Derek e Smith

About Derek e Smith

Winning 6 consecutive Premier Performance Club Awards from 2018 to 2022 is evidence of my success as a sales manager and sales representative in the medical, instrumentation, capital equipment, software/IT, and B2B markets. Throughout my career with Roche Diagnostics, Cardinal Health, Lexion Medical, Forest Pharmaceuticals, and Broadvoice since 2004, I demonstrated my ability to consistently exceed expectations in any market.Some of my other achievements that demonstrate my capabilities include: • Launched a new hospital lab PCR system and increased sales to $6.5 million in 2022. • Key contributor to negotiating/closing a Kaiser Permanente glucose agreement. • Turned around Las Vegas/Southern Nevada territory, finishing #1 in the US. • Increased sales from $8 million to $13 million per month in the Los Angeles market.These results have been based on my strengths for hiring & developing a top-performing sales force; turning around an underperforming region/market; serving on corporate leadership committees; regional sales strategy planning, development & execution; negotiating contracts with C-suite & purchasing; high level of diagnostic industry sales proficiency; ability to work in regulated environments; and coordinating with marketing on promotional strategies.All of the experience I\'ve gained throughout my career gives me the confidence to drive sales growth in any healthcare market, adapt quickly to new products, and communicate the value to prescribers.

Experience

1. Senior Account Executive

   Roche

   Dec 2014 — Present

   I have been driving sales growth for this $68 billion diagnostic testing equipment, instruments, and software company by developing/executing territory development plans, converting business, and negotiating/closing new deals for a diverse portfolio of point of care, molecular, and IT solutions. Started in the Las Vegas/Southern Nevada territory and relocated in 2017 to cover Inland Empire, CA area. • Turned around Inland Empire, CA area and won 5 straight Premier Performance Club Awards in 2018, 2019, 2020, 2021, and 2022 with annual rankings as high as #5 in the US. • Launched and increased Liat (real-time PCR system for hospital labs and point-of-care) with first year sales of $1.25 million and increasing to $6.5 million in 2022 sales. • Key contributor to negotiating/closing the Kaiser Permanente glucose agreement in 2020. • Initially covered the Las Vegas/Southern Nevada territory in 2015 and turned around the underperforming territory by winning 2016 Premier Performance Club, ranking #1 in the US. • Surpassed expectations by leveraging use of Miller Heiman selling and Salesforce.com for account management. • Chosen as CoaguChek Patient Services (CPS) subject matter expert to advise the sales team members on selling in-home testing technology/services to cardiologists and other specialty physicians. • Selected as ABS-REF representative (an antibiotic stewardship pilot program).

Education

• California State University, Northridge

  BA, Journalism

  1990 — 1993

Skills

• Pipeline Development
• Managed Care
• Sales Process
• New Business Development
• Salesforce.com
• Account Management
• Cross-Functional Team Leadership
• Sales
• Strategic Planning
• Sales Management
• Sales Operations
• Competitive Analysis
• Contract Negotiation
• Selling
• Product Launch
• Healthcare
• Forecasting
• Cold Calling
• Medical Devices
• Direct Sales
• Consultative Sales Professional
• Sales Force Development
• Consultative Sales Management
• Consultative Selling