Open To Work
Meri Catherine Small
Director, Sales & Business Development
Louisville,KY
Summary
Sales leader with proven ability to drive revenue growth and enhance team performance. Expertise in sales strategy, client relationship management, and market analysis. Strong focus on teamwork, adaptability, and achieving results. Known for leadership, communication, and problem-solving skills.
Overview
10
10
years of professional experience
1
1
Certification
Work History
Director, Sales & Business Development
Vetamac Group
08.2023 - Current
- Developed and executed comprehensive sales strategies to drive revenue growth across multiple product lines.
- Led cross-functional teams in implementing innovative sales initiatives that enhanced customer engagement and retention.
- Analyzed market trends and competitor activities to inform strategic decision-making and optimize sales performance.
- Established robust relationships with key clients, fostering loyalty and increasing repeat business opportunities.
- Mentored and trained sales team members, enhancing their skills in consultative selling techniques and product knowledge.
- Collaborated with marketing teams to align campaigns with sales objectives, boosting lead generation effectiveness.
- Developed high-performing sales teams through targeted recruitment, training, mentoring, and coaching activities.
- Analyzed market trends to identify opportunities for product expansion, leading to increased revenue streams.
- Managed complex negotiations with key accounts resulting in long-term contracts that bolstered annual revenue figures significantly.
Manager of Sales Operations
Avante Health Solutions, Animal Health Division
01.2023 - 08.2023
- Developed and implemented sales operation strategies to enhance overall efficiency and productivity.
- Led cross-functional teams to streamline processes, improving collaboration between sales and operational departments.
- Analyzed sales performance data to identify trends and inform strategic decision-making for revenue growth.
- Leveraged CRM data to format a new tracking process for sales order management (order-to-cash) and inventory management.
- Used DMAIC and Lean Six Sigma strategies to identify, develop and execute process and procedure improvement initiatives.
- Monitored internal processes to coordinate customer communication and optimize customer satisfaction and retention.
- Created and documented processes and procedures to assign and implement KPIs
- Developed and implemented sales operation strategies to enhance overall efficiency and productivity.
National Account Executive
Avante Health Solutions, Animal Health Division
03.2017 - 12.2022
- Lead efforts to increase national business through negotiation, product implementation, and account management of over 3,300 accounts monthly, consistently exceeding all budgeted sales goals as a result of strategic sales planning.
- Assist the current Vice President with AOP, including optimizing operational costs by conducting cost-benefit analyses, executing competitive analyses, monitoring vendor performance, tracking ROI, and data gathering.
- Led negotiations with clients, securing favorable terms and ensuring long-term partnerships.
- Collaborated with cross-functional teams to enhance product offerings and customer satisfaction.
- Conducted regular business reviews with clients, fostering transparency and trust in partnerships.
- Collaborate with senior leadership to develop an aggressive business plan and pricing strategy, grow the corporate customer base 10%+ YOY.
- Delivered exceptional customer service, addressing concerns and ensuring satisfaction throughout all stages of the sales process.
Pharmacist Technician
The Kroger Co.
01.2011 - 01.2017
- Expertly reduced inventory by $190,000 over a period of 6 months using inventory management theories to the forecasts inventory level
- Contributed to meetings to exchange ideas, discuss market conditions, selling tactics, and provided feedback to Sales Leadership/management
- Assisted pharmacists in preparing and dispensing medications, ensuring accuracy and compliance with regulations.
- Managed inventory levels, conducting regular audits to maintain optimal stock and minimize waste.
- Collaborated with healthcare providers to resolve medication-related issues and enhance patient care.
- Implemented process improvements that streamlined workflow and reduced prescription turnaround time.
Education
Bachelor of Science - Healthcare Administration
Western Kentucky University
Bowling Green, KY12-2015
Skills
- Direction and Development
- Strategic Sales Planning
- Contract Negotiations
- Documentation and Reporting
- Business Development
- Training and Staff Development
- Revenue Growth
- Pipeline Development
- Client Relationship Management
Accomplishments
- Grew direct sales by 21% YoY through targeted outreach, streamlined sales operations, and cultivating strategic partnerships.
- Increased capital equipment sales by 10% YoY, contributing to overall product line growth and market penetration.
- Acquired 10% growth in new clients, expanding Vetamac's national footprint and strengthening brand recognition in the veterinary equipment and service industry.
- Built and scaled a high-performing sales team, recruiting and training top talent.
- Established a dedicated Customer Service Team, improving response times and boosting client satisfaction scores by 22%.
- Implemented CRM and sales tools, reducing lead response time by 60% and enhancing pipeline visibility.
Certification
- Lean Six Sigma, White Belt Certification - September 2023
Timeline
Director, Sales & Business Development
Vetamac Group
08.2023 - Current
Manager of Sales Operations
Avante Health Solutions, Animal Health Division
01.2023 - 08.2023
National Account Executive
Avante Health Solutions, Animal Health Division
03.2017 - 12.2022
Pharmacist Technician
The Kroger Co.
01.2011 - 01.2017
Bachelor of Science - Healthcare Administration
Western Kentucky University
INTERNSHIP EXPERIENCE
- CHILDREN'S HOSPITAL FOUNDATION
- Norton Healthcare | 2015
- Served as the Planning and Coordination Assistant for major fundraising events
- Spokesperson for numerous community events for the Children's Hospital Foundation and/or Norton Healthcare Foundation
- Kentuckiana Delegate for business-hospital partnerships for major event development
- CLINICAL EFFECTIVENESS AND QUALITY MGMT.
- Research Analyst using the DMAIC data-driven improvement cycle
- Leader of a committee consisting of 20+ employees in the DMAIC improvement cycle for patient safety
- Co-leader for implementation of a patient safety improvement plan that was executed system-wide