Summary
Overview
Work History
Education
Skills
Training
Timeline
Generic

Allison J. Manzella

Cortlandt Manor,USA

Summary

Accomplished Medical Sales Representative with 15 years of success in the Medical, Surgical, and Diagnostic industries. Consistently exceeding diagnostic sales targets, commended by senior leadership for innovative sales strategies and driving product line growth. Skilled in account management, excels in cultivating client relationships, negotiating contracts, and resolving issues to meet client needs. Known for fostering teamwork and thriving in fast-paced settings. Strong communication and problem-solving abilities.

Overview

28
28
years of professional experience

Work History

Account Manager

BioMerieux
01.2018 - Current
  • Increased client satisfaction by building strong relationships and addressing their needs promptly.
  • Leveraged CRM tools to maintain accurate records of client interactions and transactions.
  • Conducted quarterly business reviews with major accounts to assess satisfaction and identify areas for improvement.
  • Managed a diverse portfolio of accounts, ensuring timely communication and effective problem resolution.
  • Successfully resolved escalated issues, preventing potential loss of valuable clients while maintaining positive relationships with all parties involved.
  • Negotiated contract terms with clients, securing favorable agreements for both parties.
  • Implemented strategies to increase revenue from existing accounts through upselling and cross-selling initiatives.

Senior Medical Sales Representative

Assurex Health
01.2015 - 01.2018
  • Increased sales revenue by establishing long-term relationships with key clients and healthcare providers.
  • Expanded territory coverage through consistent prospecting efforts, resulting in increased sales opportunities.
  • Negotiated contracts with hospitals and medical practices, securing mutually beneficial agreements for both parties.
  • Managed a diverse portfolio of accounts across various specialties within the healthcare sector, tailoring sales strategies to each unique segment for optimal results.

Immunoassay Specialist

bioMerieux
01.2012 - 01.2015
  • Business development for bioMerieux solutions (reagents, biomarkers and instruments) used to determine the source of disease to improve patient health. Hospital Call points include Infectious Disease, Critical Care, Emergency Department, Laboratories, and C-Suite departments in Metro/NY
  • First Year grew sales 25% (250K) by developing sales strategy for a new biomarker test for New York University Hospital, resulting in $140K in annual sales revenue
  • Delivered over $2M in sales annually, consistently meeting/exceeding quarterly benchmarks
  • Assisted several major hospitals expand diagnostic testing by instituting new protocols within critical care departments that increased usage of our biomarker
  • First Representative to Close New York City Health and Hospital Corporation, resulting in $65K in new repeat business annually in 2013
  • Second year growth 2012 to 2013 grew biomarker sales YTD 94.2% resulting in $550K
  • Year 2012 ranked # 8 in the country out of 30 representatives, 109% to plan
  • Year 2013 ranked # 5 in the country, closed 10 new Hospitals resulting in $550K
  • Q1 2014 featured in the Company Engage magazine worldwide for having the most closes
  • Q2 2014 Closed Sloan Kettering, first Representative to close a cancer center
  • Year 2014 ranking # 4 in the Country year to date

Medical Device Sales Representative (Consultant)

Orthopedic Distributor
01.2011 - 01.2012
  • Sold a Medical device to treat acute and chronic injury and assist in post-operative rehabilitation into Metro/New York calling on Orthopedic Surgeons
  • Increased market share from 25% to 70% in 6 months
  • Increased revenue by $80,000 in 6 months, by implementing product at Hudson Valley Hospital, White Plains Hospital, St. Johns, Columbia Presbyterian, & Northern Westchester
  • Placed first device into Hudson Valley Hospital by selling against the competition increasing sales in 2 months to over $20,000

Account Manager

ORASURE TECHNOLOGIES
01.2010 - 01.2012
  • Sold a Rapid HIV diagnostic test into hospital departments: Laboratory, Occupational Health, Infectious Disease, Labor and Delivery, Emergency Department, and numerous outpatient settings in Westchester, Bronx, and Upstate NY.
  • Retained and secured top 5 accounts in the country through exemplary client service (value of $500,000 per year).
  • Ensured staff safety and facilitated appropriate care for ~550 patients each week by implementing Rapid HIV testing at Montefiore Medical Center Emergency Department and St. Mary’s Hospital Emergency Department.
  • Implemented Rapid HIV testing at St. Barnabas outpatient which provides dental services for ~150 patients per week.
  • Increased revenue by $75,000 a year by landing Montefiore, St. Mary’s and St. Barnabas accounts.
  • Achieved over 100% to plan Q3 and Q4.
  • Earned Rookie Award in Q3 for the most closes.

Diagnostic Sales Specialist III

HOLOGIC
01.1999 - 01.2010
  • Marketed the ThinPrep Pap Test / adjunctive testing, Surgical Novasure endometrial ablation system and Medical devices & diagnostic kits to OB / GYNs, GYN / Oncologists, Pathologists, Labor and Delivery, OR, and Purchasing agents in Manhattan / Bronx / Westchester.
  • Increased ThinPrep market share from 0% to over 95% in 3 years, making ThinPrep Standard of Care.
  • Brought Novasure from10% market share to over 90% in two years.
  • Persuaded influential Lenox Hill Hospital OB / GYN physician to implement first in-office Novasure procedure which increased revenue $45,000 a year.
  • Increased usage at Columbia Presbyterian hospital $60,000 a year by implementing first at-risk protocol.
  • Placed first fetal fibronectin analyzer instruments at St. Barnabas and St. John’s Hospitals which increased revenue $90,000 per year. Ensured integrity of instruments by ongoing validation testing.
  • Ranked sixth (6th) out of one hundred (100) sales representatives in 2010 for increased sales growth.
  • Team Trainer in the Northeast, Trained and mentored over 25 new hires
  • Promoted to Diagnostic Sales Specialist I in 2007
  • Promoted to Diagnostic Sales Specialist II in 2008
  • Promoted to Diagnostic Sales Specialist III in 2010
  • Attained individual sales objectives Q1 – 07 136%, Q4 – 08 110%, Q4 – 09 100%, Q1 – 10 116% for ThinPrep.
  • Attained individual sales objectives Q1 – 08 110%, Q2 – 08 111%, Q3 – 08 111%, Q4 – 09 115%, Q1 – 10 130% for Fetal Fibronectin.
  • In 2009 ranked sixth (6th) nationally in a sales force of one hundred (100) sales representatives.
  • In 2008 ranked fifth (5th) nationally in a sales force of hundred (100) sales representatives.
  • Winner of Fall Harvest Contest for the Northeast Region in 2009.
  • Winner of 2002, 2004, 2008, and 2009 Presidents Club Award.
  • Winner of 2004 – 2009 Physician Conversion Award.
  • Winner of 2005 Galaxy of Stars Award.
  • Winner of 2004 Cytyc Achievement Award.

Area Sales Representative

RUSCH INCORPORATED
01.1997 - 01.1999
  • Sold instruments and disposable medical devices to the OR, ICUs, ER, Material Management, Anesthesia within the New York Hospital and surgical center area.
  • Rookie of the year award
  • Increased disposable sales to over 70% in two years.
  • Achieved 100% to plan each year.
  • Opened multiple accounts in NY Presbyterian, St. Lukes, and Beth Israel Hospitals.

Education

BS - Dietetics

University of Rhode Island
Kingston, RI
01.1997

Skills

  • Account management
  • Customer service
  • Teamwork and collaboration
  • Client relations
  • Relationship building
  • Strategic planning
  • Goal oriented
  • Sales development
  • Account development
  • Strategic account planning
  • Upselling
  • Contract negotiation

Training

Consultative Sales Training/Spin Selling/Miller Heiman

Timeline

Account Manager

BioMerieux
01.2018 - Current

Senior Medical Sales Representative

Assurex Health
01.2015 - 01.2018

Immunoassay Specialist

bioMerieux
01.2012 - 01.2015

Medical Device Sales Representative (Consultant)

Orthopedic Distributor
01.2011 - 01.2012

Account Manager

ORASURE TECHNOLOGIES
01.2010 - 01.2012

Diagnostic Sales Specialist III

HOLOGIC
01.1999 - 01.2010

Area Sales Representative

RUSCH INCORPORATED
01.1997 - 01.1999

BS - Dietetics

University of Rhode Island

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