Alan Strange
Sacramento,CA
Summary
A top producing Director of Sales with a solid track record of building a winning sales culture through momentum, relationship building, and collaboration. As a leader, known to be a creative, supportive, and positive force that inspires the team to take on new challenges. Dedicated to improving the performance of the sales team to drive growth, increase profitability, and impact the bottom-line of the company. Performance-oriented Sales Leader offering exceptional record of achievement over 15-year career.
Overview
14
14
years of professional experience
Work History
Director of Sales
Thermo Fisher Scientific
01.2023 - 03.2024
- Director of Sales leading the US Clinical Team consisting of a team of 35 individuals consisting of Regional Managers, Inside Sales/ Specialist Manager, HSE's and Clinical Sales Specialists
- Accounting for quota of $65M annually
- Team Performance FY23; 100.23% quota attainment
- Primary call points are Reference Laboratories + Hospital Laboratories
- Recruit, train, retain, motivate, develop, and lead diverse, people leaders and high performing consultants to their full potential.
- Increased sales revenue by developing and implementing strategic plans and setting performance goals for the sales team.
- Achieved regional sales targets through effective territory management and relationship building with key clients.
Sr. Sales Manager
Thermo Fisher Scientific
08.2021 - 12.2022
- Direct leadership of 1 Health Systems Sales Executive, 6 Hospital Account Managers and 1 Inside Sales Representative across all Hospitals in CA, NV, OR, WA, ID, WY, MT, CO, UT, AZ, NM, TX, LA, AK, HI
- Team Performance FY22; 105% of goal adding $2M+ annually in New Business
- Team Performance FY21 (August -December): 108% of goal adding $1.2M annually in New Business
- Retain customer base of $10M sales annually
- Recruit, train, retain, motivate, develop, and lead diverse, high performing consultants to their full potential.
- Developed a high-performing sales team through targeted recruitment, comprehensive training, and ongoing mentorship.
Sales Manager
Cardinal Health
08.2010 - 08.2021
- Direct leadership of 4 Pharmacy Business Consultants and 3 Pharmacy Solution Consultants covering 155 accounts across Retail, Independent Pharmacy, and Hospital verticals in CA, NV, ID, WY, UT
- YTD July 1st, Team Performance: 115% of goal, adding 8 New Business Account worth over $20M
- Team Performance FY20: 110% of goal, adding 9 New Business Accounts worth over $22M
- Team Performance FY19: 100% of goal, adding 4 New Business Accounts worth over $10M
- Retain customer base of $700M sales annually
- Built a new performance business model to increase deal accessibility and approval process; successfully adopted by company nation-wide
- Recruit, train, retain, motivate, develop, and lead diverse, high performing consultants to their full potential
- Facilitate 3 Direct Reports to attain Leadership and Consultant promotions in less than 2 years.
Pharmacy Business Consultant
Cardinal Health
11.2011 - 07.2017
- Increased revenue in FY17 by $24M, winning 10 new independent pharmacy contracts that previously held business with competitors; promoted to Sales Manager
- Closed a $900K monthly sales contract with a five-independent pharmacy group
- Achieved 117% of goal in FY17, ranked #1 of 162 consultants in Q4
- Ranked in Top 10 of 162 consultants in FY17, awarded the 2017 Pharmacy Business Consultant of the Year
- Increased territory to 62 accounts in Northern California & Northern Nevada by cold calling, prospecting, and building relationships
- Initiated and owned principles of territory management, including account planning, and selling and post-sales implementation processes.
Lead Merchandising Coordinator
Cardinal Health
08.2010 - 11.2011
- Redefined and founded consultative selling methodology for the Lead Merchandising role nationwide
- In FY11, attained 156% of goal with $336K in total sales and 18 value-added program enrollments
- Created tradeshow sell sheet and attaining goal for the first time in company history
- Redesigned offerings and developed additional, best-in-class front-end sales offerings
- Utilized the selling processes/tools and actively participated in customer calls and lead discussions.
Education
Bachelor of Science in Business Administration - Management
Ohio Northern University
Skills
- Team Leadership
- Hiring & Recruiting
- Consultative Sales
- Mentoring
- Pipeline Development
- Forecasting
- Strategic Partnerships
- Sales Forecasting
- Pricing Strategy
- Sales Presentations
- Client Relationship Management
- Sales team motivation
- Team building
- Sales strategy
- Self Motivation
- Professional Demeanor
- Team Collaboration
Websites
Personal Information
Hobbies: CrossFit, Traveling, Outdoors, College Football, Literature & Fiction
Athletic Accomplishments
- Ohio Northern University Varsity Football, ONU
- D3 Captain and Team Member
Volunteer Experience
Cardinal Health Generation Rx, Sacramento, California, 11/2010, 2021, Recognized the magnitude of prescription drug abuse and to take action, Developed a presentation and toolkit to educate the team about the dangers of prescription drug abuse, Delivered presentations to over 500 children & adults, Received award in 2013 for contributions to the community
Training
- Lean Six Sigma
- Richardson Training, "Developmental Coaching"
- Situational Leadership
Timeline
Director of Sales
Thermo Fisher Scientific
01.2023 - 03.2024
Sr. Sales Manager
Thermo Fisher Scientific
08.2021 - 12.2022
Pharmacy Business Consultant
Cardinal Health
11.2011 - 07.2017
Sales Manager
Cardinal Health
08.2010 - 08.2021
Lead Merchandising Coordinator
Cardinal Health
08.2010 - 11.2011
Bachelor of Science in Business Administration - Management
Ohio Northern University