S Ballance Executive Summary

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Information about S Ballance Executive Summary

Published on July 28, 2009

Author: sdball91

Source: slideshare.net

Sean Ballance Career & Personal Summary Sean Ballance-Summary

Who is Sean? Competitive, driven, leader with integrity Proven, broad experience in sales, sales management, operations, quality & programs  Balance is the key to success. Recruiter, motivator, developer, mentor, retainer Over 15 years of commercial healthcare experience. Proven track record  Winner Positive leadership qualities Fiancé of Andrea Phillips Uncle of Britni Ballance Sean Ballance-Summary

Competitive, driven, leader with integrity

Proven, broad experience in sales, sales management, operations, quality & programs

 Balance is the key to success.

Recruiter, motivator, developer, mentor, retainer

Over 15 years of commercial healthcare experience.

Proven track record  Winner

Positive leadership qualities

Fiancé of Andrea Phillips

Uncle of Britni Ballance

Experience Sales & Sales management, recruiting, hiring, promotion of team Operations – zone management Fulfillment, cash, billing, SOPs, integration, metrics, P&L, etc Quality – project focus including; deployment, compensation, productivity, leadership C-level selling Long- & Short-cycle sales process Device, capital equipment, disposable equipment Management training and leadership development Strategic selling (core strength), solution selling Executive Selling (Komer & Brown) Sean Ballance-Summary

Sales & Sales management, recruiting, hiring, promotion of team

Operations – zone management

Fulfillment, cash, billing, SOPs, integration, metrics, P&L, etc

Quality – project focus including; deployment, compensation, productivity, leadership

C-level selling

Long- & Short-cycle sales process

Device, capital equipment, disposable equipment

Management training and leadership development

Strategic selling (core strength), solution selling

Executive Selling (Komer & Brown)

How to Deliver Protect high end customer base – communication & understanding Know hospitals / accounts Be humble, but confident Deals! ! ! Identify opportunities to drive sales – conversions Learn pain points Where are we strong/weak Identify weak areas and build plans to turn into strengths 3 Main focus Areas 1 Month listening tour 1 on 1’s with every team member What can I take off your plate? How can I help? Understand strengths/weaknesses What motivates each? Build my own credibility Product Leadership Job Knowledge Round Tables Empower Team What is important to team becomes important to the Individual Customers Expertise People/Team Sales, leadership, strategy Identifying opportunities Motivation Draw from experience & expertise Understand contracts, language, T’s & C’s Stay in touch Continue to Lead in a positive manner Sean Ballance-Summary

Protect high end customer base – communication & understanding

Know hospitals / accounts

Be humble, but confident

Deals! ! ! Identify opportunities to drive sales – conversions

Learn pain points

Where are we strong/weak

Identify weak areas and

build plans to turn into strengths

1 Month listening tour

1 on 1’s with every team member

What can I take off your plate?

How can I help?

Understand strengths/weaknesses

What motivates each?

Build my own credibility

Product

Leadership

Job Knowledge

Round Tables

Empower Team

What is important to team becomes important to the Individual

Sales, leadership, strategy

Identifying opportunities

Motivation

Draw from experience & expertise

Understand contracts, language, T’s & C’s

Stay in touch

Continue to Lead in a positive manner

30 Day Plan Meet with region team members  LISTEN Establish working rhythms (Conference Calls, Rep/Manager Needs, etc) Understand “top 5” key focus areas Review plan to exceed sales goals Review team and opportunities for improvement ( consolidation, holes, top opportunities) Individual/Pod meetings – round tables Develop strategies for key customer conversions to drive growth Identify “low hanging fruit” opportunities – Immerse myself in company culture, training, initiatives Hit the Numbers! Example Sean Ballance-Summary

Meet with region team members  LISTEN

Establish working rhythms (Conference Calls, Rep/Manager Needs, etc)

Understand “top 5” key focus areas

Review plan to exceed sales goals

Review team and opportunities for improvement ( consolidation, holes, top opportunities)

Individual/Pod meetings – round tables

Develop strategies for key customer conversions to drive growth

Identify “low hanging fruit” opportunities –

Immerse myself in company culture, training, initiatives

Hit the Numbers!

60 Day Plan Meet with all key customers in region Centers of Influence Top Volume Sales Customers Top Opportunities Key Decision Makers & Influencers Low Hanging Fruit –  Go One level Deeper Establish Regular Travel Patterns Understand all Manager level processes. Become expert in all areas. Hit The Numbers! Example Sean Ballance-Summary

Meet with all key customers in region

Centers of Influence

Top Volume Sales Customers

Top Opportunities

Key Decision Makers & Influencers

Low Hanging Fruit –  Go One level Deeper

Establish Regular Travel Patterns

Understand all Manager level processes. Become expert in all areas.

Hit The Numbers!

90 Day Plan Understand competitive strengths & weaknesses in region Focus on penetration of existing customers  customer satisfaction leads to account penetration Relationship Building – Customers Team Communicate company goals, objectives & strategies Hit the numbers! Example Sean Ballance-Summary

Understand competitive strengths & weaknesses in region

Focus on penetration of existing customers  customer satisfaction leads to account penetration

Relationship Building –

Customers

Team

Communicate company goals, objectives & strategies

Hit the numbers!

How I’ll Do this Simplify task at hand  “Can’t boil the ocean” Focus on Top 5 things  Can’t be effective without Focus 80/20 Rule – Spend 80% of my time driving key initiatives and growing sales Opportunity Funnel  Focus on new growth opportunities to grow business Clean up the messes that exist Support top Customers and coach others to achieve results Sean Ballance-Summary

Simplify task at hand  “Can’t boil the ocean”

Focus on Top 5 things  Can’t be effective without Focus

80/20 Rule – Spend 80% of my time driving key initiatives and growing sales

Opportunity Funnel  Focus on new growth opportunities to grow business

Clean up the messes that exist

Support top Customers and coach others to achieve results

Awards Masters Club Sales Advisory Panel Employee Satisfaction Committee Nurse Communication Roundtable Member Distributor of the Year Award Region Contest Winner Sean Ballance-Summary

Masters Club

Sales Advisory Panel

Employee Satisfaction Committee

Nurse Communication Roundtable Member

Distributor of the Year Award

Region Contest Winner

Why Am I a Good Candidate? The corner stones of my success are built on Character, Leadership and Performance Sean Ballance-Summary

The corner stones of my success are built on Character, Leadership and Performance

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