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Ted R

Professional Sales Executive

Occupation:

Medical Sales Representative

Location:

Gorham, ME

Education Level:

Bachelor

Will Relocate:

No

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Consultative and entrepreneurial Sales Specialist with impressive track record of directing distribution for $28 million business unit, expanding into new geographies and verticals, and consistently driving year-over-year revenue growth. Excel in acquiring new business, accelerating revenue from existing accounts, and retaining clients through strategic planning and tactical execution of business/marketing plans. Well-versed in training and motivating sales teams and channel partners. Knack for operating remotely and prioritizing key objectives. Draw on strong consultative sales background and clinical knowledge to deliver value proposition of technologically sophisticated medical device/biotechnology products to healthcare organizations and channel/distribution partners. Experienced operating within the c-suite with advanced interpersonal skills.

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Highlights:

• Ranked #29 out of 649 locations (Top 5%) for annual revenue in club’s first full year of operation (2019). • Grew active membership from zero to 445 (Apr 2019). Operated as an “A-level” franchise immediately upon opening (March 2018) for generating more than $20,000 in monthly revenue; exceeded $30,000/month, Dec 2018 – Apr 2019. • Rated “2019 Best of the Best” by Portland Press Herald for fitness organizations in the local market. • Revitalized lapsed business with multiple partners, including Apple, Northrop Grumman, and Home Depot. • Maintained 15-20% annual growth throughout tenure in position, consistently exceeding quotas and attaining President’s Club. • Grew American Red Cross partnership from $500,000 to $3 million in 3 years. ‒ Retained distribution partnership with ARC after this growth despite CSC’s cash flow problems (2013) through constant communication and enlisting support from Board of Directors. ‒ Established a roadmap that enabled CSC to maintain most of the distribution relationships impacted by corporate struggles, positioning company for successful acquisition by private equity group in 2015. • Initiated distribution partnership that enabled CSC to do business with DoD, generating $2.5 million/year within 3 years. • Leveraged familiarity with Canadian market to expand CSC’s business into Canada. ‒ Overcame regulatory challenge of obtaining costly Medical Device Establishment License (MDEL) required to sell Class III medical devices in Canada by partnering with 3 distributors who already possessed MDELs. ‒ Built Canadian distribution network from 3 master distributors to ~25 sub-distributors who could accept tighter margins, driving growth of Canadian business from less than $50,000 in 2007 to more than $2.5 million in 2011. • Delivered consistent 20-30% annual business unit growth. Expanded distribution network by 30%. • Created and launched promotional/incentive programs as well as training for distributors. • Achieved annual growth of 30-40%. • Transitioned from stocking to drop-ship model among group of national distributors in industrial safety sector, eliminating heavy discounts for large stocking orders at quarter-end and related impact to margins, user pricing, and competitive selling. ‒ Provided incentive for collaboration between sales team and distribution partners. Expanded business among multiple large national distribution partners and attracted new partners while increasing trust between CSC and distributors. ‒ Spearheaded growth of distribution business from less than $5 million (2007) to $28 million (2014). • Attained quota each quarter and achieved ranking among top 10% of peers. Earned promotion into distribution. • Increased brand awareness and enhanced CSC’s reputation by assisting schools with fundraising for AED purchases. • Assisted ECG manufacturer in expanding its distributor network from 3 to 12; partnered with distributor representatives to increase awareness and adoption among targeted medical professionals, driving sales increase from $100,000 to $500,000. • Built network of 10 distributors for manufacturer of bleeding control products to facilitate expansion into public access markets. Achieved year 1 sales greater than $500,000.

Companies I like:

Medtronic, Philips Medical, Johnson & Johnson

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Terra Health & Fitness, Inc. Gorham, ME | Sep 2017 – Dec 2020 Community fitness organization offering fitness solutions and nutrition counseling; franchise of 9Round 30-Minute Kickbox Fitness. Owner/Operator Launched and managed fitness club targeting busy professionals. Instituted franchisor-specified processes and procedures, established and maintained standards of excellence, spearheaded pre- and post-launch B2C sales and marketing campaigns, and served as lead trainer for clients in a high-intensity physical fitness environment. Hired, trained, and supervised staff of 8. Strategic Accounts Manager | Oct 2016 – Aug 2017 Nurtured corporate accounts, primarily Fortune 1000 companies with 20 or more domestic and global locations, growing revenue by introducing AED program management solutions, expanding clients’ AED deployments, and replacing or upgrading their AED equipment. Promoted CSC’s outcome-focused approach and goal of giving sudden cardiac arrest (SCA) patients the best chance of survival. Coordinated across functions (medical direction, maintenance, and training) to develop and implement programs. Director of Distribution, North America Devised and executed strategies to distribute AEDs in US/Canadian markets, CSC’s largest business unit ($28 million in revenue). Negotiated and sustained contracts with multimillion-dollar distributors; personally managed company’s 3 largest distribution partners ($9 million+ in combined revenue). Oversaw small team of direct reports who managed specific geographies/verticals. Expanded distribution network to facilitate top service across key markets while positioning distribution partners for success Senior Distribution Manager | Jan 2009 – Mar 2011 Drove development within key growth markets, focusing on industrial and workplace safety, implementing distribution strategy across the Americas. Collaborated with direct sales teams to generate targeted distribution strategies for specific geographical markets. Negotiated and implemented contracts, joint marketing agreements, and additional cooperative arrangements with strategic partners. Provided leadership, training, and guidance to North American distribution team; oversaw one field asset. Distribution Account Manager | Apr 2007 – Dec 2008 Serviced portfolio of 6 national distributors in industrial safety/medical markets and supported territory managers with developing and implementing growth plans and strategies. Territory Sales Manager | Feb 2005 – Mar 2007 Sold AEDs to institutions and first responders across northern New England territory. Initiated relationships with national partners’ distributor representatives and built network of local and regional distributors to enhance service in rural areas. EACS, LLC Gorham, ME | Jul 2014 – Jun 2016 Small LLC offering B2B consulting services. President/Independent Contractor Leveraged understanding of public access markets for AEDs, as well as channel partnerships, to develop distribution networks for clients in the medical device industry. Identified appropriate distributors for clients’ products, negotiated partnership agreements, trained distributor staff on client products, and prepared marketing strategies.
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