Michael Rathburn Email & Phone Number

United States

Ohio Valley Region

* 2017 Presidents Club Award Winner* 12 consecutive quarters of regional capital equipment goal achievement Q1 2017 through Q4 2019. * Responsible for leading a team of 10 Veterinary Diagnostic Consultants (VDC’s) to achieve quarterly and annual capital equipment goals* Direct the structure and negotiation of contracts across as many as 3 lines of business and coordinated activity with VDC’s to maximize impact. * Manage pipelines and coordinated activity with VDC's in the Ohio Valley.* Responsible for forecasting quarterly equipment placements to Regional Sales Manager and Area Director for Ohio Valley Region's 11 individual territories. * Work with sales analyst and corporate marketing teams on deal shaping and financial contracts for customers to secure business relationships over long term.* Responsible for leading team focused selling of hematology, chemistry, endocrinology, rapid assay and coagulation systems in Ohio, Kentucky, West Virginia, Virginia, Eastern IN and Western PA.* Interview and recommend candidates for VDC in the Ohio Valley lead to hiring of 10 VDC's between 2016-2020.* Worked with and through the promotion or transfer of 6 VDCs to new roles in the organization.

Columbus Ohio

* Q1, Q3, Q4 2016 TOP DOG Regional Award Winner* Q3 2012 TOP DOG Regional Award Winner * Q4 2012 TOP DOG Regional Award WInner* 2012 Rookie of the Year Award Winner* Responsible for selling Chemistry, Hematology, and Endocrinology Analyzers to veterinarians in Columbus, Central and Eastern Ohio.* Coordinated team selling activities and leads within my territory for Digital Radiography, Practice Management Software, and Reference Lab Services in addition to responsibilities with in house diagnostics.* Responsible for selling pet side rapid assay testing exceeding goal in Columbus East Market/* Exceeded quarterly target sales goals of approx. $250,000 in Q3 and $300,000 Q4 2012* Independently managed pipeline, forecasting, and all aspects of territory management.* Built and maintained relationships with multiple distribution partners, as well as offices and staffs.* Successfully transitioned to new Sales Model focused on total revenue growth, consistently hitting goal on both the capital equipment and total revenue growth sides of the business.

Columbus, Ohio Area

Clinical Sales Consultant• Achieved year over year growth of ImmunoCap specific IgE testing by 90% 2010 v 2009o Testing in territory grew from 2398 tests in 2009 to 4534 tests in 2010.o Finished third in district out of 10 territories in Goal Attainment (88%) in 2010• Achieved 158% growth in 4th Qtr 2009• Responsible for establishing office protocols to ensure proper patient testing; protocols include flagging charts, sending patient letters for asthma, and establishing in practice standard of care guidelines• Worked with accounts to ensure proper 99214 billing of appointments• Scheduled more than 40 nights of out of office dinners to create opportunities to discuss product with physicians without office distraction – 2010 and 2011• Managed large territory budgets (15-20k) over 6 month periods to ensure ROI• Responsible for growth of In Vitro Allergy testing through education physicians and staffs in Primary Care, Internal Medicine, Pediatrics in Columbus East, Westerville, Lancaster, Zanesville and Mount Vernon

I was responsible for promoting two products, Antara and Factive, to a number of targeted customers including Family Practioners, Internists, Cardiologists, Pulmonologists, and Urgent Care Physicians. I managed a very large territory including Columbus, Zanesville, Delaware, Marion, Galion, Gallipolis and Jackson OH. Managing this territory created unique challenges such as different manage care enviroments, and routing obstacles that required a great deal of planning and organization. I was also responsible for managing my monthly expenses in accordance with budget, getting programs together and well attended. I did all this in addition to my leadership role as District Sales Trainer, which gave me the opportunity to participate in Phase 1 training, and interviewing.

• Discussed respiratory and cardiovascular products as well as disease states with FP, Pulmonologists and Allergists• Completed Quarterly territory business plans including scheduling events, routing, and expenses• Managed large territory including Columbus, Springfield, Dayton, Marion and Delaware OH• Responsible for completing Phase 1 Home Study with new hires• Completed employment screenings with potential candidates• Interviewed potential employees with district manager

Pharmaceutical Sales

For KOS Pharmaceuticals and AstraZeneca• Discuss cardiovascular products as well as CHD, and CAD disease states with FP, Endocrinologists, Cardiologists and their staffs• Discuss seasonal and perennial Rhinitis with FP, Pulmonologists, ENT, Allergists and Pediatricians• Detailed physicians on Niaspan (CV), Advicor (CV) and Rhinocort Aqua (Resp)

 Prospect potential carriers for drop trailer opportunity Responsible for establishing Inter-modal service for customer to ensure capacity for freight movement during busy months and to keep overflow moving. Communicate problems and concerns to Brewery Transportation Manager and Regional Transportation Manager on a daily basis. Promoted to Branches Largest account (33% of branch revenue) after just 8 months of work with company. Sales and operations of several small accounts. Responsible for sales and operations of corporate account within 3 months of employment. Daily average revenue doubled in 6 months due to strategic planning.  Responsible for working with existing customers, cold calling for potential new customers, cold calling for trucks.  Negotiating carrier costs to ensure branch margin. Conducted year-end business reviews with all customers including a corporate top 20 account.

Master Of Business Administration - Mba, Executive Management

Bs, Secondary Education: Integrated Language Arts

Funded 90% the cost associated with my degree by working while I was a full time student.