Donald J.

Behm
Shavertown, PA 18708 Phone (570)696-6743 Cell (570)690-8141 dbehm87963@aol.com

QUALIFICATIONS PROFILE Sales professional with more than 20 years of experience~ Proven ability to acquire new accounts, build territories and grow sales among existing accounts~ Adept at developing successful relationships with physicians, medical specialists, administrators and other healthcare professionals~ Strong technology background with the ability to present complex technological solutions~ Able to develop and implement effective marketing and sales plans, strategies and techniques~ Highly skilled at preparing and delivering presentations, representing product lines at industry events, and identifying and addressing needs of physicians and other healthcare professionals~ Possess outstanding verbal and written communication skills, with dedication to superior service~ ~Core Competencies~ A consistent record of exceeding sales goals with solid experience in: *Customer Focused Selling *Productive Questioning * Listening Skills * Closing Techniques *New Product Introduction * Relationship Building * Account Management * Strategic Business Planning * Territory Management * Negotiating Skills *Communications, Presentations and Public Speaking PROFESSIONAL EXPERIENCE LABORATORY SUPPLY COMPANY June 1, 2011 3/1/2013

DIAGNOSTIC SYSTEMS SPECIALIST: PENNSYLVANIA, NEW JERSEY, MARYLAND AND DELAWARE Completed a comprehensive training program focused on Molecular and Hematology Testing. Sales of Cepheid Gene Expert Molecular Systems, Sysmex Hematology Systems and Various Chemistry and Immunoassay Platforms. Work closely with manufacture representatives to determine needs of potential clients. Closed 4 Cepheid Systems with reagent volume of $800,000 over the term of the contract. Sold over $600,000 in Capital (Cepheid and Sysmex).

ABBOTT DIAGNOSTICS

MAY 2008-JUNE 2011

INSTRUMENT SPECIALIST: PENNSYLVANIA, NEW YORK, NEW JERSEY, MARYLAND, VIRGINIA AND DELAWARE Managed capital equipment sales in the diagnostic sector concentrating on the medical laboratory environment across 6 states in the Mid-Atlantic region. Managed 8 Fisher account managers through the sales cycle. Ranked 1 out of 5 representatives in the district (2010) Ranked 5 out of 15 in the country(2010) 100% of instrument placement came directly from the competition .

Donald J. Behm
Shavertown, PA 18708 Phone (570)696-6743 Cell (570)690-8141 dbehm87963@aol.com

ABBOTT DIAGNOSTICS KEY ACCOUNT REPRESENTATIVE: PENNSYLVANIA

MAY 2008

Completed comprehensive training program with a 98% average (2008) Managed capital equipment sales in the diagnostic sector concentrating on the medical laboratory environment in Northeast Pennsylvania Accomplished daily responsibilities, such as identifying sale opportunities, driving the sales cycle, conducting instrument evaluations and demonstrations, facilitating technical presentations from the laboratory to the boardroom and negotiating and closing contracts Ranked 2 out of a district of 10 (2009) Ranked 27 out of 113 in the zone(2009) Placed 3 instruments at Geisinger Medical Center Rated above average on selling skills Promoted to Instrument Specialist(Jan 2010)

WYETH PHARMACEUTICALS

FEB 1997- APRIL 2008

TERRITORY MANAGER : PENNSYLVANIA Managed sales and marketing of pharmaceutical products in an assigned geographic area Successfully completed a comprehensive training program with emphasis on product knowledge, presentation skills and closing techniques with a 96 % average Assigned numerous hospitals ,gastroenterologists ,neurologists, cardiologists, orthopedic surgeons and family practitioners in the Rated Exceeding Expectations on selling skills Ranked 5 out of 124 representatives in the zone (1998) Ranked 18 out of 124 representatives in the zone (1999) Ranked 11 out of 126 representatives in the zone (2001) Ranked 22 out of 126 representatives in the zone (2003) Ranked 5 out of 126 won Presidents Recognition Award (2005) Ranked 18 out of 126 representative in the zone (2006)

ABBOTT DIAGNOSTICS
AREA ACCOUNT MANAGER: PENNSYLVANIA Managed capital equipment sales in Northeast Pennsylvania Ranked 1 out of 24 representatives in the region 1993 Ranked 1 out of 7 representatives in the district 1994 Ranked 16 out of 262 representatives in the USA 1994 rd Area Account Manager of the quarter (3 Quarter 1994) $287,000 in capital equipment sales 1995 Increased territory sales 24% from 1995 Achieved 116.8% of sales goal 1996

JAN 1993-FEB 1997

SALES REPRESENTATIVE

EARLIER CAREER UARCO BUSINESS FORMS 1985-1993 EDUCATION BACHELOR OF ARTS IN BUSINESS ADMINISTRATION AND MARKETING (KINGS COLLEGE)