Sarah Homer

2075 Alum Village Drive

Lewis Center, Ohio 43035
(614) 332-3560
sarahhomer23@yahoo.com

Sales Territory Manager/Representative * Business Development Manager

Providing combined business development and support experience and
success in diverse healthcare arenas.

Core Competencies | Skills | Strengths

* Sales/Marketing Strategies
* Creative/Strategic Selling
* Cold Calling/Telemarketing
* Sales Presentations
* Vendor Negotiations
* Market Analysis/Research
* Client Maintenance/Retention
* Relationship Management
* Productivity Improvement
* Client Needs Analysis
* New Market Identification
* Product Introduction
* Recruiting/Staffing
* Cost Review/Expense Control
* Margin Improvement

Professional Experience
Patterson Dental - St. Paul, Minnesota June 2000 to Present
Distributor serving dental, veterinarian, and rehabilitation supply
markets in North America; dental division generates $2.2 billion
annually and supports customers through 101 US/Canadian local
branches and 7,000 employees.
Sales Representative
Orchestrate and carryout business development promoting products,
technologies and services, scheduling service calls, ordering
equipment replacement parts and collecting payments amongst 70 dental
practices in Columbus, Marion, Delaware, Zanesville and Bucyrus,
Ohio; includes representation of over 90,000 products supporting
dentist office operations and patient management.
Responsibilities comprise developing new accounts and maximizing
current accounts; creation and implementation of promotional and
marketing materials; relationship building and needs analysis
consultation with dentists and account administrative staff;
collaboration with internal/external partners on execution of value-
added strategies (addressing products, pricing, technology,
equipment, return on investment and tax advantages); negotiation of
pricing, service plans, extended warranties, and equipment
warehousing; coordination of events and technical demonstrations;
product launches; account activity administration, documentation and
issue resolution.
* Function primarily in remote and autonomous role requiring strong
sales and customer service, communications, interpersonal skills,
initiative, planning and organization, and decision-making:
- Within 1st year of tenure, grew overall territory 86% (with sales
increasing from $542,000 to $1.1 million annually); progressively
continued annual double-digit percentage gains in consumable sales
with current annual volume operating at $1.6 million (195% growth
since hire); recognized by management in 2008 for 112% territory
growth.
* Performance recognized with several awards and honors:
- Dentsply (affiliated dental manufacturer) "It Takes Two"
promotion (September 2010) with overall growth at 145% over territory
goal.
- Hu-Friedy (affiliated dental manufacturer) "SWERV" (dental
equipment) and Hu-Friedy "Office Setup" incentive contests in August
2010.
- National award winner for top sales of Under Armor mouthwear
during product launch (April 2010).
- Voco Dental Materials (affiliated dental manufacturer) "Sales
Representative of the Month" in October 2006 and October 2007.
- 2008 North Central Region Hu-Friedy promotion contest.
- Recognized by North Central Regional Manager (February 2008) for
15% growth in merchandise sales and 113% growth in core equipment.
- Recognized by SybronEndo (affiliated dental manufacturer)
regional territory manager for successful market share acquisition
from competitor manufacturer.
* Facilitate increased client acquisition and account loyalty
through personalized attention to decision-makers and support staff
including dentists, dental hygienists and dental office
administrators; includes delivery of accuracy and dependability
presenting products/services and solutions.
- Secured business from competitors through consistent with account
rotation, excellent follow-through, rapport building with decision-
makers, introducing new and innovative products, completing orders
accurately and ensuring supply delivery within promised timeframe;
increase overall territory profits through promotion of products with
highest profit margins.
* Enhanced operations while maintaining current payable balances;
i.e. introduced technology improving practice productivity,
implemented order entry systems streamlining supply management, and
advised marketing improving patient flow and retaining patient base.
* Appointed to assist with training of new sales representatives
through product demonstrations and sales call shadowing enabling
sales representatives to learn sales techniques and processes;
dedicated 60 hours of job shadowing and training as well as
evaluation educating university hygiene student on dental sales
profession.
* Selected as liaison to The Ohio State University, College of
Dentistry; coordinate monthly meetings with student organizations to
introduce new products, technologies, dental market trends and
overall services offered by Patterson Dental; contributions
successful in developing relationships with both students and
administrators.
* Saved branch/company thousands of dollars associated with product
returns (requiring UPS pickups/deliveries) through coordination of
item pickups during account rotations.
* Solidified customer loyalty and increased merchandise sales
through development programs, "Patterson Bonus Bucks" (providing
rebate in supply dollars for overall monthly purchases) and "Cerec
Rebate Program" (provided exclusively to 10 CAD/CAM device owners in
territory); shared success of programs with colleagues resulting in
implementations and additional success in relative territories.

Ohio Health - Marion and Columbus, Ohio

September 1994 to February 1999
Not-for-profit, faith based hospitals and health care organizations
serving patients in Central; organization supports 8 hospital
locations with over 15,000 employees and 2,500 volunteers.
Patient Care Assistant | Patient Transporter | Admissions Clerk
Patient Care Assistant, Riverside Methodist Hospital: Supported
nurses throughout planning and delivery of patient care; responded to
patient signal lights, served meals, recorded patient vital signs,
ordered supplies, responded to internal and external inquiries, and
contributed to staff in-service meetings.
* Refined patient service skills and played important role in
patient treatment.

Patient Transporter, Riverside Methodist Hospital: Directed and

escorted incoming patients as well as administered medical equipment.
* Utilized strong observation and assessment skills as well as
ability to quickly react and make decisions in highly stressful
environment.

Admission Clerk, Marion General Hospital: Conducted incoming patient

interviews, input patient data into hospital computer system,
maintained patient medical records and ordered medical tests.
* Demonstrated strong organization, problem solving, medical
terminology and communication skills.

Education | Professional Development

The Ohio State University - Columbus, Ohio
Bachelor of Science in Human Ecology - Dietetics Major, 2000
Accounting | Business Management | Marketing
Anatomy | Biochemistry | Biology | Chemistry | Micro-Biology
Organic Chemistry

Central Ohio School of Massage - Columbus, Ohio

Certificate of Education in Massage Therapy - The State Medical
Board of Ohio, 1998
Sirona Cerec Training (March 2010) | 3M Academy Roadshow Training
(September 2009)
Hu-Friedy Master's Program Graduate (February 2008)
Scottsdale Center for Dentistry, Patterson Dental Growth Summit
Graduate (August 2007)
Voco Dental Materials Training (June 2005) | Mercer Advisors,
Mastery Transitions Training (August 2004)
Patterson Dental Client Relationships Training (October 2003) | Adec
Professional Sales Training (November 2002)
Patterson Dental Sales Training (August 2000) | Midmark Equipment
Training (August 2000)

Keywords:
Territory Manager, Sales Representative, Business Development
Manager, Specialty Pharmaceutical Representative