Molly C. Morales
Valencia, ,CA
Summary
Sales professional with demonstrated success identifying prospects and converting leads into customers. Superior communication skills. Skilled in leveraging extensive knowledge of products and services as well as creating solutions for customers to drive loyalty, retention and revenue. Determined individual with strong clinical acumen and background in establishing and nurturing lucrative sales. Highly effective mentor driven to assess individual and group performance to implement improvements and set goals.
Overview
24
24
years of professional experience
Work History
Sales Representative
Hollister, Inc.
05.2020 - 10.2022
- Managed customer accounts to secure customer satisfaction, repeat business and drive new sales.
- 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.
- Generated weekly and monthly reports on sales performance to provide recommendations to meet sales goals.
- Prospected and conducted face-to-face and virtual sales calls with clinicians throughout assigned territory.
- Conducted on-site and virtual product demonstrations to highlight features, answer customer questions, and redirect concerns toward positive aspects.
- Maintained routine communication with clinicians to assess overall satisfaction, resolve concerns, and promote new offerings.
- Achieved 94% to sales quotas despite global pandemic and national shut down.
- Trained and mentored new sales representatives.
Associate Vice President
Centre For Neuro Skills
05.2017 - 03.2020
- Oversight of Sales, Marketing and Branding Departments.
- Member of the Executive Corporate Management Team (Board) and Strategic Planning and Vision Executive Committee.
- Responsible for all Patient Acquisition and Revenue Generation for the company.
- Responsible for Sales Growth and Expansion strategy - Same state and Denovo growth.
- Built Sales Management Team of 5 Sales Directors.
- Built National Sales Team of 35 Sales Reps.
- Increased revenue generation approximately 12% year over year (Private company – unable to disclose actual revenue numbers).
- Expanded national locations by 130%.
- Sales projection formulation and analytics.
- Sales and Marketing budgeting and forecasting.
- Leveraged metrics to drive performance management.
- Collected and reported market and competitive intelligence.
- Event Management – Planned and executed all aspects of annual National Sales Meeting.
- Managed multi million dollar budget for advertising, PR and customer relationship development and acquisition.
- Created and executed global branding strategy customized by region with one cohesive message.
- Produced value proposition and messaging to address various audiences and challenges in the market.
- Cross-Functional Team Leadership – Clinical, Finance, Research and more.
- Sales Growth – tracked and analyzed census, revenue, referral and admissions goals across all National locations.
- Developed CNS-U, a year-long sales training program (including clinical, sales, marketing, budgeting training).
- Developed departmental KPI's and ensured attainment.
- Drove strategic vision of the company.
National Director, Sales
Centre For Neuro Skills
07.2011 - 05.2017
- Managed Remote Field-Based Sales Teams.
- Responsible for hiring and onboarding of new sales staff throughout the U.S.
- Developed Sales Incentive Structure and Presidents Club.
- Led Monthly Sales Management Meetings.
- Developed, updated and reported department dashboards to each locations management team on a monthly basis.
- Facilitated staff performance evaluations for the largest department in the company.
- Event Management – Planned and executed all aspects of National Sales Meeting and Community Education Marketing Events.
Regional Sales Director
Centre For Neuro Skills
05.2008 - 07.2011
- Provided field support, training and development to California sales team comprised of 9 Sales Reps.
- Coordinated full sales operations within assigned region.
- Forecasted annual, quarterly and monthly sales goals.
- Responsible for ensuring departmental documentation and reports met expectations.
- Analyzed success of team members and collaborated on plans to correct deficiencies and guide success.
Sales Rep
Centre For Neuro Skills
03.2007 - 05.2008
- Responsible for sales calls within a given territory and increasing census of patients with Brain injury/Stroke.
- Relationship development with referral sources: Hospital Physicians, RN Case Managers, Discharge Planners, social workers, Therapists, Acute Rehab and Stroke Unit staff.
- Educated patients and families about Brain injury, the Continuum of Care, Discharge options, CNS differentiators and points of distinction.
- Responsible for conducting sales presentations and education.
- Exceeded revenue goals and received promotion into management role.
Marketing Manager
KARL STORZ Endoscopy
01.1999 - 01.2005
- Focus areas: General Surgery and Colorectal Surgery
- Responsible for downstream product marketing aimed at driving US Sales.
- Held lead role on new product launch – Colorectal Surgery Instrument Set.
- Relationship Management - responsible for developing and maintaining strong working relationships with key opinion leaders in the field: surgeons, physicians, nurses, techs.
- Leadership role in product presentations and trainings in the field.
- Responsible for driving market share growth in a given product line, understanding the challenges customers are facing and help shape solutions to ensure their success and outcomes.
- Responsible for understanding competitive products and keep management informed of new products to hit the market.
- Worked closely with cross-functional partners like sales, training, regulatory affairs, R&D, corporate communications.
- Developed and implemented marketing strategies to use for launches, rebranding campaigns and promotions.
- Partnered with product development teams to create and maintain marketing materials for sales presentations and client meetings.
Education
BS -
University of Arizona
Tucson, AZ1997
Timeline
Sales Representative
Hollister, Inc.
05.2020 - 10.2022
Associate Vice President
Centre For Neuro Skills
05.2017 - 03.2020
National Director, Sales
Centre For Neuro Skills
07.2011 - 05.2017
Regional Sales Director
Centre For Neuro Skills
05.2008 - 07.2011
Sales Rep
Centre For Neuro Skills
03.2007 - 05.2008
Marketing Manager
KARL STORZ Endoscopy
01.1999 - 01.2005
BS -
University of Arizona