Mark Richards
Reading,MA
Summary
Highly motivated Regional Sales Manager with talent to drive team spirit and morale while promoting sales techniques and methods. Effective leader with pleasant personality and commitment to build successful teams. With 20 years of medical device and pharmaceutical experience, a passion for selling, leading by example, doing what is best for the company and growing market share. Commitment to the craft of selling and a passion for driving business in a personal and professional manner.
Overview
24
24
years of professional experience
Work History
Regional Sales Manager
Ferno EMS
06.2020 - Current
- Expanded market share within region by identifying growth opportunities and driving new business.
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Increased regional sales by implementing strategic marketing plans and nurturing key client relationships.
- Developed a successful sales team through rigorous coaching, performance management, and ongoing training.
- Organized regular in-person and virtual sales meetings, providing comprehensive updates on market trends, competitor analysis, and new product developments.
- Generated sales reports and forecasts to analyze performance and track progress.
- Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
- Coached sales associates in product specifications, sales incentives, and selling techniques, significantly decreasing long sales cycles.
- Managed team of 6-10 regional sales representatives and consistently achieved high sales targets.
Regional Sales Specialist
Ferno EMS
12.2017 - Current
- Selling EMS and rescue medical devices into both the private and public sectors.
- Product lines include stretchers, stair chairs, tactical rescue, immobilization, ambulance systems, cardiac monitors, mechanical CPR and more.
- Enhanced customer satisfaction through prompt resolution of issues and regular communication.
- Expanded market share by identifying new business opportunities and establishing strategic partnerships.
Account Manager
Philips Respironics
11.2010 - 08.2017
- Sold home medical and capital equipment to durable medical equipment companies, hospitals, sleep labs, and physicians.
- Primary product lines included; sleep therapy, oxygen, ventilators, diagnostic testing equipment and patient interfaces.
- Covered Maine, New Hampshire and Vermont territory.
- Yearly quota exceeded $9 million.
- 5 time quota achiever.
Account Manager - Midwest
Hocoma Inc.
02.2008 - 02.2010
- Sold robotic capital equipment to rehabilitation specialists including, physical therapists, occupational therapists, physiatrist's and neurologists.
- Products price points ranged from $50K to $1.2 million.
- Other duties included heading up the marketing department for the United States.
- Responsible for planning and implementing conferences, trade shows and symposiums.
Territory Sales Specialist
Rhytec Inc.
03.2006 - 02.2008
- Sold high end aesthetic medical devices to plastic surgeons, dermatologists and non-core physicians.
- Plasma resurfacing device for the face and body.
- Duties included training both Physicians and staff, patient teaching and marketing direction.
Reconstructive Specialist / Field Sales Trainer
Integra LifeSciences Corp.
08.2004 - 03.2006
- Sold medical devices to plastic surgeons, orthopedic surgeons, surgical podiatrists and general surgeons.
- Product lines included; plates and screws, Integra Artificial Skin, peripheral nerve guides, plastic surgery instruments and disposables.
- Provided technical help to surgeons and staff during surgery.
- Trained new representatives on products, administration, sales techniques and OR protocol.
- Covered New England territory.
Northeast Account Manager
Cook Vascular Inc.
06.2003 - 08.2004
- Sold medical devices to cardiothoracic surgeons, electrophysiologists, plastic surgeons and general surgeons.
- Product lines include; pacemakers lead extraction, implantable doppler, ports and introducer's.
- Covered large territory from New York City to Maine.
Sales Representative / District Trainer
Schering-Plough
10.2000 - 06.2003
- Was responsible for selling allergy and respiratory pharmaceuticals to healthcare professionals.
- Developed and maintained all contacts to effectively drive sales within territory.
- Acted as district trainer and responsible for product, computer and compliance training for all new employees.
Education
B.S. in Communications / Public Relations -
Salem State College
Salem, MA01.1999
Skills
Sales Leadership
Customer Service
Strategic Planning
Business development and planning
Relationship selling
Training and mentoring
Partnership Development
Accomplishments
2023 Sales Manager of the Year - 122%
2023 Mark of Excellence Award - 110%
Representative of the Month x 3
2021 Presidents Club
2021 Top Dollar Award - $3.3 million booked
2022 Manager Recognition Award for Dedication
2019 Quota Achiever - 107%
2019 Segment Award - Most Power X1 Sales
Certifications & Training
- Worked full-time as Clinical Assistant at Winchester Hospital while attending college.
- Trained EKG tech, phlebotomist, and nurses aide.
- Trained in Operating Room Protocol.
- Dimensions of Professional Selling sales development program (Carew) 2007.
- Miller Heiman Strategic Sales training course 2009.
- Zig Ziglar training course 2012.
- Karrass sales training 2015.
- Action Selling 2017.
- Ian Koniak Sales Coaching - 2021
Timeline
Regional Sales Manager
Ferno EMS
06.2020 - Current
Regional Sales Specialist
Ferno EMS
12.2017 - Current
Account Manager
Philips Respironics
11.2010 - 08.2017
Account Manager - Midwest
Hocoma Inc.
02.2008 - 02.2010
Territory Sales Specialist
Rhytec Inc.
03.2006 - 02.2008
Reconstructive Specialist / Field Sales Trainer
Integra LifeSciences Corp.
08.2004 - 03.2006
Northeast Account Manager
Cook Vascular Inc.
06.2003 - 08.2004
Sales Representative / District Trainer
Schering-Plough
10.2000 - 06.2003
B.S. in Communications / Public Relations -
Salem State College
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