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Philip Gatto
Phone: (330) 666-9876 Home
(330) 604-1230 Cell
|
309 Torrey
Pines Drive
Fairlawn, OH 44001
|
philip@ix.netcom.com
|
Summary of
Qualifications
Senior-Level
Technical Sales Professional with an exceptional career record of success in providing
vital support to national sales organizations in the sales and marketing of
medical devices, healthcare informatics tools, and capital equipment. Partners
as a key liaison between the sales force, the customer, and engineering to
reinforce sales efforts and maximize revenue generation. Influences and shapes
the development of immediate and long-term strategic objectives within the
sales organization.
Improves sales revenue and bottom-line
profitability by strengthening technical sales support, client relationships,
field service strategy, operational efficiencies, and delivery outcomes.
Navigates effectively across cross-functional areas including Sales, Marketing,
Quality, R&D, Engineering, and Technical Support. Creative and analytical
problem solver with intuitive technical skills and an innate ability to quickly
understand and fluently discuss the detail, technology, and features of complex
products, with technical, non-technical, and clinical audiences. Gains instant
credibility with customers and maintains strong relationships. Articulate
speaker, writer, and trainer, who communicates detailed information accurately
and concisely.
Areas of
Expertise
·
Sales
& Sales Support
|
·
Project
Management
|
·
Client
Relationship Management
|
·
Technical
& Engineering Field Service
|
·
Communication
& Presentation
|
·
End-User
/ Staff Training
|
·
Troubleshooting
/ Problem Solving
|
·
Tradeshow
Management & Support
|
·
Product
Management
|
·
Senior
Field Service Management
|
Representative Technologies:
|
Radiology Imaging Systems, Cardiology
Imaging Systems, DICOM (Digital Imaging and Communications in Medicine), PACS
(Picture Archiving and Communications System)
|
Professional
Experience
Agfa
Healthcare
|
2006 - Present
|
Division of $4+ billion AGFA Gevaert, a European multinational corporation
that develops, manufactures, and distributes analogue and digital imaging
products and systems, as well as IT solutions.
Cardiology
PACS Sales Engineer
·
Provide
technical sales leadership for 12-member team of Cardiovascular Account
Executives marketing PACS to thousands of hospitals, clinics, laboratories, and
physician practices nationwide.
·
Approve
all quotes for products and technical services.
·
Recognized
throughout the organization as the “go-to” subject matter expert (SME) for
technical issues related to internal information systems, software tools, and
applications.
· Conduct
product demonstrations at customer sites and national trade shows, including
ACC (American College of Cardiology), RSNA (Radiological Society of North America), and ASE (American Society of Echocardiography).
·
Train
and mentor new sales representatives; participate in client presentations and
educate account executives on defining customer requirements, developing
solutions, and formulating quotes.
Cardiovascular Account Executive
·
Asked by senior management to leverage technical
expertise as Account Executive; generated $7+ million in new revenue across
8-state Midwest territory; designed packages for small hospitals, driving $1+
million in new sales.
·
Key
role in winning multimillion-dollar contracts with large hospital groups
including University Hospitals Health System in Cleveland, William Beaumont in
Detroit, and the Adventist Health System in Chicago.
·
Expanded
customer base and won business with new clients, maintained and built
additional business with existing customers, and restored relationships, adding
new revenue with inactive or problem accounts.
· Strengthened
sales of Heartstation ECG Management system by developing relationships with
channel partners.
·
Met
complex customer requirements by designing solutions which integrate into
existing IT environments.
·
Successfully
designed/delivered sales presentations to C-level executives; managed contract
negotiations.
Phone: (330) 666-9876 Home
(330) 604-9876 Cell
|
Philip Gatto
|
philip@ix.netcom.com
|
Witt
Biomedical
|
2003 - 2006
|
Cardiology PACS Sales Engineer
·
Key role in driving average 10% annual sales growth by
conducing product demonstrations at customer sites and as many as 10 national
trade shows per year, and by providing technical support to 10-member sales
force.
·
Developed
customized technical drawings and diagrams for each customer presentation;
conducted whiteboard demonstrations that provided customers with overview of
how solutions would fit into their specific IT environments.
·
Created
and delivered executive level (CIO / CFO) technical sales presentations.
·
Oversaw
high-profile, large-scale Cardiology PACS implementation projects, including a
$3+ million multisite project for 5 Veterans Administration hospitals in
Florida and several other multimillion-dollar engagements.
·
Improved
customer satisfaction by consistently completing projects ahead of schedule and
under budget.
·
Sourced,
hired, and supervised subcontractors when needed to provide turnkey solutions for
customers.
·
Conducted
technical training seminars for account managers nationwide.
·
Gained
a thorough understanding of Cath Lab workflow and Hemodynamics.
Eastman
Kodak
|
1997 - 2003
|
National Field Specialist
·
Promoted
to provide on-site Tier 3 technical support to 25 Regional Field Specialists
and more than 150 Field Engineers serving thousands of hospitals and imaging
centers nationwide.
·
Ensured
high level of customer satisfaction and improved client relationships by
managing all escalated/unresolved service issues, as well as engineering and
software problems.
·
Planned and coordinated annual national meeting for all
Regional Field Specialists; brought in engineering resources to teach,
developed technical content, managed technical certification of new field
engineers.
·
Provided
input to performance management and evaluations.
·
Played
a key role in improving design and serviceability of new products and software
applications; reduced service/maintenance costs by making design improvement
recommendations to product engineers.
·
Trained/mentored
new hires and existing staff on new technologies and product improvements.
Regional Field Specialist
·
Promoted
to provide support to 12-member team of Field Engineers across the state of
Florida.
·
Provided
installations, service, and support to more than 200 hospitals and imaging
centers across the state.
Field Engineer
·
Performed
the installation and service of Kodak Dryview Laser Imaging equipment, DICOM
network print solutions, Computed Radiography, and Direct Radiography systems.
·
Leveraged
technical, mechanical, electronic, and computer knowledge, as well as strong
customer service and relationship building skills to provide comprehensive
service and sales support.
·
Quickly
gained a comprehensive understanding of all Radiology and Cardiology imaging
modalities.
·
Recognized
for “Perfect Survey” rating (10 out of 10 customer satisfaction points).
Partech,
Inc.
|
1991 - 1997
|
Field Engineer
·
Carried
out the installation and service of PC based Point Of Sale equipment for
Fortune 500 customers.
·
Quickly
identified as highly skilled technician and selected to serve as team leader;
managed installation teams and oversaw training of end-users.
·
Developed
and implemented preventive maintenance program that reduced service call volume
52% in 1 year.
Education
& Technical Skills
Fundamentals of Servicing Diagnostic
Imaging Systems (Levels 1 & 2)
Ditec Imaging Technical Education
Center, Solon, OH, 2000
NetWare 4.11 Administration, Seminole
Community College, Sanford, FL, 1997
Associates of Science, Electronics
Engineering Technology, ITT Technical Institute, Troy, MI, 1990
DICOM, HL-7, IHE, Novell Certified,
Lotus Notes, Microsoft Word, Excel, PowerPoint, Visio, Mac OS X
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