Richard Wood
Divide,CO
Summary
Dynamic and experienced Medical Sales Executive with excellent client and project management skills. Excels in developing long-term, loyal customer bases by building relationships with physicians, distributors, and leadership. Action-oriented, anticipates the needs of customers, and provides solutions that benefit them, which ultimately contributes to their growth and the expansion of my territory.
Overview
29
29
years of professional experience
Work History
Account Executive
Abbott Rapid Diagnostics
Colorado Springs, CO
05.2019 - Current
- Manage a $4.1 million territory encompassing five states in the West Region, growing the territory by 17% in the most recent year.
- Drive sales of company products and services by meeting with customers and distributors using a strategic and organized approach.
- Analyze customer data to develop targeted campaigns that increase customer sales, loyalty and retention rates.
- Develop and maintain relationships with key distributors and clients to educate, promote, and sell my portfolio of products.
- Perform product demos at conferences, meetings, seminars, or other venues, as needed.
- Work cross-functionally with other regions, divisions, and Technical Consultants to strategize, promote, and support all of the Abbott portfolio for our customers.
Account Executive
Abbott-Alere
Oklahoma City, OK
10.2014 - 04.2019
- Managed a $6.3 million territory in Oklahoma and Arkansas.
- Sold point-of-care laboratory analyzers and tests to a market of physician offices, hospitals, and IDNs that included new molecular technology, A1c and lipid testing, along with several lateral flow tests.
- Managed a $2.9 million flu test territory, finishing 142% to plan in 2017.
- Worked with Distribution, developing relationships, and educating them on presenting and selling our product line.
- Performed demonstrations and training for potential customers, and provided nurturing of these accounts for customer retention.
- Performed Business Reviews with Distribution Reps to uncover new opportunities, review goals and work on declining accounts to lay out new strategies for retention and growth.
Account Manager - Primary Care
McKesson Medical-Surgical
Oklahoma City, OK
02.2003 - 10.2014
- Managed a $2.5 million territory of primary care facilities, including surgery centers, and physician offices of all specialties within the Oklahoma City area.
- Weekly onsite visits to customers and manufacturers, developing relationships with owners, physicians, and staff.
- Responsible for meeting with project coordinators and contractors to assist in new facility setups.
- Prepared cost savings analysis reports and business reviews for customers, highlighting new products and cost efficiencies that saved the accounts money and time.
- Lab Consultant - assisting physicians as they expanded their lab portfolios within their offices - demonstrations of new equipment and guidance with CLIA licenses.
- Trained new McKesson Representatives in Oklahoma area.
Account Representative - Acute Care
McKesson Medical-Surgical
Oklahoma City, OK
02.2001 - 02.2003
- Field support for two territories with an excess of $25 million in annual sales.
- Responsible for new growth in established facilities, including the expansion of contractual opportunities and the introduction of Private Brand products.
- Responsible for the $2 million Suture Management Program.
- Built an inventory, developed vendor relations, and contract negotiations for new hospital in the Tulsa market.
- Conversion of Quorum hospitals from Allegiance to McKesson, utilizing HPG contracts.
Director, Materials Management
Edmond Medical Center
Edmond, OK
01.1996 - 02.2001
- Coordination and acquisition of all supplies utilizing HPG and negotiated contracts.
- Vendor relations and negotiations for capital equipment and supplies.
- Driving contract compliance by way of departmental business reviews and analysis.
- Director of Product Evaluation Committees.
- Implementation of Surgery Inventory system.
- Maintaining Materials Management Inventory and conducting bi-yearly hospital-wide inventory counts.
- Coordination of Action Plans for JCAHO inspections and upkeep of Policy & Procedure manuals
- Supervision of staff of five employees.
Education
Bachelor of Science - Pre-medicine/Biology
Southern Nazarene University
Bethany, OK05-1990
Skills
- Strategic Client Engagement
- Client-focused
- Relationship selling & nurturing
- Sales Strategy implementation
- Training and development
- Effective Communication Skills
- Goal-Focused
- Needs-Based Selling Approach
Affiliations
- World traveling
- Avid skier and hiking
- Historical book reader
Timeline
Account Executive
Abbott Rapid Diagnostics
05.2019 - Current
Account Executive
Abbott-Alere
10.2014 - 04.2019
Account Manager - Primary Care
McKesson Medical-Surgical
02.2003 - 10.2014
Account Representative - Acute Care
McKesson Medical-Surgical
02.2001 - 02.2003
Director, Materials Management
Edmond Medical Center
01.1996 - 02.2001
Bachelor of Science - Pre-medicine/Biology
Southern Nazarene University
Similar Profiles
GRACE LIEWGRACE LIEW
Regional Business Leader, Toxicology at ABBOTT RAPID DIAGNOSTICSRegional Business Leader, Toxicology at ABBOTT RAPID DIAGNOSTICS
Darra MoranDarra Moran
Financial Accountant at Abbott Rapid Diagnostics International LimitedFinancial Accountant at Abbott Rapid Diagnostics International Limited
GAURAV SINGHGAURAV SINGH
Commercial Quality Operations Head at ABBOTT RAPID DIAGNOSTICSCommercial Quality Operations Head at ABBOTT RAPID DIAGNOSTICS