Edward H. Balmelli
Medical Sales
Diamond Bar,California
Summary
The individual has a strong track record of creating effective business and marketing plans, as well as implementing top-tier sales strategies that yield consistent results, even in fluctuating economic conditions. They focus on establishing and nurturing significant relationships with key decision-makers and influencers. This professional is dedicated to achieving ambitious sales targets and is particularly passionate about training and mentoring high-performing teams.
Results-focused management professional with strong background in regional operations and team leadership. Proven history of driving organizational success and implementing strategic initiatives. Known for fostering collaboration, adapting to changing business needs, and excelling in strategic planning and conflict resolution.
Overview
24
24
years of professional experience
1
1
Certification
Work History
West Region Manager and West Canada
EKF Diagnostics Stanbio Laboratories
01.2016 - Current
- In my current role, I was tasked with marketing to a highly specialized audience, specifically targeting Medical Directors, Pathologists, Lab Managers, and Chemistry Leads within clinical laboratories. My primary focus was on promoting the beta-hydroxybutyrate-liquid color reagent, a critical diagnostic tool for detecting ketones and effectively monitoring patient outcomes, particularly in cases of diabetic ketoacidosis (DKA). When I assumed responsibility for the territory, it was significantly underperforming, with annual sales stagnating at approximately $300,000. Recognizing the growth potential, I made it my mission to implement strategic marketing initiatives aimed at revitalizing the product's presence in the market. In my first year of leadership, through a combination of targeted outreach, enhanced customer engagement, and educational initiatives, I was able to propel sales to an impressive $2 million. Over nine years, consistent efforts in market expansion and relationship-building resulted in further remarkable growth, culminating in annual sales reaching $10 million. This transformation not only reflects my commitment to driving business development but also highlights the essential nature of the beta-hydroxybutyrate reagent in optimizing patient care in laboratory settings.
- EKF is a leader in providing innovative biotechnology solutions that support life sciences applications. With advanced technology and optimized processes, EKF can offer a wide range of solutions from research to commercial-scale production. The company is committed to aiding clinicians and scientists by developing and supplying high-quality enzymes, proteins, recombinant proteins, microbes, reagents, and other essential components for various health and industrial applications.
- Additionally, EKF collaborates with numerous health distributors, providing field training and developing strategic selling plans. The company's central laboratory products are utilized globally, featuring a diverse selection of high-quality offerings suitable for both small and large laboratory environments.
- Total of ten years, $10,000,000 Budget
- Developed and implemented strategic initiatives to enhance market share and drive revenue growth.
- Managed cross-functional teams, fostering collaboration to achieve organizational goals and objectives.
- Oversaw budget management, ensuring alignment with financial targets and resource allocation strategies.
- Mentored team members, promoting professional development and enhancing overall team performance.
- Implemented data-driven decision-making practices to optimize business operations and drive consistent growth in revenue.
- Developed a strong regional team through effective recruitment, training, and performance management initiatives.
- Spearheaded regional training programs to upskill team members, enhance overall performance, and prepare high-potential employees for future leadership roles within the organization.
- Monitored performance indicators closely both quantitatively and qualitatively to identify areas for improvement and provide actionable insights.
- Set ambitious yet attainable sales targets for the region, motivating team members to strive for excellence while maintaining accountability for results achieved.
- Tracked KPIs against benchmarking, market trends and competitor activities to develop strategic improvement plans.
- Recognized and rewarded performance to motivate continued success.
- Defined revenue and sales targets and motivated staff to exceed expectations.
- Supported site management to empower front-line associates with skills and knowledge to carry out day-to-day assignments.
- Defined clear targets and objectives and communicated to other team members.
West Regional Sales Manager
PTW
01.2015 - 01.2016
- PTW stands as a global leader in dosimetry solutions, serving key sectors such as radiation therapy, diagnostic radiology, metrology, and radiation monitoring. In my role overseeing operations in the West Territory, I concentrated on promoting our innovative dosimetry solutions, which solidify our status as a premier provider in this vital sector.
- With nearly a century of experience, PTW has pioneered groundbreaking innovations and cutting-edge technologies that have significantly improved patient safety standards in modern radiation medicine. Our dosimetry measurement technology is renowned for its exceptional accuracy and reliability, which has established PTW's reputation as a trusted authority in medical radiation measurement.
- By consistently advancing the capabilities of our products, we empower healthcare professionals to provide optimal care and ensure the safety of patients receiving radiation treatment. Our unwavering commitment to excellence and innovation in dosimetry not only enhances clinical outcomes but also instills confidence within the medical community.
- $5 Million Budget West Region and West Canada.
- Developed and executed regional sales strategies, driving revenue growth across diverse markets.
- Led cross-functional teams to enhance customer engagement and optimize sales processes.
- Cultivated relationships with key clients, ensuring satisfaction and retention through tailored solutions.
- Implemented performance metrics to evaluate team success and identify areas for improvement.
- Coordinated training programs focused on product knowledge and effective sales techniques.
- Managed budget allocations for marketing initiatives, aligning resources with strategic goals.
- Expanded market share within the region by identifying growth opportunities and collaborating with cross-functional teams.
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Increased regional sales by implementing strategic marketing plans and nurturing key client relationships.
- Developed a successful sales team through rigorous coaching, performance management, and ongoing training.
Western Regional Sales Manager
Unfors RaySafe A Fluke Bio Medical Company
04.2006 - 04.2014
- I undertook the challenge of developing a new territory in the Western Region, which also encompassed Mexico and Canada. Through strategic planning and targeted sales initiatives, I transformed this region into a thriving business operation, achieving remarkable revenues of $2 million in the first two years alone and consistently increasing sales by 5% year over year. As the primary driver of business sales in the Western Region, I was responsible for spearheading all sales activities and cultivating relationships with key stakeholders. My role involved promoting RaySafe's diverse range of innovative solutions designed to enhance radiographic imaging rooms, ensuring that healthcare facilities could operate efficiently and safely. This encompassed not only product sales but also comprehensive support and consultation tailored to the unique needs of each client. Through these efforts, I successfully positioned RaySafe as a market leader in the region, laying the groundwork for sustained growth and customer satisfaction. I successfully established a new territory in Mexico from the ground up, forging strong partnerships with leading OEMs, such as General Electric, Siemens, and Philips.
- Responsible for a $1,000,000 budget.
- Developed and executed regional sales strategies to increase market share across Western territories.
- Fostered relationships with key stakeholders to enhance customer satisfaction and loyalty.
- Led cross-functional teams in launching new products, ensuring alignment with market needs.
- Analyzed sales data to identify trends, driving strategic decisions for resource allocation.
- Collaborated with marketing teams on targeted campaigns that effectively reached customer segments.
- Streamlined sales processes, improving efficiency and reducing turnaround times for client proposals.
- Developed and maintained strong relationships with key clients, resulting in long-term partnerships and increased revenue.
- Implemented sales training programs to enhance the skills and knowledge of the sales team, contributing to improved performance across the region.
- Created comprehensive reports on regional performance metrics which were presented at quarterly meetings – informing upper management about progress made towards reaching set targets.
- Collaborated with internal departments such as marketing, customer service, and logistics to streamline processes, improving efficiency within the organization.
Regional Sales Representative
Radcal
01.2002 - 04.2006
- I was given the exciting opportunity to sell to a specialized audience that includes medical physicists, biomedical engineers, and leading OEMs like General Electric, Siemens, and Philips. While this territory posed its challenges, I saw immense growth potential and was brought on board to drive transformation and profitability. In my first year, I met and exceeded my sales targets, demonstrating my unwavering commitment and strategic acumen. Each year that followed, I successfully elevated the business by an impressive 15%, building strong relationships and delivering innovative solutions tailored to the unique needs of my clients.
- 4 years 4 months responsible One Million dollar budget.
- Developed and executed strategic sales plans to expand market presence.
- Cultivated relationships with key clients to enhance customer loyalty and retention.
- Analyzed market trends to identify opportunities for product positioning and growth.
- Conducted performance reviews, providing constructive feedback to optimize team performance.
- Fulfilled customer queries over phone, in-person and through email to provide and maintain highest level of customer care.
Education
Bachelor of Science - Political Science
California State University, Fullerton
Fullerton, CA06-1995
Skills
- Active Listener
- Due Diligence
- Product Knowledge
- Price and Contract Negotiations
- Cross Up Selling
- Consistency and follow-up
- Regulation/Policy
- Managed Care and Medical Industry
- Project management
- Industry Trends Competition
- Prospecting and Networking
- Time-critical problem-solving
- Staff training and development
- Operations management
- Cross-functional team coordination
- Sales management
- Human resources management
Accomplishments
- Championed 130% of the target annual goal sales during a massive supply shortage by building resilient customer relationships through regular contact and superior service.
- Grew lab business by 25% year over year through successful cold calling, presentations, and customer service.
- Boosted sales managers' total account volume by 11% through field training and mentorship.
- Used Microsoft Excel to develop inventory tracking spreadsheets.
- Collaborated with the team of [Number10] in the development of Product development.
- Achieved [Result] by introducing [SoftwareLink] to Hospitals and Clinics tasks.
- Supervised a team of 15 staff members.
- Collaborated with a team of 30 in the development of Business Development.
- Consistently ranked in the top three out of 27 sales representatives based on total commissions and in the top ten nationwide.
- Supervised a team of 10 staff members.
- Documented and resolved [Issue] which led to [Results].
Certification
- CPM - Certified Professional Manager
Languages
Spanish
Full Professional
Italian
Limited Working
Interests
- Music Spanish Guitar
- I participate in a variety of outdoor recreational activities
Timeline
West Region Manager and West Canada
EKF Diagnostics Stanbio Laboratories
01.2016 - Current
West Regional Sales Manager
PTW
01.2015 - 01.2016
Western Regional Sales Manager
Unfors RaySafe A Fluke Bio Medical Company
04.2006 - 04.2014
Regional Sales Representative
Radcal
01.2002 - 04.2006
Bachelor of Science - Political Science
California State University, Fullerton
Professional Training
- Sandlers Sales Training
- Miller-Helman Strategic Selling
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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President Award
HI have consistently distinguished myself in my sales career by winning multiple prestigious awards for my exceptional performance as a regional sales manager.