Sam Spina
Scarborough,ME
Summary
An innovative thinker with proven leadership skills and a demonstrated history of effective talent selection and development. Accomplished Sales Manager offering high performance and leading the development of sales strategy. Proven track record of identifying and creating profitable business opportunities, qualifying prospects and cultivating strong partnerships. Demonstrated expertise in team leadership and development. Executive leader, competitive, team player, team builder with sales management and marketing experience. Strategic minded with solid reputation for generating sales growth. Results-driven Sales Manager bringing 20+ years of experience in product, promotion and program development. Skilled in developing lasting client rapport based on knowledgeable honest support and consistent service. Proficient in developing and applying advanced marketing, prospecting and merchandising strategies to accomplish promotional and sales goals. Demonstrated success in building networks and supporting branding objectives. Business-minded Manager proficient in coordinating, development and counseling sales teams to promote successful outcomes.
Overview
30
30
years of professional experience
Work History
Senior Regional Sales Manager
HESKA CORPORATION
Loveland, CO
01.2020 - Current
- Achieving business goals and revenue targets exceeding $10M annually.
- Analyzed regional market trends to discover new opportunities for growth.
- Increased revenue generation by collaborating with leadership to assess regional performance and develop new sales strategies.
- Coached, developed and motivated team to achieve revenue goals.
- Overseeing daily operations, managing budgets, and setting performance objectives.
- Recruiting, training, and supporting general managers as well as conducting regular performance appraisals.
- Developing and implementing business, marketing, and advertising plans.
- Managing internal and external stakeholder relations and negotiating contracts.
- Ensuring company standards and procedures are followed.
- Preparing and presenting monthly, quarterly, and annual statements, analyses, and reports of operations and finances.
- Dealing with escalated customer issues, incident reports, and legal actions.
- Led, coached and developed employees to achieve sales goals.
Vice President Commercial Sales
ELLEVET SCIENCES
South Portland, ME
01.2019 - 01.2020
- Served as the leader of the commercial team for a startup veterinary company
- Aligned sales objectives with business initiatives using strategic development, forecasting and budgeting.
- Analyzed competitive environment and customer procurement trends to support growth strategies.
- Communicated regularly with territory, regional and strategic managers for daily support and strategic planning for accounts.
- Met assigned targets for profitable sales volume, market share and key financial performance objectives.
- Built a sales organization covering the US geography. Inside and outside teams.
- Established sales performance KPI’s for the inside and outside sales teams
- Worked to overcome obstacles that faced the sales team with a determination to succeed
- Developed and fostered a relationship with distribution in the sales channel
- Created a new product for the company portfolio that successfully launched.
Director, National Channel Sales Manager
DECHRA VETERINARY/PUTNEY
Portland, ME
01.2014 - 01.2019
- Responsible for relationship and product expansion with key national accounts and distribution
- Was key in growing product portfolio at distribution partners and instituting creative incentives to drive sales growth
- Responsible for sales growth for the generic pharmaceutical products portfolio in Dechra/PUTNEY line
- Channels include distribution, corporate accounts, inside sales, field account managers
- Strategic in growing Putney sales from $24M to $60M in first 2 years prior to Dechra acquisition
- Critical player in the expansion of Dechra business to almost $250M overall business
- Putney portfolio portion of the business has grown to almost $150M.
- Developed and implemented strategic sales plan to accommodate corporate goals.
- Analyzed problematic distribution situations and occurrences to provide solutions and facilitate company growth.
- Leveraged market knowledge and studied competitive landscape to drive revenue.
- Developed and presented new ideas and conceptualized new approaches and solutions.
North American Channel Manager
IDEXX Laboratories
Westbrook, ME
01.1995 - 01.2014
- Used change methodologies to increase sales and led projects for increased productivity.
- Conducted market research and reported on competitors.
- Coached, mentored and developed skills in channel partner team to underpin successful sales efforts.
- Mentored and internally promoted successful company sales and account management staff into leadership positions to drive company growth.
- Cultivated strong professional relationships with suppliers and key clients to drive long-term business development.
- Determined price schedules and discount rates.
- Was a critical resource as a newly created position for the IDEXX Computer Systems sales channels, partnered with sales team of 18 senior representatives, strategically engaged key accounts and leverage existing and potential new partners for preventive care and other core services
- Drive profitable revenue growth in key customer segments through various channel partners to achieve strong market leadership.
- Created sales and marketing campaigns to drive lead generation for channel partners.
- Directed and coordinated products, services and sales activities.
Radiography Sales Manager
IDEXX Laboratories
- Led a team of 19 digital sales professionals in the United States and Canada
- Managed sales of $35M+ sales annually (average unit price $55k)
- Responsible for budget process and development of sales and marketing initiatives at local and national levels
- Identified and developed field sales talent to ensure sales goals were met
- Worked with the various internal and external partners in the constantly changing marketplace to improve competitive advantages.
- Tracked monthly sales to generate reports for business development planning.
- Achieved company growth and brand development through market expansion and sales.
Regional Sales Manager, Corporate Account Manager
IDEXX Laboratories
- Northeast Regional Sales Leader
- Consistently exceeded quarterly and annual sales goals across Laboratory Services, Rapid Assay Diagnostics, Diagnostic Capital Equipment & other strategic IDEXX initiatives
- Managed team responsible for annual revenue goal of $60M in laboratory diagnostic capital and consumables, point of care assays, and reference laboratory service to veterinary hospitals
- National Distribution and, Expanded business critical relationship with IDEXX with distribution companies
- Getting results through teams that do not directly report was a primary delivery of the position
- Working with internal marketing to craft programs that would work for the specific channels.
- Developed business plans to include account prioritization, funnel management and sales cycle planning.
- Supported, trained and motivated team of professionals to consistently meet annual goals for sales and production.
National Inside Sales Manager and Marketing & Corporate Accounts Sales Manager, Diagnostic Practice Consultant
IDEXX Laboratories
San Diego, Raleigh, CA, NC
- Led sales planning, development and account management to grow existing accounts and establish new sales accounts.
Education
Bachelor of Science - Business Administration
University of Maine
Orono, MEHigh School Diploma -
Seton Hall Preparatory School
West Orange, NJSkills
- Relationship Building
- Decision Making
- Budgeting and Expenditures
- Sales Program Coordination
- Problem-Solving
- Direct Sales
- Marketing Strategy Development
- Territory Management
- Cross-Channel Marketing
- Distribution Channel Management
- Staff Training and Development
- New Account Development
- Channel Partnerships
- Organizational Development
- Creativity and Innovation
Affiliations
- Member, University of Maine Football Alumni Association / 4 Year Varsity Division FCS
- First Team ALL STATE NJ High School Football Seton Hall Prep
- Coached State Champion Little League team
Timeline
Senior Regional Sales Manager
HESKA CORPORATION
01.2020 - Current
Vice President Commercial Sales
ELLEVET SCIENCES
01.2019 - 01.2020
Director, National Channel Sales Manager
DECHRA VETERINARY/PUTNEY
01.2014 - 01.2019
North American Channel Manager
IDEXX Laboratories
01.1995 - 01.2014
Radiography Sales Manager
IDEXX Laboratories
Regional Sales Manager, Corporate Account Manager
IDEXX Laboratories
National Inside Sales Manager and Marketing & Corporate Accounts Sales Manager, Diagnostic Practice Consultant
IDEXX Laboratories
Bachelor of Science - Business Administration
University of Maine
High School Diploma -
Seton Hall Preparatory School
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