CHRISTOPHER M.

HUFF
20754 Parklane Drive Home: 720-851-2799
Parker, Colorado 80138 Cell: 303-907-3664
SUMMARY
Top-performing Sales Executive with a 13 year record of achievement and demonstr
ated success managing multimillion dollar business units in the highly competiti
ve laboratory diagnostics market. Skilled in managing large geographic territori
es including IDNs and GPOs, developing partnerships and driving the strategic sa
les process in a team environment. Outstanding leader with demonstrated skills i
n the following areas:
* Strategic Market Positioning
* Territory Management and Development
* Solution Selling Strategies
* Key Client Relationship Development
* High Impact Sales Presentations
* Contract Negotiations and Execution
PROFESSIONAL EXPERIENCE
DIASORIN Inc., Stillwater, MN 2008-2010
A leading, multinational in vitro diagnostics company focused in the areas of in
fectious disease, bone and mineral testing, and developing novel assays to suppo
rt a personalized approach to medicine.
National Accounts Manager
Responsible for managing all aspects of the business. Served as key contact for
ARUP Laboratories, Lab Corp and Quest Laboratories. Revenues from these accounts
totaled approximately $44 million or approximately 40% of the annual US revenue
for DiaSorin. Conducted business reviews, contract compliance, assessed strateg
ic relationships, and identified additional business opportunities. Developed re
lationships with C-level executives actively helping them achieve mutual busines
s goals and growth objectives.
* Promoted to National Accounts Manager after 8 months with the company
* As a sales specialist, placed 6 LIAISON(ASP 150K) systems achieving the annua
l quota in 7 months during FY 2008
* Increased reagent business growth for all National Accounts (ARUP, Lab Corp,
Quest) by 40% during FY 2009.
* Managed Lab Corp project to decentralize Vitamin D testing at the regional si
tes growing the number of LIAISON systems from 27 total systems in Jan 2009 to 5
5 by the end of FY 2009
* Expanded infectious disease testing at ARUP increasing revenue by 200K, at th
e same time helping them manage their growing Vitamin D business. Total sales in
creased by 51% over prior year at ARUP
ROCHE DIAGNOSTICS, Indianapolis, Indiana 2006-2008
A leading, multinational pharmaceutical and diagnostics company developing cutti
ng edge products in the ever growing personalized medicine market.
Clinical Chemistry/Immunoassay Specialist
Managed sales activities in the Midwest region supporting and providing leadersh
ip to the Account Managers in the territory. Developed and implemented business
plans that focused on exceeding instrument quota for the territory focusing on l
arge IDNs and GPOs. Managed all aspects of selling diagnostic analyzers includin
g product demonstrations, driving the sales process, selling economic value, pre
paring the financial proposals and ROIs to present to C-level management.
* Executed successful strategy to win a chemistry/immunoassay analyzer solution
s deal at Evans Army Hospital, Fort Carson, Colorado. Total value of deal worth
$1.6 million over five years.
* Executed successful strategy to a win chemistry/immunoassay analyzer solution
deal at Children's Hospital, Denver, Colorado. Total value of deal worth $1.34
million over five years.
* Achieved 106% of quota for Clinical Chemistry equipment for FY 2006 growing t
he business to $6 million during the year
BIOMERIEUX, Durham, North Carolina 2003-2006
A leading, multinational microbiological diagnostics company focusing in molecul
ar diagnostics and real time pharmacy software solutions.
Account Executive
Managed sales and business development activity in the mountain states territory
with a total sales volume in excess of $6 million. Call points in the hospital
included Lab Directors, Microbiology Supervisors, Safety Officers, Infectious Di
sease Officers, Pharmacy Directors and C-Level Executives.
* Finished 119% over quota in Fiscal Year (FY) 2005.
* Earned President's Club Award, 2005, ranking number two out of 50 Account Exe
cutives.
* Increased D-dimer reagent sales from $250,000 to $500,000 for this critical c
ardiac biomarker. Earned company award in 2005 for number one territory in D-dim
er sales.
* Received Midwest Region Partnership Excellence Award from Cardinal Healthcare
, November, 2004.
* Finished 6% over quota for 2004.
* Executed successful strategy to win blood culture (3D) solutions at Avera Hea
lth Systems IDN ( 14 Hospitals). Value of deal worth $ 3.0 million over 5 years.
* Executed successful strategy to win a coagulation systems solution deal (mult
iple systems) at the VISN 19 (VA Hospital System) 10 hospital system. Value of d
eal worth $2.5 million over five years.
* Executed successful strategy wining a molecular solution deal (extraction & a
mplification) at the Montana DOH Helena MT. Value of the deal worth $1.0 million
over five years.
THERMO FISHER (Richard Allan Scientific Division), Kalamazoo Michigan 1997-2003
Acquired Richard Allan Scientific and Carl Zeiss (Microm) businesses. Leader in
the innovative histology instrument product development and reagents, engaged in
many medical device and diagnostic businesses.
Territory Account Manager
Managed sales, increased revenue, and enhanced customer relationships in the mou
ntain states territory. Call points included Lab Directors, Histology supervisor
s, and C-level Executives
* Ranked as one of the company's top five sales professionals out of 30 in 2001
.
* Attained record growth year over year in 2000 to 2001 with a 35% increase ove
r quota.
* Attained $1.5 million in annual sales(2001), exceeding instrument sales forec
ast by 300%
* Increased sales 100% from 1998-1999 achieving President's Club.
* Ranked number two of 20 Account Managers at Carl Zeiss for 1999.
* Finished 50% over quota in FY 1998. Increased sales form the territory was ke
y in helping the division achieve a 34% increase over 1997, making it the most s
uccessful strategic business unit at Carl Zeiss for 1998.
EDUCATION
Master of Business Administration, Magna Cum Laude, Southern California Univers
ity for Professional Studies
BS, Microbiology, Minors: Chemistry and Spanish, Brigham Young University
Fluent in Spanish, with a two year residency in South America
PROFESSIONAL DEVELOPMENT
Base Selling Course
SPIN Selling Course
Negotiations Skills Training
Building Competitive Immunity Training
Miller Heiman: Large Account Management Training
Miller Heiman Strategic Selling Course