Experience

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  Sales By Design

  • Advisor

    • Feb 2009 - Apr 2012

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  Henry Schein Inc

  • Western Region Manager

    • Oct 2007 - Feb 2009

    Hired to revamp the sales group and close new business in a $4.6 million territory that encompassed California, Oregon and Washington State. Handled all levels of planning and executing the annual strategic calendar. Performed business analysis functions and improved operating procedures. Worked closely with the Business Intelligence unit to ensure compliance with account priorities. Continued to gain a reputation for professionalism, team building, account growth and rapid revenue generation.Increased regional sales by 30% in 2008 and 21% in 2009, outperforming company and market averages.Prospected for and closed 350 new accounts within first year of hiring.Eliminated internal competition by allowing both internal and external reps to share sales from same accounts.Succeeded in resolving operational issues between call center and field representatives.

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  Sales By Design

  • Independent Consultant

    • Feb 2003 - Oct 2007

    Provided contract services and hands-on skills in sales initiatives, target marketing, new product introduction, competitive analysis, partnership building and deal negotiations.Created and implemented the practice management software sales plan for Eklin Medical Systems; prospected and sold $300,000 worth of software during the first quarter, structured a training module to insure rapid implementation of the system.Spearheaded the launch and distribution of a new veterinary wound care product into US markets for Oculus Innovative Sciences; created clinical protocols to track performance data, set up a key opinion group and targeted key market segments.Identified and secured several major distribution partners for Briarcliff Technology Group prior to final roll-out of new diagnostic product lines; analyzed and reported on US sales potential for client executives.

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  Heska Corporation

  • Western Region Manager

    • Nov 1996 - Feb 2003

    Specifically hired to set up and oversee the first sales organization of this leading R&D company that developed innovative methodologies for curing animal health issues. Formed, trained and led a group of 15 representatives with a $3 million operating budget. Created and maintained a competitive commercial presence through close interaction with top executives, subject matter experts and departmental heads.Dramatically expanded sales from $300,000 to $6 million annually by focusing on high-end instrumentation and aggressive sales efforts.Personally recruited and trained 180 distributor representatives, including mentoring of 9 out of 11 "President's Club" members.Developed and instituted a comprehensive sales training program, as well as performance dashboards, customer satisfaction metrics and operating policies.Promoted to this position through levels of increasing responsibility because of excellent sale performance, team leadership and customer satisfaction.

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  Abaxis

  • Director of Sales and Marketing

    • Nov 1994 - Sep 1995

    Specially recruited to turn around and re-launch the company's primary product line into the veterinary market segment. Built, trained, motivate and supervise a cross-functional team of professionals in sales techniques, customer service and distribution operations. Designed and instituted a high-functioning commercial operation to support rapid growth, sales incentives and market penetration.Dramatically grew sales of high-end medical instruction from $125,000 to $400,000 each month after fully re-structuring and doubling the size of the sales organization.Re-focused the distribution management matrix and added 200 more sales representatives to sell all corporate product lines.