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Work Background
State Farm ®AGENT
Sep. 2023United States, Weatherford• Secured over $500,000 in annual premiums by consistently meeting and exceeding sales goals.
• Developed and maintained long-term relationships with clients, leading to a 40% increase in referrals.
• Achieved 30% growth in client base over a 12-month period by developing innovative marketing strategies and targeted outreach initiatives.
• Conducted comprehensive policy reviews for clients, ensuring adequate coverage and identifying opportunities for additional sales.
GartnerCLIENT SUCCESS MANAGER - America's Public Sector
Dec. 2021 - Sep. 2023United States, Weatherford• Received 98% positive feedback by expertly tracking emerging IT trends and educating clients with research resources, analyst sessions, and workshops; led the team in all metrics, to include client engagement and value targets
• Exceeded sales targets by 40% by applying my expertise in client relations management and knowledge of CRM systems, project management, and problem-solving to maximize client satisfaction and retention and ensure successful customer experiences
• Finished #1 on the team in 2022; surpassed team’s annual goal of keeping client response rates above agreed SLAs (97%)
• Settled 100% client conflicts, resulting in a 90% business renewal rate from the clients involved
• Introduced changes to the client on-boarding process that increased the client satisfaction score by 8%
Ventis Pharma CoPHARMACEUTICAL SALES REPRESENTATIVE (Contract) - Enduracaine
Jul. 2021 - Jan. 2023United States, WeatherfordEndura-Kit™ is an opioid and preservative-free local anesthetic compound that contains three components, which, when combined, mix into lidocaine, tetracaine and epinephrine injection for post-operative pain relief -- designed to provide an opioid-free post-operative solution.
• Increased market share of Enduracaine by 35%, resulting in $1M in sales revenue for 2021-2022
• Ranked second (2nd) in annual sales out of a sales force of twenty-nine (29)
• Grew territory by an average of 40% a year since 2021 by identifying and closing new business opportunities in key hospitals and surgery centers
• 112% goal/volume of $900,000 annually
• Added $2.7M in total output in two years -- $1.5M of which came from incremental sales by building rapport with existing clients while operating ~$1M lean
McKessonPHARMACEUTICAL SALES MANAGER
Jun. 2018 - Jun. 2021United States, Weatherford• Added 7 specialty accounts in 2019, totaling $35M in estimated supplementary future revenue from prescription to fill; attained through collaborating with the sales team to provide reimbursement support for high-volume physician offices and pharmacies
• Closed 25% more new clients in 3 years, increasing YoY specialty pharmaceutical sales revenue by 200%, or ~$100M by removing barriers to patient product access
• Added 22 new accounts in 2018, increasing market share by 20% ($50M estimated future annual revenue) by facilitating product availability and patient use, and advancing commercial brand success by effectively collaborating with and educating internal and external stakeholders
• As a member of the Cases Team, increased EBIT $1.5M in 2020 by educating physician office staff on the use of patient’s assistance and reimbursement support services; improved customer satisfaction ratings by 10+%
• 3-year record of 70% YoY recurrent business increase, generating an additional $5M annually by implementing brand and demand strategies to meet revenue targets for business services and products; evaluated existing sales efforts for sales process efficacy
• Delivered 50% pharma sales growth by interacting with key stakeholders within the specialty practice or outpatient locations, facilitating live training and education, and achieving $720K in profit from client accounts in 2019
• Eclipsed territory margin plan by 15% in 2018, 30% in 2019, and 25% in 2020 by adding 13 specialty pharma accounts through relationship management and implementation of new business strategy in four distinct markets
• Consistently exceeded territory sales goals every year, and overcame all industry obstacles; added $1M+ annually to new revenue stream; surpassed target-to-goal at 110% for FY18 and FY20, and 115% for FY19
Union Pacific RailroadFREIGHT SALES ACCOUNT EXECUTIVE (Sales Producer - New Accounts)
Jan. 2011 - Oct. 2018United States, Seattle• Opened 15 new key accounts in 2012; boosted revenue 180+% from the previous year to $1.6M – analyzed current business plan, identified inefficiencies in existing processes, and tracked performance following implementation of improvements
• Achieved 150% target-to-goal in 2013 across multiple freight units through engagement with customers, prioritizing their experience, and closely monitoring metrics to adjust strategies
• Averaged 130% YoY sales growth each year with a solutions-oriented approach – resolved conflicts and negotiated agreements between parties in order to reach win-win solutions to disagreements and clarify misunderstandings
AAI CorporationSENIOR FIELD SALES REPRESENTATIVE
Jan. 2009 - Dec. 2011United States, Hunt Valley• Led and motivated a 10-person sales team to strengthen team results, increasing strategic partner revenue by $15M in two years; new revenue sales in 2010 improved by 65% from prior year by leveraging end-user customer segmentation models
• Added $47M in total output from 2009-2011 -- $7M of which originated from incremental sales by building rapport with existing clients and opening 8 new affiliate business accounts in 2010, while operating ~$1M lean
• Enhanced training outcomes by identifying and addressing on-site needs, reducing training time by 10+% yearly, earning a 50% higher ROI over outside competitors
United States Marine CorpsUNITED STATES MARINE
Jan. 1998 - Sep. 2009United States, Twentynine Palms• Rank: E-5; Honorable Discharge -- honors include: Meritorious Unit Commendation, Navy Unit Commendation, Navy Achievement Medal, Combat Action Ribbon, Presidential Unit Citation, Joint Meritorious Unit Award, Good Conduct Medal, Sea Service Deployment Ribbon, Armed Forces Expeditionary Medal, Navy and Marine Corps Overseas Service Ribbon, Global War on Terrorism Medal, Humanitarian Service Medal, and National Defense Service Medal
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