Sales Manager in Atlanta GA Resume David Crook

DAVID CROOK 6115 BoathouCumming, GA 30040  770-519-2043 [email protected]  www.linkedin.com/in/davidcrook1

AWARD WINNING B2B SALES MANAGER | Dynamic sales leader with proven success directing market growth with an entrepreneurial attitude, positive coaching and guidance, and a determined commitment to improve sales results by fostering individual growth and development while challenging traditional methods and perceptions to maximize team performance. Passionate about collaborating and networking effectively to create progressive cultures that enhance functional team work environments dedicated to delivering outstanding sales results and unmatched customer service. Sales Management Competencies Include:  Strategic & Conceptual Selling  Impactful Presentation Skills  Drive for Continuous Learning  Impeccable Integrity & Honesty  Networking & Negotiating  Lead Generation & Prospecting  Talent Acquisition & Retention  Mentoring & Staff Development  Tactical Product Launch  Resource Acquisition & Allocation

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Targeted Territory Sales Account Management & Analysis Motivational Leadership Profitability & ROI Maximization Responsible Budget Management

SALES LEADERSHIP SUCCESS SANOFI-AVENTIS PHARMACEUTICALS, (2001 to Present) Worldwide provider of multiple therapeutics for medical conditions Senior Cardiovascular Medical Center Sales Consultant, Atlanta, GA (2009 to Present) Lead team driving market share and expanding utilization of Fluzone vaccines, Lovenox, and Plavix through consultative training of Atlanta surgeons, oncologists, cardiologists, orthopedists, neurologists, hospitalists, hematologists, and their affiliated staff regarding the appropriate therapeutic application, administration, and management of anti-coagulant (injection devices) and anti-platelet therapies.   

Created outpatient protocol for DVT prophylaxis that ensured a more appropriate transition of care from institutions. Developed a standardized orthopedic protocol for hospital use which minimized readmissions, costs, and liabilities. Successfully protected Lovenox and Plavix formulary status from emerging competitive entries into marketplace.

District Business Sales Manager–Metabolism Specialty & General Therapeutics, Knoxville,TN / Atlanta, GA (2006 to 2009) Managed 10-15 sales representatives across rapidly changing multi-state geographic areas with direct responsibility for $20-30 million in annual revenues. Initiated training, educational seminars, and sales meetings for teams and clients to promote proper introduction of disease management therapy of diabetes, sleep disorders, hypertension, allergies, osteoporosis, and related conditions. Coached representatives on selling skills, analyzed industry changes, and managed care practices. Optimized team strategies to seek out and maximize sales results. Interviewed, hired, trained, and mentored sales teams responsible for promoting Actonel, Lantus, Apidra, Opticlik & SoloStar injection devices, Allegra, Allegra D, Nasacort AQ, Ketek, Ambien CR, Avapro, Avalide, and Xyzal. 

Produced 14 award winners, encompassing 3 International Awards, 3 National Awards, and 8 Regional Awards.

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Interviewed, hired, trained, and led newly created 2009 team from ranking of 41/41 to 26/41 in less than 8 months. Led under-staffed 2008 team from a ranking of 38/42 to 6/42 in just 6 months through adaptive team member deployment. Awarded 2009 National Gold MVP recognition for the Impact Ambien CR Competition based on total District volume growth. Boosted Lantus insulin sales 11% in 2007 in a market that grew 2.2% by implementing a targeted sales strategy. Exceeded 2008 market growth of 7% with Lantus sales growth of 13.9% by leveraging key Endocrinologists’ relationships. Catapulted Apidra insulin sales 250%+ from 2006 to 2007 by clearly communicating and differentiating the products’ unique benefits utilizing direct challenge sales techniques. Streamlined processes in 2007 by creating a pilot team which allowed the entire National sales force to more effectively target sales calls based on local market research and intelligence developed from key learning opportunities.

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Sales Representative, Gainesville, GA (2001 to 2006) Executed sales and marketing strategies to promote antibiotics, antihistamines, nasal steroids, and asthma inhalers across a 3-state territory. Educated and demonstrated appropriate product utilization according to FDA guidelines. Products included Allegra, Allegra D, Nasacort AQ, Ketek, and Azmacort.     

Propelled product performance from 485th to 1st (out of 487) in nation through targeted sales and service within 6 months. Achieved and maintained #1 or #2 ranking (out of 487) in sales throughout 2002 and 2003 by consistent clinical selling. Exceeded overall product portfolio sales goals over 176% by instituting a product sample challenge to motivate clients. Secured top 20 ranking and achieved sales of over 200% to goal during launch of Ketek by extending market penetration beyond traditional customer base through targeting urgent care facilities and community hospital emergency rooms. Selected to serve on Sales Advisory Board, Diversity Council, Field Based Training Staff, and participated in highly structured Management Development Program while maintaining exceptional sales results in assigned territory.

DAVID CROOK, Page 2

770-519-2043  [email protected]

PHARMACEUTICAL INDUSTRY SALES AWARDS        

Nova Award (National Rookie of the Year) – 2002 Southeast Area Sales Associate of the Year – 2003 and 2004 st #1 Ranked Territory overall in the Nation (1 out of 487) – 2002 nd #2 Ranked Territory overall in the Nation (2 out of 487) – 2003 nd National “Over the Top” Contest, Second Place Overall (2 out of 5000+) – 2002 Multiple “Ring Winner”, exceeding 103% to Goal Overall Product Portfolio – 2002, 2003, 2004 District Manager National Gold MVP Impact Ambien CR Winner – 2009 Multiple Safe Driver Awards and Recognition from Fleet Management

ADDITIONAL SALES SUCCESS TIMBERLAND RESOURCES, Greer, SC - Entrepreneurial Wholesale Lumber & Panel Products Venture Commodities Trader/Panel Sales Manager: Orchestrated inventory pricing and shipping for commercial B2B sales. Coordinated purchasing from third party vendors, wholesalers, and manufacturers. Analyzed lumber futures and cash markets to identify investment and sales opportunities. Expanded market share for new product line applications. 

Fueled sales by $2M+ in 1 year through product diversification utilizing new contracts with strategic vendors.

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Increased sales revenue by $1.5M+ in less than 1 year by negotiating a contract to purchase 100% of the veneer cores from a new plywood mill to sell to treatment plants, which improved corporate profitability.

BUILDER MARTS OF AMERICA, Greenville, SC - Buying Cooperative for independent lumberyards & hardware stores. Forest Products Commodities Trader: Recruited to improve inventory and pricing functions for all panel and Canadian spruce product categories. Completed B2B transactions via telephone and face-to-face trade show sales. Boosted product offerings and usage through contract negotiations with manufacturers, wholesalers, and clients’ lumberyards. 

Expanded imported Canadian Spruce market penetration by 40%+ from 1997 to 2000 through diversifying the vendor base, which led to increased revenue opportunities for company and customers.

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Fueled account growth by 18% to 3 largest customers in Alabama with increased oriented strand board utilization by leveraging professional relationships to increase revenue streams and value added propositions within B2B networks.

LOUISIANA PACIFIC CORPORATION, Conroe, TX - Worldwide Manufacturer of Forest Products Panel Sales Representative/Supervisor: Recruited by manufacturer of oriented strand board and plywood for nationwide and export B2B sales to retail outlets, distribution yards, wholesalers, and remanufacturing facilities. 

Increased B2B sales volume over 800% to a major wholesale/retail target account (84 Lumber) by developing new sales and distribution channels and by negotiating annual volume contracts.

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Generated revenue stream of $2M annually while reducing waste by developing a market for sub-standard production through a cut-to-size facility enabling growth into the domestic and export retail B2B “Do It Yourself” sectors.

GEORGIA-PACIFIC CORPORATION, Atlanta, GA - Worldwide Manufacturer of Forest Products Purchasing and Inventory Management/Inside Sales: Wood panel products purchasing and inventory control for 160+ distribution centers located across North America.  Propelled house account profitability 40% by expanding the product portfolio and customer offerings.  Increased transaction efficiencies by helping develop and implementing a computerized inventory purchasing system.

EDUCATION & DEVELOPMENT AUBURN UNIVERSITY, Bachelor of Science in Economics, Auburn, AL (Pre-Veterinary Curriculum) Football Team, Soccer Team (served as Team Captain 2 years) Foy Union Building Student Activities and Visitor Information Representative Clarkston Animal Hospital Veterinary Assistant/Groomer/Kennel Manager Notable Professional Coursework: Sales LEAD Training Courses I-IV, P3 Coaching, Oz Accountability, Targeted Selection Interviewing, Emotional Intelligence, Competitive Selling and Demonstration, Legal Considerations, Integrity Selling, Situational Leadership, Selling in a Managed Care Environment, Strength Finders, The Value of Culture Selected by upper management to participate in preceptor programs at University of Miami Diabetes Research Institute, Miami, FL and the International Diabetes Center, Minneapolis, MN.

“Well done is better than well said.” -Benjamin Franklin