Strategic Selling (Miller Heiman) Title: Scott Schubert resume Author: Baxter Last modified by: HMMC Created Date: 2/11/2011 4:05:00 PM Company: Fisher Healthcare
Scott Schubert 1400 Crystalaire Ct SE, Caledonia, MI 49316 [email protected]
/ (616) 648-7774
Alere, Inc. / Inverness Medical Waltham, MA 09/05 - Present
Corporate Accounts Director Grand Rapids, MI 10/07 - Present
Primary corporate contact for Fisher HealthCare, NDC, Inc, and Infolab, Inc. Responsible for $100M portfolio, including contract negotiations, sales promotion development / implementation, and promoting increased communication among multiple sales teams. • Negotiated two, first-time, master distribution agreements securing over $51M • Negotiated a 5 year, $125M contract extension • Winner: Fisher Vendor of the Year -2007 • Winner: Fisher Best Product Promotion -2008 & 2009
Area Sales Director Grand Rapids, MI 01/06 – 09/07
Responsible for merging local sales teams from Binax, Biostar, and Wampole into a new, combined Inverness Medical POCD sales team. Focused activities include distributor relationship development at all levels of field sales and coaching my team to drive sales by developing strong relationships with their distributors. Responsible for over $30M in annualized sales through distribution.
Regional Sales Director Grand Rapids, MI 09/05 – 12/05
Director of western region sales team with an annualized sales plan of over $13M. Primary responsibility to develop relationships with distributor sales management teams from Cardinal Health, Henry Schein, McKesson Medical, PSS, and several regional distributors. Position merged into new Inverness Medical POCD division.
Inspirational Leadership Program One of 46 employees selected globally to participate in an eighteen month leadership development program focused on the growth of exceptional leaders who consistently deliver on business objectives. • Collaborated on multiple communications projects with an international team to support improvement of short / long term communication programs and processes. • Led a group focused on implementing convergence activities between the diagnostics and health management businesses.
Fisher Scientific / HealthCare Division Houston, Texas 04/99 - 08/05
Director, Product Specialists Grand Rapids, MI 01/04 - 08/05
Developed pilot team of 14 sales specialists across the country, generating 30+% growth on a sales base of $50M. • Set strategic direction for new, national Product Specialist team, including developing reporting and communication activities with District Managers and vendor partners • Extensive involvement developing and implementing field marketing plans, including technical training tools and sales promotions • 2004 performance to plan: 112.4%, including placement of 105 Mini Vidas instruments • 10 of 14 Product Specialists achieved Circle of Excellence in 2004 • Promoted four direct reports to positions including: Corporate Accounts Manager, Training Manager, and Account Manager
District Sales Manager Grand Rapids, MI 10/99 - 12/03
Responsible for managing 11 Account Managers (Michigan, Indiana, & northern Ohio) and 1 Product Specialist generating over $52M in annual sales. • 2003 performance to plan: 105.3%, Circle of Excellence winner • 2003: Led all districts (#1 of 14) generating over $1.7M in incremental 1st Choice GP • President’s Advisory Council member: 2003 • 2002 performance to plan: 100.0%, #3 district in Circle of Excellence rankings • 2001: Led all districts in 1st Choice GP per AM in 2001: $1.35M: 98.4% to plan • 2000 performance to plan: 104.2%, Circle of Excellence winner
Account Manager Grand Rapids, MI 04/99 - 10/99
Managed account relations and drove profitable growth through prospecting, follow-up, and closing laboratory equipment sales. • Achieved Circle of Excellence: 106.4% to plan
Baxter HealthCare / Allegiance HealthCare McGaw Park, IL 08/87 - 04/99 Distribution Sales Representative Grand Rapids, MI 01/94 - 4/99
Managed $19M in sales from the Scientific Products and Hospital Supply Divisions. Successfully negotiated hospital prime vendor agreement generating over $6M in sales over three years.
Laboratory Sales Representative Traverse City, MI 03/91 - 12/93
Managed $2.5M in sales of laboratory products and equipment. Coordinated team selling efforts of Dade, Stratus, and Microscan reps to meet customers needs.
Network Sales Representative McGaw Park, IL 10/89 - 03/91 Managed $800K in inside sales accounts, specializing in lab products.
Credit Correspondent McGaw Park, IL 08/87 - 10/89
Marquette University -1987 Milwaukee, WI Bachelor of Science- Business Administration, Finance specialty
Additional coursework: • Negotiate to Win (Jim Thomas-Common Ground) • Integrity Selling (Integrity Systems) • Consultative Selling (Forum Corporation) o Customer-Driven Sales o Coaching Clinic and Managing Consultative Selling o Finding and Hiring the Best o Territory and Account Planning o Sales Negotiations • The New Strategic Selling (Miller Heiman) • Strategic Selling (Miller Heiman)