Sales Management

ALLAN B.
SALBERG
336 Oak Knoll Drive 732-446-9444
Manalapan, NJ 07726 as44b508@westpost.net
SALES MANAGER
MEDICAL DEVICES/SOFTWARE
A Sales Executive who generates increased revenues by adding value to medical de
vices and software by demonstrating safety, ease of use and lowered costs. Inno
vative in influencing product design. Develops and delivers Sales Training Prog
rams and Manuals. Meet with customers (Medical Centers, Integrated Healthcare N
etworks (IHN), Group Purchasing Organizations (GPOs) on a regular basis to revie
w progress in meeting goals.
ACCOUNTS SERVED: Hospitals - St. Barnabas Medical Center, Hackensack Hospital,
St. Clare's Health System, South Nassau Communities Hospital, Brooklyn Hospital,
Kings County Hospital; Pharmaceuticals - Lederle, Organon, Astra, Parke-Davis,
Biomatrix, Ortho, Connaught, Hoffman La Roche
PROFESSIONAL EXPERIENCE
INTERMART INC., Manalapan, NJ 2005 - Present
Sales Manager
Intermart provides products for sale to the public via the internet and offers c
onsulting services to
businesses that want to establish their own sites.
* Generated $100,000 in new sales: Developed an actionable business plan and id
entified appropriate wholesalers with product availability as well as technical
support personnel.
* Maximized sales by tracking SKUs: Offered products ranging from electronics t
o clothing in the $25-50 range. Identified the SKUs responsible for 90% of sale
s to yield the final product offering.
* Provided consulting services to a local merchant boosting his sales by 250%:
Facilitated the flow of information between the merchant and technical personnel
to establish a website to best advertise his store and offer his products on th
e web.
* Created a pricing strategy for a client: Contracted marketing companies on beh
alf of the client who already had the appropriate price points established; sale
s then exceeded $10,000 within 6 months.
VITAL SIGNS INCORPORATED (VSI), Totowa, NJ 2002 - 2005
VSI sells single-patient use products for Anesthesia, Respiratory, Critical Care
, Neonatal Intensive Care & Emergency Care. A product innovator bringing effici
ency to the supply chain.
Account Manager
Promotion of products to departments within Hospitals, (Anesthesia, Respiratory
Therapy, Materials Management) Surgical Centers and Integrated Healthcare Networ
ks (IHN).
* Increased revenues by $75,000 by converting St. Barnabas Medical Center to VSI
product: Surveyed MDs regarding needs and designed a product with core feature
s and a greater level of clinical safety. Then approached Purchasing with the f
acts that VSI was on the GPO contract, that the product would meet financial cri
teria and had clinical approval.
* Proved to Hackensack Hospital the benefits of standardization to one manufactu
rer: Added $50,000 in new revenues by surveying all the products being used and
then defining a training and implementation schedule for the VSI product. By p
roviding a superior level of service the departments agreed to use the VSI produ
ct house-wide.
* Designed a new product for St. Clare's generating $60,000 in increased revenue
s: Upgraded a current product by identifying components being added to the pro
duct before being used on a patient. Designed a new product with those features
cutting the total cost of use.
ALLAN B. SALBERG PAGE TWO
VITAL SIGNS INCORPORATED (continued)

* Convinced St. Mary's Hospital to switch to VSI product adding $20,000 in incre
ased revenue: Discovered there was extra labor, components and costs involved i
n preparing a competitor's product for use. Created a new product which was bot
h clinically and financially sound and successfully trialed by the Clinical Depa
rtment and the conversion was completed.
BECTON DICKINSON (BD), Franklin Lakes, NJ 1984 - 2002
Global medical technology company that manufactures and sells medical supplies,
devices, instruments, antibodies, reagents and diagnostic products through its 3
segments: BD Medical, BD Diagnostics BD Biosciences. Serves healthcare institu
tions, life science researchers, and clinical laboratories.
Sales Consultant, Surgical Anesthesia and Critical Care Systems (1995 - 2002)
Presentation of products to Doctors, Certified Registered Nurse Anesthetists (CR
NA) OR Supervisors within the Anesthesia, Surgical and Critical Care Departments
at hospitals in my territory. Presentations include computer simulations, liv
e demonstrations.
* Inducted into the President's Club:
o Generated $86,000 in new business: By creating corporate contracts with healt
hcare groups.
o Developed a Sales Training and Technical Manual: In both written and computer
formats including reading assignments, classroom learning, tests and field work
in the reps' territory.
* Convinced Kings County Hospital to select the BD product: Though not an appr
oved vendor was able to demonstrate the product was clinically equal and lower c
ost which was compelling to a public institution.
Senior Account Executive, Becton Dickinson Pharmaceutical Systems (BDPS) (1984 -
1995)
Manage sales activities for prefillable drug delivery devices. Responsible for
account management of 21 major domestic pharmaceutical companies. Presentations
to key decision-makers in Marketing, Manufacturing, Packaging, Research and Dev
elopment, Purchasing.
* Added $200,000 in sales on 3 new vaccines: Convinced customers planning to la
unch new products (vaccines) in ampules or vials rather than in prefilled syring
es that safety and ease of use warrant the prefilled package form.
* Generated $300,000 in new sales: Convinced Asta and Organon to include BDPS s
yringes in their generic and new drug packaging.
* Added value to customers: Offered pharmaceutical products from Biomatrix, Ort
ho, Connaught and Hoffman La Roche packaged into BDPS products.
* Developed new business: By building relationships at Hoffman La Roche, Lederl
e, Organon, Astra and Parke-Davis.
Previously a Sales and Technical Representative for a Patient Tracking financial
package to key healthcare facilities administrators responsible for purchasing
software systems. Provided training to customers. Also, promoted pharmaceutica
l products to decision makers within departments at the hospital including anest
hesia, emergency, and surgical departments.
EDUCATION
Bachelor of Arts
BROOKLYN COLLEGE, Brooklyn, NY
Sales Improvement Programs: SYSTEMA, AMA Project Management Course, Berlex Sell
ing Skills
Computer Skills: Excel, Word, Power Point, ACT, Sales Logix

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ALLAN B.

VITAL SIGNS INCORPORATED (continued)

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