Lourdes Velasco

-Achieving established revenue growth expectations for dental practices within the assigned territory

-Utilize territory reports to identify emerging trends and strategize accordingly

-Full understanding of the science and clinical significance behind the Sonicare power toothbrush, Zoom Whitening, and Oral Care products

-Act as a resource to focus on growing and developing existing customers.

-Primary responsibilities include driving professional product usage, brand recommendations (MOR, Most Often Recommended), and meeting/exceeding direct sales targets

-Builds strong strategic consultative sales partnerships with Dental Professional stakeholders including Specialists, Dentists, Dental Hygienists, Dental Assistants, and Dental Team Members

-Organizing territory to allow for efficient and effective coverage of all dental professional offices within the territory geography

Measurable Highlights: Regional Sales Representative of the year 2023 -New hire trainer and mentor 2024

- Develop superior product and disease state knowledge and effectively educate and engage healthcare professionals in dialogue about clinical evidence, approved indications, and product efficacy/safety profiles to support on-label prescribing for appropriate patients

-Function independently with a high degree of sales proficiency to drive sales performance and ensure sales forecasts and assigned budgets meet territory expectations

- Maintain in-depth knowledge of market, demographic, and managed care information relative to my assigned sales territory. Work with my Regional Sales Director and District Sales Manager to develop a local strategy and business plan to generate recognizable sales increases in my territory.

- Capitalize on formulary approvals and other opportunities through effective implementation of the Strategic Targeting Plans by using a wide variety of promotional, personnel resources and analytical tools to maximize effectiveness in assigned sales territory, based on local assessment of customer needs.

- Partner with other Pharmaceutical Sales Specialists around common objectives to coordinate selling efforts. Use of Veeva, Matrix and Insight

- B2B consultative selling of Colgate Professional Oral Health products

-Managed a territory and account database of 500+ existing and non-customer dental practices and continuously delivered business growth by achieving quarterly and annual goal targets

-Drive territory/product expansion by actively seeking out new business opportunities

- Strategic ability to analyze sales data and customer needs to continually access areas of opportunity trends and call activity

-Partner with accounts to ensure product utilization, marketing, promotional efforts, etc.

-Conducted educational presentations at conventions, seminars, local associations and professional meetings

-Partnered with dealer channels to secure commercial initiative growth sales and drive brand awareness

-Spearheaded implementation of the “Road Warrior” application to optimize territory efficiency, coverage and call direction strategies

Measurable Highlights:

-Circle of achievement award 2016

-New Hire trainer 2015-2021

-FY Q3 2021 Home Fluoride 107% vs quota/ Office Fluoride 125% vs. quota/ Manual TB 115% vs. quota

-FY 2019 – California Dental Association Tradeshow, placed 1st by independently selling worth of Optic White products $45,000

Salon Professional (WELLA) Oral Care (Crest & Oral B)

-Collaborated with Brand Managers to develop strategies and marketing material for the power Ortho Essentials program.

-Act as a resource to focus on growing and developing existing customers.

-Drive territory/product expansion by actively seeking out new business opportunities

-Help set goals and strategic direction for practice.

-Train accounts on product knowledge, sell-through, product management, and efficacy.

Measurable Highlights:

o FY11/12 as the #1 ranked team nationally, individually ranked #2 at 107%, power vs quota 108%, White-Strips vs quota and total NOS at 101%

o FY 11/12 – California Dental Association Tradeshow, placed 2nd by independently selling $79,000

o FY 12/12 - 142.5% power vs quota, ranked in the top 10 nationally

o FY 11/13- Ranked top 10 in three company sales contests; Power (5th) Paste (8th) & White-Strips (4th) which contributed to a 1st place finish for the district o Telemarketing Day Contest, placed 1st with $18,200 incremental revenue

o FY 12/13 – California Dental Association Tradeshow, placed 1st independently selling $65,000

Awards:

o Power of You – Roll out Business Management Tool 2011

o Power of You – Top Performer Tradeshow 2012 -Power of You – National Training Workshop 2013

o Powerful Performer Award – Building Team and Organizational Capacity 2012

o Power of You – Peer Training 2013