Top Performers Spotlight featuring Jennifer Voltz, Senior Injectable Territory Manager
Being an account manager is like having your own business. The more you put in, the more you get out. Our potential is limitless, and I have experienced first-hand & have taught thousands of salespeople just like you. I’ve earned four back-to-back Presidents' Circle and led the historically poorest performing sales team to #1 in the nation within two years.
So let's get you thinking like a business owner.
In this interview series called “Top Performers Spotlight,” I am talking to sales representatives who have excelled and are recognized as the top performers in the medical industry. They share their expert insights with sales professionals who want to achieve the same success. As a part of this series, I had the pleasure of interviewing Jennifer Voltz.
Jennifer Voltz, Senior Injectable Territory Manager with Merz Aesthetics,
is one of the leaders in the medical aesthetic industry. Jennifer has 14 years in the medical sales industry, among the most recent three years with Merz. Jennifer has a proven track record of success, earning four Presidents Circle, one Vice Presidents Club, and Director of the Year.
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1. Tell us about your career journey and how you transitioned into medical/ pharmaceutical sales?
I started a genuine love for science in my undergrad studies at the University of Florida. At the time, I was conflicted if I wanted to pursue a nursing path or the medical school route, so I majored in Health Science to keep it broad any my options open. Oddly enough, after graduation, I had an opportunity outside of medicine that I knew would be short-lived. Still, it was the path that got me back to my hometown to start my search for medical sales jobs and pharmaceuticals. I loved working for Pulte Homes the first year out of college as they focused on fundamental work and life skills, and I loved that. We were constantly in leadership classes to develop ourselves, and I have taken many of those skills learned early on with me throughout my career, including the famous “Seven Habits of Highly Effective People.” This was one of the first courses I took at Pulte, and I loved it!
2. What do you love about the industry within medical sales you work in (dental/general med/ medical aesthetics/ pharmaceutical)?
To be honest, I have always been into self-care and aesthetics, way before I was in the industry, making the transition so much easier! I was a skincare product junkie before getting into the aesthetic industry, and not much has changed except it has gotten worse as I have access on the front line to the newest technology sometimes, even more, it gets out to the public, so it becomes enjoyable! I love to sell something I can personally use and be passionate about it from personal experiences. I always say, “I can sell anything,” but it isn’t sales when you believe in the products you promote and the company you work for 110%. I can honestly say that I will use Merz products for life; they are amazing and impactful for our clients.
3. Tell me about the three most influential people in your life and how they impacted you?
The first two would have to be my mom and dad, who showed me the value of being a hard worker. My mom stayed at home with my sister and me, which as a mom of 2 myself, I know for a fact that is the most challenging job on the earth, and she truly is a gem when it came to showing us love and dedication. My dad was part of the NYPD and SWAT team and then, after retirement, pursued a career in sales for another ten years. It was always embedded in me to put values and integrity first ALWAYS and then put in the hard work and time, and it will pay off in the end. If not the first time, it will come with patience and perseverance. I still need to work on the patience part because those who know me know when I am on a mission, I want it done, and I want it done now, haha! My dad also was a college athlete who was an All-American in 3 sports, so the competitive nature comes naturally to me, I guess. My current sales director told me that I might be the most competitive person he has ever met. The third most influential person would be the sales director, who helped me jump from pharmaceutical sales to diagnostic sales. At the time, it seemed impossible, and he showed me the path and the way to extreme success and fast! He taught me so much about the industry, how to be a leader, how to fight for his team. He believed in me and saw the potential, and put so much effort into making me a leader, and the next thing I knew, I was building a team as a Regional Sales Director in my early 30’s.
4. What has led to your success?
This one is easy. Honesty and integrity. Hard work and lots of it. Attention to detail. Follow up and follow thru. Doing what you say you are going to do. Underpromise and overdeliver every time.
Treat people like you would want to be treated!
5. What’s your biggest failure—and what did you learn from that experience?
Goodness. I feel like I fail at being a good parent daily, and I am constantly learning to be better at dealing with the struggles of being a working mom. I wouldn’t say I’m a failure; it is just something on the front of my mind that constantly challenges me that I am the most scared of failing at. On a professional level, the one thing that comes to mind that bothers me often is that I was asked not to come back to one customer's office a couple of years ago. I have NEVER been asked to leave, been fired, been kicked out, or anything of the sort in my career. If anything, it has been the opposite with amazing long-lasting relationships and friendships. So obviously, this was a massive blow to my ego and had me questioning myself and if I indeed did something wrong. It is a long story, but feelings were hurt that I had a procedure done (not my own product, of course, another service) at an office, and I wrote a review as the customer asked me if I would since it was a new device, I was green to the aesthetics space, so I didn’t think twice, I was happy to do it if it would help them. Another local customer who saw the review did not receive this well, so they contacted corporate and asked to work with another rep as they felt it was a conflict of interest. I was mortified, to say the least, and learned a massive lesson from experience. This industry is small and can be sensitive at times, so my goal is never to upset a customer again; even if it was entirely accidental and I felt innocent on my end, I was very respectful of feelings in regards to the situation.
6. What advice would you give someone who wants to earn Presidents Circle?
Don’t give up EVER; it is never too late, sometimes you can gain momentum when you are least expecting it. Get ahead of your sales number. Don’t be scared of next year’s number or goal, get it when you can. Things are changing constantly. Plan. Execute. Then Crush it!
7. What is your favorite leadership development book?
I have a few that I really like.
Crucial Conversations
Start with Why
The Challenger Sale
8. What is your next big goal, and how will you reward yourself when you achieve your goal?
My goal every year is to hit Presidents Club, and I fight hard for that every quarter. I am currently rewarding myself for last year’s President’s Club success. My husband and I bought a house that we close on in a few weeks. The reward is the house and the remodel. It wouldn’t be complete without a delicious bottle of wine to drink when it is all done!
Thank you, Jennifer, for these excellent insights, and we greatly appreciate the time you spent with this. We wish you continued success and good health!
If you've been recognized as a top performer and want to be featured in the Top Performers Spotlight, send a Direct Message to Danielle Cobo.
Download your free digital Crush Your Quota Workbook
Meet Elite Career Coach, Danielle Cobo
Danielle has gone from clothes stored in trash bags to leading a team for a Fortune 500 company with no previous management experience. She's spent 15 years in medical sales, earning four back-to-back Presidents’ Circle as an individual contributor, and led the historically poorest performing sales team to #1 in the nation within two years.
At two years young, she was kidnapped by her mother, met her dad at 15, to then lost her mother to suicide. Through these challenges, she has learned how to transform self-doubt into resilience, drive, motivation & confidence.
Since then, she has taught thousands of people how to do the same in their career acceleration, sales performance, and company culture, so they discover their vision, recognize the power within & create the life they desire.
Danielle is a sought-after speaker, published author & podcast host. As seen in...
Women’s Quarterly Magazine, Authority Magazine, Modern Aesthetics, Practical Dermatology, FOX News, ABC World News, and Morning Blend, Dress for Success, Women in Tech, and Chamber of Commerce
Get in touch with Danielle today to speak about the potential of a keynote speech, corporate workshop, or coaching options.
