Laboratory Product Sales & Marketing | Distributor Network Management | National Accounts | Business Process Management

1994 to 2011 – US Manager of LSR Distribution BusinessKey Responsibilities• Manage multiple dealers (VWR, Fisher, Phenomenex, GSS, Medical Equipment Group, Red River Industries and Cuevas• Ten direct reports – Distribution Territory Managers• Meet and exceed dealer P&L• Inner Circle winner three out of last five years• Negotiated dealer contacts, business objectives and strategies• Worked with tactical marketing to design and implement successful programs• Successfully introduced many new products• Actively work with dealers to make certain they maintain sufficient inventory• Supply monthly manufacturing forecasts1992 – 1994 – US Marketing Support ManagerKey Responsibilities• Sales Rep Pricing Empowerment Program - Worked with marketing managers to develop clear, concise and compelling promotions for sales reps to use without having to get additional pricing approval• Negotiated National Account and GSA contracts• Developed IC Plans1986 – 1992 – US Sales Planning ManagerKey Responsibilities• Preparation of sales budgets and quota’s for the US• Worked with marketing to make certain their programs supported our sales budgets • Responsible for the monthly US forecast, forecast 1 and 2• Negotiated National Account contracts1978 – 1986 – Midwest Regional Sales ManagerKey Responsibilities• Meet and exceed sales budget• Hire, train, motivate and retain high performance sales reps• Ensure customer satisfaction with our products1972 – 1977 – Sales Rep in southern VirginiaKey Responsibilities• Meet and exceed sales budget• Ensure customer satisfaction with our products1970 – 1972 – Inside Sales Rep in Washington DC areaKey Responsibilities• Improve selling skills• Learn Beckman products• Prepare myself for outside sales