CARIE A. GAVIN
Kenova,WV
Summary
Performance-driven, well-organized medical device sales leader with a stellar record of accomplishment in connecting with customers as well as coworkers. Proactive manager and strategic problem-solver with record of achieving targets while contributing to the growth of others.
Overview
29
29
years of professional experience
Work History
Regional Sales Manager-E3 Mountian District
ABBOTT LABORATORIES-CORE DIVISION
WV, PA, NY, NJ, DE
01.2024 - Current
- Responsible for driving $60M in regional sales annually through new and expansion reagents, service, digital health solutions, and capital placements
- Lead 7 direct reports. 4 Responsible for current Abbott Core Lab Customers and growing business on established platforms; 3 Responsible for finding, developing, and closing competitive take-aways.
- 100% Q1 expansion goal
- 100% Q1 total sales goal
- 100% Q1 Capital Goal
- Team lead for TBI "dark horse" initiative within UPMC-provided and managed local resources needed to develop and execute TBI evaluation plan
- Collaborate with internal contracts and pricing, service, and project management counterparts to establish and support automation and core laboratory analyzer implementations.
- Work in tandem with service colleagues to develop customer-centric solutions to service related issues that focuses on improvement in communication and collaboration between sales and service.
- Come together with Enterprise team to develop and execute system wide strategies for standardization while considering local platform and portfolio needs.
- Managed $16.5M Pipeline
District Manager-Capital District
ABBOTT POINT OF CARE
, DC, DE, KY, MD, NC, VA, & WV
08.2020 - Current
- Leading 8 direct reports through individual account and territory strategies as well as collaboration with the Enterprise and Key Accounts teams. Focusing on developing pipelines and aligning specific strategies within IDNs as well as independent hospitals to provide growth opportunities now and in the future.
- Responsible for maintaining and growing $22MM total business cartridge and capital sales while balancing intense customer demands related to field actions and allocations. Responsibilities require cross functional interactions with Directors, General Manager, and VPs as well as detailed knowledge of the market, the customer(s), and the opportunities.
- Use the latest district intelligence to support the divisions financial goals related to demand planning and risk assessment through routine (monthly and mid month) forecasts and quarterly LBEs. Ensure that contract negotiations protect and aim to improve margin over term.
- IDN contract negotiation experience as a District Manager includes Medstar, Inova, Atrium, Novant, WVU, Carilion, Centra, and Univ of MD, VCU, UVA.
- Developed "Abbott Family Plan" terms and conditions for The Christ Hospital that protects business across multiple divisions through contractual rebate program requirements
- Current LBE projects the district finishing 2021 at 102% vs 2020 total sales-7% improvement over initial 2021 projection.
- Increased district pipeline by ~$2MM between January and April 2021.
- Team leads the country for “2021 Service SPIFF” (generating 43% of the Total Service sales for the country during the SPIFF) and active development planning in Fuel50/Career Connect.
- 2021 APOC Representative at NSN Diversity Recruiting Conference supporting Abbott's commitment to a diverse and inclusive workforce for a stronger Abbott now and tomorrow.
Senior Enterprise Executive
ABBOTT POINT OF CARE
, WV, VA, DC, PA, NY, OH, & IN
01.2019 - 08.2020
- #2 out of 16 in 2020; 113% of goal.
- Collaborate with i-STAT Solutions Specialists, District Managers, and Area Directors on “HPO’s” (High Priority Opportunities) as both an on-site and remote resource.
- Strategy and negotiation opportunities providing exposure and interaction with key internal stakeholders including Vice Presidents, General Managers, Directors, Contracting, and Field Service.
- Consulted, developed, and executed strategies for large, strategic, and/or extraordinary opportunities.
- Drive sales through platform and/or cartridge standardization across an IDN. (Bon Secours Mercy Health, Community Health Systems in IN, IU, UPMC, and WVU)
- Secured $35MM in business through contract negotiation and management of IDNs.
Enterprise Executive
ABBOTT POINT OF CARE
, WV, VA, DC, PA, NY, OH, IL
01.2018 - 12.2018
- Identify and develop opportunities in “ZBA’s” (Zero Billing Accounts).
- Collaborate with local I-STAT Solution Specialist on “HPO’s” (High Priority Opportunities) as both an on-site and remote resource.
- Consulted, developed, and executed strategies for large and extraordinary opportunities in Emergency and Critical Care departments using intel gained through the complex and consultative selling along with departmental observations.
- Negotiated contracts
- Developed a $2.17MM pipeline for 2019.
- Closed $500,000 in new business.
- Finished in the top 50% of the Enterprise Executive team.
Senior Point of Care Specialist
ABBOTT POINT OF CARE
Kenova, WV
10.2007 - 01.2018
- Identified, developed,and closed point of care reagent and capital opportunities throughout Eastern Ohio, West Virginia, Cumberland, MD, & Lynchburg, VA in the Domestic Large Hospital market.
- Finished in the top 50% in 7 of the previous 8 years and the top 25% for 3 of the previous 5 yrs.
- Developed business from $660,000/yr in 2007 to $2.87MM in 2015.
- Mentored Point of Care Specialists during training while providing ongoing leadership & support to counterparts.
- Served on committees for New Hire Sales Mentor program, C&P process improvements, product launches, & hsTroponin.
Key Account Executive
ABBOTT DIAGNOSTICS
Kenova, WV
02.2004 - 10.2007
- Developed and executed account specific strategies for placement of Clinical Chemistry, Immunoassay, and Hematology Systems in high-volume accounts.
- Provided leadership in the development of new hires and other team members.
- Regional representative on contracts and pricing advisory council for the Diagnostics Division.
- Team leader for product launches including Troponin ADV and Thyroid Antibodies.
Laboratory Diagnostics Sales Representative
ABBOTT DIAGNOSTICS
Kenova, WV
10.2002 - 02.2004
- Managed low to mid volume hospital ahd physician office accounts in Southern IN, KY, Eastern TN, and Western WV promoting rapid diagnostics, hematology, point of care, and immunoassay platforms.
- Developed a business plan to stabilize the territory immunoassay business through contract renewals.
- Served as Hematology Team Captain for the district & designed & promoted “Hematology Blitz Week” to drive sales.
- Achieved goal for hematology and point of care sales in 2003.
Associate Account Manager
ABBOTT DIAGNOSTICS
Kenova, WV
01.2001 - 10.2002
- Telesales support to field based representatives, cover open territories, & new product launches.
- Development and implementation of the Associate Account Manager sales role which was new to the company.
- Outbound “cold calls” to generate leads; monitoring contract utilization to ensure that customers were meeting commitments; assisting field representatives with customer related issued to ensure customer satisfaction and improve field representative efficiency; and providing leadership in the development of new field sales representatives.
Technical Support Specialist
ABBOTT DIAGNOSTICS
Kenova, WV
08.1997 - 01.2001
- Implemented & trained laboratory staff on equipment and assays including completing, calculating, and explaining performance verification studies for new assays.
- Analyzed issues and provided solutions using technical and operational knowledge of laboratories and platforms.
- Certified on every Abbott Diagnostics Clinical Platform.
Medical Laboratory Technician
UNIVERSITY LABORATORY SERVICES
09.1995 - 08.1997
Education
Bachelor of Science - Medical Technology
Marshall University
Huntington, WVSkills
- Negotiation and persuasion
- Contract development and management
- Strategic planning
- Critical thinking skills
- Analytical/Data driven
- Issue and conflict resolution
- Team development
- Project management
- Detail-oriented/High recall
- Superior organizational skills
- High-energy attitude
- Time management
- Resolution-oriented/problem solver
- Consultative and relationship selling
- Sales tracking
- Territory management
- Team management
Affiliations
- 1999-Cincinnati TSS of the quarter, Q1
- 2003-Area Central Lab Diagnostics Rep of the quarter, Q4
- 2008-Platinum Performer
- 2010-Top Closer Area East, #3
- 2010-Platinum Performer
- 2011-Sales Specialist of the Quarter, 2nd Quarter
- 2011-Platinum Performer
- 2011-President’s Club, #2/77
- 2012-Platinum Performer
- 2012-Senior Sales
- 2013-Platinum Performer
- 2013-President’s Club, #14/89
- 2014-Field Service Appreciation Award
- 2015-Platinum Performer
- 2015 -Diamond Senior Sales
- 2015-President’s Club #17/92
- 2016-Diamond Senior Sales
- 2017-Diamond Senior Sales
- 2018-Diamond Senior Sales
Timeline
Regional Sales Manager-E3 Mountian District
ABBOTT LABORATORIES-CORE DIVISION
01.2024 - Current
District Manager-Capital District
ABBOTT POINT OF CARE
08.2020 - Current
Senior Enterprise Executive
ABBOTT POINT OF CARE
01.2019 - 08.2020
Enterprise Executive
ABBOTT POINT OF CARE
01.2018 - 12.2018
Senior Point of Care Specialist
ABBOTT POINT OF CARE
10.2007 - 01.2018
Key Account Executive
ABBOTT DIAGNOSTICS
02.2004 - 10.2007
Laboratory Diagnostics Sales Representative
ABBOTT DIAGNOSTICS
10.2002 - 02.2004
Associate Account Manager
ABBOTT DIAGNOSTICS
01.2001 - 10.2002
Technical Support Specialist
ABBOTT DIAGNOSTICS
08.1997 - 01.2001
Medical Laboratory Technician
UNIVERSITY LABORATORY SERVICES
09.1995 - 08.1997
Bachelor of Science - Medical Technology
Marshall University
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