SHAY KIDD
Glen Allen,Virginia
Summary
Results-driven acute care sales leader with a track record of exceeding quota, growing territory revenue, and expanding product and program sales across hospitals and IDNs. Manages complex vendor relationships, presents solutions to clinical stakeholders, and turns customer needs into new business and account expansion.
Overview
1
1
Certification
27
27
years of professional experience
Work History
Acute Care Sales Representative
Medline Industries, Inc
Richmond, VA
08.2024 - Current
- Serve as main interface within the hospital, including Cath, EP, IR, L&D, ICU, ED, EVS, Materials Management, and C-suite teams.
- Support clinical and industry leaders with broad product portfolio and patient care solutions.
- Oversaw management of two prime vendor systems and two non-prime vendor accounts to ensure efficient operations.
- Present product and program solutions to multiple decision-makers leading to product & program sales.
- Developed customized sales strategies to successfully sell and upsell services to new and existing accounts.
- Provide educational training & in-services on product & programs to hospital staff.
- Listen to customer needs to identify and recommend best products and services.
Emergency Medical Technician - B, Vice President
West End Volunteer Rescue Squad
Richmond, Virginia
02.2001 - Current
- Certified technician with clinical & field experience responsible for providing basic emergency care.
- Patient assessment, airway management, oxygen administration, bleeding control, vital signs, transport & written patient care reporting.
- Recruited and trained new members to enhance team capability and readiness.
- Managed inventory and ordered supplies to maintain optimal product availability.
- Inspected ambulances daily to ensure cleanliness and operational readiness for emergency response.
Sr. Account Executive II
Ecolab Healthcare
Richmond, Virginia
07.2017 - 09.2025
- Promote & sell line of healthcare products that includes Surgical Equipment Drapes, Patient Drapes, Surgical Safety, Fluid Warming Drapes & Equipment to hospitals & IDNs focusing on the OR, Cath & EP Lab, Interventional Radiology, Labor & Delivery, Surgery Centers, Infection Prevention, and EVS.
- Expanded role to drive sales growth of Ecolab Infection Prevention Solutions (Hand Hygiene products & programs, Patient Room Program, Environmental Hygiene Solutions) from 2020-2024. Cover 50+ large hospital systems in Western/Richmond/Eastern Virginia area.
- Achieved 102% to quota FY2023 in a territory with total sales volume of $3.2M. Currently, performing at 101% to quota.
- Received Master Class recognition in 2023 and 2021 for exceptional performance.
- Received promotion to Senior Account Executive II in April 2024 for outstanding contributions.
- Ranked #17 on Sales Leaderboard for 2024 YTD. Ranked # 10 FY 2022. Ranked #3 in FY 2021.
- Highlighted for company Growth Drivers 3 times in 2024. Four times in 2023 and 7 times in 2021.
- Successfully closed 7 OR Program opportunities in FY 2021.
- Consistently exceeded new business claim goals.
- Provide in-services & CEU's monthly on ways to improve patient outcomes. Demonstrate use/application of products/programs in customer facilities.
- Introduce new product offerings to existing customers & prospect/cold call/network to obtain & grow new business.
- Manage customer base & built strong relationships with a professional demeanor & strong interpersonal skills.
- Trusted advisor & partner to customers to implement best practices to fight hospital-acquired infections.
- Install/repair dispensing systems & related equipment.
- Caretaking for 3 separate territories FY 2021.
- Mentored & assisted with on-boarding of 6 new Ecolab Account Executives
- Member of Ecolab Employee Resource Groups (BRIDGES Chapter, E3 Chapter, PLAN Chapter).
Account Specialist
Owens & Minor
Richmond, Virginia
09.2012 - 06.2017
- Managed distribution of $32M territory in the Richmond/Tidewater VA area in acute care settings.
- Conducted daily sales calls to establish new & maintain ongoing business.
- Manage & implement all programs & services to improve inefficiencies within the supply chain.
- Manage customer contract compliance.
- Manage backorders & provide resolution.
- Partnered with branch management & staff as well as other functional areas within the company to drive sales growth.
- Resolved customer concerns and followed up to ensure satisfaction and retention.
Sales Development Analyst
McKesson Medical-Surgical
Richmond, Virginia
06.2011 - 05.2012
- Supported South region consisting of 8 Sales Managers & 122 Account Managers in conversion of national branded products to McKesson Brand.
- Develop & implement specific strategies to increase private brand sales within region.
- Coordinated sampling and collateral distribution for marketing initiatives.
- Managed generation and administration of rebates for customer transactions.
- Deliver savings reports & conversion reporting across teams.
- Conducted data analysis to identify trends and insights.
Buyer & Senior Sales Specialist
McKesson Medical-Surgical
Richmond, Virginia
07.2002 - 06.2011
- Planning & implementation of activities related to product purchasing, inventory management, shipping & receiving for 16 distribution centers.
- Supported 56 Account Managers.
- Negotiated & finalized purchase orders with suppliers, ensuring best quality, price and delivery terms.
- Monitored deliveries from suppliers against agreed upon timelines while also managing expectations of internal customers.
- Identified alternative sources of supply due to shortages or delayed delivery times.
- Developed strong relationships with vendors to ensure timely completion of projects within budget.
- Kept inventory levels within safety stock and target quantity levels.
Buyer & Senior Sales Support Analyst
McKesson Medical-Surgical
Richmond, Virginia
07.2002 - 06.2011
- Planning & implementation of activities related to product purchasing, inventory management, shipping & receiving for 16 distribution centers.
- Supported 56 Account Managers.
- Negotiated and finalized purchase orders with suppliers, ensuring best quality, price and delivery terms.
- Monitored deliveries from suppliers against agreed upon timelines while also managing expectations of internal customers.
- Identified alternative sources of supply when necessary due to shortages or delayed delivery times.
- Analyzed vendor performance metrics to assess current supplier base and identify areas for improvement.
- Developed strong relationships with vendors to ensure timely completion of projects within budget.
- Kept inventory levels within safety stock and target quantity levels.
Buyer
Schwarzschild Jewelers
Richmond, Virginia
06.1999 - 03.2002
- Planned and developed 9 tabletop and giftware divisions, achieving annual sales of $2M.
- Analyze & track sales, inventory, gross margin, trends, vendor performance, & open-to-buy.
- Created product assortments for 3 stores to enhance customer engagement and sales.
- Create & maintain Purchase orders.
- Monitored and recorded delivery schedules to ensure timely arrival of products.
- Planned and promoted department events to drive foot traffic and increase sales.
- Travel to out of state buying markets.
Education
Bachelor of Fine Arts - Fashion Merchandising/Business Administration
Virginia Commonwealth University
Richmond, VA, US05-1997
Skills
- Account Management
- Strategic Planning
- Lead Generation
- Prospecting and Networking
- Client Relationship Management
- Product and service expertise
- Consultative Sales
- Cross-Functional Teamwork
- Sales Reporting
- Pipeline Management
- CRM proficiency
- Prime vendor management
- Healthcare sales
- Product demonstrations
- Upselling and cross selling
- Time management
Certification
- Emergency Medical Technician - B
- Six Sigma Greenbelt - McKesson 2010
AWARDS
Master Class Sales - Ecolab 2023 & 2021, Global Safety Champion Award - Ecolab 2020, Neil Harlan Gold National Award Recipient - McKesson 2007
Timeline
Acute Care Sales Representative
Medline Industries, Inc
08.2024 - Current
Sr. Account Executive II
Ecolab Healthcare
07.2017 - 09.2025
Account Specialist
Owens & Minor
09.2012 - 06.2017
Sales Development Analyst
McKesson Medical-Surgical
06.2011 - 05.2012
Buyer & Senior Sales Specialist
McKesson Medical-Surgical
07.2002 - 06.2011
Buyer & Senior Sales Support Analyst
McKesson Medical-Surgical
07.2002 - 06.2011
Emergency Medical Technician - B, Vice President
West End Volunteer Rescue Squad
02.2001 - Current
Buyer
Schwarzschild Jewelers
06.1999 - 03.2002
Bachelor of Fine Arts - Fashion Merchandising/Business Administration
Virginia Commonwealth University