SAP
Jennifer Norris
Wauconda,IL
Summary
Distinguished award-winning career of 15+ years in medical devices and supplies. Thrives in challenging situations, detail-oriented, independent multitasker, and dependable team player. Creative, organized planner, with exceptional capability to manage multiple, concurrent tasks. Expertise in working with diverse groups of professionals and gaining market knowledge. Understand customer behaviors to implement strategies which promote business objectives, core behaviors, and produce dynamic results. Self-starter who has piloted several initiatives and Campaigns for successful growth in sales and marketing.
Overview
12
12
years of professional experience
Work History
Senior Inside Sales Representative/Campaign Specialist
Leica Biosystems
03.2021 - Current
- Independently built the Campaign Specialist brand over 4 years period; including Digital Pathology, Histology Instruments, Histology Consumables, IHC
- Mentoring Early Career Development associates
- Piloted, and executed multiple campaigns for service coverage, existing instruments, promotions, and end-of-life/service awareness to customers
- Brought in over $6,924,533+ into the funnel, in a 6-month period
- Achieving above-targeted contacts daily of 30 contacts, to average a 14% conversion rate
- Identifying key decision makers, gauging interest, and creating opportunities that are inside the current campaign, and liaising for other inquiries including upgrades, troubleshooting, and introducing customers to their assigned representatives over different business units
- Create Bowlers and Daily Management to measure achievement
- Observing seasonal trends/analysis for specific runs of each campaign
- Meet with department managers & project managers, biweekly to present the status of current campaigns and brainstorm for future projects
- Communicated with repeat customers to build long-term relationships
- Monitored employee productivity and motivated the team to meet daily goals
- Partnered with our marketing department to prepare campaigns for lead generation
- Attend National Sales Kick-Off annually.
- Set and exceeded inside sales goals by establishing ambitious targets and motivating sales representatives.
- Cultivated productive relationships and maintained quality communications with account contacts to maximize client retention.
Insides Sales Representative
Leica Biosystems
08.2018 - 03.2021
- End-of-Year quota I was 146% to plan End of First Year; the target was $2,806,755.00, and the achievement was $4,089,566.59
- Demonstrates initiative reaching out to existing and new customers to present Leica Cryostats, Vibratomes, and Microtomes
- Working in a team environment and individually driven
- Adopts best practices from mentor, manager, and peers to be competitive in the sectioning market space
- Problem-solving to bring new instruments to new research labs
- Co-piloted introduction and training on Leica's virtual suggestion box, Vetter, to the entire organization
- Negotiated prices, terms of sale, and service agreements to close transactions
- Worked in conjunction with outside sales representatives to maintain and grow product sales
- Consulted with customers to aid selection and purchase of products that met their needs
- Delivered superior customer support to improve account retention rate
- Attend National Sales Kick-Off annually.
Lead Development Representative
Leica Microsystems
09.2016 - 08.2018
- Identify high-quality opportunities, against established criteria for our Life Science, Dental, and Microsurgical divisions while connecting directly with the customers, making a connection with all customers within 4 hours of receiving an inquiry
- Work directly with our marketing communications team to brainstorm new ideas to pursue new business and existing prospects
- Oversee lead capture system for our marketing trade shows for Life Science, Dental, and Microsurgical
- Partner directly with our India team to streamline processes
- Mass upload and qualify show leads within 24 hours; set and maintain campaigns
- Building rapport with our sales force to evolve our processes
- Developing new ways to strategically meet metrics with countermeasures and strive for continued growth for our marketing and sales teams
- Project manager executed and maintained Print on Demand Process; disciplines include researching multiple vendors, managing systems development, implementation, and administrator
- Create and roll out Standard Work for our Dental division
- Continuing to establish strategies to grow the customer base for Inside Sales
- Exceeded targeted sales goals by 100+% in annual sales in 6 months
- Effectively built relationships with both established and potential customers
- Generated leads and capitalize on valuable business opportunities to bring in new company revenue and improve bottom-line profit.
Sales Representative
CareFusion
05.2014 - 08.2016
- Sales excellence award for exceeding quota: 105% to plan
- Expanded our run rate business in gross profit while continuing steady growth
- Territory starting at $3,710,926 increasing to $4,167,286; 89.048% of steady increase in 12-month period
- Establish, maintain, and cultivate relationships with key decision makers, including respiratory therapists, director of nursing, and central supply to attain maximum results
- Exhibits knowledge of internal and external processes and principles, specifically of sales and marketing communication
- Projects include spiffs, converting contracts, and GPO growth incentives and loyalty bonuses
- Developing ways to strategically promote medical equipment and respiratory products, as well as services to a variety of markets; primarily including nursing homes and medical centers to develop rapport
- Received change in territory and accepted the challenge; turned around a territory by 6% in 4 months
- Leads customers through changes in a product line or procedure to effectively communicate and articulate modifications – upon considering their timeframe and remaining within their budget
- Work in partnership with senior marketing to strategize on how to best present products clinically and business to business
- Announcing changes in existing products to provide benefits, by comparing the competition, while leading customers to make the best decision financially and clinically
- Research competition to understand the importance to customers and how we can take information to market and develop comparable items
- Quarterly business review presentation to leadership
- Travel 30%: includes but is not limited to continual training on medical devices supporting respiratory portfolio, launching new products, and trade shows.
Customer Solutions Representative
CareFusion
01.2013 - 05.2014
- Provide customer service support to streamline standard operating procedures
- Explore key business development opportunities to save financially for the overall business organization
- Developed, launched, and oversaw Project Airlife - a successful Airlife Vendor Return procedure
- Goals for the current position include developing relationships with our vendors, customers, and warehouses
- Supported sales team members to drive growth and development
- Enhanced productivity and customer service levels by anticipating needs and delivering outstanding support
- Adjusted bills and refunded money to resolve customers' service or billing complaints.
Education
Bachelor's Degree in Business -
North Park University
Chicago, IL08.2011
Associates Degree in Liberal Arts - undefined
Harper College
Palatine, IL08.2007
Skills
- Sales Awards: Circle of Excellence Award – FY 2021 & 2022 Sales Excellence Award – FY 2015
- Territory management
- Team member motivation
- Sales forecasting
- Sales target setting
- Campaigning: Outbound Sales Planning/Execution
- Marketing strategy: understanding customer & identify potential customers
- Marketing tactical: create and send direct emails
- Technical Skills: Proficient in Word, Excel, PowerPoint, SAP, Salesforce management and reporting, Vetter, Teams
- Pipeline Management
- Territory Management
- Sales Presentations
Activitiesandawards
- MOPS 2021 Women's Initiative Network (WIN) 2014 to 2016
- Field Advisory Board 2021-2022
- AWARDS, Circle of Excellent Award - FY 2021 and 2022 Exceeded quota Sales Excellence Award - FY2015 Recognition of outstanding, individual achievement of 105% to performance quota.
Software
Salesforce
Microsoft Excel
Outlook
Microsoft Word
Microsoft PowerPoint
Timeline
Senior Inside Sales Representative/Campaign Specialist
Leica Biosystems
03.2021 - Current
Insides Sales Representative
Leica Biosystems
08.2018 - 03.2021
Lead Development Representative
Leica Microsystems
09.2016 - 08.2018
Sales Representative
CareFusion
05.2014 - 08.2016
Customer Solutions Representative
CareFusion
01.2013 - 05.2014
Bachelor's Degree in Business -
North Park University
Associates Degree in Liberal Arts - undefined
Harper College
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