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Results-driven and highly skilled sales professional and account manager with 36 years of experience. Expertise in developing and executing customized plans to increase sales volume, market share, and relevance in the medical device and surgical products marketplace. Provide strategic value to customers including training and leveraging current trends to shape solutions and approaches. Consistently surpass sales targets to significantly enhance bottomline performance. Open and clear communicator with demonstrated vision and disciplined execution.
Sales/Market Analysis Relationship Building Dramatic Territory Growth Cost Efficiency Account Management Profit Optimization Strategic Planning Training and Development
Six time President’s Award winner, emerging within top 10% of U.S. sales force enterprise-wide. Honored with Salesman of the Year award and Top Surgical Salesman recognition. Achieved highest sales percentage increase over previous year’s sales. Build new partnerships and expand existing relationships by utilizing a consultative sales approach ensuring client and team objectives are met.
Northern Texas Team Leader/Sales Professional June 1978 to Current Zimmer, Inc. – Warsaw, IN Successfully promote far-reaching growth in the orthopedic implant equipment sector as well as a wide range of other surgical-related devices while managing sales team. Methodically identify niche market to deliver above-average returns, in many cases adding more than 20% to profit margin. Exploded market penetration, driving substantial market gains by calling on previously neglected or unaccessible clients and overcoming client objections. Skillfully leverage in-depth product knowledge and keen closing skills to steadily build client base, establish rapport, and strengthen credibility, all in an effort to achieve high-yielding earnings. Grew territory from $500,000 to $5.6 million with consistent sales target and expansion plan achievements. Cultivate strong professional relationships and alliances with industry partners by creating focused campaigns to drive long-term business development and safeguard continued sustainability. Maximize revenues by developing customized strategies based on industry trends and competitor analysis. Keep abreast and well-versed in new surgical and medical device products as they materialize in the market to ensure a competitive edge for successful negotiations. Routinely present compelling pitches and proposals to CEOs, orthopedic surgeons, operating room directors, and case managers.
Education and Professional Development
BBA : Business, 1976 University of North Texas – Denton, TX Ongoing Medical Device and Pharmaceutical Training Courses on new medical equipment, pharmaceuticals, and leading-edge healthcare procedures.
Orthopedic presentation to local Lions Club and AMBUCS (American Businessman Club). Member Sigma Phi Epsilon Fraternity (Secretary).