Resume of Account Manager

Title
Account Manager

Primary Skills
Able to analyze complex account technical issues and apply appropriate system application solutions.

Location
US-IL-Cary

Posted
Jul-22-08


Objective: A challenging position that will emphasize my extensive experience and ability to develop, grow, and coordinate sales, marketing and support services within the diagnostic industry.

Profile:

Sales and Marketing
* Successful sales and marketing management professional; background in developing effective marketing plans and programs, conducting market research and capitalizing on new market opportunities.
* Adept at building solid relationships with customers, even in highly competitive markets; goal-directed and productively competitive.
* Identify areas for improvement, prioritize projects, develop budgets, show presentations and coordinate all areas through implementation.

Product Management
* A significant record of achievement in product development; experience with contract negotiations, strategic planning and P & L management.
* Extensive experience in brand management and marketing, including promotion through distributors, catalogs, trade journals and workshops.
* Identify client needs and develop technical specification objectives, utilizing a comprehensive understanding of the industry.

Experience:

Ortho Clinical Diagnostics, Raritan, New Jersey
2004 to Present

Account Manager
Strong business analytics to accurately forecast and problem solve; utilizing technical and financial analytical ability as applied to account workflow. Demonstrated ability to sell capital equipment into the diagnostics market. Established ability to create and present professional presentations and qualified to negotiate at all levels of the account to achieve customer and company objectives while maintaining positive customer relationships. Able to analyze complex account technical issues and apply appropriate system application solutions. Track record of team participation; able to work with others toward a common goal. Able to manage territory and maximize sales through effective use of time management, systems targeting and organizational skills. Computer literate with the ability to effectively use word processing, spreadsheet and graphic presentation software. Skilled at mobilizing people across various functions to meet customer business requirements. Market
and product knowledge (clinical chemistry, blood bank and immunodiagnostics) as well as a comprehensive understanding of Health Care Reform and its effect on business.
* Meet or exceeded business quota's three years in a row.
* Grew territory business by 50% in three years.

LAB-InterLink, Inc., Omaha, Nebraska
2003

Product Sales Consultant
Comprehensive responsibility for facilitating the sales and marketing support efforts for the Vice President of Sales and Regional Sales Managers. Provide technical information and expertise throughout the sales cycle regarding a full suite of clinical Laboratory Automation Systems (LAS). Analyze laboratory requirements and develop automation assessments, process flow studies, and provide LAS configuration recommendations. Create functional and site specifications for contractual documents. Close business and procure contracts involving the sale of LAB-InterLink's laboratory automation products from third parties with an aggregate annual quota of more than $10 million.
* Coordinated and conducted joint sales call with instrument vendors such as Olympus and Ortho-Clinical Diagnostics and distributors such as Cardinal Health.

Terry L. Morris
Page 2

Independent Consultant Services, Cary, Illinois
2001 to 2003

Consultant
Provided product management services, profit and loss analysis, marketing promotion development, customer sales and segmentation analysis, sales, website design, and photographic imaging and digitizing services to area businesses including Feffer Construction and Cape Designs.

Sysmex Corporation of America, Long Grove, Illinois
2000 to 2001

Product Manager
Handled technical support and developed marketing initiatives for the hemostasis and automated urine cell analyzer product lines. Coordinated sales efforts for the CST
Coagulation automated robotic lines. Created sales brochures, competitive instrument literature, and positioning statements. Handled target marketing segmentation analysis and coordinated with sales management and representatives in identifying target accounts to facilitate the achievement of sales goals. Performed financial and product forecasting in support of distribution partners including Dade Behring and Allegiance Healthcare.
* Successfully launched the UF-100 through new distribution agreement with Allegiance Healthcare.
* Led cross-functional teams in the development of clinical data for FDA submission to facilitate the launch of new analyzer products.
* Collaborated with Dade Behring representatives to target customers for the sale of CST Coagulation robotic lines.
* Actively sought and selected clinical customers to provide product evaluations for
publication in relevant journals.

IDEXX Laboratories, Inc., Westbrook, Maine
1998 to 2000

Hematology Product Manager
Comprehensive global marketing responsibilities including strategy development, planning, product definition, development of marketing programs and financial return for all hematology product areas. Maximized returns from targeted markets by leading product development and marketing processes with R&D, Operations, Communications and Sales.
* Increased revenue by 25%, expanding by more than $25 million through the implementation of effective marketing strategies.
* Led cross-functional team in the development of IDEXX's first volume commitment program, accelerating reagent usage, sustaining annual utilization rate and increasing market penetration.
* Led research into new market opportunities.
* Created and implemented customer loyalty programs.

Helena Laboratories, Beaumont, Texas
1996 to 1998

Hemostasis Product Manager
Developed sales forecasts, new reagent and instrumentation, marketing brochures and catalogs, distributor agreements, OEM products and workshop curriculum. Facilitated continuing education seminars and the on-going training of sales and service personnel. Managed and motivated three Sales Representatives and two internal technical personnel.
* Developed Helena's first fully automated cap piercing hemostasis analyzer, coordinating R&D, engineering and software teams.
* Successfully coordinated market research, development and launch of three new ELISA immunoassays.





Terry L. Morris
Page 3

Pacific Hemostasis(Div., Fisher Scientific, Inc.), Huntersville, North Carolina
1993 to 1996

Technical Sales Specialist
Provided sales forecasting. Trained Curtin Matheson Scientific representatives on new products. Generated significant new business.
* Ranked as number two Sales Representative after first year.
* Generated more than $275,000 in new annual business in 1994. Successfully expanded business by 16% between 1993 and 1994.

Sherman Hospital, Elgin, Illinois
(satellite facility - Ambutal of Crystal Lake)
1978 to 1993

Titles Held:
Laboratory Manager (1982 to 1993)
Safety Officer of Ambutal of Crystal Lake (1989 to 1993)
Laboratory Technician (1978 to 1982)

Education:
National College of Education (presently National-Louis University)
Bachelor of Arts in Behavioral Sciences (1985)
GPA: 3.7/4.0

Certification:
Clinical Laboratory Technologist certification from the Department of Health and Human Services.

Professional Training:

* Completed Mayo Clinic seminars covering Bleeding and Thrombosing Diseases.
* Successfully completed technical, management development and marketing seminars through such associations as ASCP, CLMA, Outward Bound and Dale Carnegie.
* Completed the CMS Sales Effectiveness Training, Ortho Clinical Diagnostics Sales Training, Paramax Basic Training Program and Stratus II Training Program.
* Instructor/Trainer in cardiopulmonary resuscitation for the American Heart Association.
* PACE approved continuing education instructor on hemostasis topics.

- Professional references available upon request -

Certifications
See above


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