SPECIALTY TRAINING
Executrain Computer Services, Microsoft Certified –1995
Apria Pharmacy Network – 1996
Customer Oriented Selling –1997
Apria Certified Sales Training – 1998
Lincare Compliance Training – 2001
Sales Tracking System – 2001
Multiple Sales Training Courses with a Fortune 500 Companies
Solution Selling Training – 2006 (2 weeks)
Performance Selling Certificate – 2006
Growing and Defending Share – 2007
Anatomy of a Customer – 2007
Pricing, Comprehensive Strategy for Success and Profitability - 2007
High Performance Sales Management Tools – 2008
Situational Sales Negotiation (Certificate) - 2008
Sales Negotiation Training, 2009
Sales Force Automation Training - 2010
Effective Presentation Skills – Las Vegas 2011
Various CEU’s (15+), mostly in molecular imaging, to maintain Pharmaceutical Detailers License in Washington, DC
Participated in Lean Six Sigma and Kaisen Events at the Nuclear Pharmacy

 "The most basic of all human needs is the need to understand and be understood. The best way to understand people is to listen to them." - Ralph Nichols

Today’s economy demands excellence in the areas of sales, profitable business and growth. Medical Sales Professionals must have a unique blend of experience and understanding the buying process. They must possess the vision to plan and implement strategic initiatives for the future well being of the company.

My strengths are as follows:

Extensive knowledge of Hospitals and Hospital Systems in the Washington, DC Metro Area
Relationships with Cardiologist, Oncologist and Molecular Imaging Professionals
Relationship with Government Facilities, including NIH and NIH Researchers
Efficiency, Reliability, Accuracy and Growth
Maturity, Honesty, ability to look at challenges as opportunities
Knowledge of Healthcare and Healthcare Policies
6+ years experience with Solution Selling
Defining new business opportunities, building relationships and executing large contracts
Expertise in developing profitable partnerships with Hospitals, Cardiologist and Oncology groups as well as other medical offices, including large Government facilities. 
Proficiency in identifying untapped markets and new business opportunities. 
Strong track record of GROWTH, including multi-million dollar agreements. 
A career-long history of consistently increasing sales and growing profitable business.

 

Cardinal Health

March 2006 – January 2012 (5 years 11 months)Washington D.C. Metro Area

 Sales Consultant, NPS (Washington, D.C., Maryland and No. Virginia)
 Develop and implement effective marketing and sales strategies that, in conjunction with extensive product knowledge, position products favorably and increase sales on an ongoing basis.
 Work with and leverage GPO’s to determine and secure business with hospitals and clinics for radioactive isotopes, including FDG and Rubidium.
 Work with the Directors of Purchasing as well as the Directors of Radiology and Nuclear Medicine Physicians to educate and secure radiopharmaceutical business by offering solution selling.
 Responsible for growing the radiopharmaceutical business including FDG, Cardiolite, Myoview, all technetium based radiopharmaceuticals as well as Iodine and Zevalin year over year in my market.
 Effectively identify and build relationships with referring hospitals and cardiology imaging clinics in the Washington, D.C., Maryland and Northern Virginia Market and educate them on our products and services.
 Educate potential customers on FDG, new biomarkers for PET as well as Rubidium and Sodium Fluoride for Cardiac Clinics.
 Obtained a “Pharmaceutical Detailers” license for Washington, D.C. in 2009.
 Maintain 15 CEU’s credits yearly for ongoing education.
 Attend Trade Shows and physician education training seminars as well as CEU/CME courses.
 Maintain and execute a 6 week call cycle and perform Quarterly Customer Business Reviews to define solutions and new business opportunities.
Participate in Kaizen and Lean Six Sigma events at the pharmacy.
 Enter all sales calls and contacts into Salesforce.com Cloud software.
Works collaboratively with Operations to ensure profitability and to meet budget demands.
Responsible to overseeing yearly price increases and responsible for P&L, OE, growth and high margins.

Qualifications

SUMMARY OF QUALIFICATIONS
• 16 years of Pharmaceutical/DME sales experience at many levels. Proven ability to increase sales of existing products while successfully launching new drugs and software. Adept at growing customer base in physician clinics, acute care settings and Government hospitals/facilities (including relationships at NIH and Medstar Health).
• Able to develop and implement effective marketing and sales plans, strategies and techniques. Highly skilled at preparing and delivering presentations, training, as well as quarterly Customer Business Reviews.
• Very successful in negotiating and presenting multi-million dollar contracts and obtaining signature from physicians and/or Department Head or Directors of Purchasing to secure business.
• Energetic, hardworking, and known for providing excellent service and having a maxed work ethic.