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Kyle
kylekirby850@gmail.com
850-381-3995
Panama City, FL 32401
Senior Sales & Sales Management Executive
29 years experience W2
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Summary

A top performer and transformational leader offering 20+ years of diverse sales and sales management expertise within dynamic, ever-changing industries. Possesses a verifiable record of consistently exceeding sales and revenue targets year after year. An exceptional relationship builder and persuasive negotiator with an impressive reputation for growing greenfield territories and penetrating new accounts. A confident hunter and closer.

  • Consultative Sales Approach
  • High-Impact Sales Presentations
  • End-to-End Sales Cycle Management
  • Multi-Million Dollar Negotiations
  • New Customer Acquisition & Retention
  • Direct Sales & Reseller Partnerships
  • Needs Assessment & Product Education
  • Forecasting Trends & Market Analysis
  • Team Developing, Training, & Leadership
  • Strategic Planning & Tactical Execution

Experience
Business Development Manager
Healthcare
Jan 2015 - present
Panama City, FL

A startup healthcare technology company that developed a proprietary platform that addresses multiple touchpoints in a patient’s journey before, during, and after visits.

  • Responsible for selling a proprietary cloud-based SaaS software solution across a ten-state territory. Tasked with creating and implementing creative sales strategies, leading product demonstrations, and mentoring the sales team. Assisted leadership with building the sales team with a focus on customer service excellence.
  • Raised over $3M in additional funding from various individual stakeholders.
  • Closed deals of up to $300,000 that have since grown to over $1M each with clients such as Humana, East Tennessee Children’s Hospital, and Franciscan; led contract negotiations with BC/BS and HCA.
  • Utilized CRMs daily such as Salesforce and HubSpot to optimize leads and marketing initiatives.
  • Drafted and presented accurate Requests for Information (RFIs) and Requests for Proposals (RFPs) for prospects and existing clients.
  • Coordinated and led in-depth product demonstrations to C-level executive audiences; participated in various industry trade shows to help market and promote the brand.
  • Charged with developed existing client relationships while identifying and closing new opportunities.
Contract Negotiations Microsoft Excel SaaS Stakeholder Engagement Salesforce Sales Customer Service Business Development Healthcare
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Sr. Account Executive
Medical Devices
Jan 2013 - Jan 2015
Panama City, FL

Owned by J&J, one of the world’s largest manufacturers of medical devices, pharmaceuticals, and packaged goods.

  • Leveraged deep managed care expertise to serve as a trusted liaison and subject matter expert. Accountable for strategic planning and product management while identifying and qualifying new opportunities.
  • Led the successful launch of a new type 2 diabetes product and promoted an anti-coagulant product to the hospital, cardiology, and internal medicine verticals.
  • Consistently met or exceeded aggressive sales revenue targets MoM and YoY.
Medical Devices Pharmaceutical Sales Business Development Customer Service CRM Healthcare
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Sr. Account Executive
Chemicals/Pharmaceuticals
Jan 2012 - Jan 2013
Panama City, FL

A specialty pharmaceutical company that acquires, develops, and commercializes branded prescription products.

  • Led the product launch and ongoing sales efforts of a first to market pain medication in the orthopedic surgical field.
  • Negotiated and closed multiple large hospital sales, contracts, and managed care formulary wins.
  • Developed a comprehensive business strategy resulting in numerous long-term clients.
Pharmaceutical Orthopedic Sales Healthcare Business Development Customer Service Strategic Planning CRM
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Sr. Specialty Sales Account Executive
Chemicals/Pharmaceuticals
Jan 2005 - Jan 2012
Panama City, FL

A French multinational pharmaceutical company headquartered in Paris, France.

Sr. Specialty Sales Account Executive (2008 – 2012)
Sr. Account Executive (2005 – 2008)

  • Earned a reputation as an exceptional relationship builder and trusted subject matter expert with healthcare providers in the cardiovascular, antiplatelet, atrial fibrillation, and CNS markets.
  • Coordinated and led in-person product presentations to various healthcare leadership and key decision-makers.
  • Ranked in the top 10% of sales reps nationally (out of 200) and #2 in Florida for two consecutive years.
  • Developed a deep pipeline of qualified opportunities resulting from targeted prospecting, extensive networking, and leveraging existing client referrals.
Pharmaceutical Sales Business Development Customer Service CRM Strategic Planning Healthcare
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Sr. Account Executive
Medical Devices
Jan 2003 - Jan 2005
Panama City, FL

Owned by J&J, one of the world’s largest manufacturers of medical devices, pharmaceuticals, and packaged goods.

  • Served as an integral member of the sales team dedicated to selling various cutting-edge pharmaceutical products to gastrointestinal, pain management, CNS specialty, internal medicine, and family practice physicians.
  • Developed business plans to drive sales; assessed customer needs and educated healthcare providers.
  • Conceptualized, developed, and rolled out a go-to-market strategy and led the successful launch of a new product to psychiatry and behavior health centers throughout northwest Florida and south Alabama.
  • Recognized by leadership as the 2005 National Sales Champion for consistent sales and service excellence.
  • Ranked #4 (out of 95 peers) in the region and ranked #7 nationally for sales revenue achievement in 2004.
Medical Devices Pharmaceutical Sales Business Development Customer Service Strategic Planning Healthcare
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Sr. Sales Consultant, Lead Investigator
Professional/Consulting Services
Jan 1993 - Jan 2003
Birmingham, AL

A market-leading personal injury law firm that worked almost exclusively within the railroad industry.

Sr. Sales Consultant, Lead Investigator (2000 – 2003)
Investigator, Public Relations Representative (1993 – 2000)

  • Tasked with handling multiple vital roles simultaneously including driving new business development efforts, maintaining existing client relationships, and serving as a lead investigator.
  • Oversaw and led all client injury investigations from start to finish, personally owning the entire client relationship.
  • Provided hands-on investigative and paralegal support to assist in trial preparations.
  • Spearheaded initial comprehensive assessments and evaluations of injury claims, interviewed witnesses, and worked collaboratively with clients in a one-on-one setting.
Sales Business Development Paralegal Customer Service
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Edit Skills
Non-cloudteam Skill
Education
Bachelor's in Criminal Justice
The University of Georgia
Associate's in Arts
Young Harris College
Skills
Business Development
2021
28
Customer Service
2021
28
Sales
2021
28
Healthcare
2021
18
Pharmaceutical
2015
12
CRM
2015
10
Paralegal
2003
10
Strategic Planning
2013
10
Contract Negotiations
2021
6
Microsoft Excel
2021
6
SaaS
2021
6
Salesforce
2021
6
Stakeholder Engagement
2021
6
Medical Devices
2015
4
Orthopedic
2013
1
Account Management
0
1
Analysis
0
1
Approach
0
1
EDI
0
1
ERP
0
1
Process Improvement
0
1
Training
0
1