Summary
Overview
Work History
Education
Skills
Additional Information
Timeline
Generic
PETER FRIEDMAN, CMR

PETER FRIEDMAN, CMR

Sales/Sales Leadership
Tampa,FL

Summary

Award-winning Healthcare Executive with a proven history in sales and management. Analytical thinker, team facilitator, and dynamic sales leader with strong organizational and follow-up skills. Quickly adapts to challenging market conditions and effectively manages change. Focused on achieving key short and long-term goals, maximizing revenues, and driving efficiencies across a sales territory. Excellent interpersonal, verbal, and written communication skills. Highly proficient in building and developing strategic, high-level, long-term business relationships. Recruitment 12+ years Product launches 20+ years Business Development 20+ years Training and Coaching 15+ years Sales Leadership and Team Expansion 10+ years Managed Care and Market Access 20+ years Physician Office and Hospital Sales 20+ years Buy and Bill Sales 10+ years Multi-talented Senior Executive knowledgeable about sales, operations and personnel management. Successful at stepping into diverse positions and making immediate positive contributions. Focused on optimizing operations and motivating employees while establishing market dominance.

Overview

30
30
years of professional experience

Work History

VP, Business Development

INNOTERIX LABS
Tampa, FL
05.2023 - 03.2024
  • A start up innovative molecular diagnostic lab providing testing services to hospitals, reference labs, and physician offices using proprietary technology for precise detection of infectious diseases
  • Focused on lab partnerships and consultation to drive down costs, improve patient outcomes, and increase efficiency
  • I work remote in Tampa, FL and cover the United States
  • Travel over 70%
  • Responsible for sales as an individual contributor, strategic planning and pricing, marketing initiatives, implementation, web design, policy generation, promo materials, logistics and supplies, hiring, coaching, training, and IC creation.
  • Enhanced company profitability by implementing strategic business plans and optimizing operational processes.
  • Directed marketing strategies to increase brand awareness, generate leads, and grow market share within highly competitive industries.
  • Cultivated strong relationships with key stakeholders, including customers, vendors, regulators, and community leaders to promote collaboration and long-term success.
  • Achieved significant cost savings through supply chain optimization efforts such as strategic sourcing initiatives and logistics improvements.
  • Established performance goals for department and outlined processes for achievement.
  • Increased company growth through collaboration with sales and marketing departments.
  • Directed market expansions to propel business forward, meet changing customer needs.
  • Represented organization at industry conferences and events.
  • Oversaw divisional marketing, advertising and new product development.

VP, Sales and Marketing

EUROFINS DIATHERIX LABORATORIES, LLC
Tampa, FL
08.2018 - 09.2022
  • Based out of Huntsville, AL, Eurofins Diatherix Laboratories (EDL) is a Molecular Differential Diagnostic Company linking diagnostics to therapeutics
  • EDL is wholly owned by Eurofins Scientific based out of Brussels, Belgium
  • I worked remote in Tampa, FL and covered the United States
  • Traveled over 70%
  • Led and developed a sales team of forty, including 4 Regional Sales Managers and 32 Territory Managers
  • Development of sales initiatives, sales budget, P&L, recruitment, market analysis, compensation, compliance, strategic planning and pricing, training development and implementation, field support, sales forecasting, and performance metrics development and reporting
  • 625M+ in total gross revenues generated
  • Launched a multitude of new molecular diagnostic tests to market
  • Cultivated a patient centric culture of collaboration and teamwork
  • Developed eleven new territories for the company
  • Achieved an average annual quota of over 140%
  • 3000+ major physician accounts and 90 hospital accounts
  • Achieved 90% employee retention rate
  • Established nine National Key Opinion Leaders (KOLs).
  • Demonstrated leadership skills in managing projects from concept to completion.
  • Delivered services to customer locations within specific timeframes.
  • Demonstrated respect, friendliness and willingness to help wherever needed.
  • Resolved problems, improved operations and provided exceptional service.
  • Used strong analytical and problem-solving skills to develop effective solutions for challenging situations.
  • Proven ability to develop and implement creative solutions to complex problems.
  • Cultivated interpersonal skills by building positive relationships with others.
  • Excellent communication skills, both verbal and written.
  • Self-motivated, with a strong sense of personal responsibility.
  • Acted as a team leader in group projects, delegating tasks and providing feedback.

Director of Sales, US

EUROFINS DIATHERIX LABORATORIES, LLC
Tampa, FL
12.2015 - 08.2018
  • Led and developed a sales team of thirty-two, including 3 Regional Sales Managers and 26 Territory Managers responsible for sales growth and account maintenance
  • Responsible for over $80,000,000 yearly gross revenue dollars (2018)
  • Traveled over 70%
  • Achieved over 119% of Sales Quota for first year in position
  • Developed seven new territories for the company
  • Added one new Regional Sales Manager in 2018 due to Sales Territory Expansion.
  • Increased sales revenue by developing and implementing strategic plans and setting performance goals for the sales team.
  • Achieved regional sales targets through effective territory management and relationship building with key clients.
  • Developed high-performing sales teams through targeted recruitment, training, mentoring, and coaching activities.
  • Implemented robust sales tracking systems to monitor progress against targets and provide actionable insights for improvement efforts.
  • Delivered accurate sales forecasts based on thorough analysis of historical data and current trends in order to facilitate informed decision-making at the executive level.
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Resolved problems with high-profile customers to maintain relationships and increase return customer base.
  • Maintained financial controls, planned business operations and control expenses while identifying and pursuing opportunities to grow business operations and boost profits.
  • Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth.

Regional Sales Manager, East

Diatherix Laboratories
Tampa, FL
04.2014 - 12.2015
  • Led and developed a sales team of 10 Territory Managers from FL to NJ
  • Traveled over 85%
  • The Coastal Team (East) increased sales by 57%.
  • Pinnacle Sales Award recipients were from the Coastal Team
  • The Coastal Team added 486 new clients and closed (client used the lab) 316 clients in 2014 vs
    272 new additions and 204 closed clients by the other region’s sales team in 2014.
  • Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
  • Implemented systems and procedures to increase sales.
  • Developed a successful sales team through rigorous coaching, performance management, and ongoing training.
  • Streamlined sales processes to improve efficiency, resulting in increased productivity and overall revenue growth.
  • Prepared sales presentations for clients showing success and credibility of products.
  • Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.

Territory Manager, N. FL

Diatherix Laboratories
Tampa, FL
05.2010 - 03.2014
  • Responsible for promotion of TEM-PCR technology and our diagnostic services including detecting organisms associated with infection of the skin, stool, urine, respiratory system, and HPV Genome Typing to pediatrics, surgeons, podiatrists, pulmonology, internal medicine, urgent care, primary care, infectious disease, allergy, immunology, oncology, wound care, gastroenterology, rare disease, OB/GYN, dermatology, SNFs, LTACs, hospitalists, micro lab, and medical center administration through consultative selling and best practices
  • Start-up Molecular Diagnostics lab back in 2010
  • Traveled over 70%
  • Increased average monthly sales from $5,900 to $287,000 in billable tests in less than 3 years
  • Grew active physicians sending in specimens monthly from ten to over 170 in just over 3 years
  • Consistently finished each month in the top 25% of sales team by increasing targeted physician’s knowledge of TEM-PCR through lunch and learns, early breakfasts, and dinners.
  • Developed compelling presentation decks to gain approval for ideas and communicate results.
  • Conducted regular market analysis to identify new opportunities for territory sales growth.
  • Cultivated relationships with key accounts in territory and provided support to drive customer satisfaction.
  • Aligned company goals with customer outcomes and increased satisfaction by automating contact management systems.
  • Spearheaded successful sales strategies for existing and new products across specified territory.
  • Planned and conducted weekly sales meetings to keep sales representatives up-to-date on new products and strategies.
  • Developed strong relationships with key decision-makers, fostering trust and loyalty in the assigned territory.
  • Utilized advanced data analytics tools for accurate forecasting of future sales trends within the assigned region, enabling proactive adjustments as needed.

Hospital Account Manager, West Coast of FL

Wyeth Pharmaceuticals
Tampa, FL
06.2006 - 11.2009
  • Based out of Philadelphia, Wyeth was a top 10 Pharmaceutical Company with both national and global presence
  • It was a leader in research for a multitude of disease states and a leader in training and product education
  • Traveled over 70%
  • Medical sales of infectious disease infusions for Community Hospitals, Physician Offices, and Surgery, Wound Care, and Infusion Centers
  • Launched Tygacil I.V
  • (Infusion) and Relistor (Injectable) for Wyeth in the West Florida area
  • Increased sales for lead product from $5K a year to over $380K a year in only 3 years.
  • Won prestigious 2009 Wyeth's Gold Circle Presidents Award for top 2% of sales force
  • Ranked #8 out of 353 HAMs
  • Facilitated communication between clients, sales representatives, clinical staff, billing departments, ensuring streamlined operations across all touchpoints.
  • Conducted regular account reviews, identifying areas for improvement and implementing targeted action plans.
  • Delivered informative presentations to both internal stakeholders and external clients, showcasing product offerings and capabilities.
  • Collaborated with C-level executives and stakeholders to develop long-term financial plans.
  • Developed and implemented strategic plans to maximize market share within assigned territory.
  • Boosted revenue growth by identifying new business opportunities and expanding existing client relationships.
  • Identified trends in healthcare industry data, leveraging insights to inform strategy development and drive business results.
  • Demonstrated respect, friendliness and willingness to help wherever needed.
  • Demonstrated a high level of initiative and creativity while tackling difficult tasks.
  • Used strong analytical and problem-solving skills to develop effective solutions for challenging situations.
  • Cultivated interpersonal skills by building positive relationships with others.

Territory Manager, OH

Wyeth Pharmaceuticals
Columbus, OH
09.2003 - 06.2006
  • Promoted neurological (Effexor XR), gastrointestinal (Protonix), and cardiovascular (Altace) medicines to Primary Care, Cardiology, Oncology, Psychiatry, Neurology, GI, OB/GYN, Endocrinology, Rheumatology, Pharmacy, and the OSU Medical Center
  • Selected for Management Leadership Development in 2005 and Area Field Trainer in 2006
  • Exceeded quota all individual quarters Q4, 2003 – Q2, 2006
  • Ranked #3 of 70 TMs in area in 2006 due to exceeding goals by using selective selling to key targets.
  • Cultivated relationships with key accounts in territory and provided support to drive customer satisfaction.
  • Researched competitor activity and used findings to develop sales growth strategies.
  • Managed a diverse portfolio of accounts within the territory, adeptly balancing resource allocation and prioritization to maximize overall business success.
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Enhanced profitability by developing pipelines utilizing marketing and sales strategies.
  • Trained and mentored sales representatives in sales techniques and strategies.
  • Paid attention to detail while completing assignments.
  • Demonstrated respect, friendliness and willingness to help wherever needed.
  • Organized and detail-oriented with a strong work ethic.
  • Used critical thinking to break down problems, evaluate solutions and make decisions.
  • Strengthened communication skills through regular interactions with others.

Key Account Manager, OH/Dir of Strategic Markets

CINGULAR WIRELESS/AT&T
Columbus, OH
02.1994 - 09.2003
  • Called on sales targets throughout the US
  • Managed and hunted large accounts (companies with 1,000 employees or greater in the Columbus/Dayton /Zanesville area) such as OhioHealth, Mt
  • Carmel Health, Nationwide Mutual Insurance, and Ohio State University
  • Provided wireless technology and data solutions, devices, and capital equipment to these and other companies while working closely with wired line technologies and support representatives
  • Traveled 85%
  • Managed and hunted companies with 1,000 employees or greater
  • Implemented five contracts with Fortune 500 companies generating $7.5M in revenue
  • Achieved over 130% quota for voice and data
  • Established strong rapport with clients by consistently exceeding their expectations in quality and service delivery.
  • Maintained a high level of industry knowledge by attending relevant conferences, seminars, and workshops, contributing to the development of innovative solutions for clients.
  • Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
  • Set and achieved company defined sales goals.
  • Expanded key account base by identifying and cultivating new business opportunities.
  • Created sales forecasts to target daily, monthly and yearly objectives.
  • Developed, maintained and utilized diverse client base.
  • Consulted with businesses to supply accurate product and service information.
  • Collaborated with managers to provide customer feedback and recommend operational changes to meet emerging trends.
  • Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
  • Presented accurate sales forecasts based on detailed analysis of market trends, ensuring optimal resource allocation for maximum results.
  • Increased overall efficiency while reducing operational costs through continuous evaluation and adjustment of key account management strategies.
  • Conducted regular account reviews with clients to assess performance, identify areas for improvement, and strategize future growth opportunities.
  • Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
  • Recorded accurate and efficient records in customer database.
  • Mentored junior members of the team in key account management best practices, fostering a culture of continuous learning and professional growth within the organization.
  • Developed and maintained strong working relationships with professionals within assigned territory.
  • Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
  • Trained new employees on customer service, money handling and organizing strategies.
  • Attended monthly sales meetings and quarterly sales trainings.
  • Developed and maintained courteous and effective working relationships.
  • Self-motivated, with a strong sense of personal responsibility.
  • Worked effectively in fast-paced environments.
  • Demonstrated creativity and resourcefulness through the development of innovative solutions.
  • Provided professional services and support in a dynamic work environment.
  • Paid attention to detail while completing assignments.
  • Participated in team projects, demonstrating an ability to work collaboratively and effectively.
  • Resolved problems, improved operations and provided exceptional service.
  • Worked flexible hours across night, weekend, and holiday shifts.
  • Skilled at working independently and collaboratively in a team environment.
  • Cultivated interpersonal skills by building positive relationships with others.
  • Proved successful working within tight deadlines and a fast-paced environment.
  • Developed and delivered presentations to key customers to position products and services.
  • Improved account management by predicting potential competitive threats and outlining proactive solutions.
  • Coordinated with internal teams to ensure timely delivery of products and services, meeting client expectations.
  • Secured high-value accounts through consultative selling, effective customer solutions, and promoting compelling business opportunities.
  • Built relationships with customers and community to promote long term business growth.
  • Strengthened client relationships through regular communication and effective problemsolving.

Education

Bachelor of General Studies - Business Management

Ohio University

Certified Medical Representative, Health Sciences - undefined

CMR Institute

Certified Wireless Expert, Hill Associates - undefined

Skills

  • Pharmaceutical Sales 7 Years
  • Biotech/Diagnostics Sales/Sales Leadership 13 Years
  • B2B Sales/Sales Leadership 13 years
  • Consistently Strong Sales Results 20 years
  • Microsoft Word, Excel, Outlook, PowerPoint, and Adobe PDF Proficient 20 years
  • Contract Negotiation and RFP/RFI Response 10 years
  • Corrective Action Planning
  • Partnership Accounting
  • Prospecting and Cold Calling
  • Business Opportunity Development
  • Customer Relationship Management
  • Strategic Partnership
  • Contract Negotiation Expertise
  • Product and Service Sales
  • Workflow Coordination
  • Sales Expertise
  • Revenue Stream Development
  • Consultative Sales Techniques
  • National Account Management
  • Process Improvement
  • Customer Service
  • Business Development and Planning
  • Client Consultations
  • Goals and Performance
  • Account and Territory Management
  • Revenue and Profit Maximization
  • Enterprise Sales
  • Legal Implications Knowledge
  • Coaching and Mentoring
  • Lead Pipeline Development
  • Sales and Marketing
  • Training and Development
  • Corporate Budgeting
  • Analytical Problem Solver
  • Cross-Functional Collaboration
  • Strategic Planning
  • Pricing Structures
  • Business Intelligence and Analysis
  • Top-Ranked Sales Executive
  • Issue Resolution
  • Marketing Strategies
  • Customer Satisfaction
  • Promotion Implementation
  • Customer Needs Assessments
  • Performance Evaluations
  • Database Management
  • Critical and Creative Thinking
  • Forecasting and Planning
  • Financial Operation
  • CRM Platforms
  • Order Management
  • Proposal Development
  • Fortune 500 Partner Experience
  • Excellent Listening Skills
  • Strong Sales Proposal Writer
  • Business Analytics
  • Performance Metric
  • Profitability Assessments
  • Creation of Sales Comp Structures
  • Development Activities
  • Sales Presentation
  • Reporting Capabilities
  • Team Leadership
  • Team Collaboration
  • Contract Review
  • Account Growth
  • Market Trend Analysis
  • Performance Goals
  • Budget Forecasting
  • Quote and Proposal Management
  • Business Objective Analysis
  • Client Base Retention
  • Outreach Initiatives
  • Advertising Campaigns
  • Direct Email Campaigns
  • RFP Responses
  • Partnership Cultivation
  • Profit Target Achievement
  • Social Media Platforms
  • Closing Techniques
  • Budgeting and Expenditures
  • Effective Project Management
  • Quarterly Reviews
  • Segment Strategies

Additional Information

  • STARRs Award for showing leadership skills by helping with POA presentations at Wyeth Pharmaceuticals. Platinum Achiever’s Club award for Top Salesperson of the Year at Cingular Wireless.

Timeline

VP, Business Development

INNOTERIX LABS
05.2023 - 03.2024

VP, Sales and Marketing

EUROFINS DIATHERIX LABORATORIES, LLC
08.2018 - 09.2022

Director of Sales, US

EUROFINS DIATHERIX LABORATORIES, LLC
12.2015 - 08.2018

Regional Sales Manager, East

Diatherix Laboratories
04.2014 - 12.2015

Territory Manager, N. FL

Diatherix Laboratories
05.2010 - 03.2014

Hospital Account Manager, West Coast of FL

Wyeth Pharmaceuticals
06.2006 - 11.2009

Territory Manager, OH

Wyeth Pharmaceuticals
09.2003 - 06.2006

Key Account Manager, OH/Dir of Strategic Markets

CINGULAR WIRELESS/AT&T
02.1994 - 09.2003

Bachelor of General Studies - Business Management

Ohio University

Certified Medical Representative, Health Sciences - undefined

CMR Institute

Certified Wireless Expert, Hill Associates - undefined

Similar Profiles

CREATE PROFILE
PETER FRIEDMAN, CMRSales/Sales Leadership