Jocelyn W. Soules
Nolensville,TN
Summary
Anticipated May 2023 graduation from Lipscomb University Pfeffer College of Business with Masters of Business Administration degree. Desiring to transition to a strategic business development role leveraging over 15 years of B2B sales experience within the genetic diagnostic lab testing industry and dental implant industry. Highly skilled in forecasting, project management and strategic planning with exceptional communication abilities. Thorough in monitoring trends and capitalizing on emerging opportunities.
Overview
16
16
years of professional experience
Work History
Territory Sales Manager
CLEARCORRECT, Straumann Dental Group
Nashville, TN
12.2019 - 05.2021
- Developed with Straumann implant counterpart Continuous Education Program for Digital Scanners and Aligner products to strategically sell products to Orthodontists and General Dentists during the COVID-19 pandemic shutdown. Resulted in over $70,000 of digital scanner sales for Nashville Territory and secured 20 new aligner accounts.
- Strategically focused on Dental Service Organization accounts during COVID-19 with access to corporate financing and operational processes to secure new digital and aligner accounts. Resulted in over 200% growth in 2020.
- Trained and Cultivated two Key Opinion Leaders for two separate study clubs to target the education of their referral base. Resulted in over 25 new aligner accounts in Nashville territory and 50% growth YOY for both KOL accounts.
- Forecasted Quarterly Growth needed for all product lines and developed pipeline for new account acquisition. Simultaneously, trained current accounts on optimal product throughput to generate positive ROI for orthodontic and general dentist practices.
Clinical Field Specialist
Natera
Seattle, WA
01.2014 - 05.2018
- Hired as part of initial 40 representatives launching the Women's Healthcare Division. Created and refined target list of high-volume reproductive specialists and obstetric/gynecologists with optimal insurance reimbursement demographics to ensure rapid adoption of Natera's products.
- Developed clinic specific patient testing process plans and competency-based training programs to enhance knowledge base and usage of products by providers and healthcare staff.
- Coordinated with internal IT department in EMR integrations of company products within multiple healthcare system clinic sites for ordering and reimbursement efficiency.
- Analyzed territory and account level sales data to evaluate, recommend and implement new processes or complimentary testing products within existing accounts.
- Presented clinical data and proprietary testing algorithm of Natera's products within regional conferences and healthcare systems to secure new accounts and increase utilization in existing accounts.
- Sales FY to plan: 101% in 2014; 107% in 2015; 105% in 2016; 102% in 2017
Women's Health Account Executive
Myriad Genetics
Seattle , WA
08.2011 - 12.2013
- Created target acquisition list of potential high-volume test providers within Breast Cancer Centers, Primary Care, Women's Health specialties, and Radiology for Western Washington and Alaska.
- Trained Women's Healthcare providers and their staff in-office and at regional conferences on complexities of genetic inheritance patterns associated with hereditary cancers and identification of high-risk patient groups utilizing Challenger Sales Model.
- Created and implemented workflow protocols within women's healthcare specialties, radiology and breast cancer centers for efficiently identifying, testing, and triaging high risk groups.
- Collaborated with providers and staff on documentation needed for proper insurance reimbursement of test.
- 101% to plan in 2012; 104% to plan in 2013
Senior Territory Sales Manager
ZIMMER DENTAL
Seattle, WA
03.2006 - 07.2011
- Acquired and managed dental implant, biologic regenerative materials, and restorative component accounts in oral maxillofacial surgery, periodontics, general dentistry, and dental laboratory accounts within a territory covering Alaska and Western Washington. Initially, an expansion territory that grew to over $2 million in sales.
- Demonstrated surgical and restorative protocols for dental implant case completion to specialists, general dentists, and dental surgical staff.
- Forecasted quarterly growth of implant and regenerative sales for current and prospective accounts; maintained pipeline of 3x quarterly quota for new account acquisition and existing account products sales
- Organized educational training programs for Yakima Valley Farm Worker's residency program, Juneau Health Clinic residency programs, and Zimmer Institute surgical and restorative courses.
- Ranked #4 (out of 120) for overall sales in 2007; 120% to quota for overall sales in 2007
- Recognized as Super Achiever in 2007; President's Club Winner 2007
- Finished in top 10% of company in 2008, 2009, 2010
Territory Sales Representative
ASTELLAS PHARMACEUTICAL, Urology Pharmaceuticals Company
Seattle, WA
03.2004 - 07.2006
- Drove sales of Flomax and Vesicare urology products to urologists and internal medicine accounts by optimizing insurance plan reimbursement within individual accounts. Resulted in territory growth of over 105% to plan YOY.
- Managed a minimum of 12 daily/60 weekly call frequency for targeted accounts while prospecting potential practitioner, hospital or pharmacy accounts within assigned territory.
Education
Bachelor of Science - Business Administration, Marketing
University of Mary Washington
Fredericksburg, VA05.2000
MBA -
Lipscomb University-Pfeffer College of Business
Nashville, TN05.2023
Skills
- Start-up Industry Experience
- Operational Processes
- Salesforce CRM
- Microsoft Office
- Strategic Selling
- Revenue Generation
- Strategic Planning
- Business Planning
Timeline
Territory Sales Manager
CLEARCORRECT, Straumann Dental Group
12.2019 - 05.2021
Clinical Field Specialist
Natera
01.2014 - 05.2018
Women's Health Account Executive
Myriad Genetics
08.2011 - 12.2013
Senior Territory Sales Manager
ZIMMER DENTAL
03.2006 - 07.2011
Territory Sales Representative
ASTELLAS PHARMACEUTICAL, Urology Pharmaceuticals Company
03.2004 - 07.2006
Bachelor of Science - Business Administration, Marketing
University of Mary Washington
MBA -
Lipscomb University-Pfeffer College of Business
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