Summary
Overview
Work History
Education
Skills
Timeline
Generic

Douglas Otto

San Francisco

Summary

Sales representative with a consistent track record of exceeding sales goals in Northern California/San Francisco Bay Area territories; expert in consultative sales and account management.

Overview

10
10
years of professional experience

Work History

TECHNICAL SALES REPRESENTATIVE

Emerald Scientific
02.2021 - 08.2022
  • Company Overview: Scientific Consumables and Equipment Sales Skills
  • Consistently forecasted and met budgeted revenue goals on a quarterly and annual basis.
  • Successfully delivered presentations to clients and explained technical features to close sales.
  • Proactively identified and pursued opportunities to develop new business and boost sales in existing territories.
  • Negotiated prices, terms of sales, and service agreements to secure the best deal possible.
  • Conducted thorough research on customers' buying history and utilized consultative techniques to develop refined suggestions for new/increased sales and more suitable products to fit the customer's needs.
  • Provided prompt support to customers on product-related issues, prices, technical issues, product availability, and credit terms to maintain satisfaction and preserve revenue streams.
  • Spearheaded client appreciation, industry, and promotional events focused on increasing sales, engagement, and product awareness.
  • Shared winning sales strategies and market information with the sales team to improve overall performance.
  • Verified and updated customer information in Salesforce to maintain high data quality, set up sales contracts, and finalize purchases with high accuracy.
  • Ensured timely and accurate reporting to management on sales activities to plan upcoming sales activities properly.
  • Generated detailed expense and sales reports consistent with company guidelines.
  • Scientific Consumables and Equipment Sales Skills

ENTERPRISE ACCOUNT EXECUTIVE

eThor
08.2020 - 02.2021
  • Company Overview: Contactless Payment Devices
  • Generated predictable top-line revenue through new prospect acquisition.
  • Managed the entire sales cycle from prospecting/qualification to deal closing.
  • Identified and targeted competitive opportunities to drive new business.
  • Understood and executed pipeline, forecasting, and revenue projections.
  • Executed a consultative sales approach and delivered sales presentations and hardware/software demos at all customer organization levels.
  • Collaborated with the sales team to share winning sales strategies and market information.
  • Contactless Payment Devices

SALES ASSOCIATE

NuVasive
10.2019 - 04.2020
  • Company Overview: Neurology and Spine Devices
  • Organized and coordinated logistical support in correctly ordering, transporting, setting up, and reassembling surgical instrument sets inside sterile processing departments at hospitals and surgery centers.
  • Acted as a product support consultant to surgeons and operating room staff during surgical procedures to safely and properly use NuVasive products and related surgical techniques.
  • Supported and contributed to the growth of revenues in assigned territories through delegated business development activities with surgeons, hospitals, and related staff.
  • Neurology and Spine Devices

CLINICAL SPECIALIST

Cardiva Medical Inc
02.2018 - 08.2018
  • Company Overview: Interventional Neurology | Cardiology | Radiology
  • Completed daily sales objectives focusing on territory growth; these included new account targeting, cultivation, and launch planning, resulting in an increase in territory revenue.
  • Developed and executed a territory business plan in a quota-based system by implementing sales strategies determined by relevant factors and potential accounts, resulting in an increase in sales revenue.
  • Directed all training and education planning during account launches, resulting in an increase in customer satisfaction.
  • Lead clinical and economic presentations to customers, committee members, and relevant staff, resulting in an increase in product adoption.
  • Provided consultative case coverage that resulted in positive clinical outcomes for patients, resulting in an increase in customer loyalty.
  • Informed physicians, staff, and leadership on the latest product, therapy, and technology developments in the industry by actively engaging in procedural and technical discussion, resulting in an increase in customer knowledge and satisfaction.
  • Demonstrated the ability to interact with a wide variety of clinicians, nurses, and lab tech personality types, resulting in an increase in customer engagement.
  • Interventional Neurology | Cardiology | Radiology

CLINICAL SPECIALIST

Boston Scientific
06.2017 - 01.2018
  • Company Overview: Peripheral Interventions | Interventional Oncology
  • Served as the primary resource for clinical support in the areas of case coverage, basic troubleshooting, specialty product usage, and customer training, resulting in an increase in customer satisfaction.
  • Assisted in the execution of a proactive regional plan that involved clinical, sales, and service support to improve market share and increase the quality of service to customers, resulting in an increase in market share.
  • Attended cases in customer accounts and provided consultative insight to physicians on clinical attributes and techniques associated with relative products, resulting in an increase in product usage.
  • Educated customers on the merits and proper clinical usage of company products by giving presentations and demonstrations using a wide variety of formats and platforms, resulting in an increase in customer knowledge and satisfaction.
  • Peripheral Interventions | Interventional Oncology

ACCOUNT EXECUTIVE

FusionStorm
12.2014 - 07.2016
  • Company Overview: Direct channel sales for data center value-added reseller (VAR)
  • Successfully executed sales goals at 142% to plan in 2015 by delivering compelling sales presentations and emphasizing key sellable features to clients.
  • Scheduled and attended meetings with existing and prospective clients, resulting in an increase in customer engagement and loyalty.
  • Utilized internal and external data sources to identify and qualify prospective clients, conducting cold-call campaigns via telephone and email, resulting in an increase in lead generation.
  • Delivered weekly/monthly reports to senior management on sales activities and current/future pipelines, enabling strategic decision-making and ensuring continued growth.
  • Collaborated with partner manufacturer reps to support sales/marketing efforts, leveraging networking skills to establish relationships with channel organizations and expand market reach.
  • Responded to client inquiries, quoting prices, and credit terms, and successfully closing deals, resulting in an increase in revenue.
  • Pre-qualified new opportunities within client infrastructure, coordinating internal resources for sales opportunities, order fulfillment tracking and confirmation, conducting up-sell campaigns, and scheduling/inviting clients for key events, resulting in an increase in customer retention and loyalty.
  • Direct channel sales for data center value-added reseller (VAR)

ACCOUNT MANAGER

Four Winds Growers
11.2013 - 11.2014
  • Company Overview: Sales and marketing of a leading citrus producer
  • Successfully executed sales goals at 201% to plan in 2014.
  • Collaborated with landscape architects, distributors, and retail stores such as Home Depot, Lowes, and Orchard Supply Hardware to develop successful marketing and sales strategies.
  • Identified new opportunities to maximize the only outdoor disease-free growing environment on the West Coast and generated additional revenue streams.
  • Coordinated sales territories for members of the sales team, prepared quotas, and managed staff trade show events.
  • Developed and maintained strong relationships with key stakeholders in the industry to ensure long-term business growth.
  • Negotiated and managed contract agreements to secure profitable deals and increase revenue.
  • Sales and marketing of a leading citrus producer

ACCOUNT EXECUTIVE

Gorilla Technology
06.2012 - 11.2013
  • Company Overview: Channel sales and marketing services
  • Awarded Account Executive of the Year 2013 for outstanding sales performance and contribution to the company's success; executing at 304% to plan.
  • Developed and executed sales and lead development strategies for Cisco, EMC, Dell, and LSI to achieve revenue targets.
  • Prospected and qualified new business opportunities to generate revenue and drive growth.
  • Developed and presented proposals and solutions to potential clients, addressing their business needs and challenges.
  • Maintained a high level of customer satisfaction by providing exceptional service and support.
  • Channel sales and marketing services

Education

BACHELOR OF SCIENCE - Business & Marketing, Plant Biology & Animal Science

University of Vermont
Burlington, VT

Skills

  • Exceptional sales skills
  • Strong negotiation skills
  • Strong communication skills
  • Expertise in CRM tools
  • Salesforce
  • Excellent data analysis skills
  • Report generation skills
  • Strong time management skills
  • Strong organizational skills
  • Client relationship management

Timeline

TECHNICAL SALES REPRESENTATIVE

Emerald Scientific
02.2021 - 08.2022

ENTERPRISE ACCOUNT EXECUTIVE

eThor
08.2020 - 02.2021

SALES ASSOCIATE

NuVasive
10.2019 - 04.2020

CLINICAL SPECIALIST

Cardiva Medical Inc
02.2018 - 08.2018

CLINICAL SPECIALIST

Boston Scientific
06.2017 - 01.2018

ACCOUNT EXECUTIVE

FusionStorm
12.2014 - 07.2016

ACCOUNT MANAGER

Four Winds Growers
11.2013 - 11.2014

ACCOUNT EXECUTIVE

Gorilla Technology
06.2012 - 11.2013

BACHELOR OF SCIENCE - Business & Marketing, Plant Biology & Animal Science

University of Vermont

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