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Carlos A. Valle - CV
- 1. Carlos A. Valle Calle Acacia 15 Ciudad Jardin (787) 797-8218 Home Toa Alta, PR. 00953 (939) 218-8419 Cel. cvr8218@gmail.com SALES / SALES MANAGEMENT EXECUTIVE Profile Dynamic 29-years sales career reflecting pioneering experience and record performance in the diagnostic industries. Consistently delivered record sales increases and market penetration through expertise in building customer relationships, managing distribution, and developing highly effective Sales Representatives utilizing proven leadership and mentoring skills. Seeking a growth opportunity with an industry leader to apply my skills, knowledge and experience to further enhance a companys position in their market place. Business Skills Quality Pipeline Development Profit Maximization Team Building & Leadership Market Penetration Solution-Sales Coaching New Business Development Tradeshow Strategy Strategic Sales Process Planning Key Account Management Prospect Qualification Executive-level Presentations Contract Negotiations Inventory Planning Forecast projection P & L Analysis Problem Solving Process Daily Management (+QDIP) Professional Experience: BECKMAN COULTER CORPORATION PR Commercial Operation Manager; Feb 2006- Aug 2016 Responsible of Management of Sales, Customer Service and Service Department Manage and support are Distributors for the Caribbean region Manage Cost and Expense to plan Ensure compliance to all local, BCLA and BC Corporate policies and procedures Ensure effective Logistics, Customer Service and other operational aspects to support commercialization Optimize the available resources to minimize costs and eliminate duplication of efforts. Analyze trends, capture relevant information and provide management reports as needed Interfaces with and supports the Caribbean Region General Manager and their teams to ensure the effective implementation of commercial initiatives All Calculation sheets for proposal were done or analyzed before sent to the General Manager Implementation and Super user of SFDC (Sales Force.com) for the Puerto Rico Sales dept. Selected achievement Total Core Growth of 4 % from 2014-2015 Coordination, implementation and introducing to sales new Product line (Microbiology - MicroScan) - New business revenue of 2.4 m to the region 2015 Coordination, implementation and introducing to sales new Product line (Urinalysis - Iris) - New business revenue of 1.2 m to the region 2014 On Time Delivery (OTD) for products to the customer > 94% Increase service parts turn - From 1 to 3.5 Group leader in the implementation of Oracle to PR Business Center Reduce car stock in dollars less than 50 % Implement Min Max replenishment process. reducing total inventory (FG) 20 % Reorganize service dept. to meet down time and response time metrics
- 2. QUEST DIAGNOSTICS INC. District Sales Manager; May 2002- June 2004 Wholly responsible for direction of new and continued sales growth throughout Puerto Rico and USVI Island. Provide leadership and coaching to sales team. Implement strategy in organic growth and buying retail labs. Develop marketing plan of esoteric testing to medical staff . Selected achievement Increased 2003 sales to $17.9 million from $15.6 from previous year Reorganize and empowered territory sales force while simultaneously enhancing accountability Closed contact with 3 top hospitals (San Pablo, Auxilio Mutuo and Asford Memorial) - Monthly billing $130 k Bid wins for Dept of Health and San Juan Dept of Health Monthly billing 90 k BECKMAN COULTER CORPORATION PR Caribbean Sales Manager; April 1995-May 2002 Managing Direct Sales and Technical support team of 8 individuals and a Distributor Sales team of 6 distributors for the Caribbean Region Established strong market presence in the Diagnostic Laboratory Market selling to private laboratories, integrated health networks and hospital systems. Developed the marketing plan and training program for the Sales Representatives on product and services positioning, sales tools, target markets, and competitive offerings. Selected achievements Successfully managed a $11,400,000 business over Puerto Rico and the Caribbean Region Finished with a 6% sales volume increase over the last three years Design a marketing and sales program in Beckman new line of Access and Synchron instruments, with placement of more than 45 Access and 23 Synchron in the Caribbean Region in the past to years Generate a 30% increase of consumables for Access and Synchron product line for the past to years Have and maintain a 70% market share for hematology product line 1999 Inner Circle Award; for be the only Region in Latin America to do the Sales and Profit budget BAYER DIAGNOSTIC PR System Sales Specialist; April 1988 to April 1995 Generate sales of capital equipment and reagents to private laboratories and Integrated Hospital Systems. Increase market share, forecasting, and budgeting and total customer satisfaction. Selected achievements: 1994 Led all Sales Rep in the Nation in total sales (Centurion Award) 1993 Award of Excellence, Top 5 sales rep in the Nation 1992 Award of Excellence, Top 5 sales rep in the Nation 1989 Award of Excellence, Top 5 sales rep in the Nation COULTER ELECTRONICS OF PR Sales Representative, March 1986 to April 1988 Responsible for instruments sales reagents and total customer satisfaction
- 3. HOSPITAL HERMANOS MELENDEZ Medical Technologist; February 1984 to March 1988 Process all specimens of the hematology, bacteriology, and chemistry department. EDUCATION/TRAINING Interamericana University of Puerto Rico Bachelor of Science Degree Medical Technologist, Awarded February 1984 (ASCP) Xerox Sales Training, Coulter Acclivus Sales Negotiation. Bayer Territory Management and Team Building, Bayer Face - to - Face Selling, Coulter Electronics SPIN Selling, Beckman Coulter Problem Process Solving DBS SELECTED AWARDS AND RECOGNITION Beckman Coulter 1999 -Inner Circle Award Bayer 1994 -Centurian Award (Number One sales rep in the nation award) 1993 Excellence Award (Top Five sales rep in the nation award) 1992 Excellence Award (Top Five sales rep in the nation award) 1989 Excellence Award (Top Five sales rep in the nation award) REFERENCES Personal and professional references will be provided upon request.