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Work Background
Ivoclar Vivadent, Inc.Senior Territory Sales Manager
Jan. 2011Successfully transitioned into Sr. Territory Sales Manager for newly formed Mountain NW Region. Have attained 100% or above of Territory sales budget consistently over this time with highest sales volume territory in company ($3,600,000 plus wholesale). Responsible for dentist, school, government, and dealer sales in Oregon, So. Washington, and So. Idaho. Restorative Dental Materials, Curing Lights, small equipment including diode lasers, mills, and scanners. Both Direct and Dealer Sales activities.
Ivoclar Vivadent, Inc.Regional Sales Manager
Jan. 2006 - Jan. 2010As part of sales force reorganization, tapped to lead sales activities of 9 territory managers and act as liaison between sales team and company headquarters on sales and marketing strategies for new/existing product lines. Represent company at national dealer meetings to educate distributors on new products. Manage $20 million regional sales budget. Results: Trained, coached and transformed a group of largely inexperienced sales professionals into a cohesive, cooperative team of territory managers that achieved annual combined sales target of $15 million. Led team to deliver 11% total sales growth, 10% laser product sales growth and 9% for core products in 2006 over prior year. Attained combined sales budget for region 3 out of last 4 years with 10% or above yearly growth. Selected “Regional Manager of the Year” 2010.
Ivoclar Vivadent, Inc.Regional Sales Manager/Territory Sales Manager
Jan. 2001 - Jan. 2005Personally managed the largest geographic and sales volume territory while simultaneously supervising and mentoring 3 sales managers and 100 distributor representatives. Sold operative/restorative dentistry materials, small equipment and surgical laser products to accounts including 2 large dental schools, dental hygiene schools, and government and military installations. Results: Ramped up distributor reps’ product knowledge. Held numerous “lunch and learns” and other educational programs for dentistry customers. Cultivated key customer relationships by holding presentations at study clubs and dental societies. More than doubled territory sales in a 6 year period. Awarded “Territory Manager of the year” in 2004. Awarded “Regional Manager of the Year” 2001.
Ivoclar Vivadent, Inc.Territory Sales Manager
Jan. 1997 - Jan. 2001Brought on board to generate sales in a territory that included Oregon, Washington, Idaho, western Montana and Alaska. Managed a dealer network of 18+ branches with 100 dealer sales reps catering to 6,000 dentists. Results: Built new relationships and managed a large territory with lesser-known products, smaller market share and less sales support personnel than competitors. Trained dealer reps in product sales. Developed strong dealer ties, and established relationships with high volume and quality-oriented dentists. Focused on selling by quality versus price. Built solid network of dentistry customers and loyal dealer sales reps. Drove overall territory sales by 40% in 4 years. Total sales in 1998: $1,535,995 (ranked #4 of 32). Increase over budget: $112% (ranked #3 of 32). Increase over prior year: $353, 418 (ranked #2 of 32).
Dentsply International/ Caulk DivisionDistrict Sales Manager
Jan. 1995 - Jan. 1997
Dentsply International/ Caulk DivisionTerritory Sales Manager
Jan. 1987 - Jan. 1995Promoted to manage distributor network comprised of dentists, schools and large group practices in a territory that included Oregon, Idaho, Washington and Utah. Instrumental in field training, managing and mentoring new sales reps to deliver successful performance. Continued to manage a large territory and keep sales momentum going while helping Regional Manager hire, train and mentor new representatives. Made regular calls throughout territory and attended numerous trade shows. Results: Grew territory sales from $500,000 initially to over $1.5 million, increased business by 40% and averaged 112% annual increase over budget consecutively for 10 years. Achieved a 46% increase in first-year sales, 131% over budget—earning #1 ranking region-wide and in the top 3 out of 57 reps nationally. Named Lion Candidate in 1991 for being a top performer with a 117% increase over budget. Ranked #1 in 1987 as a Cub Award Candidate.
American Cyanamid Company / Davis & Geck DivisionSurgical Sales Representative
Jan. 1984 - Jan. 1987Marketed surgical sutures, skin staplers and surgical ligating devices to operating room personnel, surgeons and nurses. Called on all surgical specialties, including Orthopedic, Cardiovascular, General, Urology, OB/GYN and Plastic in both the hospital and office environment. Completed extensive training program in surgical procedures—observing surgery in hospitals and medical schools throughout the Northwest and Northern California. Results: Doubled sales in 2 years from $400,000 to $800,000. Ranked #1 in first year for sales of surgical skin strips, helping region to win a group cruise vacation.
Ivoclar NASr. Territory Sales Manager
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