Whirlaway Lane Home: (410) 939-2040Havre de Grace, MD 21078 Thomas.Buscemi@yahoo.com Cell: (443) 206-9713AREA / REGIONAL SALES MANAGERCompetitive, entrepreneurial, results-driven sales executive with a 20+ year track record of building and leading top-performing sales organizations within themedical and healthcare arenas.Resourceful, hands-on leader, with a strong P&L focus, skilled in all phases ofthe business cycle including startup, expansion, and turnaround.Highly successful at developing innovative programs and strategies for capturingnew market opportunities, expanding into new sales regions, out-pacing the competition, and driving double-digit revenue growth.Profound ability to develop and manage highly profitable, long-term relationships with major clients and strategic business partners by delivering a level of service that consistently meets or exceeds expectations.PROFESSIONAL EXPERIENCERS MEDICAL, Vancouver, WA 1999 to PresentAmerica's leading provider of physician-prescribed medical products for reducingpain and improving function.AREA SALES MANAGER (2008-Present) * REGIONAL MANAGER (1999-2008)Develop and execute aggressive sales and marketing strategies for driving salesof medical devices with physicians across a 10-state Northeast region. Provide leadership and direction for 14 account managers, one regional manager, and 6 field support representatives. Monitor individual and group productivity. Develop personalized plans to help each member attain individual goals for sales productivity.* Increased revenues by over 650k in 2009 and 2010 and exceeded target at 105% and 106% respectively.* Hired, trained, and managed more than 75 account manager over tenure.* Increased sales at an average rate of 40% per year for 12 consecutive years.* Negotiated managed care contracts ranging from $100,000 to $2 million with various insurance companies.* Received multiple sales performance awards, including Regional Manager of theYear, 2004, 2005 andPresidents Club, 2004, 2005, 2006, 2007, 2008, and 2009..INFU-TECH, INC., Englewood Cliffs, NJ 1996 to 1999A provider of specialty pharmaceuticals, infusion therapy, and other medical products for patients in their homes, nursing homes, and sub acute care facilities.NATIONAL DIRECTOR OF SALESDirected all sales activity across an 18-state region, which generated annual sales of more than $40 million. Managed the performance of 18 direct reports. Developed and administered an annual budget of $15 million.* Doubled membership from 10 to 20 million in a 3-year period by aggressively signing new contracts with hospitals and managed care organizations.* Strengthened competitive market position, in addition to increasing the numberof contracting opportunities, by developing disease state management programs,including one for congestive heart failure.
OXFORD HEALTH PLANS, INC., Edison, NJ 1994 to 1995A holding company with subsidiaries that provide health benefit plans includingtraditional HMOs and point-of-service plans.REGIONAL MANAGERProvided leadership and direction for a direct staff of 12 sales associates and8 brokerage business representatives. Led ongoing training initiatives to ensurecomprehensive understanding of product and program offerings and services. Worked cross-functionally with stakeholder across diverse areas, including medical management, client services, and network development, to align and execute business strategies for attaining corporate goals.OXFORD HEALTH PLANS (Continued)* Increased member growth by 14% in the first year with sales revenues of $400,000.* Recruited, hired, and trained 20 new brokers and direct sales team members within 18 months.* Served a primary liaison with medical management staff to drive efforts for reinforcing the high quality of health care coverage provided by the company.CRITICAL CARE AMERICA, INC., Westborough, MA 1985 to 1994A publicly traded company on the NYSE that provides drug and nutritional therapies for patients at home with chronic illnesses, such as heart disease, cancer, and AIDS.PRESIDENT AND CEO - AMERICAN CARDIOLOGY CARE (1992-1994)Selected to develop, establish, and lead this start-up congestive heart care specialty company from its initial planning phase. Created the corporate business plan to secure BOD funding to build the company from the ground floor into a viable and competitive enterprise. Held full accountability for all aspects of organizational development, marketing strategies, operating budget, and pro forma analysis.* Built client base from the ground floor, catapulting revenues from zero to more than $4.3 million in just a 3-year period.* Led the opening of 11 service centers nationwide, earning recognition as a topcongestive heart failure specialty company.* Led negotiations with GPO, managed care, HMO, IHN, and IPN organizations.* Developed and launched managed care strategy for congestive heart failure thatresulted in increased business opportunities and a significant cost savings toinsurance companies.REGIONAL VICE PRESIDENT (1989-1991)Directed all aspects of sales and operations for the Southeast region with fullmanagement responsibility for 150 employees, including 5 general managers. Wholly accountable for all contracting with regional managed care providers valued from $50,000 to $1 million. Administered $25 million sales and operating budget with full P&L responsibility.* Consistently exceed all revenue and profit goals, achieving 101% and 115% of quota, respectively, over a 2-year period.* Achieved #1 regional ranking, earning Regional Vice President of the Year andPresidents Club status for 2 consecutive years.GENERAL MANAGER (1985-1990)Coordinated and directed the opening of new Chicago regional center, including recruiting, hiring, and training management personnel across the functions of pharmacy, nursing, warehousing, and sales. Created annual sales and operating budgets and held full P&L responsibility.* Led branch efforts as first to achieve profitability, attaining it within thefirst 5 months of operation; reached $1.8 million in sales revenue in the firstyear.
ROSS LABORATORIES - DIVISION OF ABBOTT LABORATORIES, Columbus, OH 1982 to 1985Wholly-owned subsidiary of Abbott Laboratories.TERRITORY MANAGERMarketed and sold infant, pediatric, and adult nutritional products to dietary support teams generating $3 million in annual sales revenue.* Ranked #1 territory manager for pediatric nutritionals out of 650 peers.* Promoted to Regional Sales Trainer and named to Presidents Club in 1984.EDUCATIONMaster of Business Administration - UNIVERSITY OF BALTIMOREBachelor of Science, Business Administration - TOWSON STATE UNIVERSITY
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