Houston, Texas, United States
I am an award winning sales manager with demonstrated experience in providing territory and account management in the medical device industry. I exhibit consistent achievement of sales growth, leading teams, and exceeding company sales objectives in highly competitive markets. I am proficient in all sales cycle phases with excellent track record of management positions including extensive cross-functional expertise in manufacturing, distribution, and rep management. My core competencies include: Sales Operations | Account Management | Cross-Functional Team Leadership | Leadership | Sales Management | Lead Generation | Presentation | Training | Negotiation | Marketing | Capital Equipment | Medical Devices | Business Development | Forecasting | Project Management
• Managed $4M Revenue in Texas/Louisiana in addition to maintaining previous Senior Sales Manager & Territory Manager duties. • Grew region by working with DJO Leaders to sell into IDNs/Large customers over $250K annual spend. Worked with various individuals to formulate sales plans and execute with local team. • Led, managed, and aided 6 local Don Joy/Field Service Reps to cold call, open new accounts, drive sales, close business, obtain discount approvals, handle customer objections, monitor reports, utilize Salesforce, facilitate IDN product standardizations, promote new product initiatives, phase out inventory, & conduct presentations with C-Suites and Key Decision Makers. • Won large accounts by leading a team promoting Synergy & Positive Culture based on trust, hard work, ethics, and accountability. Strategically targeted, planned, & executed together. • Managed areas with Rep Turnover /Territory Restructure to keep Accounts, & Sales intact. • Involved in DJO Executive Council monthly meetings with President, AVP, & Executives regarding Strategic Division Planning, Organizational Announcements, Go To Market Strategies, Comp Plan Structures, Large Customer Plans, & Product Pricing that would be rolled out to the Field Sales Reps. • Conducted Business Reviews with IDN C-Level Executive Teams & Implemented Large Wins • Grew territory sales from to $2.6M to $4M. ACCOMPLISHMENTS: • Implemented a system wide ECARE Cost Recovery Program and SPINE CARE Cost Savings Program for a large IDN Hospital System across 19 ER’s and 13 Hospitals. IDN will recover $2.1 Million in savings and DJO will acquire $850K in sales revenue. Led team of 6 Reps in C-Suite Presentations, Supply Chain Logistics, and Implementation over 2 years by training over 1000 hospital staff members. AWARDS: • 2021 EXECUTIVE SALES COUNCIL AWARD - Awarded Trip - San Diego, California • 2020 – EXCELLENCE AWARD – Runner Up to Rep of Year - Awarded Trip - Cabo, Mexico
• Covered 3 Brands Divisions - (ACPC, Don Joy, Dr. Comfort) in Texas in addition to maintaining previous Territory Manager duties. • Managed 5 Reps from covered divisions by having team building functions, target action meetings, and strategically working with each rep to grew cross functionally their individual territories. • Worked with Operations, Credit, Finance, and Logistics for Accounts and Rep assistance • Worked all sales phases in Direct, Distribution, Reimbursement, and Insurance Channels. • Created and execute strategies to facilitate sales growth such as marketing plans / presentations, improved internal processes, reverse problem areas, and negative revenue trends. • Daily interaction with Business Owners, C-Suites, Materials Managers, Clinical Managers, Physicians, Directors, Office Managers, Third Party Billers, & Decision Makers. • Achieved quota multiple years in a row, growing each brands market share, and regularly being in the top 7% of the company. • Grew territory sales from to $2M to $2.6M. ACCOMPLISHMENTS: • 107% to plan 2019, 11% Growth, QUOTA ACHIEVER • 101% to plan 2018, 4% Growth, QUOTA ACHIEVER AWARDS: • 2019 PRESIDENTS CLUB - Ranked Nationally #3 / 85 ACPC Managers - Top 4% • 2018 PRESIDENTS CLUB - Ranked Nationally #6 / 85 ACPC Managers - Top 7%
• Successfully turned around an under-performing Aircast & Procare (ACPC) Territory that had significant Rep turnover and downward sales trends for multiple years. • Promoted the DJO brand, new product growth, new accounts, and current business in both the direct and distribution channels. (Henry Schein, McKesson, Cardinal, Medline, O&M, etc). • Worked Distributor Meetings, Vendor Fairs, and Physician Symposiums • Knowledge of GPO’s, Tier Pricing, DME billing guidelines, HCPC Codes, DMEPOS Amounts, and Revenue Projections was important and routine in-services was key. • Exceeded growth expectations by double digits and surpassed quotas multiple years in a row, growing the territory each year consecutively and regularly in the top 10% of the company. • Obtained territory with $900K and grew territory sales to $2M. ACCOMPLISHMENTS: • 115% to plan 2014, 28% Growth, QUOTA ACHIEVER • 112% to plan 2013, 19% Growth, QUOTA ACHIEVER • 105% to plan 2012, 48% Growth, QUOTA ACHIEVER • 13 Quarters in a Row over 100% plan, a span of over 3 years from 2012-Q2 to 2015-Q3 • Still very close to plan in challenging years: 2015 – 96%, 2016 – 97%, and 2017 – 98% AWARDS: • 2014 PRESIDENT CLUB - Ranked Nationally #9 / 86 ACPC Managers - Top 10% • 2013 PRESIDENT CLUB - Ranked Nationally #8 / 88 ACPC Managers –Top 9% • 2012 PRESIDENT CLUB - Ranked Nationally #14 / 76 ACPC Managers–Top 18% • 2014 – CENTRAL REGION - NEW PRODUCT MVP AWARD – Exos Line • 2013 – CIRCLE OF EXCELLENCE – Awarded Trip - Costa Rica
Henry Schein is a large medical supply distributor. I distributed over 200,000 products consulting with physicians on what to use, best patient care, and how to generate revenue. Advised physicians how to expand their practice in primary care, surgery centers, and ERs. • Prepared financial presentations with hospitals, nursing homes and private clinics regarding pricing structure, group purchasing organizations (GPOS’s) and business profitability. • Directed meetings with Hospital C-Level Executives, Doctors, and Medical Owners. • Negotiated top tier pricing, cost savings, revenue, and profit margins with vendors. • Managed monthly Accounting and Receivables report of over 200 accounts. • Planned, organized, and implemented effective strategies using all company programs, tools, and initiatives to increase market share. ACCOMPLISHMENTS: • 105% to plan 2010, QUOTA ACHEIVER • 100% to plan 2009, QUOTA ACHIEVER
Value to my clients: • Professionally experienced in Real Estate since 2004 • Licensed Texas Realtor since 2011. • Degree in Architecture Studies and an MBA • Worked for 3 Houston Homebuilders (Pulte Homes, Gehan Homes & Brighton Homes) • Experienced in Construction, Warranty, Sales, and Mortgage. Overall great understanding of Real Estate between Newly built homes and older Resale ones. • Have sold over 100 homes to buyers and inspected over 250 homes. • Access to multiple Mortgage Companies that are very competitive in rates and fees. Great relationships with Mortgage Brokers that can keep costs low on the closing side. • Database of multiple Home Inspectors that can professionally inspect all homes. • Connected to many Insurances Agents that are very competitive in pricing. • Experienced with multiple Warranty Companies and dealing with them. • Provide analysis of every home visited and execute a game plan to obtain the best price in the transaction. Very strong in the art of negotiation. • Homeowner myself but also an investor owning multiple rental properties. Can provide seasoned knowledge to potential homeowners as well as future investors. • Always accessible by voice, text, email or social media.
Consulted with clients about new land developments, closed deals, and executed contracts. • Reviewed client financials, recommended adjustments, qualified clients for loans, and sold homes to plan.