SENIOR SALES & MARKETING EXECUTIVE
Results-driven Sales Executive with a 13-year track record of driving sales growth and profitability in the pharmaceutical and health services arena. Excel in leading teams to identify, leverage, and optimize sales opportunities with both new and established accounts. Highly successful at building relationships with senior-level executives, demonstrating the ability to secure major sales contracts and consistently exceed team quotas. Hands-on sales leader with exemplary relationship building skills that foster teamwork and cooperation at all levels.
CORE LEADERSHIP QUALIFICATIONS
Competitive Market Positioning Customer Needs Analysis Strategic Sales & Marketing
Key Account Management Top Percentile Sales Performance P&L Management
C-Level Executive Communications Team Leadership & Training Sales Incentive Programs
Territory Development & Expansion New Business Development Value-Added Selling
PROFESSIONAL EXPERIENCE
AMERISOURCEBERGEN CORPORATION, Chesterbrook, PA 12/2005 to Present
One of the nations largest pharmaceutical services providers with annual revenues of $57 billion.
Vice President Health Systems / Alternate Site Solutions
Recruited back to company by Regional Vice President, after major business reorganization, to lead the sales initiative for 2 key business groups in the Eastern Region market. Direct the sales of pharmaceutical distribution services to hospitals, long-term care facilities, and specialty pharmacies, working with a team comprised primarily of recently hired sales professionals.
Oversee total sales budget of $7 billion, managing the performance of 4 directors and 22 account managers. Challenged to maintain a competitive market position by preserving existing business with major accounts while identifying and capturing new sales opportunities for additional products and services.
Achieved distinction as the only Vice President in the company to simultaneously manage 2 business groups accounting for more than 12% of total company revenue.
Implemented intensive sales training programs that rapidly built team performance and led region to 103% of plan for Health Systems and 106% of plan for Alternate Solutions in 2006.
Improved Customer Satisfaction Rating by 4% through customer-focused training initiatives.
Successfully renewed more than $600 million in existing contracts and implemented more than $180 million in new business.
Trained and developed 2 account managers (out of 5 nationwide) to achieve President's Club ranking.
Maintained market position throughout transition period with no significant loss of business.
Active member of task force charged with the field testing and rollout of Siebel-based CRM software to the national sales force.
MCKESSON CORPORATION, Chesterbrook, PA 12/2004 to 11/2005
Leading provider of supply, information and care management products and services to healthcare professionals throughout the US and Canada with annual revenues of more than $60 billion.
Vice President of Acute Care Sales Mid Atlantic Region
Directed the business activities of 6 account managers selling pharmaceutical distribution services to senior-level managers at hospitals located throughout the Mid Atlantic region. Cultivated a system of proactive sales and service delivery, managing relationships with senior-level decision makers in the hospital market. Responsible for all P&L, gross profit, and goal setting for the region.
Recipient of National Sales Award in 2005 for OPTYX sales. Region finished at 99.8% to sales goal, 104% to gross profit percentage, and 101% to gross profit dollars.
Closed one of the first sales, valued at more than $800,000, for a new supply chain information technology for Acute Care institutions (OPTYX).
Successfully re-negotiated contracts valued at $32 million and assisted in closing more than $27 million in new acute care business.
Oversaw 4 different committees devoted to improving Medical Surgical Distribution and overall sales process.
FREEDOM PAY, INC. 05/2004 to 08/2004
World leading provider of business process outsourcing solutions across diverse business sectors.
Vice President of Health Systems Sales
Hired for pivotal role in spearheading the launch of new cashless payment system into the largest healthcare systems in the nation. Designed sales and marketing strategy and developed the platform for the introduction of product into this new market sector. Researched competitive strategies and designed marketing materials and sales collateral.
AMERISOURCEBERGEN, Chesterbrook, PA 09/1994 to 05/2004
Director of Sales Health Systems Group (04/01 05/04)
Career progression hallmarked by consistent, performance-based promotions due to successes in driving sales and expanding market share for this wholesale distributor of pharmaceuticals and health care products and services.
As Director, maintained responsibility for sales, marketing, and revenue generation for a $1.2 billion region. Directed the activities and performance of 5 Health Systems account managers with indirect oversight of customer service, accounts payable, and contract representatives at 3 distribution locations. Facilitated the transition of employees into new business structure that resulted from recent merger.
Ranked #2 Director in the nation in field of more than 70 directors; recipient of Director of the Year, 2003.
Led team in closing new contracts valued at $168 million over 2-year period representing 105% and 120% of sales quota respectively.
Increased sales revenue per representative by 13%.
Personally mentored winner of the National Sales Award, ranking as the #1 Account Manager in the nation.
Negotiated long-term contracts with C-level executives at hospital organizations.
Coordinated the functional output of finance, operations, sales and supplier organizations.
Generated revenue in excess of $1 billion, cultivating relationships with key executives at more than 160 Health Care Institutions.
Key Account Manager Health Systems (02/00 04/01)
Built and maintained relationships with Health Systems accounts in the NY / NJ metropolitan area accounting for more than $24 million in annual sales. Called on major buying groups in the Northeast Region including Premier, Novation, AmeriNet, and MHA.
Ranked as #2 Key Account Manager in the Nation out of field of 35.
Achieved 142% of sales quota in 14-month period with more than $64 million in closed business.
Account Manager Health Systems (06/96 02/00)
Responsible for service and product sales to Health Systems in the NY / NJ metropolitan area with a total annual revenue of $287 million.
Ranked #1 Health Systems Account Manager in the entire company for 2 consecutive years.
Achieved 168% of sales goal over a 19-month period; met or exceeded sales goals for 40 out of 42 months as account manager.
Sales Representative Health Systems (09/94 06/96)
Expanded sales penetration for products and services and strengthened relationships with Health Systems accounts in Northern New Jersey territory (9/94 to 6/95) and New England / Metro NY territory (07/95 to 06/96).
Ranked #2 in region for account retention at 97% while managing Northern NJ territory; recipient of regional award for Highest Contract Compliance.
Expanded New England / Metro NY territory from less than 4% to more than 9% in 11-month period, increasing revenue by $18 million.
EARLY CAREER EXPERIENCE includes position as a Senior Pharmacy Technician in a hospital with supervisory oversight of 8-person staff.
EDUCATION
Bachelor of Science, Psychology Montclair State University, Montclair, NJ
PROFESSIONAL AFFILIATIONS
New York State Council of Hospital Pharmacists Active member since 1994
New Jersey Council of Health Care Pharmacists Active member since 1994 |
