Ryan J. Shea
Woonsocket,RI
Summary
Dynamic Sales Leader with a proven history of transforming sales teams into high performing, profitable assets. Dedicated to training and development, methodical with long-term strategies and goals. Passionate about team motivation and strengthening client relationships to maximize profits and minimize sales cycle time. Committed to building internal and external relationships for success.
Overview
11
11
years of professional experience
Work History
East Coast Sales Manager
New York Blood Center Enterprises
New York, NY
01.2024 - Current
- Led and develop 6 Client Relations Managers located in RI, NYC, NJ, and DE.
- Led contract negotiations, totaling approximately $200M, with major hospital systems, ensuring continued growth and expansion of products and services.
- Championed the establishment of our Business Operating Procedures program, guaranteeing seamless development and execution of sales and business processes across the Enterprise Sales team.
- Created and launched Business Planning initiative with Enterprise sales team, resulting in valuable higher level planning considerations, increased market share and acquisition of new business.
- Supervised and took part in quarterly business assessments for major customers across the territory.
- Utilizing extensive sales experience, I continually make recommendations and help the Director of CCR plan and execute changes to evolve the Client Relations team into a high-performing sales organization vs a reactive customer service function.
- Developed a comprehensive business acumen training program for Client Relations Managers & continue to plan future retreats & sessions to enhance skills and strategies for continued NYBCe growth.
Head of Sales - Remote Patient Monitoring
Withings
Boston, MA
08.2022 - 01.2024
- Developed strategic sales plans, revenue goals, execution strategies, and objectives to achieve organizational goals and revenue objectives related to Remote Patient Monitoring solution.
- 2022 growth - 102% YOY
- 2023 growth - $185% YOY
- Tracked and reported monthly and quarterly S&P (Sales and Profit) to the C-Suite, highlighting organizational progress.
- Created team-wide sales demos and coached them to educate providers and healthcare systems on value of SaaS platform and devices.
- Implemented business planning for all sales reps, creating strategic thinking and new growth.
- Created and implemented sales presentation protocol focused on offerings and unique advantages over competitors.
- Reduced process gaps by hiring, supervising and coaching sales team on business acumen, sales strategies and protocols, optimizing performance, growth and profitability.
- Created organizational trade show program for in-person engagement and network building - targeting events that historically key accounts/contacts have attended or sponsored.
- Tracked and analyzed key quantitative metrics and business trends relating to clients, pivoting when necessary to meet business needs.
- Team building & morale - hosted several key training retreats to sharpen skills with both internal and external training partners, and increase team comradery & community.
Manager, Inside Sales
Atrium Innovations, Nestle Health Sciences
Sudbury, MA
10.2019 - 08.2022
- Leader of 8 Inside Sales reps and 1 Business Development rep with territories across the US.
- Individual and group coaching/training to improve strategy for account penetration and development.
- Collaborate with the team to build long lasting relationships with healthcare practitioners, who dispense our products to their patients.
- 2020 Results: +11.9%, $16.2M.
- 2021 Results: +7.0%, $20.6M (Highest of all time)
- Increased team activity by 30% YOY in 2021 totaling 80,000 activities.
- Campaign and direction implementation to ensure maximum ROI of accounts.
- Source and hire all new ISR hires, as well as assisting in OSR and Customer Service hires and process implementation.
- Implemented career ladder for Inside Sales to promote development and drive for the team.
- Worked closely with senior leadership to create quarterly quotas, as well as shape our metrics to excel our efforts.
- As part of the Sales Leadership team, I collaborate with the VP of Sales, Director of Operations, Senior Sales Analyst on various projects to elevate the sales team.
Inside Sales Supervisor
Mats Inc.
Stoughton, MA
11.2016 - 10.2019
- Experienced B2B Inside Sales Supervisor with a demonstrated history of success with leading Inside Sales teams
- Achieving sales goals by driving metrics, coaching, project management, and innovating processes
- Exceeded $1M in sales in 2018, personally
- Creating and modifying SOP’s for the team to promote success
- Coaching the team in daily calls, tasks, and projects
- Responsible for talent management of the team
- Exceeding quarterly and annual sales goals
- Salesforce.com cleanliness, as well as making dashboards, reports, campaigns and keeping them efficient
- Implemented tools for better prospecting, and opportunity generation
- Collaborating with Chief Sales Officer as well as SVP’s to elevate the sales team through Inside Sales.
Business Account Manager
Wayfair.com
Boston, MA
01.2016 - 10.2016
- Responsible for 600+ accounts who purchase furniture, décor, lighting, plumbing, and supplies for their business
- Including schools, hotels, nursing homes, apartment complexes, restaurants, and hospitals
- Assist with the choosing of products based on style, price, availability, and deadline
- Keep track of all sales opportunities (wins/losses), as well as follow up with orders within our CRM
- Develop long lasting relationships with customers, and show them value in having an account manager who can help their projects run smoother by facilitating the buying process from start to finish
- Meet and exceed sales quotas
Inside Sales Specialist
Precision Digital Corp.
Hopkinton, MA
07.2013 - 12.2015
- Responsible for 25 US Distributor accounts, which include all leads, incoming customer inquires, quotes, and customer relationships
- Assist the outside sales team with their accounts when they are traveling
- Keep track of all sales opportunities (wins/losses), as well as follow up with orders
- Assist customers with choosing the correct product for their application
- Develop long lasting relationships with customers, and show them value in our product
- Train the sales teams of distributors with webinars and in-person training
- Assist with applications pertaining to our products from the beginning of qualifying the customer, to selecting the appropriate product, all the way to the final sale, delivery, and successful execution of its functions
- Work closely with the Marketing department to produce new sales campaigns, as well as other promotions.
Education
B.S - Communications
Southeastern University
Lakeland, FLSkills
- Salesforcecom
- Contract negotiation (Conga)
- Hands on Coaching & Development
- Campaign & Strategy creation and execution
- Talent Management
- Sales Quota Management
- Sales Forecasting
- Territory Management
- Sales Operations
Affiliations
- 2022 - PM360 Award for Innovative Product (Withings RPM)
- 2021 Atrium Innovations Presidents Club - Inside Sales Team
- 2020 Atrium Innovations Presidents Club - Inside Sales Team
- Mats Inc “100 Club” - January 2019- Awarded for exceeding 100% to goal in 2018. 160% to goal.
- Mats Inc “100 Club” - January 2018 - Awarded for exceeding 100% to goal in 2018. 112% to goal.
- Member, AA-ISP (American Association, Inside Sales Professionals)
Timeline
East Coast Sales Manager
New York Blood Center Enterprises
01.2024 - Current
Head of Sales - Remote Patient Monitoring
Withings
08.2022 - 01.2024
Manager, Inside Sales
Atrium Innovations, Nestle Health Sciences
10.2019 - 08.2022
Inside Sales Supervisor
Mats Inc.
11.2016 - 10.2019
Business Account Manager
Wayfair.com
01.2016 - 10.2016
Inside Sales Specialist
Precision Digital Corp.
07.2013 - 12.2015
B.S - Communications
Southeastern University
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