1. resume
THOMAS B. BERENATO
1008 Emerald Tint Court  Las Vegas, Nevada 89144
702-812-5086 tberenato@gmail.com
AREA SALES MANAGER
Strategic business developer and expert in cultivating loyal, long term customer relations. Key contributor to corporate
bottom line, developing product lines, and creating accounts targeting highly competitive markets. Proven track record
of +20 years in personnel development, territory expansion and general business management. Strong communicator
and negotiator able to skillfully maximize resources build and motivate sales teams and surpass corporate goals.
Seasoned sales professional, experienced in upselling accounts and generating new revenue streams through
effective identification and pursuit of new business opportunities.
New Business Development  Account Acquisition/Expansion  Operations Management  Strategic Planning
Lead Generation  Market Penetration  Peer Leadership/Mentoring  P&L Functions  Corporate Compliance
Process Improvement/Reengineering  Logistics  Budgeting  Resource Optimization  Sales Forecasting
Needs Assessment  High-Impact Presentations  Post Sales Support  Product Launch/Marketing  Negotiations
PROFESSIONAL EXPERIENCE
MEDTRONIC, INC. (MDT) Neuromodulation, Las Vegas, Nevada  2007-Present
Senior Sales Representative  2011-Present
Leading a sales team in a $2.5MM territory.
 +123% to plan in Q1 ending July 31
st
. “Rep of the Quarter” in the West Region.
 Converted $1MM competitive account in first 9 months.
 “All-Stars” award winner with 115% to plan performance 2013.
 Created/lead strategy to split territory into 2 teams creating focus and accountability.
Field Development Manager • 2007-2011
Perform HR functions including training and mentoring new hires and advanced sales and closing techniques for
current personnel. Provide one on one coaching to improve individual performance. Collaborate with Regional Vice
President to maximize staff ability and raise sales figures.
Key Accomplishments
 Built from scratch the company’s 1
st
advanced sales training course (Consultative Selling).
 Created and facilitated the Selling Clinic, a 2-day training course designed to practice the art of selling.
 Collaborated with Marketing and Engineering Departments to effectively train 120 sales representatives for the
launch of 4 new products.
DEPUY MITEK (JNJ) Las Vegas, Nevada  2006-2007
Top distributor of orthopedic sports medicine products, targeting surgeons, hospitals and ambulatory surgery
centers. A division of Johnson and Johnson with annual revenue of $58B.
Corporate Account Manager
Worked with hospitals, Integrated Delivery Networks, Group Purchasing Organizations and Ambulatory Surgery
Centers in profitable negotiations of pricing and contracts. Performed high impact presentations of products and
services to Vice-Presidential-Level and above. Worked with Marketing Department in authoring multi-year
agreements. Strengthen field sales force with strategic pricing initiatives and long-term business plans.
Key Accomplishments
 Closed multi-year pricing agreement with Kaiser Permanente and Broadlane Group Purchasing Organization
bringing into territory +40 hospitals and surgery centers.
 Earned contracts with Intermountain Health Care (Salt Lake City), Valley Health Care System (Las Vegas),
The Orthopedic Specialty Hospital (Denver), and The Oregon Health Sciences University among others.
 Rocketed annualized sales growth rate +18% through expert territory development.
 Created and facilitated the company’s 1st Sales Management Leadership Summit.

2. resume
THOMAS B. BERENATO  Page 2
tberenato@gmail.com
ETHICON, INC. (JNJ) Various Locations  1993-2006
Diverse health and medical products. A division of Johnson and Johnson with annual revenue of $58B.
District Sales Manager, Ethicon Biosurgery, Nevada and Florida  2000-2006
Oversaw $17M sales revenue and 10 direct reports. Performed HR duties including recruitment, development and
evaluating of personnel. Led face-to-face visits with sales staff to assess skills and abilities. Collaborated with
surgeons, nurses, surgical technicians, hospital executives and material managers in determining client needs and
best practices in developing market. Managed home office including budget management, business planning and
sales forecasting. Developed interdepartmental streamlining among direct reports, corporate office, marketing
managers and supervisors.
Key Accomplishments
 Drove revenue from $8M to +$17M by optimizing human and administrative resources.
 Promoted 5 sales representatives to upper management due to superior performance.
 Trained 3 new District Managers in the field.
 Recruited and mentored 12 new sales representatives, all becoming excellent account developers.
 Selected over many qualified peers to lead Compensation Plan Committee and the Fleet Safety Team.
Awards
 Won Sales District of the Year Award (2005).
 Selected as key member of Sales Region of the Year Award (2005).
 Earned Marketing Award for new product sales (2005).
 Achieved Glamour Prize Award 4 times as a DM, top 10% of sales (2002-2005).
 Awarded Stock Options for exceptional sales results (2000-2005).
Sales Representative, Nevada, New York, New Jersey  1993-2000
Directed sales for the largest dollar volume territory in the US (New York City) averaging $3M annually. Developed
≤40 accounts throughout the western US. Targeted surgeons, physician’s assistants, nurses and materials
managers in hospitals and surgery centers. Promoted to Field Sales Trainer with added duties of sales plus field-
training new staff. Chosen by upper management within 4 years to take on a corporate office position as Sales
Development Manager to lead development of new hires and advanced sales schools.
Key Accomplishments
 Grew sales +100% by converting competitive accounts.
 Increased annualized sales $350K by cultivating key relationships at New York’s Bellevue Hospital.
 Mentored 12 new hires into efficient sales professionals with excellent closing ability.
Awards
 Won 2 Glamour Prize Awards for being within company top 10% of sales (1995, 1996).
 Earned Competitive Conversion Award, achieving top 1% account conversion.
 Awarded Objective Buster Awards 5 years straight for achieving business plan.
Career Note: Additional excellent experience as City Manager, Renaissance Management, Inc.  1992-1993.
First Lieutenant, Platoon Leader, Armor, U.S. Army  1989-1992. Details furnished upon request.
EDUCATION
Bachelor of Science ~ Business and Finance, Distinguished Military Graduate
Mount Saint Mary’s University, Emmitsburg, Maryland
PROFESSIONAL DEVELOPMENT
Soul of Leadership Course, Northwestern, Kellogg School
Integrity Sales Training, Ron Willingham
Diverse in-house leadership/management training programs, Johnson and Johnson Company
Board Member, Nevada Blind Children’s Foundation