Marcello Luna
Account Manager
Franklin,WI
Summary
Experienced senior sales manager seeking new opportunity in a progressive and growing distribution organization. Highly motivated and service-focused partner with a passion for growing business through marketing, product education, and personal relationships. Detail-oriented strategic planner with the ability to drive timely, measurable results for any growth-minded organization. Objective is to inspire teams to innovate and deliver products and services that 'wow' customers and increase bottom-line business value.
Overview
18
18
years of professional experience
Work History
Account Manager (Wound Reconstruction, Nerve & Tendon, Sports Medicine)
G&M Medical
02.2024 - Current
- Joined this small WI Distributor as a 1099 employee while waiting out non-compete which expires in November 2024
- Mentored, coached, and trained young sales associates
- Increased their monthly revenue by shortening sales cycles and improving efficiencies in the field
- Recognized and capitalized on new opportunities, laying foundations for future growth and revenue streams.
Account Manager (Wound Reconstruction, Nerve & Tendon, Amniotic Tissue)
Integra Life Sciences Corp.
10.2019 - 12.2023
- Rejuvenated underperforming territory, by tapping into all market segments, including Orthopedics and Podiatry
- Quickly built relationships with Hospital surgeons, managers, and staff
- Streamlined internal processes for better efficiency in account management tasks.
- Maintained high client retention rate by providing exceptional customer service and anticipating client needs.
- Successfully initiated sales cycle while building knowledge base on Integra products and lines
- Worked closely with leadership team to understand and implement company directives in territory
- Drove revenue growth by identifying new business opportunities within existing accounts.
Southeast Regional Sales Manager (Sports Medicine, Foot and Ankle, Biologics)
ZBWisco, Inc.
07.2019 - 10.2019
- Responsible for all Sports, Foot and Ankle, and Biologic sales in Southeastern Wisconsin
- Oversee and support 20 sales professionals within the territory
- Coordinate distribution operations and activities
- Designed and presented go-to-market sales strategy for product portfolio
- Recommended industry best practice for Surgeon Training Facility
- Facilitated the construction and completion of Surgeon Training facility
- Implemented sales strategy and realized $250K of new business.
Senior Sales Representative
Great Lakes Orthopedics (Formerly R&M Distributing)
01.2007 - 06.2019
- Grew sales territory from .5M to 3.5M
- Awarded Arthrex Sales Excellence Awards six times
- Interface daily with orthopedic, general, plastic, maxillofacial, and neuro surgeons
- Manage large product portfolio - Sports Medicine, Arthroplasty, Trauma, Video, Small Bone, Biologics
- Develop weekly strategic and tactical sales plans and strategies for team and self
- Manage current customers while forming new and meaningful relationships with future customers
- Draft and present proposals for hospital administrators
- Regularly instruct surgeons in cadaveric labs on new surgical techniques and products
- Hire, train, and mentor new sales associates.
- Maintained routine communication with clients to assess overall satisfaction, resolve complaints, and promote new offerings.
Education
Bachelor of Arts - Business with emphasis in Human Resources
Cardinal Stritch University
Milwaukee, WI12.1998
Skills
- Business Analysis and Reporting
- Problem-solving abilities
- Employee Coaching and Mentoring
- Team building
- Team Leadership
- Strategic Planning
- Negotiation
- Salesforce Management
Workcompetencies
- Trusted advisor with extensive operating room experience in managing complex surgical procedures
- Impeccable communication skills both in and outside the operating room
- Highly accomplished in assessing problems and providing immediate solutions in stressful environments
- Mechanically inclined
- Strong leadership abilities to inspire others to succeed
- Detail oriented in product presentations and demonstrations
- Medical education specialist in cadaveric labs
Timeline
Account Manager (Wound Reconstruction, Nerve & Tendon, Sports Medicine)
G&M Medical
02.2024 - Current
Account Manager (Wound Reconstruction, Nerve & Tendon, Amniotic Tissue)
Integra Life Sciences Corp.
10.2019 - 12.2023
Southeast Regional Sales Manager (Sports Medicine, Foot and Ankle, Biologics)
ZBWisco, Inc.
07.2019 - 10.2019
Senior Sales Representative
Great Lakes Orthopedics (Formerly R&M Distributing)
01.2007 - 06.2019
Bachelor of Arts - Business with emphasis in Human Resources
Cardinal Stritch University
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