Coster, Dawn Resume 072816

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<ul><li><p>DAWN COSTER 1462 N. Ridge Meadow Path ~ Hernando, Florida 34442 </p><p>(717) 525-3430 </p><p>Corporate A C C O U N T S M A N A G E R </p><p>World class sales skills combined with an exceptional track record of success in opening multi-million dollar revenue streams while dramatically expanding territories within the IDN and medical diagnostic community. Swiftly comprehends the big picture and implements the boldest of organizational visions. Superior communicator; readily distills the most complex of materials into easily-understood, compelling presentations. Core competencies include: </p><p> C-Level Negotiator IDN/GPO Negotiations Senior Client Retention Market Intelligence Shatters Sales Quotas 100% Customer Focus Coalition Builder Mentoring &amp; Training Terrific People Skills </p><p>PROFESSIONAL EXPERIENCE CADWELL LABORATORIES, Kennewick, Washington 2014 Present Regional Account Manager </p><p> Developed and managed the Mid-Atlantic Region for Neurodiagnostic Instrumentation portfolio for top tier IDNs and strategic accounts. </p><p> Oversaw all aspects of the sales process including working with internal and external teams to understand and assess clients business objectives and provide innovative solutions. </p><p> Built strong relationships with senior management within major accounts and leveraging them in driving new business and protecting current base business. </p><p> Assured sales and met objectives through a detailed action plan and sales forecasting. Achieved 146% of plan in the first year and currently performing at 173% of plan for 2016. </p><p> DICKINSON COLLEGE, Carlisle, Pennsylvania 2012 2014 Assistant Track Coach </p><p> Managed 22 track athletes for Division III program; produced the institutions first All American and coached at NCAA Championships. </p><p> WAFERGEN BIOSYSTEMS, Fremont, California 2011 2012 Senior Executive Account Manager </p><p> Developed and managed the East Coast Regional Territory for new market technology; negotiated contracts and recommended product improvements. </p><p> Presented technical information to corporate leaders, conducted promotional seminars and implemented strategies for growth to top-ranked teaching and research hospitals. </p><p> Developed an innovative process to provide follow-up evaluation of program effectiveness after implementation phases in order to determine results vs. expectations. </p><p> PRIVATE CONSULTANCY, Mechanicsburg, Pennsylvania 2008 2012 Consultant </p><p> Provided consulting services to companies developing accelerated IDN growth strategies. Developed marketing plans using such variables as competition, product mix/pricing/profitability, </p><p>and customer analysis. </p></li><li><p>Continued </p><p>Dawn Coster Rsum / Page 2 </p><p>PROFESSIONAL EXPERIENCE (cont inued) ROCHE DIAGNOSTICS, Indianapolis, Indiana 1997 2008 National Account Manager to the Dept. of Defense (DoD), 2003 2008 </p><p> Managed all sales and business development functions for Government accounts including DoD hospitals, research institutions and the largest GPO accounts within the GSA. </p><p> Exceeded sales quotas throughout tenure, averaging more than $2.4M in annual sales. Oversaw customer relationship development, contract negotiations, product delivery, technical </p><p>seminars and installations. Directly and indirectly led 10 geographically-diverse Account Managers with an emphasis on </p><p>performance metrics, positive motivation and career growth &amp; development. Identified new opportunities in unfulfilled markets; effectively defined and executed a clear vision </p><p>with minimal support, resulting in a revenue increase of 22%. Provided Program Management and after-sales technical support to deployed military units and </p><p>foreign embassies utilizing genetic analysis instrumentation for field surveillance and detection. </p><p>Senior Account Manager, Applied Sciences Division, 1999 2003 </p><p> Defined the Divisions overall strategy while developing and executing plans to grow revenue in new emerging markets; increased revenues by $1.6M in less than four years. </p><p> Ranked #1 in the nation among 42 RAS sales representatives and #1 in the Region among 10 Sales Representatives for three consecutive years. </p><p> Communicated daily with corporate leadership, customers and internal divisions to effectively coordinate overall sales efforts. </p><p> Planned and carried out regional market intelligence, research and analysis; provided leadership and direction to the national team for the creation of new sales tools. </p><p> Designated as the Regional Instrument Specialist responsible for the training and mentoring of Account Managers. </p><p>Account Manager for Diabetes, 1997 1999 </p><p> Built and developed a diverse customer network for new products and services in hospitals and physician offices in central Pennsylvania. </p><p> EDUCATION &amp; TRAINING </p><p> UNIVERSITY OF MARYLAND-UNIVERSITY COLLEGE, College Park, Maryland </p><p>Bachelor of Science, Animal Science Selected Additional Training: Foundations of Leadership; Coaching for Sales Excellence; Conceptual Selling; Strategic Selling; Building Competitive Immunity Computer Skills: MS Office Suite (Word, PowerPoint, Excel, Access) Selected Awards: Cadwell Laboratories; Winners Circle, Roche Diagnostics; Presidents Award (x2), Roche Diagnostics; Best of the Best Commendation, Roche Diagnostics; : Premier Performance Club (x6) </p><p> REFERENCES </p><p>Excellent references furnished upon request </p></li></ul>