1. Michael McDonald
903 Petra Pass, Blacksburg, VA 24060
(540) 392-7976(cell) • mmcdonald4vtech@gmail.com
http://www.linkedin.com/in/michaelsmcdonald
CAREER FOCUS
Top performing sales leader and trainer. Articulate communicator and relationship builder across diverse specialty groups.
Strong track record for increasing sales through technical expertise, careful strategic planning and leadership.
PROFESSIONAL EXPERIENCE
IntegraLabs, Roanoke, Va.
Sales Manager
2012 – present
Responsible for increasing sales, providing strategic direction and sales leadership for the Mid-Atlantic area.
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Actively evaluate external marketplace and identify key business opportunities within the region to ensure growth of key
IntegraLabs diagnostic services.
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Charged with hiring a national sales force.
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Accountable for providing sales team with extensive product and sales training, professional development, incentive
programs, strategic selling methods, and territory management skills.
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Direct operating budget and allocate resources for greatest return on investment.
Accomplishments
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Hired and trained sales team that increased sales >500% in 2013.
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Member of the Executive Board.
Ameritox, Roanoke, Va.
Senior Sales Representative/Field Based Trainer
2010 – 2012
Responsible for sales and promotion of a prescription monitoring service to pain physicians, anesthesiologists, neurologists,
orthopedic surgeons, podiatrists and primary care physicians in southwestern Virginia, central Virginia and southern West
Virginia.
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Prospect for new business in a newly developed territory. Implement services in new accounts while effectively training,
problem solving, and ensuring customer satisfaction with all services. Maintain and grow existing client business by
understanding customer needs for additional services.
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Coach, develop and train sales representatives to drive new and existing customer growth and utilization through initial
sales training. Perform field rides with sales representatives for ongoing coaching and development.
Accomplishments
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Presidents Club winner 2011.
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Increased sample volume by over 330% within the first year.
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Successfully signed and trained 26 new accounts within the first year.
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District Mentor.
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Representative of the 1st Quarter 2011.
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Winner of the Summer Incentive 2011 (top 5% of representatives in the nation).
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Selected to provide suggestions for improvement of internal initiatives.
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Selected to interview for the DMID (district manager in development) program (1 of 6 representatives in the country).
Intrepid USA Healthcare Services, Roanoke, Va.
Account Executive
2009 – 2010
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Use marketing plan to maintain and increase client/referral base. Developed relationships with community referral base
to meet targeted financial objectives and annual budget. Developed and implemented market plan that is consistent with
market analysis and reflects current potential referral source. Responsible for census development through use of
marketing programs with both existing and new referral sources.
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Increased new referral sources by 21% within the first 3 months.
Staples Inc., Roanoke, Va.
Business Development Associate
2009 – 2009
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Developed new business primarily through prospecting, in-person contacts, phone follow-ups and sales presentations.
Implemented sales strategies to ensure the company met revenue and profit objectives through targeted prospecting of
mid-sized to large accounts. Called on those who influence decisions and decision-makers within accounts and schedule
face-to-face contact with prospective buyers and close the account. Manage the transition of new accounts to designated
Account Managers.
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Close ratio of 92% and exceeded the sales goals set forth by Staples Inc. (185%).
Pfizer Pharmaceuticals, Blacksburg, Va.
Senior Professional Healthcare Sales Representative
1998 – 2009

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Managed a portfolio of products with primary care and specialty physicians, academic teaching and community hospitals
as well as long term care facilities.
Exceeded territory quota (101.61%). Outperformed Pfizer with new prescription (NRx) growth: Lipitor (flat vs.-3.7%) and
Caduet (+4.8% vs. -3.2%). This was due to the application of my business acumen and support of all resources to include
marketing, medical science and managed care.
Developed local and regional advocates who conducted speaking programs discussing my products and treatment
modalities. This has led to an increase in my program quality and effectiveness, measured by my customers’ feedback
and an average of 20% increase in sales from baseline.
Over 10 years of professional selling to numerous specialties and different therapeutic areas. Consistently met and
exceeded the sales goals set forth by Pfizer throughout my career.
Territory Management Skills: Employed to focus on consultative differential selling, managing budgets, promotional
and marketing resources with a focus on maximizing the return on investment. Identifying business opportunities and
trends through systematic analysis and capitalizing on lagging zip codes and product segments by leveraging the
customers’ needs with my product benefits.
Michael McDonald
Accomplishments
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Regional Advisory Board member 2005, 2008 (top 8% of representatives in the region)
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$1500 Regional Performance Fund recipient 2000, 2005, 2007 (top 10% of representatives)
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Celebrex Advisory Board member 2008 (one of 12 representatives out of 150 in the region)
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$2500 Travel Card winner 2002, 2005 (top 10% of representatives in the nation)
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Retention Bonus winner 2007
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Geodon Pacesetter 2005, 2006, 2007, 2008
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Ranked # 2 in the nation for market share growth with Geodon 2005
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Winner of multiple national product sales contests (Celebrex, Zoloft, Aricept and Lyrica)
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Consistent Quota Achiever winner
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Hospital formulary victories with Diflucan (P.O., I.V. & O.S.) Trovan (P.O. & I.V.), Celebrex, Geodon (P.O. & I.M.)
and Xanax XR
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Product team leader at POA meetings (developed and implemented sales strategy)
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District computer expert
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Recognized as # 1 representative in sales training class
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Rookie of the Year 1999
American Rehability Corporation, Charlotte, NC
Rehabilitation Technician
1997 – 1998
• Assisted in the management of clinics daily operations: managed the flow of patients, inventory, scheduling and assisted
in marketing therapy to generate physician referrals.
• Oversaw multiple patients in the gym throughout their workouts while assisting the therapists.
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Created and implemented exercise programs with therapeutic benefits.
University of North Carolina at Charlotte, Charlotte, NC
Assistant Coach of the UNCC Track and Field Team
1996 – 1997
• Developed aggressive and individualized workouts for athletes focused on improving confidence, speed, strength and
endurance.
• Responsible for the supervision of athletes on the road.
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Assisted in scouting and recruitment of potential athletes.
EDUCATION
University of North Carolina at Charlotte
Bachelors of Science in Health Fitness and Kinesiology
• Graduated with a 3.1 GPA and a 3.7 GPA in major
Awards, Honors
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Chancellors List 1995, 1996; Athletic Directors List 1993, 1995, 1996, 1997
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Division I track and field athlete 1992 – 1996, All conference Athlete
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Captain of the track team 1993 – 1996
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Member of the Athletic Players Council for Conference U.S.A.
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The Vincent Vernitski Leadership Award
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Academic Chair Lambda Chi Alpha Fraternity
REFERENCES
Available upon request
1997