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TERRITORY SALES MANAGER Resume Example

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TERRITORY SALES MANAGER
Professional Summary
SALES AND ACCOUNT EXECUTIVE MEDICAL CAPITAL EQUIPMENT SALES WITH 10 YEARS' EXPERIENCE BUILDING TERRITORIES AND DRIVING REVENUE Account Executive in B2B durable medical capital equipment with a documented history of growing revenue and market share by developing strategic client partnerships through consultative and solution selling. High- energy leader who builds and manages sales territories by motivating and coaching top-performing sales teams, developing effective business plans, and executing successful sales strategies through data analysis of evolving healthcare trends and market conditions. Engaging speaker with strong communication and interpersonal skills able to convey complex, technical information in persuasive sales presentations to diverse audiences including C-Suite decision-makers and influencers, clinical nursing staff as well as purchasing, engineering, and risk management departments. Detail driven in contract negotiation and building value over price. Professional who emphasizes time management and organizational skills to identify and prioritize opportunities in order to maximize short and long sales cycles.
Skills
  • Account Management Contract Negotiation Interpersonal Skills Team Building
  • Business Development ISO 13485 Presentation Skills Team Leadership
  • B2B Sales IDN Solution Selling Territory Management
  • Capital Equipment Sales Collaborative Sales Strategic Partnerships NFPA99
  • Organizational Skills Medical Equipment Sales Strategies Time Management
  • Account Management
  • B2B
  • Budgeting
  • Budget
  • Business Development
  • C
  • Coach
  • Interpersonal Skills
  • Concept
  • Contracts
  • Contract Negotiation
  • Clients
  • ISO
  • Layout
  • Team Leadership
  • Team Building
  • Market
  • Office
  • Negotiation
  • Negotiating
  • Organizational Skills
  • Presentation Skills
  • Purchasing
  • Risk management
  • Safety
  • Sales
  • Selling
  • Strategic
  • Territory Management
  • Time Management
Work History
TERRITORY SALES MANAGER, 08/2015 to 02/2020
BEACONMEDÆS/ATLASCOPCO – CHICAGO, IL
  • Manage 3-state, $3.5 million territory for manufacturer of medical gas equipment, patient monitoring equipment, and medical devices (certified ISO 13485) used in critical care departments.
  • Hire, train, and coach a sales team of 9, setting goals and KPIs for each member.
  • Negotiate and approve all sales contracts.
  • Identify trends and interpret data to develop effective sales strategies to expand market share through direct engagement with C-Suite executives and influencers, department heads, nurse-clinicians, and engineering and purchasing departments.
  • Pursue emerging ambulatory surgery center market by identifying investor groups, negotiate a project stakeholder position as equipment provider.
  • Advise design engineers in the planning, sizing, layout, and relative codes to Category 1 healthcare facilities.
  • SELECT KEY ACHIEVEMENTS:.
  • Exceed Plan 21% YOY increase in territory revenue by $670,000.
  • Increase average sales margins 3.4% which realized additional annual revenue of $150,000.
  • Increase annual sales ( $130 thousand YOY) in the ambulatory surgery center market.
ACCOUNT EXECUTIVE/BUSINESS DEVELOPMENT DIRECTOR, 01/2013 to 01/2015
CARROLL SEATING/SOLUTIONS – CHICAGO, IL
  • Establish healthcare division for local company in higher education laboratory market.
  • Engage CFOs, acute care clinical consultants, and purchasing, engineering, respiratory, and risk management departments in the design and manufacture patient headwalls and nurse stations to include communication and patient monitoring equipment and other essential life-safety services.
  • Establish partnerships with healthcare systems for medical equipment.
  • Project Manage from budgeting to concept design to installation.
  • SELECT KEY ACHIEVEMENTS:.
  • Spearhead new healthcare division, negotiating agreements with two major healthcare systems.
  • Propelled sales from $0 to $2.3 million in 2 years and won $1.9 million outpatient building project.
  • Won 14 new capital projects (minimum of $30 thousand).
  • Facilitate and coordinate the design of a new ICU headwall based on nurse-clinician requirements.
TERRITORY SALES MANAGER, 01/2010 to 01/2013
COMPLIANT HEALTHCARE TECHNOLOGIES, LLC – CHICAGO, IL
  • Re-establish underperforming Chicago region with dissatisfied clients to profitable sales territory by negotiation of multi-year contracts valuing $2 million including compliance software licenses, testing, repair, and purchase of new medical capital equipment.
  • Create new revenue streams adding $400,000 overall or 25% YOY.
  • Establish comprehensive operational procedures for new office focusing on efficiency, eliminating redundancy, and simplifying distribution management.
  • Negotiate IDN agreements with 27 Illinois hospitals.
  • SELECT KEY ACHIEVEMENTS:.
  • Ranked 1st in sales for new compliance software (15 facilities in 2 years) 2nd in overall sales.
  • Negotiate 3-year $1.1million contract with a major healthcare system.
  • Expand local staff from 2 to 8 employees, increasing annual operating budget to $600 thousand.
  • First to utilize new technology saving one hospital $72 thousand in potential lost revenue or 60%.
Education
B.A: HistoryBorromeo Seminary College - Cleveland, OH
M.ASt. Louis University
Accomplishments
  • BROKER, Multi-Family Investment Properties, CBRE, ST.
  • LOUIS 2000-2004: Part of a 2-person investor team serving REITs and other public and private investors.
  • Negotiate $37 million in total consideration for 17 properties over 4 years.
  • Break in professional career: 2004-2009, studies for the Roman Catholic priesthood.], Computerized Medical Gas Programs, Joint Commission Resources, October 2010 o Presentation: When to Verify Medical Gas Systems, ASPE Annual Conference, Chicago 2018 o Presentation: Changes in NFPA99 from 2012-2015 ASPE Annual Conference, Chicago 2019 o Presentation: Medical Gas Design Guide Seminars 2017, 2018, 2019.
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Resume Overview

Companies Worked For:

  • BEACONMEDÆS/ATLASCOPCO
  • CARROLL SEATING/SOLUTIONS
  • COMPLIANT HEALTHCARE TECHNOLOGIES, LLC

School Attended

  • Borromeo Seminary College
  • St. Louis University

Job Titles Held:

  • TERRITORY SALES MANAGER
  • ACCOUNT EXECUTIVE/BUSINESS DEVELOPMENT DIRECTOR

Degrees

  • B.A : History
    M.A

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