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Territory Manager Resume Example

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TERRITORY MANAGER
Summary

Accomplished, award-winning, and driven sales professional with 12+ years experience in Sales, Business Development and Account Management. Strong experience in selling capital and disposable, disruptive technology, IT integration, product launch, and start-up across the Medical Device, Pharmaceutical, Software and Insurance industries. Results-oriented, decisive leader, with proven success in establishing a lasting relationships in both new and existing markets, identifying growth opportunities, and initiating strong business alliances.

Skills
  • Sales
  • Marketing
  • Account Management
  • Business Development
  • Richardson Selling Solutions
  • SPIN Selling
  • Miller Heiman
  • Ignite Selling
  • SalesForce.com
  • Leadership training
  • Microsoft Office Suite
  • Medical Device
  • Software/IT
  • Pharmaceutical
  • Insurance
  • Consultative and relationship selling
  • Rapport and relationship building
  • Key account development
  • Sales process
  • National account management
  • Strategic planning
  • Complex project negotiations
Experience
Company Name | City, StateTerritory Manager06/2014 - Current
  • Olympus is a worldwide developer, manufacturer, and market leader in medical devices, focused on helping people around the world lead safer, healthier, and more fulfilling lives because of their innovative technologies and services, ENT / Neuro / Integration.
  • Took over and increased sales over 300% in an underperforming territory at roughly $700K in sales per year in 2015 to over $2.1M in 2019.
  • Finished at over 100% quote per year in 2015 (101%), 2016 (104%), 2017 (107%), 2018 (101%), and 2019 (103%) to quota - Top 20 nationwide Overall – Top 5% nationwide in specialty divisions.
  • 2014/2015 Rookie of the Year Nominee for ENT Division – Finished 3rd out of 15.
  • Territory Manager for the Western PA, Northern WV and Northwest MD markets for Olympus Ear, Nose, Throat (ENT), Neurosurgery/Spine, Speech Pathology, Radiation Oncology, with additional focus on IT Integration and Enterprise Technology.
  • Partner with physicians and hospitals to deliver exceptional patient outcomes through consulting, training, and clinic support.
  • Call on physicians and surgeons in both the OR and office/clinic setting, Major Regional Hospital ORs and Surgery Centers, Radiation Oncology Clinics, Speech Pathology Clinics, Cancer Centers, Government Accounts, Neurosurgery, Spine, and Transplant.
  • Administrative call points consist of C-Suite leadership, Hospital Administrators and Directors, Biomed, SPD, IT, EMR Integration, procurement and purchasing for hospital systems such as UPMC, AHN, WVU Medicine, all VA Hospitals, and more in territory.
  • Leverage consultative sales approach to strengthen customer productivity, efficiency, and return-on-investment, while building strong rapport and trust with major hospital systems and the personnel within.
  • Work with hospital administration and various GPO contract administrators, such as Premier, MedAssets, Novation, etc, to ensure contract compliance throughout the hospital system.
  • Managed multiple successful new product launches of both enhanced and disruptive technology from start to finish in both capital and disposable products.
  • Provide training and in-servicing in the operating room and clinic during procedures, to physician, staff and all other hands-on personnel.
  • Work with IT groups within hospital system to fully integrate Olympus technology into hospital EMR and PACS systems (EPIC, Cerner, etc.).
  • Certified in sales for ENT, Integration, Navigation, and attend regular sales and product trainings to enhance my selling skills, learning from professionals and peers combined.
  • Attended training sessions on Richardson Selling Solutions, Miller Heiman, Ignite Selling.
Company Name | City, StateSales Representative08/2012 - 05/2014
  • UPMC Health Plan is an integrated health care delivery system, owned by UPMC Medical Center, committed to providing its members better health, financial security and peace of mind, Special Needs Plan.
  • Finished as #1 Sales Rep at 120% sales quota to plan for 2013.
  • Completely launched product and developed four new counties and two new products during tenure with company.
  • Responsible for management and sales growth of 10 counties within Western Pennsylvania.
  • Responsible for direct sales activities of three different UPMC Medicare Advantage Plans to consumers, as well as long-term care facilities, mental health facilities, hospitals, physician offices, etc.
  • Developed and manage physician offices, along with key community contacts, such as brokers, physicians, social service agencies and the overall business community, building a strong referral network.
  • Maintained various marketing databases, as well as sales call/data reporting data through CRM system.
Company Name | City, StatePharmaceutical Sales Representative01/2011 - 07/2012
  • Pernix Therapeutics is a specialty pharmaceutical start-up with a focus on acquiring, developing, commercializing prescription drugs, Rookie of the Year award winner for 2011 for developing new territory faster than all other new reps (approximately 40).
  • Finished 105% to goal on primary product, Cedax for 2011, ranking 4th in region – Top 20% overall in company of 160 sales representatives.
  • Finished 165% to goal on secondary product, Zema-Pak for 2011, ranking 1st in region – Top 5% overall in company of 160 sales representatives.
  • Responsible for product launches of various start-up products, such as Cedex (antibiotic) and Natroba (spinosad) in the Western PA and Northern WV markets.
  • Responsible for developing and maintaining long-term accounts, as well as growing territory sales with a portfolio of over 10 products.
  • Targets includes Physicians in Pediatrics, ENT, Dermatology, GI and Primary/Family Practice.
  • Completely developed the Pittsburgh territory as the first and only sales representative in the market.
  • Attended numerous in-depth, week long sales trainings throughout my tenure with Pernix Therapeutics, such as SPIN selling and situational leadership training.
Company Name | City, StateAccount Manager12/2008 - 01/2011
  • Maxim Healthcare is a leader in healthcare staffing for nurses, allied professionals and others, providing innovative and efficient care delivery models.
  • Business Development.
  • Developed 12 new and maintained 18 existing accounts during my tenure with the company.
  • Expanded national sales by $250K (roughly 35%) during tenure with company.
  • Earned “Quota Buster” awards in both 2009 and 2010.
  • Coordinated all contract sales and marketing activity throughout many of Maxim's local offices and served as one of the main points of contact for all of our national clients.
Education and Training
Allegheny College | City, StateBachelor of Science in Psychology, Biology2008
  • Cum Laude Graduate Honors
  • Awarded the “Allegheny Grant” for excellence in Academics and Athletics, 4 Year Letterman – NCAA Division III Football
  • Multiple award winning, four year starter at Defensive Back
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Resume Overview

School Attended

  • Allegheny College

Job Titles Held:

  • Territory Manager
  • Sales Representative
  • Pharmaceutical Sales Representative
  • Account Manager

Degrees

  • Bachelor of Science in Psychology, Biology

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