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2016 - Virginia Cross Resume [704393]
- 1. Virginia Cross Fairhope, AL 36532 - (251) 377-4566 - vcross68@yahoo.com Objective: Medical Sales Management Regional Medical Device Sales Management & Medical Distributorship Leader Experienced Regional Sales Manager with proven track record of developing Direct Sales Team, Independent Sales Representatives, Distributor Sales Force, and building alliances with multiple Integrated Delivery Networks. Seventeen years Regional Medical Device Sales Management experience with history of outstanding sales achievement awards, consistent yearly territory growth to quota, and high national ranking RSM performance. Three successful years of business development experience as founder, owner, and award winning medical distributorship sales. Twenty years of medical industry contacts, healthcare relationships, and leadership experience. Areas of Business Expertise - 17 Years Regional Sales Management Experience over 7 states - Territory Experience & Relationship Scope: AL, AR, FL, LA, MS, TN, KY - Responsible for Managing & Developing Sales Results for over 2,200 Accounts - Sales Management Experience with Direct, Independent, and Medical Distributors - Two Decades of Strategic Business Development Experience - Proven Revenue Growth & Leading Management Over Multiple Product Lines - Awarded for Driving Integrated Sales Force to Excel Across Multiple Product Lines - Exceptional Interpersonal & Relationship Development Skills - Active Involvement at All Levels of Healthcare System from OR to Executive Level - Expert at Medical Procedure Consulting & Surgeon Account Development - History of Corporate Business Acumen & Entrepreneurial Business Development - Negotiation & Alliance Development of Independent Distributor Networks (IDNs) and Prime Vendorships - Salesforce Automation, Forecasting Sales Trends, Utilization of Cognos - Product Experience: Laparoscopic, General Surgery, Cardiovascular, Neurosurgery, Orthopedic, Plastics, ENT, Dental, Wound Care, Central Sterile & Instrument Container Solutions
- 2. Professional Experience Southern Surgical Resources, Fairhope, AL. 4/2015 to Present Medical distributorship with strong regional and national sales development reach offering synergistic medical products, surgical instruments, wound care, central sterile solutions, and surgical instrument storage solutions. Healthcare sectors include: Hospital accounts, surgery centers, private practice, dental, and veterinary accounts. - Founder & Owner - Business Leveraging 20 Years of Relationships in Healthcare Industry. - Direct Sales, Independent Sales Representatives, & Medical Distributor Partners - Sales & Marketing of Synergist Medical Products Including Innovative Surgical Instruments Designed to Reduce Medical Procedure Infection Rate. - Sales & Marketing of Central Storage Solutions Designed to Reduce Biohazard Contamination, Shorten Processing Time, and Increase Storage & Handling Efficiency JARIT/Integra Life Sciences, 7/1998 to 2/2015 Regional Business Manager for global medical instrument leader offering innovative solutions for orthopedic extremity surgery, neurosurgery, spinal surgery, reconstructive surgery, ENT, plastics, cardiovascular, and general surgery. Driving force behind revenue growth over multiple product lines, covering 7 states, over 2,200 accounts. Responsible for managing direct sales force, independent sales force, distributor sales force and IDN alliance development. Sought out by JARIT and Awarded Regional Sales Manager position. - Proven Success - Recipient of President’s Club Award, 4 Sales Achievement Awards, 3 Sales Excellence Awards, and the Mixmaster Bonus Program Award - Achieved Sales Excellence Award for 47% Growth to Plan First Year Running and Continued Run of Recorded Territory Account Growth between 98% to 147% to plan from 1999 to 2015 - 2015 108% Growth to Plan, 2014 Regional Business Manager Leader in Instrument Sales Year-Over- Year Dollar Growth with $6,200,910 in Revenue and Distributor Sales Finishing 113% to Plan, 2013 127% to plan, 2012 increased sales 6% from previous manager - 2014 Sales Management Performance finished in top 3 in the nation out of 8 regional managers - Increased Sales & Market Penetration by Negotiating 14 Independent Distributor Network Accounts - Management & Mentorship - Co-travel, Training, Positive & Negative Feedback, Sales Incentives, and Oversight to Ensure Effective Sales Tactics and Customer Relations. - Door-Opening Strategies - Management Engagement of Accounts at All Levels to Ensure Company Presence, to Influence Key Decision Makers & Physicians, and to Provide Oversight to Determine Optimal Solutions & Options to Benefit Accounts
- 3. - Relationship Wins - Provided value to customers through service oriented gestures, in-services, surgical tray inventory, product cross referencing & quoting software for key decision makers. - Keen Sense for Hiring Talent & Effective Management All Personality Types - Outstanding Reputation for Ethical Business Practices & Personal Integrity - Personal Drive - Combination of Brain, Nerve, Ambition and Passion for the Medical Industry Cross Surgical Supplies, Inc. Birmingham AL Founded medical distributorship, covering Alabama and Mississippi specializing in product sales for maxillofacial and neuroplasty procedures including surgical instruments, drills, headlights, plating and cranial implants. - Formed Medical Distributorship around Walter Lorenz Surgical Line - Grew Business to 1.75M in Sales - Received Walter Lorenz Sales Excellence Awards in 1996, 1997, and 1998 - Sought Out by JARIT based on Stellar Reputation for Sales Achievement & Relationship Building Brookwood Hospital, Birmingham, AL OR Surgical Technician with experience in neurosurgery, ENT, general surgery, and plastic reconstructive surgery. - Choose Surgical Technician path while pursuing acceptance to UAB Medical School in Birmingham Alabama. - Worked closely with Medical Instrument Sales Representatives and attracted attention as an excellent candidate for the medical sales field. - Decided to Pursue Opportunity in Medical Sales as a Means to Fund Medical School Education while wait listed at UAB Medical School in Birmingham EDUCATION - University of Alabama at Birmingham, Birmingham, AL, Premedical Coursework - University of Alabama Medical School, Birmingham, AL, Wait Listed - Randolph Macon College, Ashland VA, Bachelor of Arts in Business Economics PROFESSIONAL TRAINING - Miller Heiman, Plainsboro, NJ, Professional Sales Training - 2014 - Integra Life Sciences, Plainsboro, NJ, Conducting Effective Meetings - 2014 - Integra Life Sciences, Plainsboro, NJ, Decision & Problem Solving - 2014