REBECKAH GRIMES
Louisville,KY
Summary
Senior medical device representative with 13 years of experience cultivating partnerships, retaining top accounts, and growing profit channels. Innovative in leveraging extensive knowledge of products and clinical applications. Proven record of exceeding sales goals and recognized for resourcefulness to overachieve. Looking for the opportunity to expand regional sales with like-minded motivated individuals in the medical field.
Overview
18
18
years of professional experience
Work History
INSTRUMENTATION SURGICAL SALES SPECIALIST
INTEGRA LIFE SCIENCES
2022.03 - 2023.06
- Specialized in expanding market presence of 33,000 surgical capital instruments with plastics, ENT, orthopedic, neurologic, thoracic, cardiovascular, ophthalmic, general, OBGYN, dental, and bariatric surgeries.
- Implemented and executed comprehensive sales processes with clinical specialists, infection control, materials management, purchasing directors, nurse directors, and sterile processing management, as a trusted clinical consultant to drive revenue growth in hospitals, ambulatory surgery centers, and private practices.
- Maximized clinical education and training to ensure proficiency in product technology and applications.
- Maintained routine communication with clients to assess overall satisfaction, resolve complaints, and promote new offerings.
- Collaborated with Regional Business Manager and Business Specialists, reporting sales metrics from various analytical tools to execute clinical sales strategies in a competitive landscape.
- Effectively navigated hospital systems to present key product messaging of the revenue-based model process for successful conversions.
- Developed, negotiated, and maintained GPO/IDN contracts to increase market share.
- Converted and upgraded a competitor account increasing revenue to $110,000 annually.
SENIOR TERRITORY MANAGER/FIELD SALES TRAINER
OLYMPUS AMERICA
2014.01 - 2021.11
- Specialized in capital, disposable, and software sales with gastroenterology, pulmonology, respiratory, interventional endoscopy, general surgery, thoracic surgery, bariatrics, pain management, radiology, anesthesiology, and colorectal surgery.
- Supported clinical specialists, educational directors, materials management, purchasing directors, CFOs, nurse directors, nurses, and technicians as a clinical consultant for endoscopic and pulmonary products in targeted accounts.
- Successfully launched disruptive technology program in the state of Kentucky & Indiana.
- Participated in local conferences, on-site training sessions, webinars, workshops, and national conventions staying connected to key opinion leaders.
- Organized speaker programs with vetted clinicians and engaged resident programs for future expansion in the market.
- Developed and coached new employees, new hire training classes, and regional team to achieve success.
- Communicated regularly with management and counterparts to strategically plan & leverage disposable, capital, and service contracts.
- Collaborated with finance, contract administration, and corporate accounts to determine eligibility for contracted pricing and rebates with GPOs and IDNs.
- Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
- 2021, Achieved 100% annual quota
- 2020, Achieved 114% annual quota
- 2019 – 2021, Selected Field Sales Trainer
- 2019, Achieved 113% annual quota
- 2018, Increased territory revenue by 16%
- 2017, Endotherapy Territory Manager of The Year (#1 out of 105)
- 2017, President’s Club
- 2017, Achieved 133% annual quota
- 2016, Achieved 113% annual quota
- 2015, Achieved 113% annual quota
- 2014, Achieved 119% annual quota.
TERRITORY SALES MANAGER
REHAB MEDICAL
2010.10 - 2014.01
- Increased profits by cultivating and securing new customer relationships with the development of sales strategies based on consumer research, buying trends, competitor actions, and market conditions.
- Collaborated with nurse management, insurance specialists, neurologists, pain specialists, internal medicine clinicians, podiatrists, family practitioners, nurse practitioners, pain management, wound care, orthopedists, physical and occupational therapists, social workers, and rehabilitation directors to demonstrate customer benefits of profitable durable medical equipment.
- Partnered with management and sales team to discuss opportunities, sales goals, successes, and challenges.
- Resolved wide-ranging customer issues with excellent customer service and ongoing post sales support to maintain high customer satisfaction.
- Kept current with Medicare, Medicaid, and private insurance guidelines while maintaining customer and patient engagement in the purchasing process.
- Adhered to codes of conduct, ethical principles, and compliance guidelines.
- 2013, Ranked top 5 reps in the country in June
- 2013, Achieved 170% quota in June
- 2013, Achieved 150% quota in May
- 2012, Ranked #1 nationwide in December
- 2012, Achieved 180% quota in December
ACCOUNT MANAGER
SPRINT CORPORATE
2008.09 - 2010.01
- Developed and maintained business customer relationships to enhance revenue of products and services focused on trend analysis, business forecasting, and prospecting strategies.
- Addressed issues with accounting, billing, and service delivery to maintain and enhance client satisfaction.
- Educated clients on new products and services to increase customer engagement with brand.
- Built and strengthened long-lasting client partnerships based on accurate quoting and customer-centric terms with 800 to 1,000 national businesses.
- Key architect in the development of a revenue generating sales pipeline with a close rate of 270%
- Increased sales rates by 140%.
BUSINESS MANAGER
FUEL FITNESS
2006.04 - 2008.11
- Maximized cash flow through optimal billing and collection processes.
- Assisted with development of financial procedures for cost control excellence.
- Established workflow processes, monitored daily productivity, and implemented modifications to improve overall performance.
- Recruited, hired and trained employees to uphold successful operations strategies.
- Communicated with customers and vendors positively with particular attention to problem resolution.
SALES ENGINEER TERRITORY MANAGER
READY ELECTRIC
2006.02 - 2007.07
- Implemented sales strategies of market trends, competitor performance, product strength, and customer satisfaction for electronic and technology-based products to increase win buy-in and demonstrate system benefits in Kentucky and Indiana.
- Prepared cost estimates and bid documents by studying customer RFPs and consulting with project management of technical systems.
- Provided sales forecasts of sales opportunity pipeline to operations, engineers, product management, sales management, and skilled labor employees.
- Utilized creative problem-solving skills to overcome technical challenges and gain customer acceptance through operational improvements.
- Established success in closing contracts deals that value from $5,000-$300,000.
- Achieved 45% closing rate (15% higher than industry average).
SALES MANAGER
LA WEIGHT LOSS
2005.04 - 2006.02
- Enforced sales and client support for 126 accounts, exceeding performance goals.
- Collaborated with supervisors and directors to to implement continuous improvement in sales performance and staff objectives.
- Identified, hired, trained, and managed a 5-person team by teaching sales techniques, customer service best practices, and company procedures.
- Supervised equipment and inventory valued at $150,000.
- Increased branch sales by 62%, achieving sales up $400,000 annually.
- Ranked in top 20% for regional sales locations.
- Achieved Customer Referral Rate of 45% and developed 100 new accounts.
Education
Associate of Arts -
Maysville Community And Technical College
Maysville, KYBachelor of Arts -
Morehead State University
Morehead, KYSkills
- Relationship Management
- Strategic Planning
- Project Management
- Pipeline Development
- Territory Management
- Market & Competitor Analysis
- Contract and Price Negotiations
- Customer Needs Analysis
Affiliations
Jeffersontown Chamber of Commerce
Public Relations Student Society of America
American Advertising Federation
Morehead State Dean’s List
Timeline
INSTRUMENTATION SURGICAL SALES SPECIALIST
INTEGRA LIFE SCIENCES
2022.03 - 2023.06
SENIOR TERRITORY MANAGER/FIELD SALES TRAINER
OLYMPUS AMERICA
2014.01 - 2021.11
TERRITORY SALES MANAGER
REHAB MEDICAL
2010.10 - 2014.01
ACCOUNT MANAGER
SPRINT CORPORATE
2008.09 - 2010.01
BUSINESS MANAGER
FUEL FITNESS
2006.04 - 2008.11
SALES ENGINEER TERRITORY MANAGER
READY ELECTRIC
2006.02 - 2007.07
SALES MANAGER
LA WEIGHT LOSS
2005.04 - 2006.02
Associate of Arts -
Maysville Community And Technical College
Bachelor of Arts -
Morehead State University
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