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MEDICAL DEVICE SALES

Accomplished and dynamic management professional, consistently recognized for effective operations and client relationship management and ability to develop sales and marketing strategies, delivering profitable solutions to attract and maintain accounts and customers, and propel company growth. A highly dedicated individual and a proven leader with documented success in progressively dynamic and challenging positions, skilled in the creation and implementation of strategic plans that generates increase in market share, sales and profitability. Strong technical and business qualifications with an impressive track record of hands-on experience in strategic planning, business development, and operations management. Excellent analytical skills with keen attention to detail, ability to analyze situations, and research information to develop sound and ethical business solutions. Enthusiastic individual and an excellent communicator, recognized ability to establish and maintain effective working relationships across cross-functional teams and diverse individuals at any levels and build strategic relationships with clients.

Core Competencies
Organizational Leadership • Sales & Marketing • Customer Service • Client Relations Management • Training & Development • Strategic Planning & Implementation • Negotiation & Presentation Skills • Business Development

PROFESSIONAL EXPERIENCE

Intuitive Surgical, Cincinnati • OH 2008 – Present
Clinical Sales Manager
Managed and developed seven-person clinical sales team handling over $14.5M of renewable instrumentation and $9M in capital sales. Increased market penetration through gaining new customers and developing customer relationships in defined market segments. Provided market and competitor information to feed the targeting, pricing and Product development processes. Contributed to the enhancement of team through positive participation in trainings and sales meetings. Created monthly, quarterly and annual sales strategies. Accomplished marketing and sales objectives by planning, developing, implementing, and evaluating strategic sales plan. Resolved customer complaints regarding sales and service. Planned and directed staffing, training, and performance evaluations to develop and control sales and service programs.
KeyHighlights:
• Achieved quarterly goals six out of last eight quarters.
• Ranked 4th in Capital Sales and sixth in Urology growth out 0f 88 CSM’s in 2011.
• Developed CSR to be promoted to FST
• Achieved 109% to total quota, (116% in URO, 110% in CT) during Q4 in 2012.
• Generated total sales of $26.5M (12M in capital, 14.5M in reoccurring) in 2011.
• Expanded GYN market share 30% from 2010 to 2011 and increases total market to 158% in six quarters.
• Successfully set up and established a GEN surgery Epicenter
• Ranked first in region and seventh in company in new surgeon trainings and case production from trainings.

Field Sales Trainer, Akron • OH
Developed management philosophy and style through Management Trainee Program. Facilitated, coordinated and created training content for both new hire and experienced sales employees, designed and delivered to increase job capabilities and sales performance. Developed and delivered on-going training programs to ensure sales employees are in line with all products and competitive developments.
KeyHighlights:
• Promoted to CSM in 4 months
• Successfully on-boarded eight new CSRs and conducted field rides and interviewed 36 potential candidates
• Maintained current territory and finished 103% to goal.

Clinical Sales Representative, Akron • OH
Handled clinical expansion and usage of the da Vinvi robot throughout Northeast Ohio for reusable instrumentation valued at $5M. Collaborated with Clinical Sales Manager in developing a sales plan tailored to local market. Promoted sales of instruments and accessories through new product introductions and solution selling. Performed administrative tasks including reporting of sales/procedures, outcomes of sales activities and submission of expense reports. Established and developed professional long-term customer relationships.
KeyHighlights:
• Achieved and exceeded quarterly goals 9 out 9 quarters
• Developed and established GYN Epicenter while training 55 additional surgeons.
• Expanded total market of 190% to 9 quarters and increased GYN market to 266% in 9 quarters
• Successfully trained and Established Robotic CT program at three institutions.
• Acquired a total of $6. 5M in sales in 2009. (5M in capital, 1.5 M in reoccurring)
• Ranked 12 /150 for procedure growth in 2008

Olympus Surgical America, Akron • OH 2006 – 2008
Surgical Sales Representative
Handled sales, training, and implementation of capital equipment in Eastern Ohio and Western panhandle of West Virginia. Presented on sales to multiple decision makers. Monitored and maintained marketing efforts directed at institutional clients. Developed and encouraged effective promotional offers and sales campaigns. Handled diverse customer base within medical industry or hospital. Created new business within assigned territory. Developed and maintained relationship with key physicians and hospital customers to encourage new and repeat business opportunity.
KeyHighlights:
• Ranked seventh in Region of 100 in Financial Service Contest in 2007.
• Increased territory 100% in total sales and was Ranked 3rd of 100 with 351.7% over monthly goal for the month on May in 2007.
• Ranked 10th of 100 for June 2007 with 153.5% over period goal and ranked ninth in Demo Competition in September 2007.

Cytyc Surgical Products • Mid-West 2005 – 2006
Sales and Marketing Support Specialist
Managed clinical sales and provided field level support to physicians and other clinical professionals, while traveling 100% of the time in the region. Coordinated with sales representatives and prepared sales strategies.
KeyHighlights:
• Reached 104% to goal in expansion territory
• Grew specific accounts by 50% to reach a goal of 125% to quota and 75% growth in sales.

Forest Pharmaceuticals, Mansfield • OH 2003 – 2005
Territory Manager
Managed market share of three drug product lines in central Ohio territory with more than 250 physicians. Maintained relationship with existing customers and resolved inquiries and concerns. Improved revenue and developed sales methods in assigned territory. Developed a sales and marketing plan for the territory.
KeyHighlights:
• Exceeded territory goal for antidepressant market share growth in region by 103% from March-June of 2004.
• increased market share for new Alzheimer’s product launch by 299% after first six months on market, exceeding corporate goals

Fastenal Company, Wixom • MI 2001 – 2003
Outside Sales Representative
Established and developed new branch. Handled outside sales for a $600K facility. Identified new sources of business, maintained high productivity and sales standards and achieved sales quotas. Developed and maintained relationship with both new and existing customers.
KeyHighlights:
• Ranked 12th in National Sales Class (332) and in top 90% for total monthly sales six months in a row).
• Achieved on average reached 180% of goal
• Ranked second in district for new accounts in January 2003 and 1st in district for percentage of goal met in February 2003.

EDUCATION AND CREDENTIALS

Bachelor of Arts, History, 2001
Kent State University – Kent, OH
Minor: Business Management

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