Stephen Purfey
United States
Summary
Achieved industry-leading customer and revenue growth by leveraging top-notch abilities in networking and lead development. Demonstrated success in converting prospects into customers, servicing accounts and maintaining consistent sales levels. Skilled relationship-builder, communicator and multitasker.
Overview
11
11
years of professional experience
Work History
District Sales Manager
Royal Canin-Mars Inc.
01.2023 - Current
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Developed and maintained positive relationships with clients in assigned sales territories.
- Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
- Generated detailed sales reports and forecasts to analyze performance and track progress.
- Contacted key accounts regularly and achieved high satisfaction scores by routinely re-assessing needs and resolving conflicts.
- Managed team of 10 regional sales representatives and consistently achieved high sales targets.
- Modeled strong negotiation skills to help team members close tough deals with lucrative clients.
Pharmaceutical Sales Representative
Strategic Pharmaceutical Solutions
07.2022 - Current
- 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.
- Achieved individual, territory and company goals for sales, market share, call metrics and sample distribution.
- Engaged clients in informational program discussions and presentations by providing value-added education and product benefits to grow product volume.
- Tracked company inventory in multiple databases and prepared and filed required clinical documentation and reports.
- Prospected continuously for new potential customers and maintained robust conversion rate.
- Collaborated with vendor representatives and company customers to set up optimal delivery schedules.
- Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
- Serviced existing accounts on regular basis to maximize revenue.
Key Account Manager
Mars Inc
07.2021 - 07.2022
- Built and maintained strong client relationships to drive business growth.
- Secured high-value accounts through consultative selling, effective customer solutions, and promoting compelling business opportunities.
- Developed thorough understanding of key clients' needs and requirements to prepare customized solutions.
- Facilitated strategic meetings with key stakeholders to understand customer needs and develop action plans.
- Supported sales and reporting for large and medium-sized accounts.
- Analyzed sales and customer data to identify trends and opportunities for increased profitability.
- Quoted prices, credit terms and other bid specifications.
- Negotiated prices, terms of sales and service agreements.
Digital Ecommerce Specialist
Mars Inc
07.2018 - 07.2021
- Helped Royal Canin customers in determining design and layout of sold and spec ads.
- Maintained working knowledge of company products, services and promotions.
- Interacted with and sold to e-commerce customers and delivered prompt and courteous service.
- Created and presented media and advertising packages to prospective customers.
- Developed sales leads and uncovered new business opportunities through prospecting and cold calling.
- Managed Royal Canin accounts to retain existing relationships and grow share of business.
- Engaged in Royal Canin Prescription Diet product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Managed revenue models, process flows, operations support and customer engagement strategies.
- Maintained knowledge of and partnerships with PPC ad platforms and vendors.
Territory Sales Manager
Mars Wrigley Confectionery
04.2015 - 07.2018
- Communicated regularly with territory, regional, and strategic managers for daily support and strategic planning for accounts.
- Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Developed and maintained positive relationships with clients in assigned sales territories.
- Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings.
- Managed over 125 accounts within Cleveland territory.
Key Account Manager
Coca Cola
08.2012 - 07.2014
- Built and maintained strong client relationships to drive business growth.
- Secured high-value accounts through consultative selling, effective customer solutions, and promoting compelling business opportunities.
- Developed thorough understanding of key clients' needs and requirements to prepare customized solutions.
- Facilitated strategic meetings with key stakeholders to understand customer needs and develop action plans.
- Created sales forecasts to target daily, monthly and yearly objectives.
- Negotiated and maintained cost-effective contract pricing structures with vendors to produce positive return on investment.
Education
Bachelor of Science - Economics
Kent State University
Kent, OH07.2005
Skills
- Product Promotion
- Developing Brand Messaging
- Pharmaceutical Sales and Services
- Client Needs Assessment
- Outreach Initiatives
- Business Growth and Retention
- Consultative Selling Techniques
- Contract Negotiation Expertise
Timeline
District Sales Manager
Royal Canin-Mars Inc.
01.2023 - Current
Pharmaceutical Sales Representative
Strategic Pharmaceutical Solutions
07.2022 - Current
Key Account Manager
Mars Inc
07.2021 - 07.2022
Digital Ecommerce Specialist
Mars Inc
07.2018 - 07.2021
Territory Sales Manager
Mars Wrigley Confectionery
04.2015 - 07.2018
Key Account Manager
Coca Cola
08.2012 - 07.2014
Bachelor of Science - Economics
Kent State University
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