S. Lee Frazer
Fairhope
Summary
Clinical sales specialist with proven ability to exceed sales quotas and implement effective training programs. Expertise in increasing market share and converting competitor clients through strategic sales initiatives. Strong background in customer relationship management, driving sustained business growth.
Overview
31
31
years of professional experience
Work History
Direct Clinical Sales Specialist and Indirect 1099 Distributor
SI-Bone
05.2014 - Current
- Nominated for Rookie of the Year in 2014
- 2015: First year of territory exceeded goal each quarter
- 2016: Exceeded annual quota by 21%
- 2017: Regional: Sales Clinical Trainer, all Regional new hires sent to train in my territory
- 2018: 106% of quota for the year
- 2018: National Trainer: Trainer for new hires, Advanced Sales Training, and Surgical Techniques.
- 2019: 104% of quota for the year
- 2021: 125% to quota with 26% growth
Full Line Sales Representative
Medtronic, Core Spine and Biologics
05.2010 - 05.2014
- Represent the full spine line and biologics for Medtronic.
- One of 3 reps, I was recruited to join an extensive territory in a team selling environment covering the Mobile, AL / Florida Panhandle.
- Grew competitive surgeon business over 600%
- Total territory volume over $9 million
- 103% to quota first year, 4/4 in quarterly targets
- Three consecutive 1st place finishes in new product launches
- 2012 : Core Spine Rep Rookie of the Year
- 2012 – Present: Field Automation Expert – Empowered to train district to maximize selling time and improve effectiveness by utilizing technology to improve presentation skills and impact on clients.
- New Technology Field Rep – Field trainer on new technologies launched by Medtronic.
Senior Clinical Sales Manager / National Training Specialist
Trans1
03.2008 - 04.2010
- Sold Ortho / Neuro Spine surgeons on approach, technique, and products.
- 285% of proposed surgeon training objectives
- First six months took territory from $0 to $168,000 (ASP $10,500)
- 2009 Total Sales $703,653 (Q4/2008 - Q4/2009 is a 700% growth in sales)
- 2009 President's Club
- 2009 Ranked #3 in the Country for quota attainment
- Clinical and Technique Trainer for Phase I & II new hires
- Created a $1 Million Territory in 18 months (current avg. monthly sales $86,000)
Full Line Surgical Sales Specialist
ETHICON ENDO-SURGERY
02.2005 - 03.2008
- Responsible for a 4.5 million dollar territory comprised of fifteen hospitals.
- Required to maintain current surgeon base, expand usage through competitive selling, and train surgeons on new procedures and techniques.
- Six new product launches, and one new surgical procedure.
- 2007: Recognized as #4 of 345 reps for trocar penetration and conversions
- 2006: Finished top 15% of 332 rep sales force
- 2006: Finished #12 of 332 reps in country for Energy and Capital Equipment
- 2006: District Representative of the year (Best of 9 Alabama Representatives)
- 2006: Exceeded Forecast goals in all areas, including 132% of quota in Energy
- 2006: Achieved 500% of Capital Equipment Quota
- 2005: Nominated for Rookie of the year (Only 6 reps in the country were nominated)
- 2005: Introduced NEW Lap. Hysterectomy procedure, achieved 450% of surgeon training goal
- 2005: Achieved 250% of capital equipment quota
Medical Sales Representative
ALCON LABORATORIES
Saginaw
01.2002 - 12.2004
- Territory had been in bottom 10% for three consecutive years, and geographically the third largest in the country.
- Made balanced performance across four brands first year, President’s Club the next year, balanced performance third year.
- First representative in history of division to make President’s Club in Michigan.
- Made all year end sales objectives for every product, every year.
- 2004 ended with balanced performance across all products, top 15% in the country.
- Presidents Club 2003 Total Ranking of #21 in the Country (Top 5%), with an average market share growth of 8pts. across three brands
- #5 in the Country with Vigamox for 2003
- District Representative of the Year 2003
- Central Region Superior Performance Award 2003
Owner / Qualifying Broker
Frazer Realty, LLC.
Selma
08.1997 - 12.2001
- Condominium Sales: Birmingham, Alabama: Closed 94% of total sales from a four member sales team (3.8 million)
- Atlanta Buyers Agency: Closed 2.1 million in Residential Homes
- Property Management: Selma, Alabama: Responsible for 650 units of family housing state wide
- Development: 20 Unit Apartment Building, negotiated lease for 3 years @ 100% Occupancy
- Owned and operated a full service Real Estate Brokerage: Specializing in Residential Sales, Condominium Sales, Property Management, and Real Estate Development.
Commercial Property Management, Assistant
Colonial Properties
Orlando
05.1995 - 07.1997
- Negotiated leases and coordinated C.A.M. jobs while conducting property inspections to ensure compliance and quality.
- Supported Commercial Property Management for R.E.I.T. properties and strip malls, focusing on operational efficiency and tenant satisfaction.
Education
BS - Marketing, Management, Finance
Birmingham Southern College
Birmingham, AL01-1995
Skills
- Customer relationship management
- Sales forecasting
- Market analysis
- Project management
- Team building
- Effective communication
Additional Information
- University of Alabama Football Team, 1990
- Selma Country Club, Club Champion (golf), 1998 & 1999
- Volunteer Basketball Coach for Fairhope Intermediate 8th Grade Boys & Girls, 2018 - Present
Timeline
Direct Clinical Sales Specialist and Indirect 1099 Distributor
SI-Bone
05.2014 - Current
Full Line Sales Representative
Medtronic, Core Spine and Biologics
05.2010 - 05.2014
Senior Clinical Sales Manager / National Training Specialist
Trans1
03.2008 - 04.2010
Full Line Surgical Sales Specialist
ETHICON ENDO-SURGERY
02.2005 - 03.2008
Medical Sales Representative
ALCON LABORATORIES
01.2002 - 12.2004
Owner / Qualifying Broker
Frazer Realty, LLC.
08.1997 - 12.2001
Commercial Property Management, Assistant
Colonial Properties
05.1995 - 07.1997
BS - Marketing, Management, Finance
Birmingham Southern College