Eric Kendall Email & Phone Number

Canfield, Oh, Us

Canfield, Oh, Us

United States

Lead a team of 21 sales professionals (Specialty Sales Directors and Sales Representatives) responsible for the retention and growth of the Quest Diagnostics Oncology (Dermatology, GI, GU, Women’s Health and Health Systems) brands in the Northeast Region. Manage a $234M book of business with an $209k monthly quota. Accountable for Business Acumen expectations, field co-travel coaching the performance of territory managers to ensure each maintains and develops their territories to exceed the annual growth goal. Duties include: development feedback, build and maintain key internal and external customer relationships, analyze the competitive landscape across the 14 state region, provide direction based on data analysis and market trends, assist direct reports in removing barriers to achieve attainment goals and help implement creative, customized solutions for customers.• 2022 YOY Growth $14.6M, 99% of attainment• 2021 Exceeded quota by $3.9M• 2019 Exceeded quota by $5.8M• 2019 President’s ClubAdditional responsibilities:• Manage the Healthcare Performance Quality Improvement Supervisor • 2 HPQI direct reports• 66 contacts managed nationally

Baltimore, Maryland Area

Lead a team of 14 sales professionals promoting multiple lines of business for Quest Diagnostics (Cardio Metabolic, Infectious Disease, Neurology, Oncology, Physician, Prescription Drug Monitoring, Women’s Health and Hospital). Responsible for the sales productivity and maintenance of an $85M district in Northern Maryland and West Virginia. • #2 of 22 Sales Directors in the East Region 101% of attainment, 2015• Cardio Metabolic 105% of attainment, 2015 • Infectious Disease 119% of attainment, 2015• Neurology 103% of attainment, 2015• PDM & Toxicology 113% of attainment, 2015• Women’s & Reproductive Health 105% of attainment, 2015• #7 of 22 Sales Directors in the East Region, 2014Additional responsibilities include:• Develop a business plan to provide strategic and tactical direction for the region in an effort to identify new market opportunities and restore organizational growth • Maintain a positive and motivational work environment through constructive coaching reinforcement• Develop and maintain solid customer relationships with key executives, decision-influencers and decision-makers in major key accounts (ACO, IDN and FQHC)• Utilize Salesforce.com to track and reinforce behavior measures of sales team effectiveness • Provide coaching to enhance sales team productivity and product knowledge through weekly field-travels and bi-weekly team meetings • Manage region and territory alignments to ensure optimal account coverage and market penetration to ensure growth • Work with internal and external recruiting agencies to hire and retain top talent• Understand and provide guidance to field sales personnel in resolution of product/reimbursement issues, reduce denials and bad debt

Washington D.C. Metro Area

Lead a team of nine sales professionals. Responsible for the sales productivity of a $34M book of business with a $77K monthly quota in the Southeast Region (PA, MD, DC, VA, NC, SC, GA, & TN). Duties include: co-travel to provide coaching and development feedback, build and maintain key internal and external customer relationships, analyze the competitive landscape across the region, provide direction based on data analysis and market trends, assist direct reports in removing barriers to achieve attainment goals and help implement creative, customized solutions for customers.

Baltimore, Maryland Area

Responsible for maintaining and increasing the sales of dermatopathology services in MD, DC, and VA. Duties included: daily calls to referring physicians, created new business by cold-calling non-referring physicians, consulted and implemented IT solutions to create “Ease of Use” office workflow, provided monthly forecast and economic sales report analysis for internal communication and budgeting, managed and developed territory representative, hired and managed independent courier contractors, addressed and resolved all customer related issues.• #3 Top Performer Award, 2011• #2 Top Performer Award, 2010 • #3 Top Performer Award, 2008• #1 territory growth increase above prior year for 34 consecutive months• Top Performer Award, First Quarter 2008• #1 territory growth increase above prior year 2007 (52%)• #1 territory growth increase above prior year 2006 (58%)• Increased revenue $1,084,770 June YTD 2006

Devens, Ma

Responsible for complete management and increasing sales of 120 glucose control solution SKU’s to Bionostic’s largest customers (I-Stat, LifeScan® and Nova Biomedical). Duties included: contract negotiating and order management, providing an updated monthly forecast, accurate and efficient records for data management, economic and sales report analysis and inventory management.• Exceeded 2004 budget 7 consecutive months • Q4 sales $262,361 above budget• 120.1% of FY budget, August 2004• Decreased delivery lead-time from 60 to 14 days• Created Drop Ship Program (SOP) to meet customers delivery requirements

Devens, Ma

Responsible for increasing and maintaining the sales of QC material for blood gas analyzers in Alabama, North Carolina, South Carolina, Florida, Georgia, Kentucky, Louisiana, Tennessee and Mississippi. Duties included: updating all account data in Goldmine, providing an updated monthly forecast, accurate and efficient records for data management, economic and sales reports analysis and inventory management.• 119.1% of Quota, June 2003• 107.3% of Quota, April 2003• 119.6% of Quota, March 2003

Alpharetta, Ga

Responsible for complete management of the cough cold franchise, including initiating promotional activities with ad agencies, market research, budget management, prescription forecasting, ex-factory sales and units forecasting, manufacturing and packaging management, trade and wholesaler inventory, training materials and presentations, sales force tools, training of new hires, and continued training of existing field force.• Tanafed DM™ was the number 1 growth product in designated market definition o Increasing 15% in 6 months• Tanafed® is the second highest revenue brand in the companyo Target gross sales of $25 million

Alpharetta, Ga

Responsible for increasing the prescription bases of 13 products in the specialties of Cardiology, Gastroenterology, Obstetrics/Gynecology, and Pediatrics. Duties included: daily call quotas to physicians and pharmacies, accurate sample management, accurate and efficient records, data management, analysis of prescribing data, and implementation of marketing and sales delivered programs.• Number 1 growth territory in gross revenue out of 120 territories, December 2001o Increasing revenue by $325,000• Winner of the Jamaica Trip Contest, April 2001• Number 4 Tanafed® sales territory in region and number 8 territory in the nation out of 120 territories, July 2001• Winner of Fast Start Contest, December 2000• Increased Tanafed® Sales > 200%, December 2000• Rookie Of The Year nominee, December 2000

Youngstown, Ohio Area

• Winner of the St. Thomas Trip Contest, April 2000• >125% of Quota, January - December 1999• Winner of Leading Edge award, December 1999o 3 winners out of 15 sales representatives• 150% of Quota, March - December 1998• Winner of All Rookie Team award, December 1998o 2 winners out of 45 representatives

Youngstown, Oh

• Member of Deals and Creation Committee, January – October 1997• Head of Weekend Merchandising, January – December 1996• Member of Hiring Committee, January – December 1995