Summary
Overview
Work History
Education
Skills
Accomplishments
Timeline
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Shanell Watts

Atlanta,GA

Summary

Results-driven professional with progressive sales and territory management experience. Proven capacity to identify business opportunities, build channel partnerships, create client relationships, and generate revenue. Skilled at developing consultative sales plans, securing contracts, and negotiating with C-level decision makers. Natural team player with exceptional interpersonal skills. Proven track record of cultivating C-level alliances to support company goals.

Overview

21
21
years of professional experience

Work History

Senior Territory Business Manager

Baxter Healthcare
12.2023 - Current
  • Responsible for managing and increasing revenue by making between 16-18 in person visits weekly with current and prospective customers in the pharmaceutical, oncology, home infusion, and surgery market throughout Georgia & Tennessee.
  • Proactively discovered profitable revenue streams and facilitated their swift completion within assigned territory
  • Fostered strong interdepartmental customer relationships, aiding in revenue expansion.
  • Formulated and executed a strategic sales targeting plan to build a robust sales funnel.
  • Maintained data integrity and sales process efficiency through daily CRM utilization.
  • Expanded revenue streams through strategic sales initiatives for tubing, antibiotics, lipids, and other Baxter IV solutions.
  • Led negotiations with healthcare providers to secure finalized sales agreements.
  • Collaborated with sales contributors, service, and corporate partners to boost customer satisfaction.
  • Provided timely feedback on product performance to internal stakeholders, ensuring continuous improvement in offerings based on real-world experiences.
  • Presented at industry events to generate leads and demonstrate company offerings.
  • Contributed to new product development initiatives by gathering insights from customers regarding their specific needs or challenges faced in their operations.
  • Strengthened relationships with key clients through regular visits, providing product updates, and addressing concerns promptly.
  • Delivered engaging sales presentations at customer locations.
  • Gained customer loyalty by providing exceptional follow-up support and addressing inquiries promptly.
  • Implemented efficient time management strategies that allowed for optimal coverage of assigned territory while maintaining a healthy work-life balance.
  • Communicated with customers by employing effective selling, listening and negotiation skills while using proper terminology, approved messaging and branded materials.
  • Educated physicians and pharmacists on drug use, benefits, dosage and risks.
  • Exceeded sales targets consistently through effective territory management and strategic planning.
  • Built long term relationships with distribution partners
  • Prospected continuously for new potential customers and maintained robust conversion rate.
  • Followed up with customers after completed sales to assess satisfaction and resolve technical or service concerns.
  • Facilitated successful negotiations for contracts, securing favorable terms that contributed to sustained business growth.
  • Attended industry conferences to stay updated on latest advancements in pharmaceutical research, improving credibility during client discussions.
  • Interacted with problematic accounts, helping to build lasting rapport and boosting revenue opportunities.
  • Researched potential clients and markets to prepare for appointments.
  • Used consultative sales approach to understand and meet customer needs.
  • Participated in local and regional tradeshows as an exhibitor.

Territory Business Manager

Owens & Minor
11.2021 - 12.2023
  • Managed relationships with key decision makers across acute care, physician office, pharmaceutical, and oncology markets.
  • Organized in-person meetings weekly with regional stakeholders and decision makers.
  • Delivered informative presentations on product features at in-service sessions.
  • Participated in tradeshows at both local and regional levels.
  • Developed comprehensive sales strategies to consistently exceed quota targets.
  • Held weekly sales calls with top regional decision-makers.
  • Engaged in both strategic and tactical planning activities.
  • Analyzed accounts to forecast upcoming trends.
  • Oversaw strategic account within territory by managing the regions overall profitability
  • Conducted routine tasks using PC-based applications including Windows, Word, Excel, and PowerPoint.
  • Showcased expertise in consultative sales, demonstrating technical aptitude and negotiation abilities.
  • Developed new sales channels and sustained existing customer and distributor connections.
  • Facilitated development of strong internal and external professional relationships.
  • Participated in national industry trade shows across the country.
  • Managed complete lifecycle of sales processes.
  • Collaborated with cross-functional teams to develop innovative strategies for driving business growth within the assigned territory.
  • Managed time efficiently in order to complete all tasks within deadlines.
  • Exceeded sales targets regularly by skillfully negotiating contracts and closing deals that aligned with both company and customer goals.
  • Streamlined processes for better efficiency, such as optimizing sales routes and utilizing CRM tools effectively.
  • Contributed to new product development initiatives by gathering insights from customers regarding their specific needs or challenges faced in their operations.
  • Optimized inventory levels by working closely with supply chain management to ensure timely availability of products for customers in the region.

Senior Sales Executive

Hear.com
01.2017 - 11.2021
  • Delivered high-quality customer care through effective listening and therapy assessment.
  • Enhanced client connections through attentive listening and skillful navigation of the sales journey.
  • Executed daily outbound call operations ranging from 60 to 120.
  • Facilitated communication between clinicians and patients.
  • Submitted error-free customer documentation.
  • Executed effective patient care calls, successfully attracting referrals.
  • Showcased deep understanding in work-related communications.
  • Utilized multiple platforms like Salesforce, Skype, Zoom, Outlook for documentation.
  • Addressed issues from clients, providers, and manufacturers promptly.
  • Executed sales process from initiation to closure.
  • Negotiated contract terms with clients, securing favorable conditions for both parties while maximizing profitability.
  • Demonstrated expert product knowledge during client interactions, addressing questions/concerns confidently and offering solutions tailored specifically for them.
  • Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
  • Set and achieved company defined sales goals.

Business Development Manager

SalesStaff, Inc.
02.2013 - 01.2017
  • Secured $4 million in new business sales.
  • Scheduled 8-15 quota-based appointments weekly while operating efficiently in a virtual office.
  • Generated a comprehensive sales pipeline maximizing revenue prospects.
  • Worked with marketing team to identify new leads.
  • Led critical appointments with high-profile clients such as T-Mobile USA, Kellogg Company, and Levi Strauss.
  • Collaborated on targeted initiatives for promoting data security within mobile applications and academic institutions.
  • Increased client base by identifying new business opportunities and cultivating strong relationships with key decisionmakers.
  • Managed a diverse portfolio of accounts, consistently exceeding revenue targets through upselling strategies and exceptional customer service.
  • Drove revenue growth by identifying and securing new business opportunities in untapped markets.
  • Negotiated favorable terms in partnership agreements, ensuring long-term profitability and stability.
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.

Inside Sales Manager

Donsuemor, Inc.
08.2004 - 02.2013
  • Facilitated engagements with top-tier clients using tele-prospecting strategies.
  • Delivered executive-level service while employing up-sell and cross-sell strategies to drive revenue growth.
  • Worked alongside marketing team to pinpoint potential sales opportunities from leads and scheduled product review appointments with companies such as Safeway, Kroger, and Costco.
  • Displayed products at regional and nationwide trade shows.
  • Scheduled in-person meetings with potential buyers.
  • Directed full sales cycle and maintained account relationships.

Education

Business Administration

Weber State University
Ogden, UT

Skills

  • Key account growth
  • Sales presentations/Product Inservices
  • Solution selling
  • Sales training
  • Client acquisition
  • Lead Generation
  • Industry networking
  • Competitive analysis
  • Contract negotiations
  • Sales pipeline management
  • Key account management
  • Territory management
  • Positive attitude
  • Teamwork and collaboration
  • Problem-solving
  • Time management
  • Attention to detail
  • Multitasking Abilities
  • Reliability
  • Excellent communication
  • Organizational skills
  • Active listening
  • Effective listener
  • Adaptability and flexibility
  • Decision-making
  • Problem resolution
  • Professional and courteous
  • Self motivation
  • Customer relationship management
  • Training and development
  • Good judgment
  • Schedule management
  • Sales strategy
  • MS office
  • Continuous improvement
  • Project management
  • Revenue growth
  • Consultative Sales
  • CRM Proficiency

Accomplishments

  • Presidents Club Winner

Timeline

Senior Territory Business Manager

Baxter Healthcare
12.2023 - Current

Territory Business Manager

Owens & Minor
11.2021 - 12.2023

Senior Sales Executive

Hear.com
01.2017 - 11.2021

Business Development Manager

SalesStaff, Inc.
02.2013 - 01.2017

Inside Sales Manager

Donsuemor, Inc.
08.2004 - 02.2013

Business Administration

Weber State University

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Shanell Watts