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Work Background
Everstory PartnersSales Manager
May. 2024Lansing, Michigan, United StatesLead a sales team at three locations with daily support and reviews, training, marketing, contract approvals & closing, ensuring policies are embraced with F2F customer appointments, accurate pricing/quoting, and multi-department communications.
KR Wolfe Inc.Integration Business Unit Manager
Apr. 2023 - Mar. 2024Lakeside, California, United StatesDevelops, plans and prioritizes new opportunities that will impact revenue with both large and moderate volume targets. Converts projects to completion in an efficient, collaborative, on-time, profitable method which ensures consistent sales for the company. Success is measured by the ability to add revenue, lead and motivate teams, and meet/exceed gross margins goals. This role requires an entrepreneurial approach and extremely disciplined time management while building corporate and engineering relationships around the scope of work. A win for the customer has long term positive impacts to build this business unit. Current year forecast is $2M, post-Covid recovery
2030 revenue goal achievement was 111% including paid and open AR; 78% including fully paid, and 124% including fully paid, open AR and WIP
Division profit margin – highest of all divisions at 41% against a 35% goal Managing design, technicians, and pricing for new contract with Olympus Medical with twoyear projected revenue exceeding $8M
Recovered loss of a key component of installer business by adding to higher profit CSM group. Client projected to exceed $1.7M. Positioning the company to be the go-to integration partner for medical device OEMS with priority on professional behavior, accessibility to all KR Wolfe divisions for a comprehensive offering that outflanks competitors. Proposed private label options for OEMs for deeper
penetration and name recognition.
Broadata Communications, Inc.Medical Sales Manager
May. 2021 - Feb. 2023United StatesContinual hunter, identifying markets to focus on adding OEM video integration partners. This is a long cycle, solution supporting role, requiring an understanding of the OEM platform features and benefits (imaging, robotics, MIS OR/Hybrid OR integration). Objective to combine company expertise with market knowledge of medical devices that reduce workflow, improve platform efficiency, reduce costs while adding significant long term value that results in collaboration with future projects to improve their market position and solves pain points in integration, mechanical and electronic clutter, and wireless connectivity in the surgical arena.
NDS Surgical Imaging (a Novanta Company)Distributor Manager, Americas
Jun. 2016 - Jul. 2020San Jose, CaliforniaDevelop, maintain, and expand channel partner relationships by facilitating strong communications and exceeding each partner’s assigned sales targets and strategic objectives. Oversee training and support for distributor field representatives and internal NDS sales groups. Direct channel management growth and provide C-level forecasting and progress reports. Monitor pricing and new product development qualified through biomedical engineering departments, Operating Room (OR) Nurse Managers, and Surgeon Champions. Identify and execute initial Authorized Distributor (AD’s) agreements with key channel accounts. Improve margins through scale in purchasing and production forecasting.
Key Accomplishments: 2018 Global Sales Manager of the Year with revenue results at 134% to quota
2018 Sales to LATAM region were 183% to 2017 resulting from intense focus and establishing distributor relationships
Provided the top Authorized Distributor (AD) with a 73% increase in year-to-year growth between 2016- 2017.
Assigned several key accounts in Europe, the Middle East, and Africa (EMEA) for Q4 2016 at the request of the Division President and Vice President of Global sales until a new director was hired, and proceeded to exceed the sales target.
Validated and specified NDS product at Kaiser-NorCal to secure largest channel contract at NDS.
Initiated over $150,000 in opportunities for Q1 2018 with a 42% growth curve as sole manager for Latin America (LATAM).
JosNoe Medical, Inc (JNM)Sales Manager; Channel Manager
Oct. 2013 - Jun. 2016Chelsea, MichiganThe Channel Manager/Sales Manager for JosNoe Medical (JNM) in North America. Responsible for distributor channel growth, training, pricing, new product development, and corporate relations; qualified products directly with surgical clinicians to grow distributor sales, and ensure success by developing upper management contacts across the country. Negotiated and increased revenue with Owens & Minor, Medline, and a number of regional channel partners. JNM manufactures and distributes a variety of surgical disposables for healthcare systems, surgery centers and regional medical centers.
IPG - Intertape Polymer GroupSales Representative
Nov. 1998 - Jul. 2001Michigan, United StatesPressure-Sensitive tape division, distribution, industrial and automotive
Anchor Continental IncSales Representative
Oct. 1994 - Nov. 1998Michigan, United StatesIndustrial packaging, including aerospace and automotive paint shops, machining, and pressure-sensitive products for agriculture, freight carrier, military, golf, and general use.
Ivex Protective PackagingSales Representative
Nov. 1989 - Sep. 1994United StatesSales of protective films used in aerospace and electronic manufacturing, cushioning single face corrugated, cohesive single face for commercial nurseries. Moved from Texas territory to the Pacific Northwest and western Canada. Grew sales through distributor and direct to end user markets.
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