Kevin Thayer

Development of selling strategies in the Cold Chain market. Specifically focused on ULT and Cryogenic equipment sales ranging in size from a small undercounter to walk in freezer rooms. Collaborate with interdepartmental professionals such as marketing, engineering, product management and new product development. In a relatively short period of time, the specific growth targets for the US are on track to perform 30% greater than at plan performance. Partnering with key dealers, distributors and a personal network of contacts has positioned Haier as a supplier of choice for many large BioPharma and education institutions.

Key accomplishments include:

• Strengthened relationships with key clients, resulting in increased sales and customer satisfaction.
• Launched new products successfully into the North American market, meeting or exceeding initial projections.
• Fostered collaboration between cross-functional teams to ensure seamless delivery of products and services.
• Achieved sales goals and service targets by cultivating and securing new customer relationships.

Responsible for sales management across North America. Successfully developed and deployed strategies designed to grow market share across the entire product portfolio. Strategies yielded a 310% increase in sales vs. prior year. Work to ensure that all cross functional departments are working towards a common goal. Successfully aided in the brokerage and sale of Stirling Ultracold to BioLife in early 2021. Expanded and developed sales team from 6 Regional Sales Directors to 18 in just under two years. Cultivated distribution relationships expanding the product distribution network in the US and Canada. Developed key customer relationships with the largest BioPharma customers in North America. Created first in class service and warranty department responsible for managing fleets of ULT freezers. Created a consumer experience strategy, deemed “highly effective” strategy that has resulted in improved customer service and a referral program for customers and an increase of 215% in customer satisfaction rating. Worked closely with Board of Directors to develop and implement cascade objectives and growth initiatives for the entire organization.

Mountain States Region Sales Executive responsible for the Healthcare Market segment. Successfully increased Top line revenue by 16% and GM by 9% for region by selling services and products within the McKesson portfolio. Extensive travel working with 6 sales representatives across the Mtn. States Region. Oversee and assist sales representatives with agreement and contract negotiation, consultative selling skills and the development of strategic partnerships designed for leveraging additional market share.

Accomplishments

Successfully presented too and converted many accounts considered as "competitor strong hold's" to McKesson Pharmaceutical key accounts. Increased 2014 regional market share by 13%, Regional Gross Margin increase of 5.2% and sales volume increase of 26% for mountain states. Successfully executed contracts with strategic accounts such as University of Colorado, Pharmatech, Shopko, and many other specific market leaders in major Mountain States metropolitan areas.

Skills Used

I have developed many sales strategies and best practices throughout my career. I attribute my success as a sales professional to many experienced and knowledgeable leaders that have contributed to my personal development. I have experienced numerous challenges and rewards that have afforded the opportunity to develop my own unique and personal selling strategies and skills. I attribute the majority share of my success to the Karrass negotiation training, Six Sigma development courses and Corporate Executive Board sales strategy seminars I have participated in. I believe that any organization can benefit from and realize an increase in market share by leveraging the experience, training, sales philosophy and methods I have applied throughout my career. My skills and strategies will certainly yield the competitive advantage and profitability every organization strives to obtain in today's global market environment.

lead Western United States Manufacturing Segment. Responsible for the management of VWR marketing team and Western manufacturing field sales team. Marketing staff report a variety of marketing data including, brand development index, Market penetration, market share analysis, gross rating point and Click-through rate associated with web marketing and social media channels. Utilize market data to develop and create new and innovative marketing strategies applicable to the manufacturing segment. Present strategies, implementation plan and budgetary requirements to C level management. Tasked with aligning VWR product portfolio with the requirements of manufacturing and product development for customers. Marketing and Sales areas of expertise and focus in this role are Semiconductor, Medical Device, Government Contracts and Agricultural Genetic Engineering. Accountable for regional sales performance growth target, forecasting, management, development, coaching and training for the Manufacturing field sales team. Expansion and application of customer valued solutions designed to increase market share. Drive VWR sales through contractual agreements, regional segment procurement agreements and partner with internal project management and implementation teams. Management of internal projects in the areas of product development and acceleration of brand equity. Additional projects include LEAN manufacturing, 5S programs, and Six-Sigma consultation. Responsible for identifying profitability models and cost benefit analysis tied to product mix and marketing ROI to VWR Board and Stakeholders.