Daniella DeMichele
Summary
Sales executive with proven track record in driving revenue growth and developing high-performing teams. Strong ability to implement strategic initiatives with market analysis that deliver results with a focus on collaboration and adaptability, ensuring reliable performance in dynamic environments. Dependable and adaptable, excelling in dynamic and fast-paced settings to meet evolving business needs.
Overview
25
25
years of professional experience
Work History
Vice President of Sales
Engineered Tissue Solutions (ETS)
01.2024 - Current
- Company Overview: Start Up
- Providing strategic leadership to commercialize the first borate-based bioactive glass fiber matrix skin substitute for an emerging start-up organization
- Efforts in commercialization led to a 150% increase in annual revenue, with a successful product launch into different segments significantly expanding the company's market presence
- Recruited, hired and managed a high-performing team of sales professionals (12 direct sales representatives and 15 distributor representatives), regional managers, business support personnel, providing coaching, mentoring and performance management fostering organizational growth and development
- Spearheaded a training program for sales representatives, enhancing product knowledge and sales techniques, which resulted in over a 20% increase in sales performance
- Collaborated with the marketing team to create effective promotional campaigns that boosted product visibility and market penetration
- Established strong relationships with key opinion leaders and industry influencers, enhancing the company's reputation and credibility in the market
- Furthermore, implemented data-driven sales strategies and executed a new CRM tool to track performance and identify growth opportunities, leading to a 20% increase in sales efficiency
- Secured key accounts with targeted presentations, strengthening brand reputation amongst industry leaders.
- Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue.
- Utilized advanced analytics to assess performance metrics and refine sales tactics accordingly.
- Maintained financial controls, planned business operations and control expenses while identifying and pursuing opportunities to grow business operations and boost profits.
Regional Director of Sales
Cardinal Health
03.2019 - 01.2024
- Company Overview - Distribution, OR Specialty Products - Acute
- Led a team of 11 direct reports across MI, OH, IN, PA, and KY, achieving $100 million in sales
- Recognized as the West OR Specialty Region Director of the Year in 2020 and 2021 and received the RD Sales Excellence Award in the first year, with the team consistently exceeding 105% of quota
- Trained and developed an award-winning sales team, with seven reps finishing in the top 20 and earning Sales Rep of the Year titles in 2020, 2021, and 2022
- Managed performance by identifying top talent, coaching low performers, and implementing PIPs as needed
- Developed strategic sales plans for long-term growth and profitability, and facilitated C-Suite level QBRs, VAT committee meetings, and GPO contract negotiations with major IDNs
District Sales Manager
Smith & Nephew
01.2017 - 03.2019
- Company Overview: Advanced Wound Management - Post Acute
- Led a team of 10 sales representatives in the Great Lakes District (MI, OH, IN) - Full advanced wound care portfolio, NPWT, pharmaceutical biologics & solution-based selling process
- Graduated at the top of the class in Management 101 and 201 training
- Efficiently integrated as the new district manager, leading the existing team with ease
- Successfully recruited, onboarded, and developed a new hire within the first two months of promotion
- Implemented performance management strategies for an underperforming representative, resulting in 4 out of 8 representatives achieving top 25% sales performance, and 2 out of 7 sales reps qualifying for the Sales Incentive trip
- Improved team performance by providing regular coaching, training, and mentoring to sales representatives.
- Ranked 3rd out of 10 districts in 2018, improving from 8th place at the start of the year
- Converted over 20 nursing home chains to full line Smith & Nephew products
Senior Territory Manager/Regional Field Sales Trainer
Smith & Nephew
01.2014 - 01.2017
- Company Overview: Advanced Wound Management - Post Acute
- Responsible for driving sales in the Metro Detroit area - Full advanced wound care portfolio, NPWT, pharmaceutical biologics & solution-based selling process
- Triple Crown Award at New Hire training for Integrity Selling Award, Peer Award & Academic Award
- Awarded Presidents Club 2017 for exceeding territory sales goals across three brands: Sanytl at 107%, Allevyn at 150%, and PICO at 124%, totaling $256,915 over the targeted sales goal
- Recognized as 2017 Allevyn Product Manager of the Year, ranked #2 for PICO, and placed 8th out of 77 overall
- Promoted to Field Sales Trainer by AVP, successfully training 7 new hires in 2017
- Collaborated with the Marketing Department to develop new hire training materials
- Selected by VP to complete PCI Leadership Training, leading to promotion to district manager within a month due to outstanding scores and skills
Senior Territory Manager
Molnlycke Health Care
01.2012 - 01.2014
- Company Overview: Advanced Wound Care – Acute
- Responsible for selling 'Advanced Wound Care' & 'Prevention' products in the Acute Care Market
- Exceeded prevention territory sales goals for 2013 by 300%
- Trained, mentored, and developed new hires for the district
- Collaborated with C-Suite leadership (COO, CNO, CMO, VP of Supply Chain) in large IDNs to determine needs and priorities for wound care and prevention strategies
- Sold full line Molnlycke advanced wound care products and devices at the IDN level to nurses, doctors, and surgeons
- Coordinated evaluations and trials, successfully closing and securing new business
- Managed GPO contracts and tier pricing with materials management and VAT committees
- Negotiated pricing proposals, created cross comparisons for facilities, and conducted quarterly business reviews with IDN leadership
- Ensured delivery to healthcare facilities by driving pull-through with distributors and DMEs
Territory Manager
Healthpoint Biotherapeutics
01.2011 - 01.2012
- Company Overview: Acquired by Smith & Nephew - Advanced Wound Management -Acute, Post-Acute, Retail, Home Health & Wound Care Centers
- Responsible for driving sales in the biologic wound care market
- Surpassed territory sales goals by 120% within the first six months in a new territory, demonstrating exceptional sales acumen and strategic planning
- Collaborated directly with leading specialists in Plastics, General Surgery, Colorectal Surgery, Vascular, and Podiatry, fostering strong professional relationships and driving product adoption
- Graduated at the top of the training class, showcasing dedication and expertise
- Handpicked by the district manager to deliver CE Credit courses to nurses, enhancing educational outreach and professional development within the district
Specialty Sales Representative
Shionogi Pharma
01.2006 - 01.2011
- Company Overview - Formerly Sciele Pharma - Specialty Pharmaceuticals
- Successfully launched specialty products in women's health (OBGYN), STD market, osteoporosis, pain management, diabetes, cardiology, mental health, pediatrics, and neurology
- District and Regional sales trainer, project manager and member of the regional leadership development team
- Ranked #1 in the district and 4th nationally for sales results in 2007, 2008, and 2010, earning Presidents Club Winner recognition
- Achieved overall sales ranking within the top 25% nationally for four consecutive years
- Acted as interim District Manager for eight months, conducting interviews for open territories and facilitating training workshops and presentations at regional and national POAs
- Chosen by AVP to be a Regional Sales Trainer, mentor & to attend The Management Development Program & serve on the Leadership Development Team
- Recognized as a Myers Briggs Expert for the region
Product Specialist
Becton, Dickinson & Company
01.2004 - 01.2006
- Successfully promoted and trained customers on the proper use of BD’s medical devices
- Educated nurses on reducing needle stick injuries by demonstrating proper procedures to protect against exposure to HIV, Hepatitis B & C, and other bloodborne pathogens
- Promoted the BD Vacutainer Safety-Lok Blood Collection Set with Vacutainer Holders and syringe, as well as Urine Collection Kits and BD Luer-Lok Access Devices, effectively enhancing safety and efficiency in medical practices
Account Manager
Guardian Automotive
01.2000 - 01.2004
- Responsible for driving and exceeding sales goals as established in the annual plan for the territory with the Daimler Chrysler Account
- Developed new business by assertively identifying cost strategies and pursuing sales opportunities, resulting in contracts exceeding $10 million
- Secured contracts in both divisions of the company (glass and trim) for components in three new car models, totaling over $5 million
- Collaborated with various departments to create effective costing strategies and contracts
- Maintained and processed all engineering changes for customer programs
- Prepared and planned presentations for internal and external meetings, ensuring clear communication and successful project outcomes
Education
Bachelor of Arts - Criminology Major, Minor in Sociology and Philosophy
University of Toronto
Toronto, OntarioSkills
- Sales Growth Strategies
- Sales Negotiation
- Sales Data Analysis
- Industry expertise
- Effective Sales Presentations
- Strategic Product Positioning
- Motivating Sales Teams
- Customer Relationship Management
- Sales Process Improvement
- Sales Development Training
- Sales Goal Attainment
- Coaching & Developing Sales Teams
- Proficient in Negotiating Contracts
- Revenue Forecasting
- Sales expertise
- Market penetration strategies
- Customer Relationship Management
- Budget Planning
- Recruitment and Onboarding
- Change Management
Certification
- Integrity Selling Trainer Certification, 07/2024
- Kaizen Leader Training, 07/2023
- Mental Health First Aid Specialist, 05/2023
- Strength Finder Training, 10/2020
- Richardson Selling Training, 12/2019
- 7 Habits of Highly Effective Managers Training, 06/2019
- Challenger Selling Course, 04/2019
- PCI Training, 01/2018
- Management Development Program, 06/2018
- Train the Trainer Class, 08/2008 & 09/2015
- Integrity Selling Training, 03/2014
- Meyers Briggs Program, 02/2007
- Leadership Development Program, 06/2010
- Female Mentorship Program, 2010 and ongoing
Languages
English
Native or Bilingual
Italian
Professional Working
Timeline
Vice President of Sales
Engineered Tissue Solutions (ETS)
01.2024 - Current
Regional Director of Sales
Cardinal Health
03.2019 - 01.2024
District Sales Manager
Smith & Nephew
01.2017 - 03.2019
Senior Territory Manager/Regional Field Sales Trainer
Smith & Nephew
01.2014 - 01.2017
Senior Territory Manager
Molnlycke Health Care
01.2012 - 01.2014
Territory Manager
Healthpoint Biotherapeutics
01.2011 - 01.2012
Specialty Sales Representative
Shionogi Pharma
01.2006 - 01.2011
Product Specialist
Becton, Dickinson & Company
01.2004 - 01.2006
Account Manager
Guardian Automotive
01.2000 - 01.2004
Bachelor of Arts - Criminology Major, Minor in Sociology and Philosophy
University of Toronto
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