DAWN COSTER 1462 N. Ridge Meadow Path ~ Hernando, Florida 34442
(717) 525-3430 [email protected]
Corporate A C C O U N T S M A N A G E R
World class sales skills combined with an exceptional track record of success in opening multi-million dollar revenue streams while dramatically expanding territories within the IDN and medical diagnostic community. Swiftly comprehends the “big picture” and implements the boldest of organizational visions. Superior communicator; readily distills the most complex of materials into easily-understood, compelling presentations. Core competencies include:
¨ C-Level Negotiator ¨ IDN/GPO Negotiations ¨ Senior Client Retention ¨ Market Intelligence ¨ Shatters Sales Quotas ¨ 100% Customer Focus ¨ Coalition Builder ¨ Mentoring & Training ¨ Terrific People Skills
PROFESSIONAL EXPERIENCE CADWELL LABORATORIES, Kennewick, Washington 2014 – Present Regional Account Manager
• Developed and managed the Mid-Atlantic Region for Neurodiagnostic Instrumentation portfolio for top tier IDN’s and strategic accounts.
• Oversaw all aspects of the sales process including working with internal and external teams to understand and assess clients business objectives and provide innovative solutions.
• Built strong relationships with senior management within major accounts and leveraging them in driving new business and protecting current base business.
• Assured sales and met objectives through a detailed action plan and sales forecasting. • Achieved 146% of plan in the first year and currently performing at 173% of plan for 2016.
DICKINSON COLLEGE, Carlisle, Pennsylvania 2012 – 2014 Assistant Track Coach
• Managed 22 track athletes for Division III program; produced the institution’s first All American and coached at NCAA Championships.
WAFERGEN BIOSYSTEMS, Fremont, California 2011 – 2012 Senior Executive Account Manager
• Developed and managed the East Coast Regional Territory for new market technology; negotiated contracts and recommended product improvements.
• Presented technical information to corporate leaders, conducted promotional seminars and implemented strategies for growth to top-ranked teaching and research hospitals.
• Developed an innovative process to provide follow-up evaluation of program effectiveness after implementation phases in order to determine results vs. expectations.
PRIVATE CONSULTANCY, Mechanicsburg, Pennsylvania 2008 – 2012 Consultant
• Provided consulting services to companies developing accelerated IDN growth strategies. • Developed marketing plans using such variables as competition, product mix/pricing/profitability,
and customer analysis.
Continued …
Dawn Coster Résumé / Page 2
PROFESSIONAL EXPERIENCE (cont inued) ROCHE DIAGNOSTICS, Indianapolis, Indiana 1997 – 2008 National Account Manager to the Dept. of Defense (DoD), 2003 – 2008
• Managed all sales and business development functions for Government accounts including DoD hospitals, research institutions and the largest GPO accounts within the GSA.
• Exceeded sales quotas throughout tenure, averaging more than $2.4M in annual sales. • Oversaw customer relationship development, contract negotiations, product delivery, technical
seminars and installations. • Directly and indirectly led 10 geographically-diverse Account Managers with an emphasis on
performance metrics, positive motivation and career growth & development. • Identified new opportunities in unfulfilled markets; effectively defined and executed a clear vision
with minimal support, resulting in a revenue increase of 22%. • Provided Program Management and after-sales technical support to deployed military units and
foreign embassies utilizing genetic analysis instrumentation for field surveillance and detection.
Senior Account Manager, Applied Sciences Division, 1999 – 2003
• Defined the Division’s overall strategy while developing and executing plans to grow revenue in new emerging markets; increased revenues by $1.6M in less than four years.
• Ranked #1 in the nation among 42 RAS sales representatives and #1 in the Region among 10 Sales Representatives for three consecutive years.
• Communicated daily with corporate leadership, customers and internal divisions to effectively coordinate overall sales efforts.
• Planned and carried out regional market intelligence, research and analysis; provided leadership and direction to the national team for the creation of new sales tools.
• Designated as the Regional Instrument Specialist responsible for the training and mentoring of Account Managers.
Account Manager for Diabetes, 1997 – 1999
• Built and developed a diverse customer network for new products and services in hospitals and physician offices in central Pennsylvania.
EDUCATION & TRAINING
UNIVERSITY OF MARYLAND-UNIVERSITY COLLEGE, College Park, Maryland
Bachelor of Science, Animal Science Selected Additional Training: Foundations of Leadership; Coaching for Sales Excellence; Conceptual Selling; Strategic Selling; Building Competitive Immunity Computer Skills: MS Office Suite (Word, PowerPoint, Excel, Access) Selected Awards: Cadwell Laboratories; Winners Circle, Roche Diagnostics; President’s Award (x2), Roche Diagnostics; “Best of the Best” Commendation, Roche Diagnostics; : Premier Performance Club (x6)
REFERENCES
Excellent references furnished upon request
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