Download PDF

Professional Summary

ProfileResults-focused, Senior Level Marketing & Sales management professional with a consistent record of building, developing and leading successful teams and territories. Innate ability to quickly develop and maintain key customer relationships, while creating innovative customer acquisition and retention programs. More than twenty years of sales and marketing experience includes expertise in:

*Strategic Planning

*Sales Management*Program Development*Collaboration*Corporate Accounts*Industry Alliance Creation*Team Building, Coaching and Mentoring*Sales Seminar Development and Delivery

Work experience

Jan 2007Apr 2009

Senior Manager

IDEXX Laboratories

2007-2009, Reporting to the Corporate Vice-President , Sales, Marketing, & Customer Support-Companion Animal Group, responsible for sales and service to nine corporate accounts representing $33M in annualized laboratory diagnostic capital, reagents, disposables, digital radiography and reference laboratory services.Established and successfully managed a new business team responsible for coordination of programs and generating exclusive partnerships with corporations, organizations, large regional groups, veterinary management groups and universities.

Secured exclusive agreements with five of the largest corporate accounts in North America generating incremental new business revenues of $21M annually in 400 hospitals.

Created, developed and managed an innovative Strategic Partnership Program that cultivated and leveraged 56 key reference accounts throughout North America for peer-to-peer selling resulting in incremental new business of $2.2 million in 2007 and $7.3 million in 2008.

Worked with cross-functional teams to create innovative educational programs and services for all strategic accounts and organizations including educational seminars, webinars, tradeshows and hospital incentives.

Jan 1999Jan 2007

Regional Sales Manager

IDEXX Laboratories

Successfully managed teams of sales consultants providing laboratory services, diagnostic equipment, and computer systems to veterinary practices in North America.

Maintained a consistently high regional ranking (top five) for 7 years and managed the largest region (geography, number of accounts and direct reports).

Responsible for maintaining operating expenses for an annual budget in excess of $2,000,000 annuallyServed on the Sales Council at IDEXX Labs, Inc. a leadership team that was responsible for strategic and tactical management concerns of the field sales organization.

Jan 1991Jan 1999

District Manager

Quest Diagnostics, Inc. (formerly Nichols Institute)
Managed Sales, Field Support and Customer Service to provide laboratory services to hospitals and physicians in the Midwest
Jan 1986Jan 1991

Division Manager

Ortho Diagnostic Systems, Inc
Managed Sales Representatives responsible for servicing Hospitals, Blood Banks & Specialty Laboratories in the Midwest Region

References

Steve Curvey

"Susan’s leadership and project management skills were remarkable throughout this process.She was focused and firm yet sensitive to our needs and always fair.Her product and market knowledge of the highly complex veterinary diagnostic segment were impressive; in fact amazing."

JD McCoy

"It was my great fortune to work for and with Susan Warren for most of the last eight years, and I personally credit her with rejuvenating my career in the animal health industry.As my manager and mentor, Susan coached me to several successful quarters in capital sales, culminating in a President’s Club Award."

Education

B.S

Washburn University

Master's Program