1. JOHN F. ROYALS
12417 PLEASANT RUN TERRACE RICHMOND, VA 23233
(804) 750-1415  CELL (804) 240-2222
BROYALS317@AOL.COM
Medical Sales Representative
• Over ten years in surgical, medical device, medical products and 27 years in total business sales.
• Recognized for dynamic sales development, market penetration, new product introduction and improvements,
contract negotiations, key account liaison, pricing strategies, recognition and exploitation of business
opportunities, short and long-range strategies.
• Special talent for identifying clients' needs, presenting effective solutions, long-term relationship building. A
keen awareness of competitive product positioning, research of client’s needs, and an eye for market trends.
• Known for conscientious application, reliability and loyalty.
• Top performer in a Fortune 50 company (Johnson & Johnson) for year 2000.
• Sales leader and proven relationship builder who consistently adds, develops and expands key accounts.
• Highly diversified in computer technology.
EXPERIENCE
PATHGROUP LABORATORY, Brentwood, TN 4/14-Current
An industry leader in comprehensive anatomic, clinical and molecular pathology services. PathGroup
operates 24 hours a day, 7 days a week to deliver fast accurate results, with a responsiveness that is
unmatched in the industry. PathGroup is privately held and physician centered, designed to work
seamlessly with medical practices and provide direct consultation when needed. PathGroup’s approach
is keenly focused on driving better patient outcomes through high-service diagnostics from a single point
of contact.
Territory Sales Manager, Richmond, VA / Virginia Beach, VA
Responsible for introducing and identifying first time sales opportunities in central and southern Virginia.
Targeting accounts in the Women’s Health, Gastroenterology, Hematology Oncology, Urology, Primary
Care/Internal Medicine and Dermatology services.
ATLANTIC NEURODIAGNOSTICS, Ft Meade, MD 2/13-3/14
A leading provider of hospital quality routine/ambulatory EEG services to in office patients. The Ambulatory EEG
is used to evaluate people who are having problems associated with brain function. These problems might include
confusion, coma, tumors, long term difficulties with thinking or memory, or weakening of specific parts of the body
such as weakness associated with stroke (CVA).
Territory Manager, Richmond, VA / Virginia Beach, VA
Responsible for offering new AEEG service to the Richmond and Tidewater area through using current relationships
with Family Practices, Urgent Care and Neurologists.
• Started AEEG service in Southern Virginia
• Closed the first urgent care facility on the East Coast with 13 locations (Concentra)
• Partnered with current office managers to develop a new source of revenue for the practice
• Develop relationships with the board of directors for the EEG & Clinical Neuroscience Society
QUEST DIAGNOSTICS CORPORATION, Baltimore, MD 9/11-1/13
The world’s leading provider of diagnostic testing services with a medical and scientific staff of approximately 900
MDs and PhDs, an extensive network of convenient patient locations and laboratories and a range of
complementary diagnostic products. Our advanced health information technology solutions enable better
healthcare decisions today, and our support of clinical trials is helping to find the cures of tomorrow. Quest
Diagnostics is driven to discover and deliver diagnostic insights and innovations that help to improve human health.
Account Executive, Richmond, VA / Virginia Beach, VA
Responsible for targeting and secured profitable new business in line with regional marketing strategies by
effectively targeting prospective accounts, creating in-depth prospect profiles, building relationships, and securing
the business.
• Finished 2012 with the largest volume increase of $250,000 for a AE in the Baltimore business unit
• Finished 2012 with the highest close ratio for a AE in the Baltimore business unit

2. • Developed a full pipeline including thorough, accurate forecasting of new business volume
• Maintained a high close rate by effectively managing the Sales Cycle
• Driving sales through pre-call planning, post-call analysis and consistent follow-up
• Developed an annual business plan to drive success. Have quarterly updates to ensure the plan is being
executed
• Partnered with Account Managers and Account Sales Representatives to effectively transition the account
while maintaining client relationships
• Partnered with Genomics/Esoteric Testing Specialist to jointly sell profitable specialty/esoteric testing
products to targeted specialty accounts
• Collaboratively developed processes to identify competitive tactics and how to overcome them. Worked
with Marketing Department to develop proactive approaches to competition
• Kept a breadth of knowledge of all connectivity products (i.e. Care 360, e-orders, e-prescribe) and new
diagnostic testing
ZOLL MEDICAL CORPORATION, Chelmsford, Mass. 12/08-1/11
A company committed to developing technologies that help advance the practice of resuscitation. Offers products
from pacing, defibrillation, circulation, ventilation, and fluid resuscitation. ZOLL provides a comprehensive set of
technologies, including Real CPR Help and See-Thru CPR, that help clinicians, EMS professionals, and lay
rescuers resuscitate sudden cardiac arrest or trauma victims.
Territory Manager, Richmond, VA
Responsible for achieving hardware and disposables sales quotas, managing and developing customer base,
controlling expenses and contribution to ZOLL's profitability.
• Finished 2010 year ranked in the top ten sales representatives.
• Third quarter - "Sales Professional of the quarter" for "Highest Dollar Volume $485,903".
• Third quarter -"Highest Percent to Quarter 122%".
• Third quarter I finished number 1 in the Northeast Region.
• Finished 2009 year ranked 9th over all out of 50 sales representatives.
• Ranked in the top 15 for 2nd and 3rd quarters.
• Sold over $1,200,000 in first 3 quarters in a down economy.
HOLOGIC/CYTYC SURGICAL, Bedford, Mass. 7/05-8/08
A leading developer, manufacturer and supplier of premium diagnostics, medical imaging systems and surgical
products dedicated to serving the healthcare needs of women.
Territory Manager, Richmond, VA
Responsible for physician instruction and education on the minimally invasive treatment of menorrhagia in
women using the NovaSure procedure intra-operative and in physician’s offices. Teach physicians the proper
indications, contra-indications and proper use of the NovaSure product. Train operating staff and office staff on
the proper trouble shooting steps. Conduct physician dinner programs, physician Grand Rounds and lunch and
learns.
• Sales Trainer, responsible for hiring and training newly hired Territory Managers.
• Received numerous awards both local and national level, Accelerator Award, Cumulative Sales Increase
• Award, Quota Buster Award.
• Successfully took an established territory from 1.5 Million to over 3.5 million in annual sales in three years.
• Consistently in top 10% of performers on a national level.
• 2006 Performance Appraisal, received an overall rating of Exceeds Expectation and a 56% device growth
from prior year. “John’s passion and energy for his job and the product he sells is contagious. He has a
knack for conversations and connects very naturally with his customers. He continues to call on tough
accounts with a never-give-up mentality and continue to pursue the doctor until it’s a win-win situation.”
DATASCOPE CORPORATION, Mahwah, NJ 4/03-6/05
Manufacturers of proprietary products for clinical health care markets in interventional cardiology, radiology,
anesthesiology, cardiovascular and vascular surgery, emergency medicine and critical care. Rank #3 nationally.
Sales Representative, Patient Monitoring Capital Equipment, Richmond, VA
Sell a wide array of innovative and advanced patient monitoring equipment, ranging from NIBP monitors to multi-
parameter monitors, and central stations. Also sell ambulatory transmitters and new wireless technology. Territory
covers Richmond, west to Bluefield WV, south to NC line, calling on 66 hospitals. Work closely with multi-level
administration to department managers/end user levels. Sales range up to $300,000 (complete standardization of
monitoring systems/units).

3. • Achieved 167% of plan within first six months of 2003, through territory growth, closing many multi-
departmental levels at hospitals.
• Ranked #3 out of 52 sales reps in 2004.
• Achieved membership in $2 Million Dollar Club, 2004;
• Certificate for Achieving Accutor Plus Sales of 173 Units, 2004;
• Certificate in Sales Excellence Mid-Atlantic Region, First Quarter 2004.
• Manage business development through determination of hospitals’ order processes and needs, for accurate
forecasting, and daily prospecting of existing and new accounts. Introduce new technological insights and
flexibility to improve hospital operational efficiency.
VISTAKON, JOHNSON & JOHNSON VISION CARE, INC., Jacksonville, FL 5/99 – 4/03
Sr. Retail Coordinator, 2001
Sales Representative, 1999-2000
Developed new business and educated sales representatives on programs targeting ophthalmologists, optometrists
and opticians for the #1 contact lens manufacturer in the world.
Managed a $3 million territory. Educated physicians and medical staff in product usage through PowerPoint
presentations, hands on demonstrations, and clinical trials.
• Grew retail business by 23% for year 2001.
• Ranked #1 out of 145 reps achieving President’s Club top ranking in U.S. for year 2000.
• Awarded President’s Club Grand Prize trip to England and Scotland.
• Winner, District for the Period - 3rd
and 4th
quarter 2000.
• Winners Circle 2000, Silver Level 100% sales to quota.
• Ranked #1 in Bifocal Business revenue increase.
• Successfully launched Acuvue, Acuvue 2, Acuvue Toric, Acuvue 1-day and Acuvue 2 Colors including
incentives and intense selling to induce product switches.
KIMBALL INTERNATIONAL, Jasper, IN 8/95 – 4/99
High end office furniture sales.
District Account & Business Development Manager, Richmond, VA
Managed sales activities for 11 dealers (35 sales reps) and over 50 major accounts. Interacted with architectural
design firms, hospitals, institutions and government agencies to customize fixtures and ensure timely delivery.
• Initiated accounts with Wheat First Union ($800K annually) and G.E. Financial ($600K annually).
• Generated $6.5 million in annual sales.
• District generated highest gross profit in the company – 1996, 1997, 1998.
• Won incentive trips to Hawaii and the Caribbean, 1997, 1998.
• Outstanding Sales Team 16 Casegoods, 1996, 1997.
• Excellence in Performance Award, 1996.
LAMAR ADVERTISING, Richmond, VA 5/92 – 8/95
Billboard Advertising
Senior Account Representative (Promoted from Account Executive)
Developed /maintained national accounts billing over $120,000 monthly. Averaged 300 cold calls monthly.
Trained new representatives. Increased business by promoting outdoor advertising’s high reach and frequency.
• Ranked 9th
in national sales force of 250.
• Won 5 Winner Circle Awards.
• Set record for highest billing in one month - $175,000.
BELL ATLANTIC PAGING, Richmond, VA 7/88 – 5/92
Major Account Representative
Worked with established national accounts evaluating needs while solving problems related to paging systems.
• Ranked 7th
in a national sales force of 80.
• Won Bahamas trip for achieving 131% of quota for 1991.

4. EDUCATION
ELON UNIVERSITY, Elon , NC
Bachelor of Science, Business Administration, 1988
Professional Development in:
AORN, O.R. Protocol & Compliant w/ Status Blue
Integrity Selling Focused Listening Creative Problem Solving and Decision Making
Eye-To-Eye Selling Speak to Win Tactical Selling Skills
How to Master Your Time Listening to Lead Structured Panel Interviewing
Top Gun Strategic Selling Learning International Professional Selling Skills
Focused Listening Skills Negotiating Value Centric Selling System
Turning Prospects Into Customers/Teleprospecting Blue Sheet Analysis
SalesForce