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Freelance Sales and Consulting

28 year Commercial Sales Career with Abbott a fortune 200 company. Analytical and strategic thinker with strong financial skills. Highly successful value driven sales Coach. Sales process Coaching expertise from field rep level to VP of Sales. Inspirational and relatable leader who takes a process improvement path in all aspects of the business they touch. A true team player that can provide expert gap analysis in a positive inclusive manner leading to sustainable higher performance teams.

Managed $85mm annual revenue. Largest book of business by factor of 2x. Grew 4%, largest total revenue growth.

Lead newly formed Abbott Point of Care Division Enterprise Team based. Finished second in Presidents Club rankings in 2018.

Responsibilities included EAM coaching/strategic support, US Marketing liaison, pipeline development, SFDC data quality, sales process improvement and oversight of Government accounts. Additionally assigned half the Nations Capital goal mid first year by Divisional VP due to lagging performance. Was able to more than double first half sales and subsequently lead the Nation in Capital and new incremental Acquisition Reagent sales in year two. This represented more than $30M in Hospital Laboratory capital equipment sales.

After leading efforts as Enterprise Account Manager that captured over $40mm in highly profitable all new business for Abbott selected to lead new Team of Enterprise Account Managers and Sales Executives. This newly organized Team spanned 6 Southern States for the largest new Capital Acquisition deals in all Large Health Systems. Lead Team that finished year with over $30mm in new contract revenue signed. Ranked first in annual growth and second in Total Contract Value signed in 2014. Finished 2015 114% of Capital and 110% Reagents for combined 113% of Total Revenue Goal. Captured over $100mm of new contract revenue in last 2 positions.

Promoted to direct all sales efforts and high level business relationships for the largest and most strategic accounts for Florida District Team most recently managed for 3 years to great success. Accounts are located from Charleston SC to Miami Florida. In less than 2 years lead closing efforts for 2 Full Lab Automation and Information Management 7 year deals and 1 10 year deal worth a total of $40.13mm over term. First deal was valued at $8.7mm including Hematology and IACC in a facility with 3 alternate sites. The second for a total of $12mm with one alternate site. These were the first 2 ever Abbott Full Automation systems sold in any of the Deep South States of Georgia, Alabama, Mississippi, or Florida. The third a $17.43mm 10 year deal in a US News number one ranked Hospital for the state. Also lead effort to close Statewide HIV AG/AB testing worth $2mm over 5 year term.

Asked to take over Florida due to ability to repair broken sales teams. Responsible for 8 reports across Georgia, South Carolina, and Florida. In 24 months took the Florida District from 18 out of 18 to number 1. Won District Manager of the Year 2010 and 10 various Quarterly Regional and National awards. Had four reports attending Presidents Club which was most out of any District. Three of those Reps also won HPS, IPS and KAE of the Year Awards. This represents a clean sweep for all National Year End awards which had never been accomplished before. This was all done with the same exact Team inherited that was ranked 18 out of 18 Districts 24 months before. Followed up 2010 with a solid 2011 year finishing 7 of 18 with 2 folks attending Pclub. First quarter 2012 just prior to being promoted to EAM won DM of the quarter leaving a totally rebuilt, highly productive, and sustainable business.

First Abbott Diagnostics Sales Specialist promoted directly from Sales position to District Manager position due to numerous accomplishments, numerous national and regional quarterly/annual awards as well as year after year consistent over achievement. Took district from 25 of 25 to number 6 in Presidents Club ranking by end of 2008. Responsible for 8-10 direct reports across Mississippi, Alabama, Tennessee, Georgia and South Carolina. This District won District of the year, year I was promoted.

Moved from Hematology to CCIA Specialist to learn main line of Abbott Diagnostic Business. Made immediate and very positive sales impact prior to promotion direct to District Manager.

Won 2 more Presidents Clubs, 2 more Million Dollar Clubs, and Representative of the year. Sold more equipment in one year than any other Physician Diagnostic Specialist in the history of Abbott Physician Group Diagnostics.

Won 3 Presidents Clubs, 2 Million Dollar Club memberships, Great One status, Senior Sales and Diamond Level Senior Sales representing year after year of top 10% performers. Selling Advanced Flow Cytometry based Hematology analyzers in Hospital, Large Clinic and Veterinary markets.

Miami Area sales. Took last in the country territory when there was more than 400 territories and transformed it to fully compliant contractually with in one year and President Club status in 2 years.