Judd Feinerman's Resume 2016

Sales, Strategy, Marketing

1. JUDD FEINERMAN, MBA Email: [email protected] Phone: [phone]
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SALES & MARKETING EXECUTIVE

COMPETITIVE/BUSINESS ANALYSIS – B2C & B2B – PRODUCT DEVELOPMENT/LAUNCHING –
SALES FORCE DESIGN & GROWTH – TACTICAL PLANNING &IMPLEMENTATION

Sales & Marketing Strategy professional with a magnificent record of developing and implementing
programs and systems resulting in the expansion of existing markets and the identification and opening of
new markets. Strategic decisions aimed at protecting profitability. Extensive background in client
relations, data analysis and working within highly matrixed organizations. Penn State Smeal College of
Business, MBA in Strategy with a Certificate in Integrated Marketing Communications and Brand
Management.

 Strengthened Customer Retention by 75%
 Hired & Coached 1099 & Direct reps to consistent success by Implementing Strategic Plans
 Created an Integrated Brand Strategy that resulted in a 150% increase in new customers
 Streamlined Distribution Strategies to maximize market presence
 Implemented analytics and strategies that grew sales 50% in 6 months
 Managed and Coached Cross Functional Teams from 4 – 151 members

Professional History

Independent Strategy Consulting May 2011 to Present
Integrative solutions to exceed goals. Sales force consulting. Project Management, Business development.
Collaborate with Creative/PR/Communications firms for Media Planning and Strategy development and
implementation.

Hydrogen 411 Technologies: Integrated Alternative Energy Solutions
 Strategy development and contract negotiations with disruptive technology start ups
 Structured partnership and cooperation agreements

Buzz Hunter: A Digital Media and Marketing Company
 Improved customer acquisition by over 55% through team trainings and opportunity examination
 Analysis to measure return of marketing investments

Make Online Simple: A Social Media Marketing Firm
 Sales force management and design. Process Management. Project Management

Create Traffic: SEO/SEM Firm
 Sales force management and design. Sales strategy

SunTech Medical 2014 to 2016
National Sales Manager, USA & Canada
All operations of a national sales force with over $8 million in sales. Designed, hired and coached a 1099
and Direct sales force. Distribution, Marketing and Pricing strategies. Implemented centralized practices
and systems operations. Developed large corporate relationships. Grows business!

 Overhauled the U.S. go to market strategy and improved margins by up to 30%
 Designed a new sales strategy and compensation plan to hire a national sales team made up of direct
and independent members. Successfully implemented the plan within 6 months.
 Negotiated new contracts with IDN’s, GPO’s, Distribution Channels and Health Systems to help
grow sales $1.5 million (21%) year over year
 Implemented new procedures and reports to improve the transparency of the sales organization’s
activities and results
 Successfully competed against the largest healthcare corporations in the world to win new national
contracts worth over $4 million
 Streamlined the distribution strategy in the US and in Canada to maximize market presence and to
raise brand awareness

2. JUDD H. FEINERMAN, MBA Page Two

TIDI PRODUCTS 2013 to 2014
US Director of Sales
All Operations of a national sales force comprised of direct reps, independent reps and distribution
partners. Marketing and Pricing Strategies. Market analysis to aid product development. Identified key
performance indicators and established reliable data analysis that was used to empower reps, giving them
specific decision-making autonomies. Raised corporate accountability. Implemented centralized practices
and systems to ensure consistency and accuracy in reporting. Continuous Lean Process improvement.
Social Media marketing.

 Developed and Executed Category Plans that Grew Year over Year Sales 50% in 6 months
without increasing expenses
 Shortened the sales cycle by an average of two months through internal process review and reform
 Delivered strategic planning and consultative training programs. This expanded opportunities for
new product development and solidified market presence in established categories
 Strengthened customer retention by 75% by identifying and analyzing key performance metrics,
which allowed for the realization of customer satisfaction
 Championed a system to improve intra-organizational communication and behaviors that
delivered consistent messaging and recognized employee contributions

NOBLE BIOMATERIALS 2012 to 2013
Director of Sales
Accountable for the sales, distribution and development of silver bonded materials to textile/apparel
manufacturers for the production of anti-microbial materials and infection prevention textiles.

 Developed strategic key relationships with one of the largest industrial materials research &
development and technology companies in the world
 Brought in new business partners creating a 300% increase in sales
 Order forecasting, supply chain planning, sales training and business development

ECOLAB/MICROTEK MEDICAL 2005 to 2011
Regional Sales Manager – Northeast Healthcare
Owner of a $40 million region covering 10 states. Managed an Independent and Direct Team of 16.
Compensation planning design. Coordinate independent agreements with distributors, IDN's, IHN’s and
GPO’s. High-level contract negotiations. Supply Chain Optimization Consulting. Strategic Planning and
Analysis. Marketplace development. Nurture relationships. 2008 Regional Sales Manager of the Year.

 Exceeded corporate sales goals by as much as $5 million by guiding the team to focus on strategic
accounts
 Persuaded corporate management to implement a new hiring strategy which boosted sales by $2
million
 Analyzed sales data to create new approaches that improved closing rates by 50%
 Introduced a succession-planning program for territory coverage during extended employee
absences. Increased employee retention, morale and provided opportunities for growth and
recognition
 Guided a team through a period of multiple organizational changes. This limited turnover,
improving year over year employee retention and maintained sales

Strategic Accounts Manager – Eastern Region
Business Development. Management and growth of strategic and corporate accounts. Sales and marketing
of branded products along the East Coast.

 Devised a territory plan to improve relationships between key accounts and the sales force. This
greatly improved account retention
 Improved the visibility of YTD quota standings allowing for real time analysis with the development
of an online dashboard. This increased account managers’ time in front of clients
 Initiated sales with major corporations. Evaluated, presented and negotiated terms to acquire
renewable contracts

Account Manager
Named Rookie of the Year in 2005. Account prospecting, management, staff training and deal
negotiations, exceeding sales quotas by 48%.
 Established new presentation formats for sales calls. New plans resulted in the development of 6
new national products

3. JUDD H. FEINERMAN, MBA Page Three

ACTIVE MEDICAL, INC. 2001 to 2005
Specialty Sales Representative - Central and Eastern Pennsylvania
Sales and Distribution of specialty medical product lines; including laparoscopic and general surgical
instruments and wound care therapies. Exceeded 2002 sales quota by 21%, 2003 sales quota by 60% and
2004 sales quota by 47%.

SAGINAW EVENT AND RETREAT CENTER 1997 to 2000
Director of Sales and Marketing
Orchestrated all aspects of operations for a three-season 400-acre facility in Southern Chester County,
PA. Improved sales by 150%. Hired, trained and managed an international staff of over 150. Negotiated
deals with major corporations including Comcast, Aramark and the Pennsylvania State Police.
Corporate Teambuilding Facilitator. Designed and built a high and low ropes course and teambuilding
initiatives program.

Education

The Pennsylvania State University, Smeal College of Business - MBA Business Strategy
Certificate in Integrated Business Marketing Communications and Brand Management
Certificate in Consultative Selling from the Barron Group

The Pennsylvania State University – Bachelor of Science Degree
Golden Key National Honor Society
College of Health and Human Development Honor Society
Team Building Facilitator at Shaver’s Creek Environmental Center, Outing Club Instructor

Harvard Online - Leader Development Classes, Coaching, Time Management, Change Management,
Developing Employees


Experience with:

Cross Functional Team Management, Independent Sales Forces, Distribution Partners, Leveraging Corporate
Resources, Contract Management, Contract Negotiations, Prophet CRM, SalesForce.Com, Sugar CRM,
Valence, Financial Reporting and Analysis, SPIN Selling, Consultative Sales, Solution Selling, Miller Heiman
Sales Training, Excel, Word, Power Point, One Note, Adobe, Sales Team Leadership, Purchasing, C-Suite, C-
Level, SaaS, Project Management, Process Development, Business Development, Category Management,
Sales Management, Strategy, Strategy Design, Strategy Implementation, Change Management, Team Building