Steven L. Wright
10807 22nd Place SE
Lake Stevens, WA 98258
425-330-7838
SALES AND MARKETING PROFESSIONAL
Qualifications
Implement, assess, and adapt sales strategies. For Bergen Brunswig I was allowed to alter the game plan from group informational demonstrations to individual sales demos with prospects and subsequently led the nation for the next 3 years in systems sold.
Build trusting relationships with prospects and customers. With Philips Lifeline I developed business by intently listening to the needs of my prospects. We reached consensus, negotiated terms we could sell to our superiors, consulted with technical support to ensure system design would function as sold. I assisted in the installation, and provided on-site training for management and staff. Additional sales were transacted and referrals for new business were gained by keeping in regular contact.
Do the right thing. Acting ethically, managing by fact, asking for help, being a team player, admitting mistakes and learning from them. I bring these traits to every employer. I have found that when I work in concert with management and my peers good things happen.
Sell with enthusiasm, passion, and heart. If I can’t be excited about my product or service how can I expect a prospect to be? As a Regional Community Sales Manager for Alterra I was tasked with improving the marketability of retirement, assisted living, and memory care residences. Physical changes were easy. What was most vital was training management and staff to become welcoming to prospective residents and the decision makers, their families. The results were evident in increased occupancy and improved customer satisfaction surveys.
Exceed sales quotas. Give me a fair quota, the tools and support to achieve it and a reward for doing so and my record shows consistent success. A corporate national initiative for our retail pharmacy customers was launched when I was a Regional Manager for Good Neighbor Pharmacy at Bergen Brunswig. Within the year I had signed 140 new participants, formed them into 15 media/marketing groups, and had the entire west coast advertising weekly vendor promotions. My wife and I enjoyed the award trip to Puerto Rico.
Areas of Expertise
Territory Management. I have been responsible for the entire Western U.S (14 states). The key to managing a large territory is knowing that 80% of new and existing business comes from 20% of the area covered. I focus on the “big fish.”
Lead Generation and Follow-up. Sales and marketing success depends upon the numbers. I know that a pipeline of leads must be developed and tracked. Calls, comments and next steps must be logged. This is where my experience in cutting through to the Key Decision Maker helps me to find out the actual status of the lead, the ranking to give it, and the action required to move forward.
Understanding Personality Traits. I have corporate training in identifying and working with prospects and customers with a variety of personality traits. This knowledge helps me to craft a sales approach that satisfies their needs and that gets the job done most efficiently. A prospect for a large retirement home provider was a Driver/Driver. My dealer rep was Amiable/Amiable. The two were like fire and ice. The deal was going nowhere. I stepped in and had a new rep assigned and together we met this accounts very detailed needs. A long-term contract resulted for 1.2 million dollars.
Event Planning. Many positions have required planning and facilitating events such as seminars, demonstrations, and customer focus groups. Site selection, travel arrangements, agenda, meals, entertainment, and providing a satisfying and productive experience for all participants are the competencies that I possess to conduct successful events.
Closing the Deal. Qualify, present, listen, propose, negotiate, agree, approve. Every prospect is unique and no one sales progression goes exactly like another, but the basics remain the same. I know what the competitor is offering because a
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consultative relationship has been forged with the prospect. I know our strengths and the value we bring to the big picture. If the solutions meet the needs and the budget I ask for approval of the agreement.
Technologically Proficient. From my beginnings with DOS based operating systems for pharmacy management and point of sale systems to current knowledge of wireless, Wi-Fi, LAN, and Telcom solutions for senior housing and corporate customers, I have developed a vast understanding of how hardware and software configurations can meet the needs of prospects. Also, I am adept at MS Office, Outlook, SalesLogix, and other sales and lead tracking programs.
Recent Employment History
CNR, Inc.,Tacoma, WA. Major Account Manager, 2008-2010.
Led sales initiative of wireless emergency call systems to senior housing industry. Collaborated with my previous employer, Philips, to certify CNR as a qualified provider for installation and service to national accounts such as Sunrise, Aegis, and Emeritus. This agreement resulted in the acquisition of 32 new accounts generating sales of upgrades, retrofits, and weekly service revenue. Also participated in sales of IP communication, telephony, Unified Messaging, wireless LAN, and network management to healthcare related clients partnering with vendors such as Avaya, Mitel, and Aruba Networks.
Philips Lifeline, Framingham, MA. Regional Account Manager, 2005-2008.
Began as emergency call system direct sales to senior housing prospects. Transitioned to managing channel sales network that grew to 10 Certified Solution Providers (CSP) in 9 western states. Trained and supported CSPs, generated qualified leads, assisted with system design, quotes, and sales presentations. Teamed with a CSP to negotiate a long-term agreement with a regional provider for 1.2 million dollars. Coordinated participation in industry trade shows and networking groups.
Alterra Senior Living, Seattle, WA. Regional Community Sales Consultant, 2001-2005.
Assumed the sales and marketing duties at low occupancy properties. Increased prospect inquiries through outreach to referral sources. Trained managers and staff in creating a marketing friendly atmosphere. Hired and trained new community sales reps. At our Oceanside, CA property I teamed with an excellent administrator and her fine department heads and staff to turn this faltering assisted living community around. I processed 25 new move-ins in 20 days; truly, a perfect mix of teamwork and shared goals.
Bergen Brunswig Drug Company, Orange, CA.
Customer Systems Marketing Specialist, 1988-1991
Account Manager, 1991-1995
Regional Manager, GNP, 1995-1999
Business Development Consultant, 1999-2001
As a Marketing Specialist I teamed with our partners at NDC to generate pharmacy management system and point of sale leads, schedule and facilitate sales presentations to prospects, and secure signed agreements. I trained Bergan Account Managers, wrote trade magazine articles, and created and performed in sales training videos. Won President’s Club recognition three straight years.
The Regional Manager for Good Neighbor Pharmacy position afforded me the opportunity to participate in the launch of a national branding initiative for our Independent Pharmacy base. Teaming with division and sales managers, I instituted an action plan that resulted in the creation of 15 media groups comprising 140 new GNP customers. This required precise time and territory management (14 states), winning the trust of independent business owners with their advertising budgets, and placing media buys with local TV and radio. Our regional team won top honors for three consecutive years.
Education
Virginia Polytechnic Institute and State University, BA, English Literature
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