Susan Schram

Director, Medicare Advantage Group Sales and Business Development

White Lake charter Township, MI

How does this work?

Executive level sales professional with 10+ years of sales management in medical and B2B sales, with additional experience in pharmaceutical sales. Passionate and committed leader who consistently meets or exceeds sales expectations by developing a team that strives to be the best, is competitive, and can follow a plan-of-action. When I am given the role to plan, execute and secure new business, this is an example of a truly rewarding day! Success can be attributed to hard work, leading by example, learning something new everyday, being prepared at all times, and following a strategic plan of action without distraction. Successful at recruiting, training, and educating new and inexperienced sales candidates. Utilize a unique interviewing style that attracts A players. Understand personality profiles and emotional intelligence and how it impacts sales performance. Expert level CRM manager. Utilize Salesforce to maximize pipeline, evaluate lead measures and ensure geographic territories are optimized. Summary of Qualifications: Ability to hire talented individuals and train/educate to succeed in sales Ability to develop, negotiate, and penetrate new business. Thrives in a fast-paced environment, as a Sales Leader and Sales Executive. Excellent written and verbal communication skills. Dynamic sales presentations and proposals. Consistently exceeds sales goals and business objectives by implementing a unique consultative-sales approach. Extremely conscientious of customer satisfaction. Adept at prospecting, formulating plan-of-action, proposing creative marketing concepts, conducting client-need analysis, competitor analysis, contract negotiation, new product launch, and quality customer care. Goals: Enjoy learning something new every day. Prefer challenging positions with clear-cut goals & objectives. Get pure satisfaction out of surpassing sales goals and adding value to any organization. Prefer positions that include training and mentoring others. Professional Characteristics: Poised, Professional, Passionate, Problem-Solver Consultative, Creative, Committed, Customer-Service oriented Articulate, Adaptable, Accurate, Action-Oriented, Analytical Exceptional attention to detail, Extremely Organized Specialties: Pain Management, Orthopedics, Internal Medicine, Family Practice, Rheumatology, Neurology, OBGYN, Pediatrics, Addiction, Behavioral Health, Psychiatry, Endocrinologists, Gastroenterologists, Skilled Nursing Facilities, Assisted Living Facilities, Home Care, Medical Directors

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Sales Department
Abused drugs in behavioral health setting
Work experience

Jan 2020 - Present

Blue Cross Blue Shield of Michigan

Director, Medicare Advantage Employer Group Sales and Development

Jul 2013 - Dec 2019

Physicians Toxicology Laboratory, LLC

VP of Sales

Growth increase of 27% YOY from 2017 to 2018 Recruited, trained and hired all sales reps in the company Utilize an effective 6-Step Sales process to include value proposition, probing techniques, objective handling, consultative sales approach, and pull-through strategies to increase sales and provide customer retention. Firmly believe in a clear-cut process to include: Numbers through numbers - creating a robust sales funnel Salesforce CRM to track leads, progress, challenges,pitches, closes, competition, and call cycle Measuring success and putting a process improvement plan in place when needed

2009 - 2013

Account Executive

Negotiated contracts at Skilled-Nursing facilities and physician offices throughout Michigan Provide IT, Bio-Link and EMR solutions Co-marketed the SmartPill and AMD Vending Machine to Medical Directors

2007 - 2008

Theramatrix Physical Therapy Network, Inc

Account Executive

Promoted Physician referrals from Ortho, Pain, IM, FP, and worker's comp clinics in Wayne, Oakland, and Macomb Counties. 189% Quota attainment in 2007 Produced 168 new patient referrals monthly


1999 - 2002


District Manager and V.P. of Sales

Responsible for recruitment, hiring, training, development of Sales Team Responsible for the profitability and EBITDA for the Great Lakes Region Managed an annual sales budget of $13 million Implemented a sales plan to include sales objectives and quotas for sales team Received $1 million contract award for 5 area hospitals Received Supplier Diversity Award for Outstanding Achievement, 2000 Developed Strategic Partnerships with Vendors


1997 - 1999

Novo Nordisk

Medical Sales

Trained/educated patients on devices to increase accuracy, reliability, and compliance National Award Winner, top 5%, Top 75 Contest, Denmark, 1998 Top National StellaRep Award, NovoPen 3, 1999 Circle of Excellence Award, 1997


Madonna University

Bachelor of Arts (B.A.), Journalism/Public Relations

Madonna University - Graduate Studies

MSBA, Science/Business Administration/Leadership Studies

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