Nicole Male
East Brighton,VIC
Summary
An accomplished, result-driven sales professional with more than 15 years of sales, marketing and management experience.
Demonstrated success in relationship building, negotiating and developing new business within targeted and assigned accounts. Demonstrated success in relationship building, negotiating and developing new business within targeted and assigned accounts.
Overview
25
25
years of professional experience
Work History
Key Account Manager
Paragon Care
07.2023 - Current
- Sales of capital equipment and consumables into Blood Bank, Haematology, Microbiology and Biochemistry in Vic, Tasmania and QLD
- Understanding client needs, ensuring satisfaction, and promoting company’s diagnostic products
- Business development strategies for new product channels
- Analyze market trends and assess competitive landscape
- Strategic planning, communication, and collaboration with internal teams to meet client expectation and drive business growth
- Achievements: Converted 2 x major Victorian Public Hospitals to Paragon reagent red blood cells, setting up continuous 12 month standing orders.
Account Manager and Market Lead
Ortho Clinical Diagnostics
11.2020 - 07.2023
- Selling capital equipment, consumables and Point of Care devices across various hospital departments
- Manage existing accounts and prospect for new business to meet and exceed established sales goals
- Prepare marketing strategies and tactics aligned to Global Plan
- Perform contract and tender management activities
- Manage timely and accurate maintenance of CRM
- Forecasting and budgeting each quarter
- Achievements: Territory exceeding budget YTD and prior year (8% above)
- 2 x Tender wins for Capital Equipment into Northern Hospital and Eastern Health network
- Implementation and management of ANZ LinkedIn page
- Roll-out/training on integration of ENGAGE into Salesforce.
- Increased client satisfaction by building strong relationships and addressing their needs promptly.
- Managed a diverse portfolio of accounts, ensuring timely communication and effective problem resolution.
- Conducted regular account reviews to identify areas for improvement and ensure continued success.
- Negotiated contract terms with clients, securing favorable agreements for both parties.
- Contributed to event marketing, sales and brand promotion.
- Set and achieved company defined sales goals.
Regional Sales Manager
Abacus dx
10.2018 - 04.2020
- Achieve revenue and profit targets through management of sales activity directly and through management of Territory Managers
- Develop regional sales strategies in conjunction with National Sales Manager and Product Management team
- Accurately comply financial analysis data reports and forecasting documents for $20 Million revenue generating region
- Mentor and develop staff in field and provide regular feedback on performance and continuous improvement
- Achievements: Achieved sales budget 2 weeks before year end with all territories exceeding budget
- First maximum capacity protein electrophoresis equipment installed into South Australia.
- Increased regional sales by implementing strategic marketing plans and nurturing key client relationships.
- Developed a successful sales team through rigorous coaching, performance management, and ongoing training.
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
Territory Manager
Abacus dx (formerly Diagnostic Solutions)
09.2014 - 10.2018
- Achieve quarterly and annual territory and supplier revenue targets and maintain gross margins in line with company targets
- Identify and maintain deep understanding of competitors offerings and strategies
- Conduct and implement market development and field activities to strengthen awareness of Abacus dx solutions coverings 74 suppliers
- Visit established and perspective customers to maintain and develop relationships and achieve revenue targets
- Achievements: Salesperson of year 2016
- Successful tender binds at Northern Hospital (Special Chemistry) and Monash Medical Centre (Immunology).
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
Account Manager
Alere
07.2009 - 09.2014
- Create and execute tactical plan to mange existing accounts to meet sales goals
- Prospect for new business opportunities
- Develop new business opportunities and retention of business across the Alere business units – Cardiology, Women’s Health, Infectious Disease and Drugs of Abuse
- Achievements: Sales figures exceeded budget 2009-2012
- 2009 by 30% and 2011 by 15%
- Placed multiple point-of-care blood gas analysers through regional South Australia.
- Developed customized account plans for clients to help them achieve their business goals.
Southern Application Specialist and Reagent Red Cell Specialist
DiaMed
06.2006 - 07.2009
- Provide education and training across range of instrumentation ranging from manual setups to full automation
- Promote and educate on product offering plus manage customer orders with manufacturing cycles
- Facilitate 2-day Key Operator Training sessions
- Validate and system check all instrumentation before shipped to customer sites.
Medical Scientist
Royal Children’s and Royal Women’s Hospital, Dorevitch Pathology, and University College London Hospital (UCL)
10.1999 - 06.2006
- Performed pre-analytical, analytical and post-analytical processing procedures across all pathology departments
Education
Bachelor of Applied Science -
University of South Australia
South AustraliaCertificate IV in Training and Assessment -
Australian Institute of Management
Strategic Selling -
Miller Heiman Group
Skills
- Business Development
- Marketing
- Communication
- Relationship Building
- Project Management
- Account Retention
- Time Management
- Client Relationship Building
References
Available upon request
Timeline
Key Account Manager
Paragon Care
07.2023 - Current
Account Manager and Market Lead
Ortho Clinical Diagnostics
11.2020 - 07.2023
Regional Sales Manager
Abacus dx
10.2018 - 04.2020
Territory Manager
Abacus dx (formerly Diagnostic Solutions)
09.2014 - 10.2018
Account Manager
Alere
07.2009 - 09.2014
Southern Application Specialist and Reagent Red Cell Specialist
DiaMed
06.2006 - 07.2009
Medical Scientist
Royal Children’s and Royal Women’s Hospital, Dorevitch Pathology, and University College London Hospital (UCL)
10.1999 - 06.2006
Bachelor of Applied Science -
University of South Australia
Certificate IV in Training and Assessment -
Australian Institute of Management
Strategic Selling -
Miller Heiman Group
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