Summary
Overview
Work History
Education
Skills
Timeline
Generic

KRISTY L. OLTROGGE

Charlotte,NC

Summary

Award winning Leader specializing in business development. Consistently exceeding sales goals with an entrepreneurial spirit selling into the Executive levels of Healthcare Markets. Skilled in leading Cross functional teams, Corporate Account Management, Contract Negotiation & Competitive takeaways. Excellent Business development track record developing regions into double digit growth territories.

Overview

28
28
years of professional experience

Work History

Regional Account Manager

Bioventus
02.2018 - Current
  • Develop Regional Account Manager role throughout North Central Region.
  • Collaborate with Sales Teams and Directors of Sales to close key accounts within their geography.
  • Responsible for sales growth throughout 14 states in North Central region.
  • Territory included ND, SD, NE, MN, IA, WI, IL, MI, IN, KY, OH, WV, VA, and western PA.
  • Growth of $900K, $2.9M and $5.3M, from 2018-2020.
  • President's Club award winner for 2020 performance.
  • Territory represented more than $22 million.
  • Start-up of Southeast Region in 2021.
  • Territory included FL, GA, NC, SC, AL, MS, AR, MO
  • Growth of $4.5M in first year.
  • Took responsibility for newly developed region in 2022.
  • Comprised of FL, GA, NC, SC, AL, MS, MI, TN, KY, OH.
  • Largest region in the country, responsible for growth to $60M in sales for 2023.
  • Key focus on IDN's and large independent Orthopedic practices.
  • Responsible for presentation and delivery of solutions, cost savings and efficiencies to key accounts.
  • Responsible for closing large business within region, along with my sales team and Director of Sales.
  • Continue to coach and mentor Sales Representatives new to the healthcare market and leading teams within regions to consistently exceed performance objectives.
  • Nominated to Bioventus Women in Leadership.

Vice President Corporate Accounts

Medline Industries Inc, Medline Industries, Inc
01.2014 - 01.2016
  • Based in Northfield, Illinois, Medline is the largest privately held manufacturer and distributor of medical supplies providing products, education and services across the continuum of care with offices in 20 different countries.
  • Accounts – Physician Office
  • Responsible for Physician Office market sales growth throughout 14 states in upper Midwest region.
  • Territory included ND, SD, NE, MN, IA, WI, IL, MI, IN, KY, OH, WV, VA, and western PA.
  • Territory represented more than $20 million of sales for medical supplies and equipment.
  • Achieved net sales YTD through October 2016 of $21.2M; increased net sales by 47% compared to previous year.
  • Increased profit by 59% compared to previous year
  • Focused on customers with annual sales over $500k.
  • Key focus on hospital owned physician offices, IDN's and large independent practices.
  • Responsible for presentation and delivery of solutions, cost savings and efficiencies to potential new customers
  • Responsible for closing large business within a region and rolling out structure and direction to Medline Management and Sales team.
  • Responsible for oversight of implementation with new customer partnerships.
  • Maintained key customer relationships throughout partnership
  • Developed and managed relationships with Medline VP's, Regional Managers, District Managers and Sales Representatives.
  • Created strategies to offer prospective customers in conjunction with Medline management and sales force throughout Medline's divisions, including but not limited to, Surgery Center, Home Health, and Acute care.
  • Set goals, expectations and strategic plans with Account managers and Sales representatives in order to win business in highly competitive accounts.
  • Independently sought out resources to quickly integrate into new role
  • Established relationships with key GPO partners
  • Gained experience coaching and mentoring Sales Representatives new to the healthcare market and leading teams within the region to consistently meet/exceed performance objectives.

Sales Consultant

Physician Sales and Service Inc, McKesson Corporation
01.1996 - 01.2014
  • McKesson is a leading provider of medical supplies and solutions, distribution services and clinical support.
  • Physician Office and Surgery Center
  • Responsible for Physician Office/Surgery Center market sales growth and management of customer base throughout greater Chicago area.
  • Responsible for condensed, highly populated geographic area comprised of over $4.5 million dollars in sales within Physician Office/Surgery Center classes of trade.
  • Grew territory from $200k in annual sales to over $4.5 million in annual sales.
  • Achieved yearly sales forecast representing 7-10% growth over prior year.
  • Earned CEO Roundtable Challenger status for ranking in top 5% of sales representatives.
  • Received “Gross Profit Dollar” award for exceeding $1M in profit.
  • Awarded trips to Kentucky Derby, Cancun, Aruba, New Zealand and Florida for sales achievements based on customer growth and key sales categories.
  • Effectively developed relationships at all levels within accounts for efficient and predictable sales cycle.
  • Developed relationships with key GPO partners and manufacturer representatives.
  • Developed and delivered sales presentations and proposals to Lab Directors, Physicians, Hospital organizations, Office Managers and C-suite Executives.
  • Educated internal staff (sales assistant) on key selling points and customer satisfaction techniques.
  • Participated in local and national distributor meetings to further develop key product and industry knowledge.
  • Managed accounts by developing promotions, contract pricing thru GPO partners and local vendor contracts thru manufacturing partners.

Education

B.A. - Communication

Texas A&M University
College Station, TX
1995

Skills

  • Collaboration
  • Communication
  • Relationship building
  • Negotiation
  • Result oriented
  • Closing business
  • Strategic thinking

Timeline

Regional Account Manager

Bioventus
02.2018 - Current

Vice President Corporate Accounts

Medline Industries Inc, Medline Industries, Inc
01.2014 - 01.2016

Sales Consultant

Physician Sales and Service Inc, McKesson Corporation
01.1996 - 01.2014

B.A. - Communication

Texas A&M University

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KRISTY L. OLTROGGE