William Nuzzo Résumé Page 3
William S. Nuzzo / 142 Arden Road | Columbus, Ohio 43214614-783-6499 |
National Accounts – Corporate Account Manager
· Consultative sales professional with measured track record of success in medical and technical environments.
· Exceptional ability for understanding articulating and presenting knowledge of products and services, conveying features & benefits for application in an intelligent persuasive manner.
· Quick to identify lucrative opportunities and secure new business by establishing genuine rapport with all levels of business professionals.
· Articulate communicator and speaker with extraordinary negotiating skills creating win-win outcomes. / Strengths & Expertise
Merchandising
Product Introduction
Vendor Negotiations
Staff Training & Development
Contract Review/Recommendation
Budgeting & Expense Reports
Creative/Strategic Selling
Performance Evaluations
Market Analysis/Research
Professional Experience & Achievements
McKesson … Richmond, Virginia August 2009 to Present
Major supplier/distributor to healthcare organizations in acute long-term care physician and homecare markets; supplier of medical surgical and pharma products.
National Accounts Manager – Corporate Account Manager
Administer all facets of business development, merchandising (program implementation) and margin results within assigned large national chains throughout Ohio, Michigan, Illinois and Indiana; accountable for increase in market presence and market share growth while simultaneously maintaining activity of current accounts. Communicate with CFO and COO within account chains.
Develop techniques and ensure performance of 4 region managers, 30 sales representatives and 6 sales associates; contribute to resolution of issues with vendors and products as well as clinical challenges, including compliance.
· Facilitated both margin increases for company and cost reduction for client (via merchandising of product). Performance during tenure thus far:
o Gained DME and OTC products on formularies at all accounts as well as selling educational programs into same accounts.
· Outperformed competition and secured approval for implementation of several programs; enabled through use of clinical edge, relationships developed with vendors, delivery of presentations addressing merchandising and profit outcomes for clients, and delegation of sales force executing overall merchandising strategy.
· Improved productivity via implementation of System’s and education through Healthcare Academy; included use of technology for controlling and maximizing inventory use.
Covidien/Tyco Healthcare/Kendall … Columbus, Ohio March 2000 to June 2009
Manufacturer of medical products and devices; annual revenues eclipse $60 billion.
Magnetic Resonance Specialist/Mallinckrodt (March 2007 – June 2009)
Orchestrated territory development and product marketing promoting radiology, cardiology and MRI products to acute care and alternate site facilities in Ohio, Michigan, Tennessee, Kentucky, North Carolina, Virginia, Maryland and New York; guided and delegated responsibilities to 7 contrast media specialists.
Solidified relationships with key accounts/physicians and department managers in MRI, CT, cath lab, radiology and anesthesia departments; primary point of contact on clinical side addressing physicians, CFOs, COOs and boards of directors.
· Led team to 101% of quota in 2008; focused efforts on contrast media and capital equipment; notable accounts included P Naval, Virginia Medical, Cleveland Clinic, University of Cincinnati and Sentara.
Principal Account Manager/Kendall (2000 – 2007)
Promoted to spearhead sales of healthcare product line to markets throughout territory encompassing Ohio, Kentucky, and West Virginia; scope of role focused on development of relationships in market segments in addition to regional/national distribution channels. Drove compliance of GPOs and IHNs. Built and secure physician relations. Products/devices included enterals, needles and syringes, respiratory products, GI products, thermometry, sharps, wound care, inco and surgically-placed feeding-tubes.
Responsible for all facets of sales process including negotiations; developed and implemented sales strategies and tactics through objectives. Cultivated business opportunities and expand the growth of business for sales, margin, product mix, and marketing feedback. Created and implemented sales strategies and tactics through personal selling skills and relationship management of key national, regional and local groups of healthcare organizations.
Created, developed and implemented strategies and tactics for managing national, regional and local distribution channels. Implemented sales strategies with distribution channels to strengthen and expand usage of all products and incorporate a solid mix of marketing these products to all segments in the healthcare industry.
Contributed to business development operations in other areas nationwide, cultivated and oversaw sales staff and provided both individual and group training to management on product insight relative to industry and market segments; developed and allocated to clients e-mail web cast and letters to inform on product and market changes. Also contributed to content development of print material in concert with marketing department. Initially brought in as Account Manager, promoted to Field Sales Trainer, Associate Sales Trainer and Principal.
· Throughout tenure, quota performance qualified for 100% Club resulting in elevated gross profit performance to $8 million annually from $585,000 annually; expanded distributor market share via comprehensive product and industry knowledge in addition to excellent relationship building and management skills. Sales performance included 2000 – 108%, 2001 – 110%, 2002 – 114.6%, 2003 – 109%, and 2004 – 102%, 2005-102.65%- Curity Club, 2006-100.3%. Successfully exceeded budget expectations year after year.
· Regional Impact Salesperson of the Year award (2002 & 2003). Curity Club 2005. Also, Management Assessment Accelerate Training, participating member of Tyco/Kendall Gold Light Bulb Team and initial Six Sigma Enterals Team.
· Corporate Trainer in all categories; trained 75% of new hires
Novartis … www.novartis.com … Columbus, Ohio 1990 to 2000
Manufacturer of healthcare, agribusiness and consumer health products; based in Switzerland, company brings in $110 billion dollars annually.
Regional Accounts Manager
Operated throughout Ohio and West Virginia territory placing products and devices into acute care managed care, long-term care, and home care markets; negotiated and secured business contracts to all regional/national market account segments (including IDNs) for products comprised of enterals and devices including surgically placed GI tubes and pumps. Acted as lobbyist to promote health care issues representing Ohio Health Care, The Academy and Southern Ohio Nursing Home Owner's Group. Provided business development guidance and leadership to colleagues.
· Met challenge of reversing distressed Ohio territory resulting in $6 million revenues generated through increased market presence in immediate proximity to #1 competitor; established over 85% market share throughout highly competitive Ohio territory via focused effort on high degree of education to accounts. Successfully guided territory to 164% of sales plan in 1999 and propelled acute care market growth in excess of 150,000 in 1999.
· Deliver presentations regularly to national sales conferences and leading large-scale training programs as well as Medicaid and Medicare partner, SADMERC (Statistical Analysis Durable Medical Equipment Regional Carrier).
· Largest contract sold includes $5 million deal impacting acute care and long-term care market in 6 states. (Mercy)
· Surpassed all sales goals for 8 years consecutive with 1999 performance highlighted at 164%; performed as district sales leader in 1991, 1992, 1993, 1994, 1998, 1997, and 1998, member of President's Club in 1991, 1992, 1993, 1996, and 1998, Vendor of the Year Representative in 1991 and 1994, Regional Representative of the Year in 1991 and 1993, and Circle of Excellence in 1996.
· Largest contract negotiated and closed included $1.2 million in product for long-term care company in Ohio.
Bell & Howell … Pittsburgh, Pennsylvania 1988 to 1990
Manufacturers of mainframe optical disk technology for corporate and government use.
Systems Sales Analyst
Carried out business development operations placing optical disc system, minicomputer and base systems in Fortune 500-level and government environments; communicated with senior executives to provide features and benefits insight and provided guidance and expertise to organization in system usage, technical applications and user assistance. Supervised staff of 16 Account Executives during development of new accounts while simultaneously working on professional growth. Engineered sales in Western Pennsylvania and West Virginia. Operated amidst $1.2 million monthly quota.
· Notable accounts cultivated and secured included Monsanto Corporation ($2 million), Westinghouse ($1.9 million), Mellon Bank ($1 million), Integra Corporation ($1 million), Telxon (Excess of $1 million revenue production – Directed distribution of product needs worldwide) City of Pittsburgh, LTV Steel, Giant Eagle, and Penn Bank Corp.
Epson/Entire Supply … Cleveland, Ohio
Sales Manager (1984 – 1988).
EducationYoungstown State University … Youngstown, Ohio
Bachelor of Science in Business Administration
Hospital Administration