Teresa Hayes
San Pedro,CA
Summary
Utilizing need based selling to grow contact lens sells in $1,300,000 territory in optometric, ophthalmology and corporate practices. Responsibilities include: Buy & Bill product stocking, Virtual Customer Engagement, Dinner Programs, Trade Shows, Corporate Accounts, Digital Platform recruiting & sales Ambitious Senior Account Manager with a tenacity for increasing profits and maintaining client relationships through persuasion and fantastic communication. Dedicated to innovation, forward-thinking and modern sales techniques used to cultivate a productive workspace and long-lasting client and customer relations.
Overview
28
28
years of professional experience
Work History
Senior Account Manager
Alcon Vision Care
04.2011 - Current
- Utilizing need based selling to grow contact lens sells in $1,300,000 territory in optometric, ophthalmology and corporate practices
- Responsibilities include: Buy & Bill product stocking, Virtual Customer Engagement, Dinner Programs, Trade Shows, Corporate Accounts, Digital Platform recruiting & sales
- Areas covered included: LA, Santa Monica, Beverly Hills, Torrance, Long Beach, Montebello
- Notable Accomplishments
- 2022 Circle of Excellence
- Q4 2021 grew Total Contact lens Sales to 112.4%, ranking 29 out of 251 for Dailies Total 1
- Achieving 109% in Precision 1 Sales ranking 12 out of 251
- Converted 3 of the largest competitive target customer to Alcon line of products
- Cornerstone 2017 & 2018 – Achieving Highest Honor of delivering consist & sustained performance
- President’s Club 2016 – Ranked #3 Representative in the Nation
- President’s Club 2015 – Top 10% of National Sales Force
- 102% of Total Strategic Products
- President’s Club 2014 – Top 10% of National Sales Force
- 102% of quota for Total Contact Lens Sales
- Circle of Excellence 1st & 2nd Quarter 2014 – Top 20%
Clinical Sales Representative
Intuitive Surgical
03.2010 - 03.2011
- Recruited and trained OB/Gyn’s and Urologist on Davinci system
- Notable Accomplishments
- Converted key opinion leader in 3 hospitals from traditional laparoscopic to robotic surgery
- Increased surgical booking in my largest account by 30%
- Left for the opportunity at Alcon
Senior District Manager
Johnson & Johnson - Ortho Women’s Health & Urology
01.2005 - 02.2010
- Lead and motivated 11-person sales team to grow market share and meet company goals by applying resources to OB/GYNs and Urologists
- Manage $8 million contraceptive market and $2 million Elmiron market
- Coached team on account management approach to successfully sell capital equipment, resulting in closing $75,000+ in capital equipment sales and achieving 1000% of base sales
- Achieved positive Ortho Tri Cyclen (OTC) Lo growth to rank #3 (Q3-2009) in a declining market through leveraging resources and strategic targeting on branded business
- Exceeded Elmiron national growth goal of 4%, resulting 6% in Elmiron TRx volume change YTD
- Led team through negative publicity on the key product, Ortho Evra (OE), and achieved #3 national rank
- Successfully coached 6 representatives to President’s Circle through focused targeting, call continuum, and closing
- Notable Accomplishments
- President’s Circle, #3 of 36 districts in the nation, 2006
- Regional Excellence Award - #1 of 8 districts in the region, 2006
Management Intern/Sales representative
Johnson & Johnson - Ortho Women’s Health & Urology
10.2003 - 12.2004
- Achieved sales results by influencing stakeholders to prescribe products and sustain loyalty
- Designed and implemented “Competitive” Selling Skills workshop for regional meeting
- Developed and facilitated Institutional “Account Management” for bi-regional meeting
- Chosen to participate in National Sales Compensation Task Force
- Notable Accomplishments
- High Share Club for OE and OTC LO ranked 8th and 9th, respectively, in a region of 60 reps
- Ranked 5th in region for OTC LO growth out of 60 reps
Regional Trainer
Johnson & Johnson - Ortho Women’s Health & Urology
04.2002 - 10.2003
- Ensured effective sales training for reps within a region focusing product knowledge, territory management, and administrative requirements
- Managed 18 new hire training assignments utilizing District Field Trainers
- Coached and developed new hires on 110 field days, while developing reports and execution plans
- Developed and facilitated Western Region “Train-the-Trainer” workshop to train District Field Trainers
- Notable Accomplishments
- Co-authored Leader’s Guide for national “Train-the-Trainer” Program and implemented nationally
Institutional Representative
Johnson & Johnson - Ortho Women’s Health & Urology
05.1999 - 04.2002
- Influenced clinicians within teaching hospitals, selling with an account management approach
- (UCLA, Cedars, Harbor-UCLA, Olive View, Glendale Adventist, VA)
- Increased ParaGard IUD (implant) sales by 147% - Sprint to the Finish Contest
- Gained formulary acceptance of Ortho Tri Cyclen
- Developed key opinion leaders at major institutions to shape the medical community locally and nationally
- Authored Western Region Institutional Business Plan template that was adopted nationally
- Notable Accomplishments
- Representative of the Year, 2001
- 2x Representative of the Cycle, 1999, 2001
Sales Representative
Johnson & Johnson - Ortho Women’s Health & Urology
11.1996 - 05.1999
- Achieved sales results by influencing stakeholders to prescribe products and sustain loyalty
- Notable Accomplishments
- Growth Leader - Oral Contraceptive Platinum Leader, Top 5%
- Gold Winner - Tri Cyclen Sprint to Finish Winner, Top 10%
Education
Bachelor of Arts - Economics, Communications
University Of California, San Diego
Skills
- Business development
- Schedule management
- Excellent negotiation skills
- Partnership development
Timeline
Senior Account Manager
Alcon Vision Care
04.2011 - Current
Clinical Sales Representative
Intuitive Surgical
03.2010 - 03.2011
Senior District Manager
Johnson & Johnson - Ortho Women’s Health & Urology
01.2005 - 02.2010
Management Intern/Sales representative
Johnson & Johnson - Ortho Women’s Health & Urology
10.2003 - 12.2004
Regional Trainer
Johnson & Johnson - Ortho Women’s Health & Urology
04.2002 - 10.2003
Institutional Representative
Johnson & Johnson - Ortho Women’s Health & Urology
05.1999 - 04.2002
Sales Representative
Johnson & Johnson - Ortho Women’s Health & Urology
11.1996 - 05.1999
Bachelor of Arts - Economics, Communications
University Of California, San Diego
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