Summary
Overview
Work History
Education
Skills
Leadership Experience
Timeline
Generic

Mark Phillips

US

Summary

Results-driven sales professional with ten years in veterinary, pharmaceutical, and medical device industries. Notable achievement includes a 20% sales growth at GSK, recognized with President's Club status in 2024. Proficient in negotiation and strategic planning, fostering strong client partnerships for sustained success.

Overview

20
20
years of professional experience

Work History

Veterinary Account Executive

Covetrus
01.2023 - Current
  • Mastered strategic account planning and pioneered innovative market entry tactics, successfully promoting and selling Covetrus VetSuite to independent veterinary practices. This approach significantly expanded the client base and enhanced market penetration, achieving remarkable results within the first year.
  • Collaborated closely with both account managers and virtual account managers to develop and implement tailored sales strategies, leveraging advanced, solution-oriented selling techniques. This collaboration led to the successful closure of 40 vet suites in Q4 alone, culminating in a total of 100 successful deals throughout the year and significantly surpassing annual sales targets.
  • Leveraged an entrepreneurial mindset throughout 2024 to drive outstanding regional sales achievements, consistently surpassing quarterly goals and setting new standards of success for the team.
  • Actively engaged with key buying groups, including VMG and PSI, throughout the year to promote and sell Pulse and Covetrus Online Pharmacy. By optimizing procurement processes and enhancing service efficiency, successfully sold Pulse and Covetrus Online Pharmacy to these groups in less than a year.
  • Navigated the veterinary landscape to understand client needs and market shifts, ensuring timely adjustments and effective communication strategies.

Veterinary Senior Territory Manager

Hill's Pet Nutrition
01.2016 - 01.2023
  • Orchestrated a strategic overhaul that revitalized a previously underperforming dermatology product line, culminating in a remarkable 120% increase in sales volume within its first year on the market.
  • Utilized data analytics and market research to identify and capitalize on opportunities for increasing diabetes product sales within the region. Led a comprehensive, data-driven marketing campaign, boosting market share from 58% to 71%.
  • Recognition for consistently surpassing sales targets led to induction into the prestigious Circle of Excellence 2019.
  • Utilized SMART objectives and data analytics to devise effective pre-call plans, driving 15% sales growth for a new weight product in Q1 of 2020.
  • Led a cross-functional fit team in implementing new features to streamline and enhance the effectiveness of our CRM tool. Monitored project progress, addressed challenges, and maintained regular communication, resulting in a significantly improved overall functionality.

Specialty Sales Rep

GSK
01.2013 - 01.2016
  • Created and executed quarterly territory business plans with measurable KPIs, influencing account behavior and improving formulary access in two major community oncology groups.
  • Excelled in translating complex medical concepts into accessible information, strengthening healthcare provider relationships, boosting their prescribing confidence, and markedly enhancing patient health outcomes.
  • Crafted and executed a rigorously tailored territory business plan, achieving and surpassing sales targets by 20% in 2015, demonstrating a strong ability to forecast, adapt, and thrive in a competitive market.
  • Monitored drug purchasing behavior across outpatient infusion centers and GPOs, uncovering a key account's underutilization due to reimbursement concerns; worked with field reimbursement and access teams to resolve, resulting in $1.2M in new revenue.
  • Achieved recognition as the winner of the annual President's Club for 2024, placing in the top 5% of the national salesforce, and earned the Quarterly Pinnacle Award twice (Q1 2014, Q3 2015) for outstanding performance and results.
  • Shared actionable insights across the regional team that helped drive uptake in a neighboring territory, contributing to a national award for top-performing district.

Regional Capital Sales Manager

Orbit Medical
01.2010 - 01.2013
  • Demonstrated exceptional leadership and management skills in guiding and motivating a team of 10 high-performing Sales Representatives, surpassing sales targets and meeting key performance indicators.
  • Strategically targeted healthcare providers and payers, expanding product offerings and positioning company as a technology and healthcare pioneer.

Account Manager

DATAMAX
Irving, TX
01.2005 - 12.2009
  • Company Overview: Irving, TX
  • Demonstrated Success in New Business Acquisition: Effectively expanded the client base and boosted revenue through strategic prospecting and skilled cold-calling, showcasing robust communication abilities and a sharp aptitude for identifying and seizing new business opportunities.
  • Skillfully crafted and tailored pitches to address specific client needs, contributing to my achievement of President's Club awards in both 2006 and 2007.
  • Designed and Executed a Bill-Back Strategy based on after-sale training and support services that bolstered customer engagement. The bill-back fees from these services accounted for up to 10% of total sale revenue, adding a valuable revenue stream and enhancing customer satisfaction through added service value.
  • Irving, TX

Education

Bachelor of Science - Business Administration - Specialization in Sales Management

University
01.1996

Skills

  • Business Acumen
  • Capital Equipment
  • Challenger Sales Expertise
  • Communication and Presentation Skills
  • Consultative and Challenger Sales Methodologies
  • CRM
  • Data Analytics
  • Dermatology
  • Diabetes
  • Entrepreneurial Mindset
  • Leadership and Team Management
  • Market Research
  • Medical Devices
  • Project Management
  • Sales Performance
  • Specialization in Sales Management
  • Strategic Problem-Solving
  • Telemedicine Solutions
  • Medical Sales
  • Product Promotion
  • Drive Sales

Leadership Experience

  • Black Professional ERG, Coordinator, Led a team of professionals in community service initiatives., Designed and enforced a framework for annual donations and leadership rotation, ensuring ongoing community support.
  • Church Volunteer, Volunteer, Participated in and organized community outreach events and programs through a faith-based approach.
  • Phillips Investments, Mentor to Young Men, Mentored young men, fostering personal and career development along with strong ethical values.

Timeline

Veterinary Account Executive

Covetrus
01.2023 - Current

Veterinary Senior Territory Manager

Hill's Pet Nutrition
01.2016 - 01.2023

Specialty Sales Rep

GSK
01.2013 - 01.2016

Regional Capital Sales Manager

Orbit Medical
01.2010 - 01.2013

Account Manager

DATAMAX
01.2005 - 12.2009

Bachelor of Science - Business Administration - Specialization in Sales Management

University

Similar Profiles

CREATE PROFILE
Mark Phillips