Bruce Palmatier
Sinking Spring,PA
Summary
Energetic Sales Professional offering demonstrated success identifying prospects and converting leads into customers. Superior communication skills, understanding of client needs and sales closing rates. Recognized for creativity and resourcefulness in meeting and exceeding sales, revenue and profit goals.
Overview
20
20
years of professional experience
Work History
Senior Clinical Sales Specialist
Thermo Fisher Scientific
01.2020
- Responsible for the profitable growth of non-acute clinical and research accounts in the Mid-Atlantic region, with annual revenue totaling $4.9M in 2022
- Responsible for business development of competitively held strategic accounts
- Responsible for driving profitable growth of toxicology reagents, molecular quality controls, chemistry quality controls, biomarkers, and capital instruments/service
- Responsible for renewing contracts with all accounts
- 19.8% revenue growth and 117.4% to AOP in 2022
- Closed/won over $2.75M in new business in 2022
- Top MAS QC Seller of the year in 2021 for the Clinical Diagnostics Division, finishing at 164% to plan
- 100% Performance Award in 2021 and 2022
- Successfully renewed/renegotiated all expiring contracts, totaling over $15M, with no account losses to competition
- Expanded business within existing key accounts, adding additional assays, service, and instruments totaling over $3.5M
- Consistently led entire team in opportunity funnel and Centrical performance
- Served as mentor to 2 new sales associates
- Member of CDD User Experience Think Tank (UXTT) team, which identifies areas of improvement and ways to enhance sales tools including Power BI, Salesforce, and Showpad.
Key Account Executive
Thermo Fisher Scientific
04.2018 - 01.2020
- Responsible for the profitable growth of 12 key accounts in the Eastern United States region, with total annual revenue totaling ~ $7M
- Responsible for business development of competitively held strategic accounts
- Responsible for supporting local toxicology account managers with account management and development
- Responsible for renewing contracts with all key accounts
- Successfully renewed/renegotiated all expiring key account contracts in 2018 and 2020
- Expanded business within existing key accounts, adding additional assays, service, and instruments totaling over $650K
- Led all phases of the successful takeover of a competitively held account, to be implemented in Q32020, with total new contractual revenue of $1.4M
- Led the only two successful negotiations to convert from a primary competitor within the reference lab market segment for oral fluid toxicology testing, with total annual revenue of $210K
- Spearheaded the inventory management and communications with Eastern key accounts during a significant product backorder situation, successfully retaining all key accounts and keeping customer lab operations running through conversion to alternative testing assays and/or methods.
National Accounts Manager
VWR
01.2017 - 01.2018
- Responsible for the profitable growth of all U.S
- Department of Veterans Affairs customers on a national basis
- Responsible for the profitable growth of a sales territory that includes all DOD and VA hospital facilities within Pennsylvania, New Jersey, Delaware, as well as select accounts within Maryland and Washington, D.C
- Responsible for developing the strategy and sales initiatives to support the VWR sales team at VHA accounts
- Meets with Veterans Integrated Service Network (VISN) Chiefs, VA Chiefs of Logistics, VA Contracting Officers, VA Purchasing Managers, VA Directors of Pathology & Lab Medicine on a national basis
- Responsible for coordinating with VWR contracting and legal departments on developing and maintaining contracts with the federal government, to include GSA and ECat
- On an 8% annual GM growth goal, achieved 24.8% growth
- On a 40% annual individual territory GM growth goal, achieved 89.1% growth and grew revenue by 109.8%
- Secured a 5-year Blanket Purchase Agreement with the DLA Armed Forces Medical Examiner System, located at Dover Air Force Base, DE.
East Region Director
VWR
02.2015 - 01.2017
- Responsible for hiring, training, and setting expectations with all sales associates in region and evaluating associate progress and performance
- Led successful contract negotiations and implementation of largest-ever VWR prime vendor hospital contract.
National Accounts Manager
VWR
08.2014 - 02.2015
- Responsible for strategy development and RFP coordination for key Healthcare, Education/Medical Research, and Government accounts
- Developed the pricing strategy for all Healthcare target accounts
- Develop the strategy and expansion of the Healthcare sales team product portfolio.
Healthcare Portfolio Manager
VWR
08.2013 - 08.2014
- Responsible for developing the strategy and expansion of the Healthcare sales team product portfolio to address the requirements of VWR Healthcare customers in hospital, reference, blood bank, public health, POL, forensic toxicology, and medical examiner laboratories
- Led portfolio expansion efforts, pricing, and cross-reference support in establishing a foundation agreement with MedAssets for the distribution of lab supplies and equipment to the acute care, alternate care, and research lab markets
- Coordinated contracting and on-boarding efforts for new suppliers
- Coordinated and conducted training for the Healthcare sales team of new VWR suppliers and products
- Member of 2014 Kaizen Event Team, representing the voice of the VWR sales organization in improvement of RFP cross-reference and RFP process and procedures
- VWR President’s Club (2013).
Healthcare Sales Representative
VWR
02.2009 - 08.2013
- VWR Clinical Sales Representative Rookie of the Year (2009)
- VWR Sales Representative of the Year (2011)
- VWR Furniture Sales Award (2011)
- VWR Corporate Brands Sales Award (2011)
- VWR President’s Club (2011)
- Member of Healthcare Advisory Committee
- Increased territory sales by over 440%.
Account Manager
VWR
10.2006 - 02.2009
- Responsible for profitable sales growth of a $16M annual SAS major pharmaceutical account, comprising over 1,500 individual customers across three customer sites.
Category Manager
VWR
07.2004 - 10.2006
- Responsible for the P&L for revenues, gross margin & net working capital in a $120M+ SAC product category.
Captain
US Army
01.2000 - 07.2004
- As a logistics officer, responsible for millions of dollars in equipment and hundreds of soldiers
- Deployed to Iraq in 2003 in support of Operation Iraqi Freedom
- Army Commendation Medal
- Army Achievement Medal.
Education
B.S. - Criminology
University of Tampa
ROTC -
Healthcare Sales Performance -
Skills
- Proficient in Microsoft Office, Outlook, Lotus Notes, Salesforce, Power BI, Showpad
- Team Building
- Leadership
- Spin Selling
- Customer Centric Selling
- Outstanding written and oral communication skills
- Over 15 years of successful customer engagement at the lab bench, mid-level lab management and C-Suite levels of hospital, biotech, reference lab, industrial, and pharmaceutical research organizations
- Proven track record of building and leading successful teams
- Time management
- Interpersonal skills
- Adaptability
- Attention to detail
- Goal setting
- Account management
- Technical understanding
Professional Overview
Experience working with GPOs, IDNs/hospitals, clinical reference laboratories, public health, biotech, blood bank, POLs, and pharmaceutical research laboratories and production facilities.
C-Level networks of clinical and supply chain leadership acquired during tenure with Thermo Fisher Scientific and VWR
Built and led teams during tenure with VWR and U.S. Army
Led sourcing and marketing initiatives for new product launches during tenure with VWR
Affiliations
- live music
- hiking
- exercise
Languages
Spanish
Limited Working
References
References available upon request.
Timeline
Senior Clinical Sales Specialist
Thermo Fisher Scientific
01.2020
Key Account Executive
Thermo Fisher Scientific
04.2018 - 01.2020
National Accounts Manager
VWR
01.2017 - 01.2018
East Region Director
VWR
02.2015 - 01.2017
National Accounts Manager
VWR
08.2014 - 02.2015
Healthcare Portfolio Manager
VWR
08.2013 - 08.2014
Healthcare Sales Representative
VWR
02.2009 - 08.2013
Account Manager
VWR
10.2006 - 02.2009
Category Manager
VWR
07.2004 - 10.2006
Captain
US Army
01.2000 - 07.2004
B.S. - Criminology
University of Tampa
ROTC -
Healthcare Sales Performance -
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