THOMAS R.

COWPERTHWAIT
8273 Mellon Drive
Cincinnati, OH 45242
513.703.3633
tce609e4@westpost.net

"Tom has a proven track record in a difficult market. He exhibits an inner conf
idence that is nurtured by a smart, entrepreneurial mindset... He is honest, tru
stworthy and personable ... Simply put, people like to see Tom walk in the door
... Progressive, forward-thinking companies build their teams around individuals
like Mr. Cowperthwait." Excerpts from Recommendation Letters

PROFILE
Top-performing sales executive with outstanding record of achievements in divers
e industries and markets -from start-ups to Fortune 500 companies. Aggressive i
n pursuing new business while providing world class customer service to establis
hed accounts. Exceptional communication and interpersonal skills. Significant ex
perience in the sale of medical devices and surgical equipment. Adaptable to mee
t changing business needs. Work well under pressure; highly skilled in providing
clinical support in the OR and procedure rooms. Key strengths: entrepreneuria
l style, exceptional work ethic, and sincere commitment to customer retention th
rough superior service, plus:
Relationship Management - Intuitive in reading prospects and choosing the best a
pproach ... quickly developing rapport ... earning trust and maintaining custome
r loyalty by providing value-added service and consistently delivering as promis
ed.
Building Business - Recognizing and seizing market opportunities ... identifying
decision-makers, cold-calling and networking ... understanding the customer, th
e market and the competition ... launching new products ... consistently surpass
ing customer expectations to increase sales volume and earn referrals.
Communication - Assessing needs ... asking the right questions and using active
listening techniques ... engaging all stakeholders ... influencing and persuadi
ng ... presenting technical product features and services in a way that enables
customers to perceive their value ... consultative selling ... solution selling
... negotiating and closing.
PROFESSIONAL EXPERIENCE
2TRG/ TECHNOLOGY RECYCLING GROUP, Cincinnati, OH
2010
Business Development Associate
Introduced the concept of electronic waste recycling to hundreds of Greater Cinc
innati-Northern Kentucky companies, while increasing name recognition and market
awareness of 2TRG. Performed extensive cold-calling to develop database of 1,0
00 qualified prospects. Utilized salesforce.com to optimize database accessibili
ty by entire 2TRG sales team. Call points: IT managers, facility managers, offic
e managers in industries ranging from legal firms to manufacturing facilities.
Significantly expanded active account base. Landed new business with national c
ompanies such as US Playing Card.
Doubled business volume. Brought in over 40,000 lbs. of electronic waste, an in
crease of ~ 20,000 lbs. over same period last year.
ABBOTT MEDICAL OPTICS (AMO), Cincinnati, OH
2008 - 2009
Sales Territory Manager
Educated physicians on the benefits of AMO surgical products, including Tecnis i
ntraocular lens (IOL), the Healon family of viscoelastics, and Signature Phaco s
urgical equipment. Used persuasive skills to differentiate the value and benefi
ts of these products for patients' vision and quality of life. Presented physic
ian/staff training and technology updates. Provided post-op support, including
chart reviews and investigations when necessary. Strategically introduced new su
rgical product to set the stage for long-term growth. Call points: ophthalmolo
gists, hospitals, surgery centers. Territory: Ohio, Kentucky, Indiana. Sales
volume: $2.3M
Achieved 10% sales growth within first year. Turned around failing territory tha
t had been neglected by prior rep for several years. Rebuilt relationships with
accounts that had been lost to the competition.
Delivered double-digit sales increase in Healon sales, Jan.-July 2009 vs. same p
eriod previous year.
Cultivated relationships and laid the groundwork for conversions of Owensboro Su
rgery Center (1,000 procedures/ year) and Downing McPeak Surgery Center (2,000 p
rocedures/year) from competitors' products.
SENO RX, INC., Cincinnati, OH
2005 - 2007
Sales Territory Manager
Introduced new MRI technology in the highly competitive breast biopsy industry.
Championed sales growth in a saturated territory dominated by the national mark
et share leader. Developed solid relationships with decision-makers while incre
asing market demand in territory spanning 4 states. Focused on high-volume cent
ers - introduced the company and its products, including new MRI technology and
a cordless gamma probe device for sentinel node surgery. Placed equipment for e
valuations and negotiated purchase agreements. Provided clinical education for
(physicians, surgeons, surgical technicians) while demonstrating the value of ne
w technology, i.e., increasing surgeon efficiency during procedures. Call point
s: radiologists, surgeons, hospitals, breast centers, imaging centers.
Displaced top competitor in several high-volume teaching hospitals, including: U
niversity Hospital (UC Barrett Center, Cincinnati), University of Kentucky, Cabe
ll Huntington Hospital (Marshall University), Mt. Carmel East Hospital (Columbus
, OH).
Produced double-digit sales growth. Increased market share in territory by 11%
for new MRI procedure.
Ranked among top sales producers in the company. Consistently placed 1st or 2nd
out of 6 in region.
#1 in region for breast biopsy equipment placements.
#2 in region for overall sales of disposables.
#2 in region for sales of diagnostic equipment.
BAUSCH & LOMB SURGICAL (STORZ OPHTHALMICS), Cincinnati, OH
1995 - 2005
Sales Territory Manager
Sold medical devices and equipment used in ophthalmic surgery, including refract
ive (LASIK) business. Demonstrated equipment, showcased features and benefits; e
ducated/supported physicians on device usage during patient procedures. Territo
ry included Kentucky, West Virginia, southern Ohio and southern Indiana.
Gained market share in cataract, retina and refractive segments. Earned new cus
tomers in portions of territory with no pre-existing market share. Won dozens o
f sales contests; recognized with numerous bonuses for outstanding sales perform
ance. "Tom has effectively worked an extremely competitive territory and turned
in very positive results." Jack Barefield - Director, Strategic Corporate Acco
unts
Forged solid relationships with physicians that were instrumental in saving seve
ral key accounts and protecting market share in highly competitive market, despi
te challenges and business restrictions due to product failures and recalls. Ma
intained business by persistently resolving back-orders and other issues that ar
ose following B&L acquisition of Storz and subsequent partnership with LCA.
Key member of SWOT team. One of only five sales managers selected from among 100
+ nationwide to assess strengths, weaknesses, opportunities and threats of the o
phthalmic surgical market. Advised corporate teams on what was required in orde
r to improve products and gain market share. Examples: (1) Recommended developm
ent of a new lens insertion device that was led to market share of 2%+. (2) Ini
tiated improved quality control procedures at manufacturing plant that reduced r
ecalls.
Recruited by senior management to participate on Sales Advisory Teams and work o
n special projects. Provided sales training and motivation during regional and
national sales meetings. Appointed Field Sales Trainer - coached and mentored n
ew sales reps. "Tom has approached all of these appointments with effectiveness
, creativity, and positive motivation." Jack Barefield - Director, Strategic Co
rporate Accounts
MENTOR O&O, Los Angeles, CA
Ophthalmic diagnostic and surgical equipment
1989 - 1994
Sales Territory Manager/Field Sales Trainer
Transformed a seriously declining territory; propelled territory from #13 to #2
nationally, FY1992. Rebuilt strained relationships and secured new business wit
h the UCLA Eye Institute and the #1 distributor in Southern California. Ranked
among top 5 sales producers, 3 out of 5 years. Recognized with 6 top sales awa
rds. Managed distributor reps. Developed reputation for a customer-focused app
roach "What was considered going above and beyond the call of duty by others, To
m considered part of his commitment to his customers." Robert E. Grant, Western
Regional Manager, Mentor O&O
EDUCATION
THE CATHOLIC UNIVERSITY OF AMERICA, Washington, DC
Bachelor of Science/BS - Business Administration