career objective

results-driven sales and marketing manager specializing in the medical / healthcare sector eager to contribute expertise in business development, team building, and operations toward collaborating with a progressive organization in optimizing bottom-line performance

profile

ø  16 years of progressive sales and marketing experience in the medical / healthcare industry, with expertise in strategic planning, business development, product development and management, contract negotiation and administration, e-commerce, and staff training and leadership

ø  facilitate a client-focused, service-oriented environment vital to maximizing customer satisfaction, retention, and referrals; generate leads, manage key accounts, develop niche markets, and administer major contracts resulting in high-revenue transactions

ø  successfully identify and capitalize on opportunities to penetrate and develop highly competitive markets; proactively monitor industry trends and developments, including competitive services and marketing activities

ø  conduct detailed market research and analysis to develop and implement highly successful marketing campaigns and develop winning proposals; design effective collateral, pioneer product education initiatives, steer territory planning, generate short- and long-term business forecasts, and manage p&l and financial reporting

ø  strategically plan and coordinate workflow and human resources for optimal coverage while containing labor costs; demonstrated ability to build, train, and lead top-performing support teams

ø  dynamic communication, presentation, negotiation, and relationship management skills

ø  sharp technical proficiencies including microsoft office (word, excel, powerpoint, access), ms visio, jd edwards oneworld, business objects, and cognos impromptu / powerplay sales reporting tools

 

~ key achievements ~

• successfully negotiated and implemented 18 contracts worth more than $6m, awarded new contracts with 9 major gpo accounts, and renegotiated 2 multi-year contract renewals as well as new product additions to existing contracts at coloplast corp.
• achieved over 26% year-over-year growth on assigned coloplast gpo accounts and generated more than $1m in new annual incremental revenues by increasing customer price for one product brand
• saved more than $500k for coloplast in invalid rebate requests for 2010 by directing corporate sales strategy initiatives including distributor rebate validations, pricing and incentive optimization, and contract compliance process
• pioneered 2 business process lean events responsible for reducing number of unfulfilled coloplast contracts by 30%, halving time to completion, reducing workload and headcount, improving membership maintenance and reporting capabilities, and increasing overall efficiency for contract processes
• grew coloplast pricing and contract administration staff accountability while increasing work throughput by restructuring contract management process
• increased e-commerce business to 30% of total divisional revenue through development of electronic data interchange program; additionally selected to act as st. jude medical corporate e-commerce member responsible for global strategy and implementation partnering with global healthcare exchange (ghx)
• secured 10 major gpo contract awards by collaborating with st. jude field sales, corporate accounts, and senior management
• eliminated one man-day per week by implementing business process kaizen event to reduce order entry process time in the customer service department at st. jude medical
  served as divisional change agent and expert user for new st. jude corporate erp implementation of sap
• increased st. jude oem sales plan by 25% by developing multiple new electrophysiology and cardiovascular products; additionally developed private labeled product for oem customer product launch into new market
• directed 2 new minntech medical device products from concept to fda clearance into the international marketplace; created marketing training materials to facilitate introduction of new product into marketplace from content to photography to final layout of portfolio
• grew national account sales at medtox above plan for 2 consecutive years

 

 

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professional experience

coloplast corp., minneapolis, mn                                                                                                                       2006 c 2010

senior manager, pricing & contract administration c national accounts

• expertly built and managed all aspects of pricing and contract administration department for this leading global provider of intimate healthcare products and services; hired, trained, and oversaw team of 4 regional contract administrators and 2 contract business analysts
• worked closely with staff on developing and implementing strategic pricing initiative across all product brands in accordance with all legal, gross margin, and competitive pricing requirements; created distributor pricing book, customer price lists, contract and pricing templates, and other pricing documents
• negotiated and administered national accounts group purchasing organization (gpo), independent delivery network (idn), and independent customer contracts; performed quarterly, bi-annual and annual business reviews on contracts, coordinated membership maintenance and incentive fee management efforts, and diligently maintained customer master database and membership rosters
• managed comprehensive proposal development process, including rfp review and analysis, bid determination, proposal management, supervision of proposal team, and interdepartmental communications
• developed pricing and contract administration key performance indicator (kpi) tracking dashboard to measure contract compliance, price effectiveness, and overall sales volume of national account and key distributor contracts

 

st. jude medical, cardiology division, minnetonka, mn                                                                                       2000 c 2006

senior manager, marketing & sales administration (2001 c 2006)

• in recognition of outstanding performance, quickly progressed within company to attain senior-level position entrusted with providing critical support for global sales and marketing activities, including managing 13-member customer service department along with 2 business analysts, 1 market research analyst, and 2 sales administrators
• played an integral role in developing annual global divisional operating and strategic plans; drove global market forecasting, trend / market research, sales reporting, product development, product launches, and customer service efforts across all product lines
• actively supported selling division providing customer account setup, sales representative territory management, contract pricing assistance, and membership / administrative fee maintenance
• prepared and distributed clinical updates for product usage issues providing existing and prospective clients with product comparisons to competitive services

product marketing manager, oem products and sales (2000 c 2001)

• effectively executed oem sales plan in excess of $6m while developing and managing key products
• hired oem sales manager and trained staff to assume all departmental responsibilities

 

minntech corporation, plymouth, mn                                                                                                                  1996 c 2000

product marketing manager, cardiopulmonary products

• performed extensive market research and analysis to craft and apply marketing strategies for current and new cardiopulmonary products; additionally directed procurement and marketing of ancillary products
• prepared, secured executive approval for, and implemented sales and marketing corporate forecast; introduced cost reduction program to eliminate unnecessary spending
• implemented and directed key opinion leader (kol) customer focus groups to determine market trends, new product reviews, and customer needs and concerns; implemented necessary updates to product line through r&d, manufacturing, regulatory and quality assurance
• provided full cycle support for sales functions, including maintaining client database, generating quotes, serving in in-field capacity, and overseeing final product delivery

 

medtox laboratories, inc., new brighton, mn                                                                                                    1994 c 1996

corporate account manager

• managed portfolio of more than 20 large national clients for this full-service clinical laboratory and samhsa-certified drug testing laboratory serving private and governmental organizations

 

~ additional experience ~

that idea! creative group, rogers, mn                                                                                                           2004 c present

director of creative marketing

• work with sports-related customers to develop and execute engaging marketing strategies that include brand management, product launches, e-commerce and web development, multimedia development and deployment, and charity and special events

education

university of minnesota, minneapolis, mn                                                                                                                     1993

bachelor of science in microbiology

 

~ professional development ~

fundamentals of marketing, carlson school of management, university of minnesota, minneapolis, mn                         1998

 

 

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hiring agent name

title

company name

address

city/state/zip code

 

dear__________________:

 

i am currently seeking a challenging career opportunity as a pricing proposals manager and am submitting my resume for your review.  in advance, thank you for your time and consideration.

 

as demonstrated in the accompanying resume, my professional qualifications include extensive experience in medical device / healthcare sales, with a solid record of increasing revenues and bottom-line profits.  my strong research and analysis skills have enabled me to develop pricing strategies, manage the rfp and deal approval process, and communicate pricing strategies enterprise-wide.  i excel at providing outstanding service to existing customers while growing my client base, and am adept at identifying and addressing client-specific needs.  i have effectively applied my industry knowledge toward educating customers on product and trend development, as well as toward training highly productive cross-functional sales and support teams.  my dynamic communication and sales skills have consistently proven instrumental in presenting, negotiating, and closing high-revenue transactions.  to complement this background, i hold a bachelor s degree in microbiology and completed a marketing course at the carlson school of management.

 

as an employee, you will find me to be a driven team player committed to supporting you in achieving your objectives through superior performance.  i am confident that i could be a valuable asset to insert company name, and look forward to interviewing with you in the near future.

 

sincerely,

 

 

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