Account Representative

Posted on: 2006-02-02

RESUME OF: Karen E. Kearsley 1515 De La Vina Street, Santa Barbara, CA 93101 PH: 805-884-1140 FAX: 805-965-6427 Email: [email protected] CAREER OBJECTIVE: A sales/sales management position that would utilize my strong analytical skills and multitasking ability to meet and exceed customer and employer expectations. The position should offer compensation consistent with my experience and skills; and a career track that offers challenges and upward mobility. CURRENT EMPLOYER: GE Healthcare (Formerly Amersham Biosciences) (August 2002 to Present) TITLE: Account Representative, Separations (Inside Sales)  Telemarketing and lead generation for Midwest, Northwest, and Southwest Regions  Sales achievement 2003: 103.9% to plan; 2004: 106.2% to plan PRIOR EMPLOYMENT: SCIENTIFIC TELESERVICES ASSOCIATES/ Scientific Marketing Research (September 1995 to August 2002) TITLE: President/Owner/Entrepreneur  Mission: To provide marketing and sales expertise to the scientific marketplace, including consulting, training, internet research and teleservices.  Clientele: Included companies such as Digital Instruments, Beckman Coulter Corporation, Waters, Perkin Elmer Corp.  History: We began the business on a “shoestring” with one client and a 286 PC in our dining room in Miami, FL. Within 6 months, revenues justified my resignation from Coulter Corporation.  Track Record: By the end of the first year, we had grossed $100K and were on target to double that by the end of the second year. We have consistently shown a profit.  Ceased Prospecting for Business: in August 2002, when I accepted a sales position with Amersham Biosciences Digital Instruments Veeco Metrology (Jan 2001 to Jan 2002) TITLE: Marketing Analyst  SCIENTIFIC TELESERVICES ASSOCIATES had qualified their raw leads since 1995. The Director of Marketing requested my services in-house for a year to provide strategic market research for exploration of future markets for atomic force and scanning probe microscopes; and, to manage the customer and prospect databases.  Provided Internet Marketing Research/Business Intelligence and Database Management  Edited and Proofed marketing materials and application notes Coulter Corporation (1993 to 1996) TITLE: Account Technical Representative  Provided customer service/support, technical troubleshooting of instruments, controls, QC and calibration problems, and associated computers and peripherals.  Interfaced with Field Service Engineers, Applications Specialists, and customers. Millipore Corporation (1987 to 1993) Waters Chromatography Division (September, 1990 to March 1993) TITLE: Technical Sales Rep. Columbus, OH  Exceeded $1M Sales Quota: selling High Performance Liquid Chromatography, Capillary Electrophoresis, Capillary Ion Analysis, and Ion Chromatography Equipment and Supplies  To Environmental, Biotechnology, Pharmaceutical, Industrial, Chemical, Polymer, University, Research, QC/QA, Food, etc. Markets in Central and Souteastern Ohio, Western West Virginia. Waters/Dynamic Solutions Division, CA (August, 1987 to August, 1990) TITLE: Telemarketing Sales Manager and Data Products Marketing Specialist  Managed an in-house telemarketing staff and, later, our telemarketing outsource company.  Ensured the success of sales inquiry fulfillment and lead telequalification, market research and telemarketing surveys.  Interfaced with sales reps and customers to answer technical questions and promote sales of data storage products  Designed and developed training materials and curriculum.  Scheduled and taught Sales and Service Training courses and Customer Data Schools.  Wrote newsletter articles ESA, Inc. (1981 to 1985) TITLE: Western Regional Sales Manager  Territory: 11 western states including Alaska and Hawaii  Interfaced with distributor rep organizations  Sold HPLC Equipment & Electrochemical Detectors to both Clinical and Industrial Markets General Diagnostics Division of Warner Lambert Corp. (1976 to 1979) TITLE: Microbiology Specialist (Promoted from Technical Sales Representative)  Field product manager for market introduction of Micro-ID in 5 mid-western states (OH, MI, KY, TN, WV)  Sold clinical diagnostics, reagents, test kits, and instrumentation. CLINICAL LABORATORY EXPERIENCE:  Good Samaritan Hospital, Cincinnati, OH: Teaching Supervisor, Coagulation/Special Coagulation  Eastern Hills Laboratory, Cincinnati, OH: Laboratory Supervisor, Evening Shift: Hematology, Microbiology, Chemistry  Christ Hospital, Cincinnati, OH: Bench Technologist: Blood Bank  Stillwater TB Sanitorium, Dayton, OH: Laboratory Supervisor: Hematology, Microbiology, Chemistry  Middletown Hospital, Middletwon, OH: Bench Technologist: Hematology, Chemistry STRENGTHS:  Excellent Management and Organizational Skills (i.e. Juggle Multiple Tasks, Simultaneously)  Excellent Communications Skills, Verbal and Written  Excellent People Skills  Excellent Sales Skills  Excellent Platform Skills  Intelligent and Creative  Able to Leap Tall Buildings In a Single Bound (i.e. Overcome Major Hurdles Seemingly Effortlessly in the Pursuit of Success and Excellence) ACADEMIC CREDENTIALS: B.S. PreMed./Med. Tech., University of Louisville MT/ASCP Registered Medical Technologist/Clinical Laboratory Scientist ADDITIONAL COURSES:  Principles of Marketing Management, Business Management, Business Law, Accounting, and Economics  iMarket Seminar by Dunn & Bradstreet (Contact Management & Business Development Software)  SYSTEMA, PSS I, II, III Sales Training Courses  The Versatile Sales Person  Initiating Business Relationships  Enhancing Business Opportunities  Conflict Management Skills  Time Management for Sales People  THE ONE MINUTE MANAGER Management Course  GE Influencing Skills Course  GE Presentation Skills Course ADDITIONAL SKILLS:  Proficient with DOS-based computer hardware and software  Windows 98/ME/XP/2000  Office 2002 Prof. Version  ACT! 2000  SalesLogix  Microsoft Project  FileMakerPro  Maximizer Enterprise  Lotus Notes  Internet and World Wide Web  HTML and website design ACCOMPLISHMENTS: I am a 4'10" dynamo of a woman who:  consistently received excellent performance reviews with Waters/Millipore: doubled my income in 5 years.  covered a sales territory for ESA of 11 western states, including Alaska and Hawaii, selling state of the art electrochemical detectors, HPLC, and IC equipment.  single-handedly opened the West for ESA, taking sales from zero to $240,000 my first year; average sale: $7,000.  managed sales, field service, installations, and customer training while with ESA.  continued part-time (Approx. 15 hrs/wk) with ESA when I took a 9 month sabbatical. I did telemarketing, telephone troubleshooting, and sent instruments to customers for evaluation, providing telephone support from my home. Percent of Goal achieved for those three quarters was 90%, 90%, and 177%; not bad for a part-timer with a full-timer's Goal.  achieved a successful track record for taking innovative new products to market: the Coulochem Electrochemical Detector for ESA; and Micro-ID for General Diagnostics; and consistently beating the established competition.  doubled my territory's revenue my first year as a novice sales rep with General Diagnostics. With two promotions in 21 months, I had increased my base salary by over 40%.