Michael Alcaraz
Summary
Results-driven and accomplished sales professional with 20+ years of experience including 15 years of experience driving multi-million dollar growth within the Post-Acute market. I have a self sufficient hunter mentality which propelled me to consistently surpass sales targets. I possess a proven ability to collaborate with internal and external resources, fostering cohesive efforts and achievement of shared goals. Adept to building deep, value based connections with VP's and C-suite executives Also, an experienced sales leader committed to motivating others and offering extensive knowledge penetrating new territories and promoting products. Highly effective mentor driven to assess individual and group performance to implement improvements and set goals. Determined individual with background in establishing and nurturing lucrative partnerships.
Overview
15
15
years of professional experience
Work History
Post Acute Sales Rep
Medline Industries
01.2020 - 07.2023
- Responsible for driving Advanced Wound Care, Incontinence, Disposables, Capital, Therapy, EVS, and Software sales into LTAC, Post Acute SNF, Assisted Living, PACE Homecare and Hospice
- Developed and maintained comprehensive understanding of products, services and competitors to enhance sales presentations.
- Met with existing customers and prospects to discuss business needs and recommend optimal solutions.
- Developed and delivered engaging sales presentations to convey product benefits
- 2020 Quota Achiever 119% to goal, $1,225,000 sales growth
- 2020 Signed CEI PACE to a 2 year supply agreement, CEI has multiple locations and is responsible for 800 lives and generated $800,000 in new annual sales
- 2020 Signed 9 facility chain Buena Vista Healthcare to a 3 year supply agreement and generated $1,100,000 in new annual sales
- 2021 Quota Achiever 114% to goal
- 2021 Post Acute Division Sales Rep of the Year
- 2021 Signed 6 Facility group Flagstone to a 3 year supply agreement worth $1,000,000 in new annual sales
- 2021 became an approved vendor for Telecare which has over 50 behavior health facilities and generated over $300,000 in new business year one.
- 2022 Quota Achiever 100% to goal
- 2022 Signed Bay Area Healthcare LTAC to a 1 year supply agreement worth $1,200,000 in new annual sales
- 2022 Signed Stonebrook Healthcare to a 1 year supply agreement worth $250,000 in new annual sales
- 2023 Signed 5 Facility Chain Bellaken to a 2 year supply agreement worth $500,000
- 2023 Converted Advanced Wound Care at CEI PACE which will be $350,000 in new annual sales
District Sales Manager
Medline Industries
07.2017 - 12.2019
- Managed 4 sales reps across California and Idaho
- Devised strategies for retaining accounts, delivering polished sales presentations and promoting brands and products
- Recruited, interviewed, hired and managed performance
- Achieved sales goals and service targets by cultivating and securing new customer relationships
- Resolved problems with high-profile customers to maintain relationships and increase customer base
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning
- Called on Regional Nursing Home and Home Health / Hospice groups to secure multiyear supply agreements
- Prepared and delivered sales presentations to the C-suite
- 2017 Quota Achiever 101% to goal
- 2017 District Sales Achiever $650,000 GM growth
- 2017 Secured multiple LTAC locations worth $1,200,000 in new annual sales
- 2018 District Sales Achiever $1,200,000 in GM growth
- 2018 Secured 8 location Hospice Chain worth $1,500,00 in new annual sales
- 2019 Quota Achiever 107%
- 2019 District Sales Achiever $3,400,000 in GM growth
- 2019 Secured a 15 Facility Post Acute chain with 12 locations securing a 3 year supply agreement which is $2,000,000 in new annual sales
- 2019 Secured 10 Facility Post Acute chain with 9 locations worth $1,300,000 new annual sales
- 2019 Secured multiple 2-5 facility chains totaling $4,350,000 in new annual sales
Post Acute Sales / Field Sales Trainer
Medline Industries
02.2014 - 07.2017
- Field trained and mentored new sales representatives during their first year of employment
- Conducted field rides and gave performance evaluations 2 times per quarter
- Responsible for driving Advanced Wound Care, Incontinence, Disposables, Capital & EVS sales into LTAC, Post Acute, Assisted Living, Homecare and Hospice
- Field Trained four new sales reps and all were 100% quota achievers their first year
- 2014 Quota Achiever 121% to goal
- 2014 Pacific Northwest Division Rep of the Year
- 2014 First time $7 Million sales achiever
- 2015 Quota Achiever 100% to goal
- 2015 First time $8 Million sales achiever
- 2016 Quota Achiever 104% to goal
- 2016 Post Acute Promo Rep of the Year
Post Acute Care Sales Rep
Medline Industries
06.2008 - 02.2014
- Responsible for driving Advanced Wound Care, Incontinence, Disposables, Capital & EVS sales into LTAC, Post Acute, Assisted Living, Homecare and Hospice
- Developed and maintained comprehensive understanding of products, services and competitors to enhance sales presentations.
- Met with existing customers and prospects to discuss business needs and recommend optimal solutions.
- Developed and delivered engaging sales presentations to convey product benefits.
- 2009 Quota Achiever 102% to goal
- 2010 Quota Achiever 104% to goal
- 2011 Quota Achiever 113% to goal
- 2011 First time $5 Million Sales Achiever
- 2011 Pacific Northwest Division Rep of the Year
- 2012 Quota Achiever 102% to goal
- 2013 Quota Achiever 101% to goal
- 2013 First time $6 Million Sales Achiever
Education
Bachelor of Arts - Journalism
University of Nevada Reno
Reno, NV05.2003
Skills
- Customer Retention Abilities
- Product Merchandising and Distribution
- Problem-Solving Strengths
- Product Management and Pricing
- Post-Sales Support
- Sales Expertise
- Inside and Outside Sales
- Prospecting Skills
- New Business Opportunities
- Consultative Selling Techniques
- Training and Development
- Profit Target Achievement
- Key Account Generation
- Verbal and Written Communication
- Coaching and Mentoring
- Business Development and Planning
- Goals and Performance
- Team Oversight
- Sales Presentation
- Consultative Selling
- Sales Quota Management
- Performance Management
Timeline
Post Acute Sales Rep
Medline Industries
01.2020 - 07.2023
District Sales Manager
Medline Industries
07.2017 - 12.2019
Post Acute Sales / Field Sales Trainer
Medline Industries
02.2014 - 07.2017
Post Acute Care Sales Rep
Medline Industries
06.2008 - 02.2014
Bachelor of Arts - Journalism
University of Nevada Reno
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