Maria Merlino Email & Phone Number

Orchard Park, New York, United States

Ny/Ct

Diagnostic Medical Device Sales.Effective territory management, efficient use of time in the field, development of positive relationships, and increased sales in territory by selling Point of Care (POC) Hemoglobin, WBC and Glucose Blood Analyzers. Responsibilities:• Target accounts for growth; implement fee increases or price changes; introduce new products and services.• Increase the profitability of existing accounts by analyzing profitability, product and service portfolio and presenting plans to customers and executing solutions.• Build relationships at multiple levels within the account (physician, medical director, purchasing, CEO).• Target and secure profitable new business based on regional marketing strategy by effectively targeting prospective accounts, crafting in-depth prospect profiles, building relationships, prepare and present proposals, and securing the business.• Educate and Train new customers on all HemoCue devices / in-service and annual training certifications.• Grow volume and profitability through implementation and execution of national strategies and initiatives.• Proposes pricing quote structures for potential and existing customers for maximum quantity sales volume.• Ongoing follow-up with renegotiation on contract expiration.• Maintain customer contacts and pipeline management utilizing Salesforce.Call Points: • Emergency Room, Surgery Centers, Urgent Cares, OBGYN, Radiologists, Pulmonary,Community Health Centers, Endocrinologists Endoscopy Suites.

In this role, I set the strategic direction and oversaw day-to-day operations for a national wholesale food manufacturer. To assure profitable growth and organizational efficiency, I developed and managed budgets and allocated resources across the organization. I also lead strategic sourcing efforts to make sure we were getting quality products at the best possible price. I was continuously looking for ways to enhance our quality and productivity with data-driven improvement initiatives based on key metrics I designed to monitor our success.I believe in the value of relationships and have successfully built solid relationships with national accounts, strategic partners, and vendors. I boosted our sales by bringing aboard new national accounts. I built, managed, trained, and mentored cross-functional teams, regional managers, brokers, and distribution center reps to ensure top performance at all levels. As part of my leadership, I designed promos that motivated our sales team for profitable revenue growth and lead social media initiatives. Also led Buffalo Bills and Buffalo Sabres Official Partnership.

Buffalo/Niagara, New York Area Western, Ny Upstate Ny And Vermont

For Novo Nordisk, I created and executed business plans to drive demand and market penetration for Norditropin. By building strong relationships with endocrinologists, I was successful in establishing Norditropin and FlexPro medical devices as the top choice for subcutaneous injectable human growth hormone. I also designed patient education programs and trained and mentored new regional staff. I partnered with my colleagues to create persuasive presentations that were instrumental in driving formulary acceptance, and I negotiated formulary contracts with key managed care organizations and specialty pharmacies. My efforts resulted in the successful launch of Norditropin FlexPro and grew the Norditropin and FlexPro medical device market share from 9% to 71% over seven years. During that time, I grew the market share in Albany Medical Center to 94%. I consistently exceeded market share and new patient start goals throughout my tenure. I was ranked in the Top 10% in the country for sales success throughout my tenure and was the first Expansion Territory Manager to be promoted to Senior Territory Manager. I was chosen as the marketing team's Regional Ambassador for the Northeast region, and the vice president of CDPHP Health Care Plan selected me to be the Managed Market Lead.

Buffalo/Niagara, New York Area

In this position, I successfully launched and drove sales and market share growth for the Humalog Kwik Pen injection device and Cialis Once-a-Day. I boosted the territory ranking for Humalog by 28% and Cialis by 65% over six months. I delivered continuing education programs and cultivated relationships with endocrinologists, pediatricians, and urologists. I also collaborated with diabetes educators to provide value-added speakers programs. My efforts resulted in leading 71 physicians to prescribe Humalog insulin instead of competitive products.

Buffalo/Niagara, New York Area

• Planned and Implemented Annual Gala & Go Red For Women Luncheon • Raised Over 2 Million Dollars in 2 years. Exceeding All Event Goals• Recognized as #1 Fundraiser in the Region and Promoted to Senior Director After 8 Months• Recruited New Sponsors by Cold Calling, Networking and Penetrating Existing Relationships• Negotiated Sponsorship Contracts on a Local and National Level• Secured 58 Corporate Sponsorships Including Bank of America, Catholic Health System, Cutco, Geico, Independent Health, BlueCross and BlueShield and Kaleida Health• Met Face to Face with top 100 Company CEOs and Presidents Including Medical Directors and Physicians on a Bi-weekly and Monthly Basis• Updated Media on Event Info and Was Local Media Contact

Buffalo/Niagara, New York Area

• Developed and Implemented Buffalo Sabres Events Including Charity and Community Events• Managed a Team of 15 Promotional Ladies• Handled Hockey Team Promotions and Player Appearances• Recruited 15 Promotional Partners Including Geico, New Era Cap and Re/Max• Exceeded Revenue Target by 200% Generating Over a Quarter of a Million Dollars in Additional Revenue• Increased Additional Revenue in New and Existing National Client Base by Cold Calling and Presenting to CEO’s and Decision Makers• Negotiated Contracts and Closed New Business and Maintained Strong Relationships with Clients