Peggy Reuck
San Francisco
Summary
Utilize my sales; sales management, sales training, and marketing experience with a growth- oriented organization that values proven success, leadership, performance excellence and long- term commitment. Sales and Marketing: Experienced in the full process of the sales cycle from lead generation and territory management to successful closure of the sale. Expanded sales through customer need analysis, competitive strategies and strong market penetration. Built loyal account and client relationships with strong, quality customer service and rapid problem identification and resolution. Assisted in the development of new product launch plans and strategies to penetrate new markets and enhance product visibility.
Overview
23
23
years of professional experience
Work History
Regional Field Sales Manager
IQVIA
01.2022 - 09.2022
- Responsible for managing a region of (13) Diagnostic Clinical Specialists with business opportunities for QuantiFERON sales in the physician office market
- The target segments include primary care, pediatricians, infectious disease, dermatologists, rheumatologist's, and other specialties in the Physician Office Market Segment
- Developed and delivered the sales strategy and delivered contractual obligations as agreed by the client and IQVIA
- Met regional sales objectives by developing and implementing promotion strategies, coordinating sales team and servicing key accounts to fortify business relationships.
- Q1: 120% to quota Q2: 112% to quota
Regional Sales Manager
Industry Lab Diagnostic Partners
08.2016 - 08.2021
- Building customer partnership by selling laboratory services in the urine drug testing market
- Providing Comprehensive Quantitative Screening and confirmation utilizing Immunoassay technology.
- Developed and managed regional sales program and market operations.
- Analyzed regional market trends to discover new opportunities for growth.
- Met regional sales objectives by developing and implementing promotion strategies, coordinating sales team and servicing key accounts to fortify business relationships.
Business Development Manager
AutoGenomics, Inc
07.2015 - 07.2016
- Responsible for building market position by locating, developing, defining, negotiating, and closing business relationships in the molecular diagnostic/NGS technology arena; specifically, Pharmacogenomics, Oncology, and Women's Health
- Utilizing Consultative Selling Model to position Molecular Instrumentation that will benefit patient care long term.
- Maintained open and ongoing communication with clients to meet needs and expectations.
- Determined business development opportunities and implemented effective strategy for client acquisition.
- Leveraged cold calling, in-person visits and referrals to build leads.
Area Business Manager
Immucor/Gamma Inc
01.2012 - 07.2012
- Managed and coached 4 Blood Bank Business Managers and 3 Blood Bank Technical Specialist in the North Central Area
- Established forecast goals and quota for FY2013
- Working closely with Corporate Account Managers to establish the most effective strategy and maximize on relationships with the GPO organizations
- Responsible for the growth, coaching, and development of sales professionals and technical business representatives
- Specific Responsibilities:
- Train, coach, develop, and motivate each direct report to achieve proficiency within each established Role and Job-specific competencies
- Lead Strategic Account Management and Territory Planning effort within the region
- Maintain fiscal responsibility and manage area expense budget to established guidelines
- CRM: Prepared accurate territory business plans, forecasts, and sales reports to achieve assigned sales quota and product mix objectives
- Evaluated performance via field travel, phone conferences, area meetings, and formal performance management process
- Set goals, area sales performance standards, and provide performance management documentation requirements for all territories to achieve goals.
District Sales Manager
Thermofisher Scientific
08.2009 - 08.2011
- Managing nine (9) Healthcare Division field sales representatives in the Rocky Mountain district reporting to the Region Vice President
- Responsible for achieving forecast sales goals and provides integral support component to the Healthcare Division's objectives and strategic sales planning for the calendar year
- Responsible for employee development by communicating openly and driving continuous learning for field sales representatives
- Built relationships and managed GPO/IDN, Physician offices: Oncology, Rheumatology, Immunology, Primary Care organizations to drive compliance
- Responsibilities/Accomplishments also include:
- Strategic support for larger accounts
- Focus overall direction of selling/training initiatives towards strategic selling and coaching sales reps
- Support field sales reps on compensation, forecasts, and expense plans
- Perform skill assessment of individual representatives in district
- Provide continuous performance related feed-back to the field sales reps
- Retaining/Maintaining 50 MM in base business
- 2010 top capital equipment district (2.5 MM in capital sales)
- Stack ranking 2010/11: 6/12, 5/12 respectively
District Sales Manager
Abbott Diagnostics
06.1999 - 11.2008
- Managed 9 direct reports covering 24 states representing 13 million dollars in business. Call points include: Primary Care, Oncology, Rheumatology, Endocrinology, Pain Management
- Responsibilities included:
- Hiring for open positions
- Coaching and Training through Situational Leadership and Performance Excellence
- Instrument/Reagent Forecasting
- Managing through third party distributor (PSS)
- Weekly Field Travel
- Developing specific district and rep sales expectations and specifications
- Budget/Expense Management
- Goal Analysis
- Remove Barriers and drive for results!!
- Awards: 2006 District of the Year PGD, Presidents Club, #1 in Reagent Growth.
Area Central Training Operations Manager
Abbott Laboratories Limited
06.2004 - 04.2005
- Developed, conducted, and facilitated the execution of sales training activities related to
- Immunochemistry products, sales skills, market segments, and competition for new and field sales hires
- Supervised New Hire Trainees, provided direction and input around daily activities, as well as providing feedback on progress to both the new hires and sales management
- Leveraged relationships with GPO and IDN organizations to drive compliance
- Awards: Vice President Award
Product Manager
Thermofisher
10.2002 - 06.2004
- AxSYM Immunoassay System/Cancer Assays
- Developed US strategic marketing plan for existing AxSYM immunoassay product line to the US market segment
- Developed sales tools and marketing programs for the sales force for a seasoned product line
- Providing support to the areas of the US with specific needs to stabilize and grow current overall business by monitor sales, advertising, sales training, inventory, profit and loss analysis, research and development, and financial projections
- US AxSYM business represents 25% of annual sales
- Launched AxSYM Plus 5.0/5.1 software to US Commercial Organization
- Launched Anti- TPO and Anti-TG to the US Market, executing launch plan and tracking sales.
Area Account Executive
Abbott Diagnostics
05.2001 - 10.2002
- Managed a four-million-dollar territory
- Established key relationships with customers ranging from small physician office laboratories to large hospital laboratories, and national reference laboratories
- Developed account specific strategies, determined customer needs, created customer commitment to utilize our products
- Performed various product demonstrations, developed proposals, closed immunoassay and capital sales, and maintained and grew customer base
- Worked closely with National Accounts to leverage contract guidelines and drive compliance.
Area Account Manager
Abbott Diagnostics
06.1999 - 05.2001
- Managed a two (2) million-dollar territory in the greater Los Angeles area
- Established key relationships with individuals from a variety of fields ranging from Hospital Administration, Physicians, Nurses, and Lab Managers
- Responsible for developing account specific strategies, determining customer's needs, encouraging customer commitment to current practices, and to utilize our products
- Responsible for performing product demonstrations, developing proposals, closing sales, and developing a strong reference customer base.
Education
Bachelor of Science - Clinical Laboratory Science
University of Nevada
05.1995
Skills
- Sales Oversight
- Sales Territory Management
- Salesforce Software
- Profitability Assessments
- Customer Complaint Resolution
- Verbal and Written Communication
- Problem Solving
- Relationship Building
- Problem-Solving
- Team Recruiting and Onboarding
- Staff Training and Development
- Sales Projections
- Decision Making
- Budgeting and Expenditures
- Time Management
- Detail-Oriented
Accomplishments
- Demonstrated capabilities including managing direct reports through effective team management, strategic planning, budgeting, and formal interviewing
- Performed market analysis and developed competitive strategies to build customer base
- Extensive GPO and IDN interaction and contract compliance
- Training: Developed, conducted, and facilitated the execution of sales training activities related to all product lines including competition for new hires and field sales
- High Performance: Consistently received top performance ratings in each performance review at Abbott Laboratories and Fisher Healthcare.
Timeline
Regional Field Sales Manager
IQVIA
01.2022 - 09.2022
Regional Sales Manager
Industry Lab Diagnostic Partners
08.2016 - 08.2021
Business Development Manager
AutoGenomics, Inc
07.2015 - 07.2016
Area Business Manager
Immucor/Gamma Inc
01.2012 - 07.2012
District Sales Manager
Thermofisher Scientific
08.2009 - 08.2011
Area Central Training Operations Manager
Abbott Laboratories Limited
06.2004 - 04.2005
Product Manager
Thermofisher
10.2002 - 06.2004
Area Account Executive
Abbott Diagnostics
05.2001 - 10.2002
District Sales Manager
Abbott Diagnostics
06.1999 - 11.2008
Area Account Manager
Abbott Diagnostics
06.1999 - 05.2001
Bachelor of Science - Clinical Laboratory Science
University of Nevada
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