Years of Training Experience
Mark Schuller
Sales Training Leadership
Roanoke,TX
Summary
As a highly experienced Senior Director in Sales Training and Development, I possess a versatile skill set that spans various areas of healthcare, including laboratory diagnostics and value-based healthcare. I specialize in using innovative learning strategies to drive desired outcomes and sales growth. Over the course of my 18-year career as a training professional, I have developed customized group and individualized approaches that offer compelling professional development opportunities. Additionally, I leverage data to continuously improve targeted training and implementation, which leads to maximum results.
Overview
18
18
Work History
Sr. Director of Sales Training & Development
Vytalize Health
Hoboken, NJ
02.2023 - Current
- Developed a Digital Sales Playbook, which included creating engaging learning materials such as videos, interactive courses, and presentations.
- Created onboarding plans to expedite new hires' acclimation to products, services, and processes.
- I regularly monitored the progress of trainees to identify areas that needed improvement or additional coaching.
- Weekly team meetings conducted to review sales progress and discuss opportunities.
- Collaborated with the corporate marketing team to provide up-to-date product information, improving the sales team's product knowledge.
- Developed reports and dashboards in Salesforce for tracking key metrics, while also providing training on Salesforce from prospecting to closing deals.
Sr. Director of Commercial Training & Development
BioReference Laboratories
Elmwood Park, NJ
05.2021 - Current
- Designed and implemented a comprehensive process to improve the onboarding experience for new employees.
- Analyzed the training needs of each department and created new training programs based on data-driven insights.
- Enhances employee knowledge, engagement, satisfaction, and performance through planning and leading staff development training programs.
- Develops self-paced and self-directed training courses to diversify learning opportunities for employees.
- Implemented tools to evaluate training effectiveness and identify additional learning opportunities.
- Manages training calendar, including course plans, spaces, and rotations for departments.
- Effectively mentors and trains instructors and supervisors on techniques for managing employees.
Instructional Designer & Sales Trainer
Thermo Fisher Scientific
Kalamazoo, MI
05.2019 - 05.2021
- Created the Digital Sales Training Playbook to consolidate all learning material and improve the learner experience while developing and improving curricula and course formats.
- Became a certified user of Qualtrics software and designed evaluation and survey tools to monitor and improve the effectiveness of training programs.
- As LMS administrator, I selected and implemented a learning management system (LMS) for the division and provided live virtual training to simplify the transition to the new system.
- Virtually facilitated training for all sales teams on Salesforce.com and developed 24 video-narrated modules for a blended learning approach.
- Demonstrates proficiency with various training development software such as Articulate 360, Brainshark, Adobe Captivate, Camtasia, and Easygenerator.
- During the pandemic, I provided virtual sales training to optimize prospecting and customer discussions that increased appointments and sales.
- Collaborated with marketing to successfully launch a new digital tool (Showpad) for sharing resources with customers and was lead for all live training sessions.
- Selected as a Global Culture Journey Ambassador and reinforced the organization's fundamental beliefs and provided Culture Journey workshops for new people joining the organization.
National Sales Training Manager
Quest Diagnostics
Secaucus, NJ
06.2014 - 04.2019
- Assessed and analyzed sales team performance to determine areas of weakness and areas of strength.
- Evaluated performance and provided individual coaching, tools, and feedback for sales executives in various medical fields, including Cardiovascular, Oncology, Molecular Oncology, Dermatology, Neurology, Women's Health, Infectious Disease, Prescription Drug Monitoring, and Hospital sales.
- Frequently selected to lead workshops on Integrity Selling for joint ventures and acquisitions, such as Sonora Quest, Mid-America Clinical Labs, CompuNet, and Medfusion.
- Managed vendor relationship with Integrity Solutions for sales methodology training materials, including content refresh and program branding.
- Conducted workshops on performance development, business goal setting, short sales call impact, sales leadership coaching, executive presentation skills, and change management.
- Mentored and coached colleagues on creating training objectives, designing content, applying adult learning principles, and facilitating classroom sessions.
Strategic Account Executive & Specialty Sales
Quest Diagnostics
Secaucus, NJ
06.2006 - 06.2014
- As the Strategic Account Executive, I was responsible for overseeing key account relationships by gaining an in-depth understanding of client needs and interacting directly with key clients.
- As a Genomic and Esoteric Testing Specialist, I cultivated and developed customer relationships to enable sustained revenue growth for seven consecutive years.
- Employed consultative sales strategies to overcome client objections and maximize sales activity effectively.
- Implemented an effective methodology to identify growth opportunities, shared target accounts with all districts in the region, and trained peers on innovative targeting processes.
- Awarded Sales Excellence Awards multiple times for top growth regionally and nationally, both annually and quarterly.
- Frequently presented on "Why Quest Diagnostics for Genetics" at customer dinner events.
- Multiple times, I represented the sales team as a "Champion" to develop marketing strategies for new testing options.
Education
Bachelor of Science - Medical Technology/Business Administration
Wayland Baptist University
Plainview, TXGraduate Hours (45) Completed - Business Administration
Midwestern State University
Wichita Falls, TXSkills
- Goal Oriented
- Strategic Thinker
- Skilled Presenter
- Talent Development
- Sales Methodologies
- Data Analytics
- Sales Coaching
- Instructional Design
- Leadership Development
- Learning Management Systems
Certification
- Gallup-Certified CliftonStrengths Coach
- Certified Integrity Selling Trainer, Integrity Solutions
- Certified Professional Selling Skills Trainer, Miller Heiman Group
- Certified Strategic Selling with Perspective Trainer, Miller Heiman Group
- Train the Trainer Certification, Xavier Leadership Center
- Adult Learning Principles, Association for Talent Development
- Professional Member of the Association for Talent Development
- Certified Practitioner Personality Profile Analysis (DISC), Thomas International
Additional Relevant Experience
Sales Executive - Baxter Healthcare/Sysmex Corporation of America
- Multi-year Presidents Club Winner
- Expertise in workflow analysis for justification of automated systems in laboratories
- Guest speaker at Duke University on "Laboratory Automation" and "Trends in Point of Care Testing"
- Delivered presentation skills and sales force automation training at national meetings
Laboratory Manager - Children's Medical Center, Dallas, TX
- Mentored and coached 25 direct reports to high performance
- Rated as far exceeds expectations during all performance evaluations
- Project manager and super-user for Cerner Millenium laboratory information system
- Developed systems to monitor and document competency, resulting in improved performance
Military Experience
- Served twelve years in U.S. Air Force
- Instructor Supervisor, Medical Technology - School of Health Care Sciences
- Demonstrates situational leadership with a team of nine technical training instructors
- Awarded Air Education and Training Command Master Instructor Badge
- Promoted to Staff Sergeant, Technical Sergeant, and Master Sergeant first-time eligible
- Honor Graduate Non-Commissioned Officer Leadership School and Academy
- Airman of the Year, Non-Commissioned Officer of the Year, and Instructor of the Year
- Honor Graduate, Medical Laboratory Specialist Training Program
Timeline
Sr. Director of Sales Training & Development
Vytalize Health
02.2023 - Current
Sr. Director of Commercial Training & Development
BioReference Laboratories
05.2021 - Current
Instructional Designer & Sales Trainer
Thermo Fisher Scientific
05.2019 - 05.2021
National Sales Training Manager
Quest Diagnostics
06.2014 - 04.2019
Strategic Account Executive & Specialty Sales
Quest Diagnostics
06.2006 - 06.2014
Bachelor of Science - Medical Technology/Business Administration
Wayland Baptist University
Graduate Hours (45) Completed - Business Administration
Midwestern State University
- Gallup-Certified CliftonStrengths Coach
- Certified Integrity Selling Trainer, Integrity Solutions
- Certified Professional Selling Skills Trainer, Miller Heiman Group
- Certified Strategic Selling with Perspective Trainer, Miller Heiman Group
- Train the Trainer Certification, Xavier Leadership Center
- Adult Learning Principles, Association for Talent Development
- Professional Member with the Association for Talent Development
- Certified Practitioner Personality Profile Analysis, Thomas International
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