Background And Skills Flashcards
Tell Me About Yourself
I am an assertive Sales Professional with expertise in consultative selling, sales training, and leading teams in the pharmaceutical, insurance, and medical device industries. My strengths include: Growing market share / increasing revenue, territory management, and strategic planning. Highly successful in developing profitable relationships, improving client outcomes, optimizing customer efficiency, and maximizing profits..
Why should we hire you?
- Extensive Sales And Leadership Experience.
- Proven ability to grow the business thru:
- Consultant Approach
- Territory Management
- Strategic Planning
I produced $750k in new trauma/ upper extremities biz for Stryker. I can do the work and can make my managers life easier by utilizing the experience and skills I have developed to this point in my career. And I want to continue learning.
- I am committed to the job and the company.
How would you describe your work style?
I have experience working in multiple industries and I have the ability to work in different settings. I consider myself a:
Self starter and effective in working autonomously.
-Ex: Stryker, Zeiss
Collaborative
-Ex: Stryker Colleagues
Enjoy working with others
- Sales Training and Leadership experience
How did you get to this point in your career?
I developed a passion for sales in high school. My father was in sales and sales management. I had a close family friend, a family practice MD, who encouraged me to look at Pharmaceutical Sales.
After obtaining my college degree in Management, all of my employment has been in sales. I have experienced success across multiple industries. I have spent over 15 years in healthcare sales, winning numerous sales awards, and calling multiple physician specialties. I also have worked with an array of customers from C-Suite on down.
My most recent position with Stryker was one of dozens of jobs that were recently eliminated. Despite the various downsizing’s and realignment I have experienced, my heart and passion remain in healthcare sales. I am excited to be here with you today!
Give an example of a difficult decision you have made in the last two years and how did you come to that decision?
Leaving Zeiss.
What was the last project you headed up and what was it’s outcome?
Trinity Regional Medical Center TIA
S: Facility using 100% of our competitors wrist and hip trauma portfolio. The competition had stronghold with existing surgeons and OR staff. The hospital had owned inventory in excess of $300K in the hip and wrist space.
O:
What do you consider the single most important idea you contributed in your most recent position?
- Trinity TIA
- New ReUnion Shoulder Business
- Synergy in Trauma Call Schedule
What are your strengths?
Consultative / Needs Based Selling
- Solutions Focus
- Example: Dr. Bartelt Shoulder Biz
Territory Management
- Time, Prospecting, Analyzing, Documentation,Collaboration
- Plan my work and work my plan.
- “Take 10”
Strategic Planning
- Utilize tools given to me to drive business
- Develop Strategic Initiatives
- Example: FBFS Client Cross Sell Initiative
What are your weaknesses?
As a customer focused sales driven individual, I tend to focus my time on building the business, but routine paperwork have not been my strong suit. I have worked hard to build time into my schedule to accomplish these duties.
Describe your ideal job?
A job that provides an opportunity to learn, grow, and be a valued member of the organization. I value:
Perpetual Learning, Positive Energy, Results Oriented Approach,Integrity, Empowerment, Accountability and Teamwork.
Ideally, I want to be part of a sales organization that shares in these same principles. A job where we are encouraged to take calculated risks that are ethical and well thought out. As a team we share our successes and our failures, so that we all can grow. We work towards a common goal in improving the lives of the customers and ultimately, the patients we serve.
Tell me about a success?
Sales Rep at Stryker Orthopedics. Responsible for sale and providing clinical/technical information regarding our shoulder arthroplasty solutions. Stryker was really the last to market with shoulder implants. Thus, no real promotion of product line until I was hired.
I developed a strategic initiative around three Waterloo / CF Surgeons. I had worked with these Doctors in knee and hip cases and had developed an understanding of their surgical practices. All are relatively young, and have a desire to grow their businesses. For two of them, time is money. So they had a need to be more efficient. More efficient, means more surgeries during the day, week, and month. One Surgeon, wanted to simply grow his business and was not currently doing shoulders-only knees and hip replacements. Although all 3 Surgeons are responsible for the $500k of new shoulder biz in 2017, I will focus the success story on the last surgeon.
Dr. B is a U of I educated and Mayo trained Ortho Surgeon. During much discovery time, I realized he saw shoulders as a viable way to grow his business, but was not confident in doing them. His chief concern was getting exposure, correct tension, and range of motion. Finding time to train was another concern-he doesn’t like to travel because he has young children.
Actions:
1. Gave him Op Tech on ReUnion Shoulder.
2. Conducted an intro to instrumentation over dinner.
3. Conducted sawbones lab at his office.
4. Watched live surgery online.
5. Surgical Observation at Mayo with his mentor
Consistent persistency prevailed.
What are the most difficult decisions to make in your current job?
Decisions that affect our team.
Example: Trauma Team Lead.
- On Call Schedule
- Riley
