TERRI G. BURKHART
Erie, PA - - 450 - 3624•-
LinkedIn: www.linkedin.com/in/terri-burkhart
Award Winning Professional Sales Strategist
Cross Functional Teamwork
Branding
Sales Training/Mentor/Educator
Product & Program Launch
Curriculum Development
Top 5% Sales Achievement
Training Facilitator
National / Regional / Sales Management
PROFESSIONAL EXPERIENCE
NEVRO June 2017 – Present
Therapy Consultant (Contracted through Rep-Lite)– Buffalo, NY October 2019- Present
Responsible for providing technical expertise through sales presentations, product demonstrations, installation, and maintenance of company products. Work with Sales Representatives to meet existing and potential clients (e.g., physicians, physician office groups at hospitals) to identify their clinical needs, goals, and constraints related to patient care and to discuss and demonstrate how company products can help them to achieve their goals and meet patient/client's needs.
Train and educate customers on the merits and proper clinical usage of company products
Typically attend and oversee surgeries/implants in clinical setting including operating rooms and surgery centers
Serves as primary resource for clinical support including, but not limited to: troubleshooting, programming, and patient follow-up for company products. May provide detailed product specifications for the development and implementation of client applications and solutions
Provides follow-up support to company sales staff and customer personnel by disseminating technical information on specific applications
Perform patient follow-up to assure customer and patient success with the implanted products. Develop and maintain business relationships with hospital personnel
District Sales Manager – Erie, PA June 2017 - July 2019
Responsible for the achievement of District sales targets for the company and management of all resources, including clinical support. This includes overseeing and leading the identification of business opportunities, building and fostering client relationships, and ensuring the effective sales of HF10 therapy to meet/exceed sales forecasts and goals.
Built and maintained strategic client relationships within territory
Maintained clinical and industry knowledge
Worked cross-functionally with multiple teams through the organization
Met quarterly/annual goals in all areas
KCI an Acelity Company March 2015 – June 2017
Territory Manager – Western PA/Eastern Ohio
Reason for departure: Better career growth opportunities.
Responsible for selling Negative Pressure Wound Therapy (NPWT), Incision Management devices, and other focused products to achieve financial and strategic goals within an assigned territory. Develop and maintain customer relationships at Hospitals and Long-Term Acute Care (LTAC) facilities including, but not limited to: hospital administration, surgeons, clinicians, VAT committees, etc.
Consistently achieved or exceeded annual revenue goals
Contracted 5 hospital upgrades
Obtained product approval at 4 hospitals through VAT (Value Analysis Team) meetings and contract negotiations
Mentored on-boarding teammates
Participated in “Sales School” trainings
Worked with Message Management Team
TRONEX INTERNATIONAL September 2014 – March 2015
Reason for departure: This was a new position in the company (they were unfamiliar with outside sales). They hired prematurely.
Senior Region Manager – National
Developed new opportunities with strategic accounts primarily with major health systems (IDNs) and acute-care hospitals while working through contracted relationships with multiple GPOs. Worked efficiently and effectively to maintain existing relationships with clients across the US territory while solely accountable for ROI on all aspects of territory business management. This included deep industry acumen, key competitor’s knowledge, marketplace trends, and forward thinking.
Built a pipeline of $1,535,000 in sales in 4 months (deals on table or in negotiations)
6 Hospital Conversions in first 5 weeks
Established relationships with hospitals which had never been penetrated
SIRENGPS (one year contract) July 2013 – June 2014
Reason for departure: I committed to a 1 year term with an option to renew. The CEO was unable to secure additional funding, therefore was unable to financially support the staff. I left at the end of the term.
Chief Sales Officer - National
SirenGPS, a start-up software company, specialized in Smartphone technology and Emergency Management software connecting communities to First Responders. Overall responsibilities were to design processes and manage all sales and business development operations, including market competitiveness, corporate marketing, compensation, and channel strategy in preparation for a late summer 2014 launch. Other responsibilities include:
Presented Sales Strategy to potential investors helping to secure $2-3 Million in funding
Designed Plan for: Product Volume Growth, Training, and Budgeting
Met with decision makers in the Hospital, University, Municipality, Fire, Police, Government and Corporate Security settings
Developed a seamless process for Client On-Boarding and Customer Service escalation
Delivered remote and/or on-site customer training and continued support
Developed product pricing structure, including term discounts, promotions, and referral program
Researched and Implemented CRM
Created pre-plan and pipeline strategies
Designed and executed training manual for clients and sales
Recruited, hired, and trained all contracted sales partners
ELI LILLY AND COMPANY October 2003 – July 2013
Reason for Departure: Company downsized 50% of the sales force. My entire sleeve was dissolved.
Senior Cardiovascular Sales Representative- Erie, PA 2008 – 2013
• Trained and coached new sales representatives and mentored struggling teammates
• Developed KOL (Key Opinion Leaders) and lead workshops, education, and product knowledge efforts
for team
• Achieved or exceeded annual revenue goal consistently throughout tenue with company
• Recognized by Brand Team for high Share of Market and performance
• Cultural Awareness Ambassador for district
• Launched product and earned recognition from Brand team for highest trial rates in the nation
• Awarded promotion
Senior Neuroscience Sales Representative- Cleveland, OH-
• Trained and coached new sales representatives and mentored struggling teammates
• Appointed as district expert for implementation of electronic expense reporting system
• Appointed as Product Champion & Message Management Team Member
• District Achievement Award recipient
• Promoted to Senior Sales Representative
• District MVP
• Nominated for President’s Council
Primary Care Representative- Erie, PA-
• Recruited and developed KOLs to become product speakers
• Served as an expert to sales team as for sales compliance resulting in national level recognition
• District MVP
• Multi-divisional Teamwork Award recipient
• District Peer MVP
• Peer Leadership Award Winner, Sales Training School
FAIRPOINT COMMUNICATIONS/CHOICE ONE- Erie, PA January 1998- October 2003
Reason for Departure: Company was acquired by ChoiceOne.
Voice and Data Software Solution Company
Regional Sales Director – PA, Western NY, WV -
Successfully managed regional budget for telecommunications firm
Consistently ranked in top 3% of corporate sales results
Supervised multiple sales offices covering 35 territories in 3 states
Developed the sales and management skills of territory business managers including budget responsibility, business analysis and competitive blunting
Assisted in employee recruitment, promotion, retention and termination activities
Conducted employee performance evaluation and provided feedback for improvements
Developed promotional programs to increase sales and revenue
President’s Council Recipient
District Sales Manager – PA and Western NY 1999 – 2001
Supervised a sales team of 9 including selection, evaluation, counseling, and discipline
Trained new territory sales representatives regarding sales strategies and selling messages
Managed sales operations in assigned district to achieve revenue goals
Identified skill gaps and conducted trainings to sales team
Lead company in sales 3 years consecutively
Ranked #1 in sales 3 years consecutively
Sales Representative – Erie, PA 1998 – 1999
Sold Voice and Data solutions to businesses
Responsible for customer acquisition
Expanded sales to include mass market accounts
Identified potential clients through cold calling, networking and referrals
Retired quota at an average of 130%
EDUCATION
Bachelor of Science, Education
Slippery Rock University, Slippery Rock, PA
