CLAYTON BOXELL
Atlanta,MI
Summary
Experienced sales leader with a successful 10+ year career driving sales campaigns for diverse teams. Extensive expertise in conducting client needs analysis and taking a consultative approach to medical equipment sales. Consistently guiding large, cross-functional teams in achieving sales and revenue targets by capitalizing on growth opportunities and exceeding financial objectives. Proven track record of identifying potential clients, generating leads, engaging with prospects, demonstrating product features, negotiating, and closing sales. Keen eye for identifying multimillion-dollar opportunities and understanding business needs, allowing for the positioning of the enterprise for expansion while creating value for organizations. Exceptional communication skills, strong negotiation abilities, and a talent for assessing client needs result in effective identification of opportunities, development of focus, and provision of tactical business solutions.
Overview
15
15
years of professional experience
Work History
National Informatics Business Manager
Beckman Coulter Diagnostics
01.2024 - Current
- Promoted to National Business Manager overseeing technical product sales specialist team, responsible for NACO IT sales strategy, development/execution of training curriculum for field sales, and strategic sales lead for major IDN sales campaigns
- Direct a team of four technical specialists in designing solution architectures, managing technical sales processes, and ensuring seamless project handoffs
- Served as the strategic lead on IT sales strategy for high value campaigns including UPMC, Piedmont Health, Avera, and others.
- Develop and implement strategies to enhance the technical selling process, driving client engagement and solution adoption
- Mentor team members, cultivating expertise in informatics solutions to exceed sales and project delivery goals
- Collaborate with senior stakeholders to align product solutions with customer workflows and business objectives
- Increased overall team productivity by fostering a positive work environment and providing effective leadership.
- Improved operational workflows by identifying areas of inefficiency and implementing appropriate solutions.
- Quota attainment of 112% to national sales quota goal in first year of new role and new team launch
Product Sales Executive | Clinical IT
Beckman Coulter Diagnostics
01.2019 - 12.2023
- Implement and develop the company's informatics sales strategies, across 4 Regions containing 27 sales representatives, that focus on clinical laboratory informatics to positively impact hospital workflow, efficiency, and cost containment
- Analyzed areas for strategic improvement and created comprehensive clinical, operational, and financial sales plans to enhance targeted market segmentation resulting in annual territory quota attainment of 200%
- Effectively sell a portfolio of IT products, including hardware and cloud-based systems, to multiple laboratory and hospital administration levels through customer needs assessment, budgeting consulting, and staff adoption
- Proactively develop relationships with key users and provide the Product Marketing/Management team with laboratory feedback on product improvements
- Focus on leadership and team development by participation in Sales Advisory Council, Hematology IDN Kaizen, and development and facilitation of the 2020 WITS Workshop in the South Area
- Secured the first IDN adoption of new cloud-based middleware solution DxOne Workflow Manager at Riverside Medical Center, resulting in a new automation connectivity to PowerLink that expanded business opportunity nationally for all teams
- 2022 Inner Circle Award Winner: 285% to quota
2021 Inner Circle Award Winner: 350% to quota
2020 Inner Circle Award Winner: 291% to quota
Ranked #1 overall for all Beckman Coulter North America sales positions in 2020
Manager, Global Sales Education
Beckman Coulter Diagnostics
09.2016 - 12.2019
- Promoted from field to instruct new associates in the organization on vital competencies, including Product Positioning, Sales Skills, Sales Strategies, Technical Specifications, and Effective Sales Communication
- Developed a cohesive and productive onboarding plan for new hires within deadline-driven environments and successfully onboarded over 50 new sales representatives
- Managed strategic projects for product launches, training summits, sales meetings, and associate competency assessments
- Successfully redesigned Hematology and Urinalysis Sales Education program, achieving record high satisfaction and engagement from participants through post-training surveys
- Developed and executed companywide new product launch training for DxH 900 hematology analyzer while working with cross functional teams in marketing, sales, and product development
- Beta-Tested and launched new Sales Enablement Executive Coach role which focused on in field training that provides real time feedback and coaching for impactful sales representative development
Capital Equipment Consultant | Hematology and Urinalysis
Beckman Coulter Diagnostics
03.2013 - 08.2016
- Developed, negotiated, and implemented strategies resulting in improved sales performance and enhanced win rates for Hematology and Urinalysis capital equipment
- Successfully sold disruptive industry instrumentation, including digital imaging analyzers Cellavision and Iris
- Led successful sales campaigns within large healthcare networks, including the University of Alabama at Birmingham, DCH Health System, and Baptist Health System
- Performed on-site workflow analysis, marketing presentations, on-site/off-site evaluations, instrument demonstrations, and VIP tours for existing and potential customers
- Participated in manufacturer/facility meetings to research new technologies and evaluate new equipment available in the market
- Exceeded quota every year in role
- 2015 Inner Circle Award Winner: 191% to quota
Commercial Leadership Program
Beckman Coulter Diagnostics
07.2012 - 02.2013
- Completed extensive sales training with workshops focused on product training, negotiation, presentation skills, and SPIN selling during a 10-month Commercial Leadership Program
- Managed customer satisfaction marketing project to meet marketing objectives and to help set measurable metrics for success
- Worked with management to developed sales strategy and led programs based on customer feedback and company revision
- Supported management and sales team through rotational projects such as telemarketing, lead generation, and Salesforce.com support
- Collaborated with the product team to ensure the correct use of products and provide marketplace insights for future product development work
Territory Sales Manager
Altria Group Distribution Company
01.2010 - 06.2012
- Executed the launch and distribution of 31 new products in over 120 stores, exceeding objectives with an average distribution rate of 94%
- Consulted with small business owners and store managers, utilizing store-specific sales data and financial analysis to increased profitability within the tobacco category
- Led product training classes instructing distributors and end-users on all features and benefits as well as key selling points
- Contributed to creative ideation for promotions and events that are developed locally and executed in the market
Education
MBA -
Mississippi State University
Starkville, MS08.2022
Bachelor of Science - Finance (cum laude)
University of Florida
Gainesville, FL12.2009
Skills
- Effective Sales Communication
- Strategic Product Positioning
- Team Management
- Strategy Development & Execution
- Influential Negotiation Skills
- Training and Coaching
- Strategic Selling Skills
- Customer Service Skills
- Team Leadership
- Marketing Knowledge
- New Product Launches
- Territory Growth Management
Career Contributions
- Won multiple awards for top sales and business results including 4 Inner Circle (President's Club) awards; ranked as #1 CIT sales professional in 2020, 2021, and 2022 and overall #1 sales representative in North America in 2020
- Selected to Sales Advisory Council, Beckman Coulter's strategic group of sales leaders, key stakeholders, and industry experts who provide insights, guidance, and recommendations to optimize sales strategies, improve performance, and drive revenue growth
- Member of the DXH900 Hematology Analyzer Launch Team, playing a key part in shaping market strategy, collaborating with cross-functional teams, and driving successful product adoption to maximize impact and revenue growth
- Participated in and executed the results of multiple Kaizen Process Improvement Events for products including Remisol Advance Middleware, DxOne Workflow Manager, Hematology IDN Sales Strategies, and Inventory Manager
Timeline
National Informatics Business Manager
Beckman Coulter Diagnostics
01.2024 - Current
Product Sales Executive | Clinical IT
Beckman Coulter Diagnostics
01.2019 - 12.2023
Manager, Global Sales Education
Beckman Coulter Diagnostics
09.2016 - 12.2019
Capital Equipment Consultant | Hematology and Urinalysis
Beckman Coulter Diagnostics
03.2013 - 08.2016
Commercial Leadership Program
Beckman Coulter Diagnostics
07.2012 - 02.2013
Territory Sales Manager
Altria Group Distribution Company
01.2010 - 06.2012
Bachelor of Science - Finance (cum laude)
University of Florida
MBA -
Mississippi State University
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