Business Development / Senior Sales Executive 
Proven Sales and Marketing Executive with extensive experience growing market
segments, while achieving record sales numbers and market penetration.
Specializes in identifying new markets, developing new products and
creating/implementing successful marketing plans. Known for consistently
achieving sales and other corporate goals. Outstanding team leader that empowers
his team with consultative selling skills to gain access to the C-Suite to
demonstrate quantifiable value based on return of investment while building and
retaining cross-functional and cross-cultural teams Areas of expertise:

Strategic Planning, Managing for Execution, Account Acquisition, Closing Sales,
Work-flow Re-engineering, ROI Analysis, Making Presentations, Market Analysis,
Motivation, Cold Calling, Client Relations, Account Expansion, Building
Relationships, Consultative Selling, Account Management, Negotiations, Product
Launch, Team Building, Territory Development, Sales Forecasting 

PROFESSIONAL EXPERIENCE
R. PRESS CONSULTING  *  SCOTTSDALE, ARIZONA 12/2007-PRESENT
Consultancy working with medical software start-up companies to develop
strategies and tactics to establish their products and services in our present
rapidly changing market conditions
CONSULTANT
Empowering start-up companies with innovative and potentially market changing
technologies with sales and marketing strategies, tactics, market and competitive
analysis, market segmentation and sales tools to achieve their initial
establishment and growth objectives
- Consulting with two companies on market identification and targeting, as well
as, marketing and sales strategies for these respective products
- Developed the Consultative Selling sales process, the selling tools, including
collaterals, presentations and demonstrations for each company
 - Presently marketing one of my client  ''s systems to major strategic
partners, VARs, along with key accounts and IDNS, as a sample: Cisco, ATT, NEC,
UCLA, Scripps Health System, Children  ''s Hospital of LA, CHW, and CHI. 

MCKESSON CORPORATION - Alpharetta, GA 8/2005-12/2007
Fortune 15 provider of healthcare services and information technology with
annual revenues exceeding $90 billion

HORIZON MEDS MANAGER, CHANNEL MANAGER & BUSINESS ANALYST
Coordinated strategy to increase sales volume and margin, reduce sales cycle
time and improve close rates. Charged with developing a performance database to
quantify customer performance
 - Increased sales more than $800,000 by assisting senior management in creating
new sales strategy. 
 - Created a 2-prong national lead generation program for clinical software
product. 
 - Led business realization study, increasing sales more than $3.5 million. 
 - Work with customers and internal R&D on new product development and
enhancements to existing functionality, which included business analytics that
provided department to C-Level management real-time actionable data in a
drill-down dashboard format
 - Provided ongoing education, support and tools related to effective use of
consultative and solution selling approaches
 
HORIZON MEDS MANAGER PHARMACY SPECIALIST
Marketed Pharmacy Information Systems to acute-care and long term hospitals,
assisting clients in identifying problems in workflow, billing, coding and
creating solutions to increase productivity. Provide in-depth demonstrations to
clients and train new hires. 
 - Converted a 3 hospital Eclipsys account to McKesson Pharmacy in less than 4
months from start to contract signing. 
 - Impacted organization through planning and on-time under-budget completion of
large-scale projects.

CARDINAL-PYXIS DIVISION - San Diego, CA 2004-2005
Healthcare company specializing in drug distribution and pharmacy management
with sales of $60 billion

POINT OF CARE SPECIALIST
Developed marketing plans for a bedside Patient entertainment and personal
information center which also served as a clinician portal (Citrix) to medical
applications, such as HIS, CPOE and PACS
 - Created and led national implemented of a ROI/Cost-Benefit analysis for a new
product introduction 
 - Developed a multimedia sales presentation for this new product introduction;
adapted by the majority of Point of Care Specialist. 

SALESTOOLZ, INC. - SCOTTSDALE, ARIZONA 1994-2004
Consultancy marketing sales consulting and software development services to
Fortune 500 companies
BUSINESS DEVELOPMENT MANAGER 
Capitalized on new business opportunities with Fortune 500 companies,
emphasizing Fortune 200 companies such as Honeywell, Siemens and Rockwell
Automation. Developed/managed new software projects. 
 - Developed Profit Improvement software being used in Consultative Selling
seminars and books as well as by the president of Siemens/Westinghouse.
 - Managed the design, development and implementation of sales/marketing tools
for Honeywell's "Total Value of Ownership" sales strategy, generating $50 million
in new revenues. 
 - Managed the specification, development and implementation of custom Web
Browser based application that completely automated a major Commercial Collection
Agency. (1999) 
 - Developed an interactive Web/CD-based training program    How to Get Your
Project Funded,    generating a 3-year contract with Lexmark.
 - Featured speaker at Strategic Account Manager  ''s Association  ''s national
meeting and led 4 workshops during the conference.
 - Consulting Engagement: (Acting CEO/COO Tankless Systems Worldwide) Engaged to
phase out old products and develop the marketing/R&D strategy for new technology
products. Managed 5 employees, contracted manufacturing company and contracted
R&D Company. 
   - Reduced labor costs by 30% and manufacturing costs by more than 20%. 
   - Developed initial R&D project and oversaw initial testing through proof of
concept. 
   - Established new marketing/business plans and sales strategies, and
identified targets of opportunity. 
   - Managed daily operations and established formal business policies and
procedures. 
   - Consulting Engagement: (Healthcare Compliance Solutions) Engaged in
creation and implementation of CMS and HIPAA Compliance programs for the Orthotic
& Prosthetic industry. 
   - Developed the first software Compliance Auditing product in the industry.
   - Consulted with clients on HIPAA EDI and Software requirements
   - Assisted clients on ICD-9 and CPT coding issues
   - Co-developed web-based Compliance training program

PHARMACIA DELTEC INC., St. Paul, MN 1987-1994
International medical company specializing in medical devices and sales of more
than $100 million

AREA MANAGER
Managed 6 distributor organizations in the western region, while supervising
marketing of product lines for inpatient and outpatient markets, along with
identifying and developing new revenue sources
 - Increased revenue from $250,000 to $2.3 million.
 - Recognized as #1 producing area by increasing sales in assigned territory.
 - Achieved membership 4 times in the $ Million Club and 3 times in the
President's Club. 
 - Successfully consulted with Ansthesiologists and hospitals to develop and
implement Acute and Chronic Pain Management practices which were a new revenue
source to both partners.
 - Recognized as outstanding performer in the Southwest region.
 - Created the software ROI tools adopted by the entire company

LITTON DATAMEDIX, Sharon, MA 1984-1987
International medical company specializing in medical devices and sales of more
than $50 million

SENIOR SALES REPRESENTATIVE
A pioneering sales effort to penetrate a Patient Monitoring, Fetal Monitoring
and Holter Monitoring sales market dominated by Philips in hospitals and
physician offices in Arizona, New Mexico and Las Vegas. Created successful niche
marketing strategies in Open-Heart Surgery and Fetal Monitoring despite the lack
of any group or national purchasing agreements
 - Placed Litton Open Heart Monitoring systems in all 4 hospitals doing open
surgery in Tucson
 - Introduced the first Fetal Telemetry System and the first Fetal Data
Management System
 - Established new territory with annual sales of $700,000. 
 - Consistently ranked in the top 3 in annual sales 

ABBOTT LABORATORIES, No. Chicago, IL 1974-1984
International medical company specializing in pharmaceuticals, diagnostic
testing, IV administration and patient monitoring with sales of more than $4
billion

CENTRAL AREA MANAGER
Supervised 5 direct reps and 2 manufacturer's reps in 12 Midwestern states.
Conducted training, led sales/management meetings, identified business plans and
provided mentoring for new hires. 
 - Achieved 100% increase in area I.V. control sales. 
 - Ranked #1 in I.V. control device sales and #2 in patient monitoring sales. 

SENIOR SALES REPRESENTATIVE
Tasked with increasing sales by performing cold calls, presentations with
potential clients, product demonstrations and participating in 3-shift clinical
trials
 - Closed first contract in 4 months for $250,000. 
 - Ranked #1 in sales for 1979 with more than $1 million in sales and #2 in 1978
with $800,000 in sales.
 - Regional Sales Trainer 

DISTRICT SERVICE MANAGER
Tasked providing 24/7/365 service in Northern Illinois, Southern Wisconsin and
Northeastern Indiana. Responsible for system installations and customer
Bio-medical Consultation 
 -  95% of customer base under service contract.

EDUCATION
Bachelor of Science in Bio-Medical Engineering,Northwestern University,Evanston,
Illinois