted effective operating model by developing business strategies and systems with benchmarking and accurate forecasting, as well as procedures aligning sales team members with operations
- Within 1st two quarters, directed P&L turnaround by eliminating over $1.1M in annual expenses from the operational budget on a trailing 24.1% effective rate of sales to starting Fiscal Yr2 at target of 18%
- Consecutive over-achievement of annual profitability targets each of 3 years ranging from 101% to 105% to plan
- Collaborated with 7-person Leadership team to effectively manage $13.2m annual budget, with effective utilization of $290m of distributor implantable inventory
- Successfully hit 100%+ of E&O targets 2 consecutive years by recent annual reduction of $640K
- Established continual improvement environment throughout leadership team bolstered with routine learnings & investments in development
- Founded & led start-up company from unmet need & concept identification to designing & implementing organizational vision, mission and structure to facilitate early growth.
- Company invested, collaborated & executed the design of disruptive healthcare technology, generating solvency solutions for private practice physicians, & embarked on blockchain in healthcare and other sectors
- Negotiated & built key initial contracts and established plans that formalized structure with over 10 national ventures & vendor partners, & grew t8 sales team members
- Took company from $0 to $250K per year in revenue in 1st 18 months.
- Established clearly defined sales goals and strategies that contributed to increased revenue and profitability.
- Led 32-member sales team whom oversaw growth to $34M in annual sales.
- 6 consecutive years of successful sales quota attainment ranging between 100-112% to plan.
- Strategic contract Lead Negotiator for the largest Dual-source awarded wins in hx at the time with the 5th largest orthopedic academic medical center in the U.S., growing revenue from $241K annual spend to $13M
- Fostered relationships with customers to expand customer base and enhance loyalty and retention.
- Successfully led sales team through 2 disruptive organizational transitions from independent agency structure and systems to direct, then less than 2 years later back to independent, with new senior leadership each time.
- Stayed current on industry trends and changes, while seeking out & participating in numerous professional development opportunities to strengthen product & service knowledge, management and leadership skills.
- Optimized sales and marketing directives by closely monitoring employee progress, reviewing regional and local markets, and effectively managing inventories.
- Recruited and trained new sales professionals to quickly build up high-performing team assets, many of which are in team leader or management roles still today.
- Led learning and development initiatives to educate sales personnel on new products and services.
- Performance-managed sales team and implemented accountability measures & changes where needed.
Magna cum laude
International Business experience in Hong Kong, Beijing, & Shenzhen with JV's, S.O.E.'s, U.S. Embassy & Consulate
Silicon Valley immersion experience with top VC firms of Kleiner Perkins, Wilson Sonsini, Silicon Valley Bank, Founders, CEOs & Partners
The Relatives: Under-privileged inner city crisis center for young adults to find food & support
Holy Trinity: Safety & Securities Ministry
Food Bank(s): Fundraising & food packaging campaign drives
Arthritis Foundation: Fundraising & activity engagements
Crohn's & Colitis Foundation: Guest Speaker & special events supporter
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Resume Overview
School Attended
- The Ohio State University
- University Of Akron
Job Titles Held:
- Territory General Manager
- Founder/Owner
- Vice President of Sales
Degrees
- MBA : Executive Leadership
Bachelor of Arts : Sports Medicine
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