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Date Created: 12/22/15
Howard Adelson Washington, DC 20016 H: 202.244.8290 firstname.lastname@example.org C: 202.253.8103 Senior Sales Executive Specializing in raising the bar, developing strategy, improving quality and caliber of sales operations, and transforming novice sales professionals into rainmakers Top-performing professional with big-picture vision, leadership, and tenacity to successfully penetrate new markets, capture market share, and accelerate corporate revenues. Offer high-caliber, cross-functional qualifications with MBA and 20+ years’ sales and management experience. Multiple product and industry exposure encompassing innovative technology applications and cutting-edge healthcare products. Strong extrovert combining confident and assertive communication skills with talent for building strategic alliances with customers, staff, manufacturers, vendors and business managers. Possess unshakeable determination when challenged with opposition and bring sense of urgency to getting things done. Areas of Expertise • Strategic Planning • Market Analysis •New Product Launch •Sales Training • Team Building •Account Management •Account Revitalization • Sales Cycle Management • Multi-channel Marketing Communications Professional Experience Sales Manager, Human BioSciences, Inc. – Gaithersburg, MD 2010 – Present Manufacturer and Developer of advanced collagen wound care products Established a sales infrastructure that includes an expanded distribution network, company and independent sales reps and instituting a system that funnels customer leads resulting in a 50% time decrease in reaching clinical decision-makers. Hired, trained, mentored and monitored a growing National team of direct and independent representatives producing a 500% increase in weekly sales contacts Developed a stronger distribution network by reinvigorating dormant relationships and adding new distributors, increasing penetration into all market verticals (nursing homes, home care, physician/surgeons, clinics and podiatrists). Developed and deployed training programs for distributors and reps including web-based information, support and co-travel program with distributor sales reps. Instituted, in conjunction with a lead generation specialist, a “warm” lead generation system that resulted in a 20% increase in product evaluations. Delivered 20% year-over-year sales growth and growing. Independent Sales Rep – Washington, DC 2010 – 2010 Represented the following lines: Restorative Medical Inc. – manufacturer of medical splints and braces for patients with lost range of motion Actively seeking additional lines for acute, long-term care and other markets Business Development, Craft Healthcare Solutions, Inc., Lanham, MD 2009 – 2009 Developed business plan, marketing and certification strategies for recently formed licensed healthcare staffing agency in an extended start-up. Hired key personnel required to grow business to $1million in sales within 12 months. Launched business plan and retained the services of certification and marketing consultants, planned hiring events necessary to develop pools of qualified healthcare professionals. Account Executive, Diamond Legal Search, Inc., Bethesda, MD 2007 – 2009 Focused on placing partners, practice groups and/or facilitating branch office acquisitions and mergers with attorneys and law firms with verifiable portable business. Successfully helped numerous lawyers transition to new firms within 16 months. Sales Manager, Capital Card Systems, Inc., Rockville, MD 2003 – 2007 Manage comprehensive sales process—including directing team of four to seven sales professionals—for this regional distributor of identification technology products and systems for corporate, education, healthcare, financial, and government applications. Furnish on-going expertise and leadership to development and implementation of strategic approaches to expanding core market and increasing profits. Howard Adelson H: 202.244.8290 email@example.com C: 202.253.8103 Page 2 Sales Manager, Capital Card Systems, Inc., Rockville, MD – continued Produced approximate 30% increase in sales of all product lines by building sales team through a series of initiatives including formal orientation, on-going sales training, and informal mentoring. Dramatically improved strategic sales planning process by implementing computerized customer relations management system (ACT and salesforce.com) to provide customized tracking of each account life-cycle. Penetrated previously untapped healthcare community with introduction of new patient identification system and established inroads for future product offerings. Played instrumental role in launching a wholesale identification products distribution company. Implemented marketing campaign that brought sales from $0 to $500K/year through networking, tradeshows, and cold calling while overcoming budget and inventory limitations. Bond Beebe Companies, Bethesda, MD 2000 – 2003 Director of Marketing (2002 – 2003) Established comprehensive marketing department foundation to promote and grow business for this CPA firm encompassing 13 partners and numerous associates. Introduced formal strategic marketing plan that incorporated specialty practice areas and provided framework for centralizing all tactical marketing activities. Collaborated with in-house staff in designing and developing all marketing collateral, including brochures, newsletters, and mailing campaigns. Developed and incorporated company image in all advertising, public relations, and tradeshow activities. Designed survey tools to capture input of clients’ key decision makers regarding business needs and created packaged services to open new revenue streams. Put in place methods to track and measure marketing activities ROI, which included a database management and lead documenting system. Conceived multi-tiered coaching and mentoring sales training program to teach sales techniques to partners and associates and help overcome sales apprehension in an effort to increase up-selling and cross-selling of services and products. Director, Business Development, Bond Beebe Strategic Solutions, LLC (2000 – 2002) Challenged to increase revenues and expand customer base for Bond Beebe subsidiary offering strategic IT solutions for small and medium-size professional service firms, businesses, non-profits and associations. Generated 60% increase in client leads while producing over 30% additional revenue by developing and implementing a series of strategic marketing approaches, to include internal training of partners and associates to promote IT products with existing customers; sourcing and retaining third-party advertising agencies to assist in preparing direct mail and email campaigns; executing multiple-channel marketing blitz to drive qualified outside leads. Director of Sales, HT Medical Systems, Inc., Gaithersburg, MD 1999 – 2000 Held full P&L responsibility for sales management, budgeting, and forecasting for this leading developer of virtual reality (VR) and web-based multi-media system for medical training with annual sales of $15M. Directed and trained six regional representatives located throughout the continental U.S. Created momentum for pushing first-year sales to $3M (200% increase) while slashing closing time by 30% by implementing strategic initiatives that impacted performance and tracking and penetrated new markets. Devised “pre-sell” program to manage long sales-cycles; spurred targeted growth by initiating quarterly and annual sales bonuses for commissioned staff; overcame customers’ budget restrictions and facilitated closing ratios by negotiating and securing innovative capitalized rental-ownership program with finance companies; synchronized sales data, improved account life-cycle tracking, and strengthened remote staff support by implementing customer relations management (CRM) software. Director of Sales, Paceart Associates, LP, Fairfield, NJ 1997 – 1999 Reported to President and directed five regional sales managers (RSM) for developer and distributor of proprietary software and hardware for variety of treatment management devices. Responded to long sales cycle challenges by establishing controls, building sales talent, and identifying new revenue streams which improved efficiency, slashed operating costs and produced 15% gross profit margin increase. Implemented comprehensive sales training, reporting system, and account tracking, which reduced quota attainment from six to three months and increased monthly sales +60%. Reduced travel expenses by one third and produced $110K annual cost savings by establishing and enforcing expense account controls. Howard Adelson H: 202.244.8290 firstname.lastname@example.org C: 202.253.8103 Page 3 Director of Sales, Paceart Associates, LP, Fairfield, NJ - continued Expanded sales to non-traditional market and produced $150K first-year additional sales by formulating a premium-level product offering at 35% over base price. Improved on-time delivery (OTD) 10% by co-developing computerized order tracking with internal IT department. Sales Manager, Clark Surgical/Caligor, Pelham Manor, NY 1991 – 1997 Hired as Sales Representative for medical/surgical products distributor with $150M annual sales. Reported to Corporate VP; managed three RSMs, two customer service reps, and one telemarketer. Grew monthly sales from $10K to over $250K over 36-month period. Produced significant market growth while overcoming customer consolidation and declining customer base by forging joint ventures/partnerships with manufacturers to drive capital equipment sales. Increased profit margins through OEM alliances and development of private-label line. Built telemarketing component to penetrate markets outside metro New York City area. Conceived and launched premier company catalog and monthly newsletter and secured full reimbursement of production/distribution costs from partner manufacturers. Education & Professional Development Master of Business Administration, Baruch College, City University of New York BS, University of Pittsburgh, Pittsburgh, PA