JOHN DANIEL GUDEMAN

**** *. ******* ******

Chandler, AZ 85224

480-***-****

619-***-****

acd8hf@r.postjobfree.com

CAREER OVERVIEW

Sales and marketing executive with progressive roles in a variety of

healthcare organizations. Skilled at guiding customers through the complex

sales processes, with proven success. Experienced in the sale and account

management of specialty products to Hospitals, Surgeons, Trauma Surgeons,

Infectious Disease, and Psychiatrists. Adept at cold calling, pioneering

new territories, securing new business relationships, as well as sales

management, strategic market development, consulting, management, and sales

training. Extensive experience in managed care contracting, provider

relations, and network development. I also have a solid history of strong

customer and business relationships, contract negotiations, and utilizing

my sharp business skills to assist in end-to-end business process

activities by creating, reviewing, managing, and improving sales and

product access success.

SKILLS & ACCOMPLISHMENTS

. Sales Management and Marketing Leadership

. Account Management and Sales Training in the healthcare industry

. Hospital Sales and Marketing

. Managed Care Contracting and Negotiation

. Cross-Functional Team Leadership

. Product and Sales Team Launches

. Business Development

PROFESSIONAL EXPERIENCE

2011 - Alliance Laboratories

Director of Business Development

Develop sales strategy and clinical marketing materials, as

well as market to a national geography for a product that

is utilized in rehabilitation facilities, VAs, acute care

hospitals, and long term care facilities. Present to

physicians and Administrators and contract product to

contract and sell to long-term care facilities and major

health networks. Work with State Medicaid to ensure patient

access to product.

2010 - 2011 Southwest Behavioral Health, Phoenix, AZ

Clinical Program Manager

Managed the clinical treatment program, daily operations,

and behavioral health staff for two residential facilities

for adults and adolescents with severe mental illness.

Developed treatment plans, conducted counseling, led

treatment team reviews, and provided clinical supervision

of direct care staff, as well as provided in-services and

continuing education to staff.

2009 - 2010 InVentiv Health, Phoenix, AZ

Contract Critical Care Sales Specialist and Trainer

Contract assignment selling a biotech product to Critical

Care Pulmonologists, Intensivists, Trauma Surgeons,

Infectious Disease, and Hospitalists. I developed rapport

with hospital administrators for clinical initiatives

focused on screening patients for severe sepsis and

implementing standardized institutional protocols. My sales

territory consisted of AZ, NV, NM, and UT.

. Achieved 140% of quota YTD.

. Ranked #1 in District Sales Force for total sales

volume.

. Increased market share by approximately 20% in one year.

. Chosen by Brand Director to provide regional sales

training to peers.

2001-2007 Eli Lilly and Company, Phoenix, AZ

Oncology Account Executive/Reimbursement Specialist,

Business to Business Feb 06 - Nov 07

Ensured access to chemotherapeutic products with managed

care, NCCN institutions and major clinics. Negotiated

contracts, and removed product restrictions on all Part B

oncolytics. Managed the relationships with State Medicare

Directors throughout the Mountain region of the U.S., and

developed and led all of the strategic plans, and contract

pull-through initiatives. I maintained strong relationships

with Administrators; while focused on revenue management

and removing barriers to product use.

. Achieved 100% product access on all Part B products on

all state formularies.

. Consistently achieved well over 100% of quota across all

product lines.

. Ranked as #1 Oncology Account Executive in the Nation

for 3 consecutive quarters.

Strategic Marketing Associate/ Business to Business

Indianapolis, IN 3/04 -2/06

Developed the B2B Strategic Brand Marketing materials, and

created a new marketing foundation, including for both the

Hospital and GPO Account Executives, and designed

promotional disease state presentations focusing on the

clinical, quality, and payer message. Provided sales

training for managers and Account Executives on marketing

tools, as well as account-based selling.

. Coordinated and led Executive Advisory Boards to

drive marketing focus.

. Created new account management tracking tools.

. In 2004 was recognized by senior leadership for

marketing innovation.

Hospital Account Executive / Business to Business, San

Diego, CA 3/01-3/04

Managed a portfolio of cardiovascular, critical care,

women's health, diabetes, and mental health pharmaceutical

products, and worked with Interventional Cardiologists,

Intensivists, Trauma Surgeons, Critical Care

Pulmonologists, Infectious Disease, Nephrologists, and

Psychiatrists. Identified key account needs and executed

Brand strategies. Developed strong rapport with hospitals,

and established key decision makers to move business by

effectively utilizing major account sales strategies.

Conducted all product contract negotiations, and ensured

that our products were on hospital formularies.

. Consistently ranked in top 10% of National Sales

Force in sales, access, and account management

competency metrics. Developed all business plans to

drive sales.

. Managed Accounts in three states, bringing in over $2

million in annual sales.

. Promoted to an Associate in the Executive Management

Program, and relocated to Corporate.

1998 - 2001 Humana Kansas City, MO

Senior Provider Contracts Manager /Network

Development

Managed a two-state territory insuring strong relationships

with the medical community. Negotiated and executed

primary, specialty, and hospital contracts, and responsible

for the implementation and management of the operations of

a full-risk IPA Agreement covering over 100,000 lives.

Developed managed specialty networks including cardiology,

home health and mental health for all HMO members, and

initiated a Hospitalist program. In 1999, I was promoted to

a Senior Contract Manager.

1

EDUCATION

M.A., University of Missouri-Kansas City, Kansas City, MO

. GPA 3.8, National Psychology Honorary Society and Phi Theta Kappa

Honorary.

. 1-year internship working in a community counseling center conducting

family and in-home counseling with at-risk youth.

. 1-year practicum administering screening and psychological testing on

police academy and flight control applicants.

B.A., William Jewell College, Liberty, MO

. GPA 3.7, Alpha Chi and Psi Chi National Honoraries.

. Worked as a Teacher's Assistant in both Psychology and Sociology.

. Vice-President of the College Union Activities Council, and fraternity

treasurer.

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