​​​David Gayner

Nobel Biocare (manufactures dental implants and CAD/CAM-based individualized prosthetics, Navigational surgery) Bay Area, CA 

​

Territory Sales Representative:  July 2016-Current Position

 

BOCADA (enterprise data protection management software and backup reporting software), Bay Area, CA

​

Account Executive, August 2015-May 2016.  (Through Sale of Company)​

• Ran sales and account management for the entire organization.  Chartered with rebuilding sales after three years of no sales or marketing department.  Prospecting, lead generation, qualification, strategy, resource allocation and closing. Guided leads through the sales process. Closed and onboarded new clients with sales engineers.

• Signed 6 new clients in 6 months vs. 4 in all of 2015.

• Maintained existing client base for annual software renewals.  Contacted customers by phone and email to establish relationships. Offered training on new software versions, researched needs and shared with development team for road mapping.  Achieved 100% retention.    

• Documented internal sales processes.

• Maintained Salesforce database.  Scrubbed client lists by contacting potential as well  as inactive customers via email and cold calls.

• Contributed to company sales with the goal of acquisition. Bocada is currently undergoing due diligence.

 

BURKHART DENTAL SUPPLY (provider of dental supplies, equipment, technology, and office buildouts), Bay Area, CA

 

Equipment and Technology Specialist, 2010–June 2015.

• Sold large equipment and oversaw office buildouts and technology integration in dental practices; collaborated with architects, drafting team, and installers; grew vendor relationships to better serve clients.

• Gold Sales Award, Burkhart Dental, 2011, 2013, 2014: Continuously finished in the top 15% of sales representatives. Grew annual sales from $1.9 million to $3.2 million.

• Technology Focus Award, Burkhart Dental, 2012: Exceeded 500K in technology sales.

• Achieved annual quota of sales in first half of 2015.

• Trained Burkhart sales force on equipment and technology, and created an online sales pipeline (with leads, schedules, etc.) for all account managers.

• Created, implemented, and managed online internal process improvements for managing operations and projects.

​

VWR INTERNATIONAL (global distributor of scienticic products/services.) Bay Area, CA.

​

Business Process Consultant, 2006–2009.

• Helped build and outsource processes for small and mid-size clients, including biotech startups.

• Gathered and analyzed data on business processes from all departments; recommended improvements/solutions for vendor management, purchasing, chemical tracking, billing, reporting procure-to-pay technology, e-commerce, and other operations.

• Implemented and managed projects.

 

E-Business Sales Consultant, 2004-2006.

• Researched clients’ procure-to-payment process and made recommendations to move transactions online.

• Conducted website training seminars and capabilities presentations on how VWR could help clients streamline or implement a process.

• Increased clients’ sales through vwr.com or an integrated partner (Oracle, SAP, Ariba). 

​

Outside Sales Representative, 1991–1993, 2001–2004.

• Grew sales from $1.5 million to over $4.2 million (2001–2004); territory consisted of undeveloped accounts and startups; worked with suppliers and technical experts to meet customer needs.

• Averaged 11% growth per year, 1991–1993, for key accounts (mainly biotech) in San Francisco, Foster, City, and Palo Alto.

• Wrote contracts for customers and vendors, analyzed P&Ls, presented proposals and worked with manufacturers and their sales representatives.

​

INSTILL CORP. (software manufacturer for food service companies), Bay Area, CA

​

Sales/Project Manager, 1998; Sales/Account Manager, 1999–2001.

• Managed customized software for procuring and managing foods, conducted product demonstrations.

• Coordinated activities between clients, distributors, and other parties.

• Increased revenue by up-selling clients with additional services.

• Maintained 100% of client base.

• Trained new project managers, account managers, and sales representatives.

• Grew department of four people into four separate, larger groups.

 

I-CHEM CO., A THERMO FISHER COMPANY (maker of scientific sampling containers), Bay Area, CA     

  

Area Manager, Technical Sales Specialist, 1994–1998.

• Sold products throughout western U.S. through multiple distribution networks as well as through direct sales to end users and original equipment manufacturers.

• Obtained annual growth of 15% in a market that decreased approximately 30%.

• Led technical seminars on state and federal regulations to clients and distributors.