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6 N High Street, Condo 701 Columbus, OH 43215 ToniaR.Giso@Gmail.

com (401) 301-9970

T ONIA G ISO
106 N High Street, Condo 701 Columbus, OH 43215 ToniaR.Giso@Gmail.com (401) 301-9970
Pharmacy Account Executive
Pharma, Medical Device, Healthcare Sales | Relationship Management | Saas Technology
Accomplished account executive offering valuable experience in identifying, engaging and securing client relationships to
ensure maximum profitability and growth. Systematically outperform company target KPIs and quality expectations by
improving prospecting and sales process assumptions. Sales expertise includes exceeding monthly/annual projections,
identifying service expansion opportunities, Salesforce.com tracking, competitive at-risk identification, and prospecting various
healthcare facility call-points.
Self-Motivated Sales Driver Impassioned Technology Leader KPI stretch goal attainment
Application Trainer CRM SME/BA/Admin Salesforce.com SME/Integration Specialist
Exceeds Expectations Evaluation Flexible Sales System Adaptor B2B Sales and Territory Management
Value Proposition Presentations Effective Persuasive Sales Negotiator Evidence-Basedand Consultative Selling
Strategic Sales-Target Modeling Agile and Waterfall Methodologies Refined Relationship Building Sales Skills
Sales onboarding & training Health Systems/IDNs/Affiliate sales Industry Trade Shows and Conferences

SELECT HIGHLIGHTS & ACCOMPLISHMENTS


Produced $62 million in Hospital Unit Dose territory revenue (136% of plan) while on backorder 210 days of fiscal year due
to suppliers material shortages. (AmerisourceBergen)
Produced $351,000 in Unit Dose Plus territory revenue (121% of plan) while on backorders 240 days due to capital
equipment capacity limitations and mechanical failure. (AmerisourceBergen)
Produced $4.16 million (477% of plan) for distributor growth goal by visiting all distribution warehouses in 16-state territory,
and taking initiative to report forecast changes, and market feedback directly to company schedulers. (AmerisourceBergen)
Presidents Club Award Critical Care sales revenue leader (112% of plan) for 21 state territory. (Tyco Healthcare)
Above and Beyond Award providing field training and documentation of CRM policies and procedures. (Tyco Healthcare)
Created then implemented successful territory sales system increasing company revenue 60% in 6 months.
Strategy increased call volume and signed contracts. Scaled solution companywide requiring the development of sales
CRM system, document control department, and QM division. Developed operations Policies and Procedures documentation,
training materials, and conducted formal staff training. (American Mobile Nursing)

PROFESSIONAL EXPERIENCE
AMERISOUCEBERGEN / AHP DIVISION - COLUMBUS, OH 2014 present
Fortune 500, #11 company - generic pharmaceutical packaging and distribution services companies.
KEY ACCOUNT MANAGER & SALESFORCE.COM BA/ADMINISTRATOR
Developed medium and long-term sales strategy for managing territory of large, high-volume acute care facilities (greater than
300 beds), independent rehabilitation hospitals, and integrated delivery network (IDN) systems requiring high-touch relationship
management. Oversaw 16-state territory.
Exceeded territory planned sales growth over 3 years ($38 million above plan).
Created finance IDN Agreement GP validator, which identified, structured and calculated targeted growth tiers. The
program adequately incentivized system-wide incremental growth, (by paying a quarterly rebate to the purchasing
participants), that protected and increased the companys gross profit, at all levels of commitment.
Selected by peers to receive True Blue award, for creating and training field sales strategy for negotiating contract sales.
Spearheaded 4-week project to resolve critical issue that prevented successful product barcode scanning. Worked with
technology divisions to resolve issue, retaining a $6.7 million health system relationship from migrating to a competitor.

AFFORDABLE WELLNESS CENTER FOXBORO, MA 2009 2014


Provider of wellness treatments at a 1400 sq ft facility, and for onsite B2B employee wellness contract agreements.
SALES AND OPERATIONS MANAGER, PRACTITIONER, PROPRIETOR Provided strategic direction in sales, marketing,
procurement, and facility management. Wrote business plan, hired, trained, and managed staff. Managed all aspect of
operations, facility, and off-site division management and administration, while maintaining full book of patients. Reviewed B2B
Tonia Giso (401) 301-9970 ToniaR.Giso@Gmail.com Page 2 of 2

AFFORDABLE WELLNESS CENTER - (continued)


prospecting opportunities from leads. Created, presented, and executed customized off-site contract proposals. Delivered
presentations and followed up with decision makers. Managed accounts receivable, accounts payable, and general ledger
responsibilities. Delivered treatments that included physical manipulation, alternating hydrotherapy, and ultrasound.
Converted health history documents / treatment notes to electronic archival system, reducing missed appointments, supply
and storage expenses, while provided electronic cloud stored backups supporting HIPAA initiative.

PROJECT CONSULTANT CONTRACTOR BOXBORO, MA | NORTH PROVIDENCE, RI 2007 2009


Business Development and Project Management (Engagement: Accutest & New England Testing Laboratory)
Provided sales support and training on sales systems organization, lead development, prospecting, and team selling. Performed
data scrubbing and conducted research. Attended brainstorming meetings to discuss revenue creation models for inside sales.
TYCO HEALTHCARE MANSFIELD, MA 2005 2007
Global critical care medical device company.
CRITICAL CARE CORPORATE ACCOUNT MANAGER EAST REGION, SALES
Provided clinical product resource support and in-servicing through evidence based clinical presentations to acute care facilities
and health systems. Exceeded sales goals during entire tenure, while providing CRM training webinars for field sales.
RETAIL BRAND ALLIANCE DENVER, CO 2001 2002
Global retail clothing and accessories company.
DUAL BRAND BUSINESS MANAGER Performed pre-key rendering and market development projects. Performed initial
recruitment andstaffing, training, product campaign launches, and sales outreach events, while responsible for P&L accountability.

AMN HEALTHCARE SAN DIEGO, CA | BOULDER, CO 1999 2001


National physicians/nurse, healthcare staffing services.
HOSPITAL ACCOUNT MANAGER Built relationships with facility and hiring managers. Prospected open orders. Learned detailed
unit requirements to best position company resources to meet order fulfillment.
DIRECTOR, SYSTEMS INTEGRATION Provided system evaluations and improvement recommendations for Sales, QM,
Recruitment, Account Management and New Business Development departments. Built business rules, operational protocols,
and policies & procedures for new divisions and departments. Project managed complete company project conversion to
corporate enterprise solution. Developed training materials, and conducted formal staff training computer lab series.
DIRECTOR, E-COMMERCE DEVELOPMENT Directed content categorization, scrubbing, and formatting for NurseZone.com.
Project managed initial launch of industry nursing portal and commerce integration plan.

EDUCATION & TRAINING


Master of Science Managerial Technology Bachelor of Science Business Administration, Management
Johnson & Wales University Providence, RI University of Maine Orono, ME
Completed accelerated 1-yr program with 4.0 GPA Completed degree in accelerated 3-yr program
Diploma and Certification in Life Sciences
Pathology, Physiology, Myology, Anatomy, and Kinesiology OH Licensed / Nationally Certified Medical Massage Therapist
Additional Training
Broyles Selling System Web Development, Design Business Communications Seminar
PSS (Professional Selling Skills sales system) Flash Development, Bunker College Sandler Selling System

SOFTWARE SKILLS
Salesforce.com iContracts HIMMS Flash HTML Jitterbit QLickView IBM Rational
ERPs (AS400) BI software PeopleSoft MS Office Suite Visio Adobe Designer

ADDITIONAL QUALIFICATIONS
Professional Associations: Salesforce.com Circle of Success (thought leaders for CRM development)
BNI (international networking organization)

Language Skills: Italian (intermediate conversational), Russian (beginner conversational)