Joseph Roberts

Work History

Key Account Director

Stericycle

01.2022 - Current

Responsible for managing and development of regulated medical waste business in region comprising approximately ~35 million annual dollars encompassing large healthcare system across 13 states
Achieved 12% growth in 2022 and 11.5M renewal dollars in 2022 (UC Health, Essentia Health, John Muir, HealthPartners) via strong negotiations, highly organized and precise strategy
Responsible for team of 3 Regional Sales Managers,16 account managers and 3 sales executives; I direct report to VP
Collaborate with both leadership and direct team to organize team growth exercises, goal attainment, revenue and lead management execution; superior multi-tasking skills
Develop strong partnerships and relationships at C-Suite level that result new business for products and services
Conduct quarterly business reviews at both site and system level at assigned hospital systems
Proven negotiator to achieve best outcomes for Stericycle and customers
Extensive knowledge of GPO's, government, RFP’s and biotech contracts
Prepare and complete action plans; business reviews, implement programs and customer-service standards, complete audits, identify trends and determine regional sales system improvement
Conduct routine calls with COO, VP and SVP to outline goals and gain commitment and support
Superior communication skills across all internal levels that results in positive and well understood outcomes; promote using entire team for success
Consistently and correctly identifying growth opportunities that results in positive revenue growth in sales surpassing goals year over year

Regional Integrated Account Executive

Stericycle

06.2016 - 01.2022

Responsible for managing and growing business in Pacific Northwest (8 states); compromising of approximately~20 million annual
1 sales representative 2015,2016 and 2017 for growth by closing large IDN’s; Sutter and Legacy Health, all new business for 7MM/YR revenue
Effectively communicate expectations and obligations to 4 separate internal vertices: sales management, transportation, service and collections for best outcomes for customer and Stericycle; as team surpass sales goals
Proven ethical and trusted advisor demonstrated by winning back business at higher margins in highly contested RFP situations with customers; Sutter annual 3.5MM/YR, Antelope Valley 550K/YR and Santa Clara 1.1MM/YR
Prospect for new business for Integrated Waste Solutions System (IWSS) program; see project from infancy to maintenance once launched; continuously review invoices for accuracy and opportunities to extend revenue and profits with additional service lines and products
Assist in managing National Accounts and contract deliverables
Proficient at managing numerous tasks and goals simultaneously; utilizing internal resources to troubleshoot and resolve issues; address concerns in timely manner
Serve as team mentor and indispensable expert to Regional Sales Director and leadership creating trust and environment that fosters growth as individuals, team, region and ultimately company; served on Steering Committee
Consistently ranked as exceeds expectations on annual reviews.

Major Account Executive/Sales Solution Executive

06.2011 - 06.2016

Responsible for managing and growing business in San Francisco and Pacific NorthWest; compromising of approximately 600 accounts; ~8 million annual dollars territory growing to 11MM
Recipient of Major Account manager 2012 and 2013; Top 2 Sales Solution Executive in 2016 while holding dual roles
Accountable for revenue growth by managing current customers, prospecting for new business, maximizing return for new contracts and renewals by effectively negotiating for best possible outcome
Work closely with National Accounts team to resolve local issues, provide feedback and assist in proposals to maximize utilization of products and services; serve as first line for issue resolution
Strong communication skills to clearly point out regulatory laws for medical waste to achieve compliance for customers; offer solution to achieve compliance
Serve as team ambassador to for continuous improvement for CSR team; promoted to regional team mentor for new and existing sales representatives; proficient in Salesforce, WORD Excel and outlook
Grew territory from -5% into trending 10%+; ranked 3rd of highest growth territories in 2012, 2013.; consistently ranked as exceeds expectations on annual reviews.

Vascular Access Territory Manager

Smiths Medical

04.2008 - 06.2011

Responsible for promotion and growth of Smiths Vascular product line; Ports and Huber needles in Northern California, Northern Nevada, Southern Oregon
Ranked #2 of 50 sales reps
Call points include operating rooms, interventional radiology, surgery centers, cath-lab, product review committee members and hospital buyers; seen as trusted consultant
End user call points include oncology, cancer clinics, nursing facilities and home health
Effectively negotiated price of products utilizing hospital GPO, local contract(s) and medical supply distributors
Understanding and experience in complex, multi-level sales ranging from $5-100K
Excellent at cold calling and scheduling appointments to manage workload as well as experience managing numerous tasks and goals simultaneously
Appointed as West regional trainer for 2010 and 2011
Grew UCSF by 312%; El Camino by 80% Kaiser by 76%; ranked 5th in nation 2010; awarded President's Club; Ranked 4th in nation; Year over year territory double digit positive growth in both product lines with significant annual quota

Neuroscience Sales Specialist

Takeda

09.2005 - 04.2008

Co-developed program that was adopted nationally: a letter directed towards no-see physicians that allows them to allowed preference on contact and information that resulted broader market penetration
Proactively participated in district leaderships roles to further develop team's understanding of products, actively contributing to success of overall team
Routinely sought out opportunities to increase awareness and acceptance of Takeda products:
Consistently in upper percentile of both team and nationally rankings
Ranked 25th in division out of 250
Promoted to specialist from representative (2007)
Grew market +1.47% despite company decline of -3.14%; Rozerem and Provigil
Responsible for calling on Seattle hospitals which entailed educating pharmacy boards, extensive disease state knowledge, developing advocates resulting in positive formulary status

Sales Representative

Wyeth

08.2004 - 09.2005

Promoted 2 products (Effexor XR and Protonix) to doctors in North Seattle territory, new employee sales mentor/trainer
Ranked exceeds expectations on many areas of rigorous training schedule including product knowledge and customer-focused selling skills as well as above average on field activity reports
Top 2% in district and elevated ranking to 3 of 43 for products' combined rank
Successfully collaborated with Regional Account Managers, Area Account Managers, Psychiatry Specialty Managers and fellow teammates in order to deliver all resources to assigned territory.

Sales Representative

Ventiv Health US

07.2003 - 08.2004

Call points included general practitioners, physician assistants, and pharmacists on a daily basis
Acted as mentor to new hires, answering questions, providing guidance and conducting ride-alongs
Successfully grew market share through asking probing questions and building strong relationships
Oxytrol market share: 0% to 2.3%
Condylox Gel market share: grew to 13%
Androderm market share: grew to 29

Wine Sales Representative

Elliott Bay Distributing Company Inc

04.2002 - 07.2003

Elliott Bay is awine wholesaler that sells to merchants throughout Washington State
Successfully established and managed a $30,000 route into a $97,000+ in 100% commissioned based in south Puget Sound territory by earning Holland America as a client
Develop marketing strategies based on knowledge of own product and that of the competitor's
Surpass weekly, monthly, and quarterly sales goals
Successful in both restaurant and retail industries utilizing excellent business-to-business sale skills

Summary

Overview

Work History

Key Account Director

Regional Integrated Account Executive

Major Account Executive/Sales Solution Executive

Vascular Access Territory Manager

Neuroscience Sales Specialist

Sales Representative

Sales Representative

Wine Sales Representative

Education

Bachelor of Science - Zoology, Chemistry

Skills

Work Availability

Timeline

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