Mike Newell

Experience

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  Solvay Animal Health

  Apr 1987 - Feb 1997

  Territory Manager

  Won GOLD CUP Sales Award in 1992

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  Fort Dodge Animal Health

  Mar 1997 - Oct 2009

  Responsibilities Promote purchases of Fort Dodge canine, feline, equine, and livestock products through Butler Animal Health Supply. Train Butler sales representatives through field work visits. Develop incentive plans for inside and outside sales representatives to effectively pull product through the distributor channel. Communicate with multiple levels of the organization, from discussions with upper-management about multi-million dollar purchases to detailing product with sales representatives on sales calls. Complete monthly business analysis of purchases and revenue growth in millions of dollars. Manage over $150,000 in Market Development Funds for maximum sales growth.Accomplishments Achieved Q1 and Q2 2009 Purchase Goals (over $29M). #1 Distributor nationwide in Companion Animal sales Q2 YTD (over $20M).  #2 Distributor nationwide in Equine sales Q2 YTD 2009 (over $6M). #2 Distributor nationwide in Total sales Q2 YTD 2009 (over $28M). Successfully managed Primary account to highest % sales variance in five years. Show less Responsibilities Maximized sales of canine, feline and equine products through direct and distributor channels by the successful motivation and management of 7 to 14 sales representatives in South Carolina, North Carolina, Virginia, Maryland, and DC and multiple distributor counterparts and sales representatives. Established individual specific, measurable, attainable, and trackable sales goals for sales representatives. Guided and counseled with positive reinforcement and correction of deficiencies. Monitored weekly territory sales results and reports to ensure acceptable and consistent work habits were maintained. Coordinated regional veterinary meetings. Completed sales reports and analysis of regional sales.Accomplishments  Successfully led the Region to top sales achievement resulting in several Territory Managers and myself winning the President’s Award in 2003, 2006, and 2007.  2006 Regional Business Plan Team member; designed goal sheet. Designed Flex Representative account classification system in conjunction with IT. Coordinated and drafted the “ProMeris Toolbox”, a collection of ideas from the Companion Animal Regional Managers for the launch of ProMeris. Served as a Mentor for new Companion Animal Regional Managers. Promoted to Regional Manager II in 2007.  Embraced diversity recruitment objective, resulting in being appointed the Fort Dodge Animal Health representative on the North Carolina A&T Advisory Board to the Dean of the School of Agriculture and Environmental Sciences 2007- 2009. Designed 2009 Companion Animal 90-Day Plan template, a plan to outline sales activities, strategies, and tactics for achieving quarterly sales goals. Show less

  • Senior National Account Manager

    Jan 2009 - Oct 2009

  • Regional Manager II

    Jan 1999 - Dec 2008

  • Senior Territory Manager

    Mar 1997 - Dec 1998
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  Boehringer Ingelheim Vetmedica

  Nov 2009 - Dec 2012

  National Account Manager

  Responsibilities Promote sales of Boehringer-Ingelheim canine, feline, equine, and livestock products through Webster Veterinary Supply, Merritt Veterinary Supplies, and Prescription Container, Inc. Train inside and outside sales representatives on biologicals and pharmaceuticals. Develop incentive plans for inside and outside sales representatives to effectively pull product through the distributor channel. Communicate with multiple levels of the organization, from discussions with upper management to field sales management.Accomplishments Designated “Top Performer” for 2010 performance. Co-Captain of Cold Chain training video creation for nationwide Distributor use. Successfully managed the third largest Pet Distributor for BIVI to a 110% increase over 2010 with the second largest dollar variance nationwide. Successfully managed third largest Pet Distributor for BIVI to #1 position in Pet Sales to Budget through Q3 YTD 2012. Show less

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  CEVA SANTE ANIMALE

  Apr 2013 - Mar 2019

  Regional Manager

  Responsibilities:Maximize sales of Parasiticides, Behavior, Dermatology, and Pain & Mobility product lines for dogs and cats by the successful motivation and management of 11 sales representatives in WV, VA, TN, NC, SC, GA, FL and multiple distributor counterparts and sales representatives.Attract, retain, and develop top sales talent.Establish individual specific, measurable, attainable, and trackable sales goals for sales representatives.Guide and counsel with positive reinforcement.Coordinate regional veterinary meetings.Complete sales reports and analysis of regional sales. Show less