Michael McDonald is a results-driven sales manager seeking a new sales management position. He has over 15 years of experience in sales management and business development roles. His experience includes increasing sales by over 600% as Regional Director of Sales for IntegraLabs and being recognized as a top performer in his roles at Ameritox and Pfizer Pharmaceuticals. He holds a Bachelor's degree in Health Fitness and Kinesiology from the University of North Carolina at Charlotte.

1. Michael McDonald
903 Petra Pass, Blacksburg, VA 24060 • (540) 392-7976(cell) • mmcdonald4vtech@gmail.com
CAREER FOCUS
Result driven sales manager seeking a sales management position that will utilize my extensive sales leadership skills and
experience. Excellent at hiring and developing sales talent. Strong track record for increasing sales through technical
expertise, careful strategic planning, persuasiveness and leadership.
PROFESSIONAL EXPERIENCE
IntegraLabs, Mid-Atlantic Region
Regional Director of Sales 2012 – present
Responsible for increasing sales of pharmacogentic (personalized medicine) and toxicology testing as well as providing
strategic direction and sales leadership for the Mid-Atlantic region.
 Actively evaluate external marketplace and identify key business opportunities within the region to ensure growth of key
IntegraLabs diagnostic services.
 Charged with hiring a regional sales force.
 Accountable for providing sales team with extensive product and sales training, professional development, incentive
programs, strategic selling methods, and territory management skills.
 Direct operating budget and allocate resources for greatest return on investment.
Accomplishments
 Increased sales from $80,000 in 2012 to $5,522,300 in 2013.
 Increased sales from $5,522,300 in 2013 to $11,148,200 in 2014 (69.2% increase).
 Successfully launched a new product in the second half of 2014 that increased sales by $588,000.
 Leadership Award winner 2014.
 Hired and trained 9 medical sales representatives and 11 specimen processors.
 Developed budgets,quotas and market strategies for the sales force.
 Member of the Executive Board of Directors.
 Primary liaison for all sales and marketing activities with senior executives and the CEO.
 Created sales incentive program over the summer of 2014 that increased new sales by $132,800.
 Created sales incentive program over the summer of 2015 that increased new sales by $165,500.
 Created and implemented sales operational policies to include expense, commission and specimen processorcompliance.
 Co-authored the training manual for the sales department.
Ameritox, Roanoke, Va.
Senior Sales Representative/Field Based Trainer 2010 – 2012
Responsible for sales and promotion of a prescription monitoring service to pain physicians, psychiatrists,addiction
medicine, neurologists, and primary care physicians in southwestern Virginia, central Virginia and southern West Virginia.
 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 customerneeds for additional services.
 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
 Presidents Club winner 2011.
 Increased sample volume by over 330% within the first year.
 Successfully signed and trained 26 new accounts within the first year.
 Hired and trained 7 specimen processors.
 District Mentor.
 Representative of the 1st Quarter 2011.
 Winner of the Summer Incentive 2011 (top 5% of representatives in the nation).
 Selected to provide suggestions forimprovement of internal initiatives.
 Selected to interview for the DMID (district manager in development) program (1 of 6 representatives in the country).

2. Intrepid USA Healthcare Services, Roanoke, Va.
Account Executive 2009 – 2010
 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 o f
marketing programs with both existing and new referral sources.
 Increased new referral sources by 21% within the first 3 months.
Staples Inc., Roanoke, Va.
Business Development Associate 2009 – 2009
 Developed new business primarily through prospecting,in-person contacts,phone follow-ups and sales presentations.
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.
 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
 Responsible for sales and promotion of a portfolio of products with primary care and specialty physicians,academic
teaching and community hospitals as well as long term care facilities.
 Over 10 years of professionalselling to numerous specialties and different therapeutic areas. Consistently met and
exceeded the sales goals set forth by Pfizer throughout my career.
Accomplishments
 Regional Advisory Board member 2005, 2008 (top 8% of representatives in the region)
 $1500 Regional Performance Fund recipient 2000, 2005, 2007 (top 10% of representatives)
 Celebrex Advisory Board member 2008 (one of 12 representatives out of 150 in the region)
 $2500 Travel Card winner 2002, 2005 (top 10% of representatives in the nation)
 Retention Bonus winner 2007
 Geodon Pacesetter2005, 2006, 2007, 2008
 Ranked # 2 in the nation for market share growth with Geodon 2005
 Winner of multiple national product sales contests (Celebrex, Zoloft, Aricept and Lyrica)
 Consistent Quota Achiever winner
 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
 Product team leader at POA meetings (developed and implemented sales strategy)
 District computer expert
 Recognized as # 1 representative in sales training class
 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.
University of North Carolina at Charlotte, Charlotte, NC
Assistant Coach of the UNCC Track and Field Team 1996 – 1997
 Developed individualized workouts for athletes focused on improving confidence, speed,strength and endurance.
EDUCATION
University of North Carolina at Charlotte 1997
Bachelors of Science in Health Fitness and Kinesiology
 Graduated with a 3.1 GPA and a 3.7 GPA in major
Awards, Honors
 Division I track and field athlete 1992 – 1996, All conference Athlete
 Captain of the track team 1993 – 1996
 Member of the Athletic Players Council for Conference U.S.A.
 The Vincent Vernitski Leadership Award