Specialty Sales Representative – Consumer Products Division, South Florida @ Alcon Laboratories, Inc.
I am a high-achieving professional with expertise in accounts management, business development, and domestic/international product sales. Utilizing a consultative sales approach, I work with professionals to determine their short and long-term objectives and present product lines to facilitate such goals. My experience has allowed me to understand the importance of building strong alliances with customers. I take
I am a high-achieving professional with expertise in accounts management, business development, and domestic/international product sales. Utilizing a consultative sales approach, I work with professionals to determine their short and long-term objectives and present product lines to facilitate such goals. My experience has allowed me to understand the importance of building strong alliances with customers. I take great strides to enhance customer service levels to stimulate pipeline growth.
In the past, I have often been recognized for my performance and ability to initiate bottom-line results, for I have been titled Sales Representative of the Year, distinguished as the Presidents Club Winner in 2006, and #7 performer out of 52 national representatives, among other honors. I have a history of functioning in progressive positions due to exceeding quotas and exceptional performance. I also served in leadership roles, guiding internal/external teams. An innovator and motivator, I recently was a key factor assisting my team to become the #1 National Sales Team, and helped implement marketing protocols for new product rollouts.
Strong analytical and communication skills enable me to evaluate needs and implement creative, original strategies to maintain success throughout my career. I execute significant and measurable contributions in support of increased revenue and community service activities to improve the company’s visibility within new market segments. In the near future, I look forward to securing a new role with a forward-thinking company and continue cultivating my expertise.
Senior Diabetes Territory Manager @ • Conduct sales calls to promote, sell, and service Medtronic Diabetes products and services to existing and potential physicians and patients.
• Implement quarterly sales plan to achieve sales goals and objectives.
• Educate physicians, nurses, educators, and other referral sources regarding the importance of intensive diabetes management and continuous glucose monitoring for patients with diabetes.
• Work directly with patients
• Provide product and therapy technical support and service, including consultation at staff in-services and physician seminars.
• Build and maintain relationships with referral sources to establish a solid base of business.
• Assist in establishing the company as the leader in diabetes products in the community by participating in community organizations such as local chapters of ADA (American Diabetes Association), AADE (American Association of Diabetes Educators), JDRF (Juvenile Diabetes Research Foundation) and patient support groups.
• Coordinate daily support activities and customer activities at meetings as assigned.
• Utilize approved sales collateral to support promotional and territorial needs.
• Partner with cross-functional teams and internal resources
Accomplishments: MVP Core Training Class March 2013, District winner Cross Sale into the Future contest August 2013, PRESIDENTS CLUB WINNER 2015
Over Achiever 2014
YTD Total Pump Sales : US$ 1,367,377 , % to AOP - 104.40%
YTD Total New Pump Sales : US$ 619,353 , % to $ AOP - 100%
YTD Total Replacements Pump Sales : US$ $ 748,024 , % to AOP - 108.70%
YTD Total CGM Sales : US$ $ 722,790 , % to AOP - 105.50%
Over Achiever 2015
YTD Total Pump Sales : US$ 1,915,000 , % to AOP - 125.2%
YTD Total New Pump Sales : US$ 760,000 , % to $ AOP - 118.8%
YTD Total Replacements Pump Sales : US$ $ 1,155,000 , % to AOP - 129.8%
YTD Total CGM Sales : US$1,109,692 , % to AOP - 100.7%
NPT Growth from 2014 to 2015 : 50.89% From February 2013 to Present (2 years 10 months) Greater Seattle AreaRefractive Account Manager – Surgical Division, Southwest Florida @ Oversaw 80 practices with multiple cataract and refractive ophthalmologists within widespread territory. Spearheaded business development and practice performance to increase revenue streams. Conducted presentations to enhance sales of Toric, ReSTOR, diagnostic device LensStar, and cataract refractive LenSx laser, and various other products/instruments. Served as Team Leader in 2012, managing all issues concerning LenSx installs and practice performance rollouts. Trained staff at each practice on diagnostics, patient selection, and managed care aligned with product specifications. Key component on SW team, earning National #1 Team recognition in 2011 for six product lines in cataract/refractive surgical markets. Spearheaded 2011 LenSx product launch, assisting in positioning four lasers, each valued at $400,000, within two months. Ranked nationally as #1 sales representative for Toric implants at 112.54%; #4 in sales for total ATIOLs at 102%; and #7 performer out of 52 national representatives. Earned position as #1 sales representative for LenSx patient interfaces, resulting in $748,435 for division in 2012. Exceeded November 2012 YTD quota of $4,809,891 to actual $4,934,010, 102.58% of anticipated goal. From January 2011 to March 2013 (2 years 3 months) Tampa/St. Petersburg, Florida AreaSpecialty Sales Representative – Consumer Products Division, South Florida @ Description: Managed diversified portfolio of more than 200 physicians throughout Southeast/Southwest regions, and various product lines including allergy, anti-infective, anti-inflammatory, glaucoma drops, contact lens solutions, and vitamins. Consulted with customers to help develop business in regard to products facilitating managed care. Helped determine methods for gaining insurance approval for product use. Functioned as Team Leader; assisted with producing verbiage for field marketing materials to help representatives approach and educate doctors on products. Participated in professional development regarding Chalazon, Cataract, Blepharoplasy, and Laser Trabeculoplasty surgeries. Earned promotion to Field Sales Trainer within one year; rolled out new product information and trained sales team/national representatives. Progressed from #42 to #12 sales representative in national and top 10% performer within entire company in 2005. Inducted as Presidents Club Winner in 2006, ranked#1 nationally, and earned title of Representative of Year. Led cross-functional teams on key projects including managed care initiatives, product training, and marketing field trials. Directed national sales teams to establish more effective calling cycles, enhancing profitability and business relations. From 2004 to 2010 (6 years) Title: International Trade Manager – Americas Marketing Group @ Recruited, oversaw, and trained 14-member team on executing $990 million portfolio. Served as contact person due to recognition as trade center expert and model for other business units. Captured value through innovative solutions for targeted key accounts, yielding more than $12 million in annual revenue, increasing market share by 30%. Marketed innovative risk management solutions. Directed implementation of financial-arbitrage management process, increasing income by $8.8 million and improving risk mitigation by 85%. From 2001 to 2004 (3 years) International Trade Senior Specialist – Latin American Division @ Managed concurrent responsibilities pertaining to sales, marketing, financial analysis, commodity trading, and foreign exchange/international trade laws. Led development business strategy and procedures for relocation to new Miami office. Implemented legal/tax structure for business unit, resulting in monthly savings of $500,000. Analyzed value-based selling program for nine key Latin American customers, yielding $4 million annually. From 1999 to 2001 (2 years) Greater Minneapolis-St. Paul AreaInternational Trade Specialist – Cargill Peru S.A. @ Employed proactive approach to increase customer satisfaction and retention; followed up on sales in response to individual requests concerning financing opportunities, accounts payable/receivable, and product deliveries. Cross-trained through Latin America, earned promotion and relocated to headquarters, and trained successor. From 1998 to 1999 (1 year)
Business Administration, Management and Operations, Minor in Marketing, Summa Cum Laude Distinction @ BSBA Melissa Berendson is skilled in: Domestic/International Portfolio Management, Business Development, Consultative Sales Professional, Challenger Sales, Value-based Selling, Revenue & Profit Growth, Product Launch, Risk Mitigation, Sales Process Implementation, Business Relationship Management, Technical Presentations, Hands-on Training, Cross-functional Team Leadership, Highly motivated self-starter, Risk Management
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