Karen Winding
Wilton,CA
Summary
Over 25 years of successful veterinary sales and business development. Strong consultative selling skills in veterinary laboratory diagnostics, capital equipment and pharmaceuticals.
Overview
28
28
years of professional experience
Work History
Regional Territory Manager
PRN Pharmacal
11.2017 - 02.2023
- Analyzed sales data for 3,000 accounts to identify areas of opportunity and implemented strategies to maximize sales growth.
- Prepared sales presentations for clients showing success and credibility of products.
- Managed budgets effectively, consistently staying within financial constraints while maximizing resource allocation for optimal results.
- Attended trade shows and industry events to promote company products and services.
Veterinary Clinic Specialist
Blue Buffalo Company
10.2014 - 09.2017
- Launched new therapeutic diets into veterinary channel through acquisition of new customers and increased recommendations of existing and new products.
- Developed creative strategies to reach decision makers, increase brand awareness and manage brand perception.
- Met weekly and monthly KPIs for sales, call activity, CRM and client interactions.
Key Account Manager
Novartis Animal Health
01.2012 - 03.2015
- Developed thorough understanding of key clients' needs and requirements to prepare customized solutions to drive parasiticide sales.
- Coordinated with 8 territory managers at 45 key accounts to collaboratively coordinate/execute strategic and tactical sales plans, and adapt to rapidly changing market pressure and inventory stresses.
- Developed and delivered presentations to key customers to position products and services.
- Secured high-value accounts through consultative selling, effective customer solutions, and promoting compelling business opportunities.
- Conducted regular account reviews with territory managers and clients to assess performance, identify areas for improvement, and strategize future growth opportunities.
Senior Territory Manager
Novartis Animal Health
03.2004 - 01.2012
- Delivered recommendations to long-term accounts to promote brand awareness to key audience.
- Cultivated relationships with key accounts in territory and provided support to drive customer satisfaction.
- Organized and participated in trade shows, conferences, and other events to raise brand awareness while networking with potential clients.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
- Maintained financial controls, planned business operations and control expenses while identifying and pursuing opportunities to grow business operations and boost profits.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Planned and conducted weekly sales meetings to keep sales representatives up-to-date on new products and strategies.
- Managed accounts to retain existing relationships and grow share of business.
Area Instrument Manager
IDEXX Laboratories
06.2003 - 03.2004
- Coordinated with territory managers to identify leads and close sales of capital equipment (LaserCyte).
- Gained sales commitment through strong questioning and closing skills, identifying and addressing objections, and differentiating product benefits, including clinic-level ROI and profitability.
Laboratory Diagnostic Consultant
IDEXX Laboratories
03.1998 - 06.2003
- Maintained and grew existing client base, gained new customers and negotiated competitive pricing agreements.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Project management included establishing customer base for Baltimore laboratory, conceiving of and managing publication of IDEXX Diagnostic Update, deta-testing, development and launch of Vetconnect.com and RadioPet.
Registered Veterinary Technician
Norris Canyon Vet Med Ctr (currently Bishop Ranch)
05.1995 - 03.1998
- Educated clients on nutrition, preventive health and other animal care.
- Collected patient biopsies and blood samples for laboratory analysis.
- Enhanced patient care by performing diagnostic tests and analyzing results for accurate diagnosis.
- Performed laboratory tasks such as blood draws and sample analysis efficiently within fast-paced clinical setting.
- Collected and prepared specimens for laboratory testing.
- Performed fecal examinations, urinalysis and bloodwork.
Education
Bachelor of Science - Biology
California State University
Skills
- Account Acquisition
- Business Needs Assessment
- Trend Analysis
- Sales coordination
- Consultative Sales
- Sales Targeting
- Product Demonstrations
- Technical understanding
- Strategic Planning
- Sales Presentations
Timeline
Regional Territory Manager
PRN Pharmacal
11.2017 - 02.2023
Veterinary Clinic Specialist
Blue Buffalo Company
10.2014 - 09.2017
Key Account Manager
Novartis Animal Health
01.2012 - 03.2015
Senior Territory Manager
Novartis Animal Health
03.2004 - 01.2012
Area Instrument Manager
IDEXX Laboratories
06.2003 - 03.2004
Laboratory Diagnostic Consultant
IDEXX Laboratories
03.1998 - 06.2003
Registered Veterinary Technician
Norris Canyon Vet Med Ctr (currently Bishop Ranch)
05.1995 - 03.1998
Bachelor of Science - Biology
California State University
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