Sales Manager
Resume:
Ben Johnson II
************@*****.***
Home: 951-***-****
Riverside, CA 92503
Cell: 951-***-****
DIRECTOR OF SALES OR SENIOR SALES MANAGER
Top-producing sales leader with dynamic career history of directing field
sales and corporate training initiatives to drive market share growth for
Fortune 500 pharmaceutical innovator. Solid leadership abilities, expertly
employed in aligning marketing strategies with creative solutions to
continuously fine-tune training programs for maximum effectiveness.
Articulate communicator, adept in cultivating strategic relationships,
identifying opportunities, and managing complex negotiations for profitable
outcomes.
. High-performance track record of successfully turning around
underperforming sales teams to surpass targeted goals for award-winning
results.
. Valuable training professional dedicated to delivery of quality service;
relating across all levels to instruct, mentor, and motivate team members
and partners in achievement of sales objectives.
. Decisive proactive manager, adept in market analysis, coordination of
resources, and budget administration, leading individuals and teams to
successful achievement of objectives.
. Regional recruiting & staffing specialist, experienced at attracting top-
talent, and retaining through individualized career development
AREAS OF EXPERTISE
Strategic Planning . New Business Development . Parallel Project
Management . Market Expansion
Product Positioning . Client Relations . Territory Management .
Consultative Sales . Proposal Development
Persuasive Presentations . Sophisticated Negotiations . Account
Management & Expansion . Special Events
Recruiting . Interviewing . Team Building & Leadership . Sales Training &
Development . Staff Management
PROFESSIONAL EXPERIENCE
WORKFLOW ONE Ontario, CA
March 2011- Present
WorkflowOne is behind some of the most innovative and successful solutions
in business documents, electronic print and mail solutions, branded
merchandise, label solutions, sales and marketing collateral, and
distribution services. WorkflowOne currently employs 2,200 people across
the United States. Its base of 12,000 clients includes leaders in the
financial services, healthcare, manufacturing, retail and services sectors.
These clients include many of the top 25 U.S. bank holding companies, four
of the five leading healthcare group purchasing organizations, leading
manufacturers across a wide variety of industries, some of North America's
largest retailers and dozens of national nonprofit organizations.
Director of Healthcare-West
. Responsible for revenue greater than 20mm throughout the West Region
. Successfully negotiated several healthcare contracts throughout the West
including UCSD, Centura Health, Denver Health, Renown, Christus St.
Vincent's
. Effectively partnered with key GPOs including Novation, Premier,
MedAssets, & HealthTrust
. Ongoing networking with C-level decision makers, building, expanding and
maintaining strong relationships across multiple locations and at
multiple levels within targeted organizations
. Coordinated organizational resources to leverage the full value
proposition of WorkflowOne
. Demonstrated effective teamwork and coordinated sales efforts via pull
through initiatives with regional managers, account executives and cross-
functional teams
Regional Sales Manager
. Hired to rebuild West Sales Team post Chapter 11 filing. Devised and
launched sales strategies in multiple diverse markets throughout the West
including California, Nevada, Colorado, Utah and Nevada.
. Recruited, hired, supervised, and developed account managers, account
executives and strategic account managers.
. Managed and negotiated contracts with key hospital and healthcare
accounts in the West including LA County Health System, Centura, Denver
Health, UCSF, Renown, Wyoming Medical, Riverside Community Health
Foundation and UCSD.
PACIFICORD BIO-TECH Irvine, CA
June 2010-Dec 2010
PacifiCord is a start-up member of the HealthBanks Biotech family of
companies, which for over 20 years has been a leader in pharmaceuticals,
stem cell therapy and research with over 60,000 cord blood procedures.
Regional Sales Manager (Field Sales, Customer Service Team & Health
Educators)
Devised and launched sales strategies in multiple diverse markets
throughout S. California. Recruited, hired, supervised, and developed sales
professionals, client services and nurse/healthcare educators. Implemented
professional development, performance management program, career planning,
field contact reports, and performance reviews.
. Successfully increased sales results 40% within three months.
. Consistently improved sales performance on a monthly basis
. Expanded sales team to new markets
. Initiated and developed a preferred vendor agreement with Kaiser
. Leveraged previous relationships in multiple territories that accelerated
ramp up period for sales team
SANOFI-AVENTIS U.S., Bridgewater, NJ
Sept 89 - June 2010
Third largest global pharmaceutical company focusing research efforts on
the development and marketing of innovative therapies for cardiology,
oncology, internal medicine, as well as metabolic diseases, central nervous
system disorders, and vaccines, with 100,000 employees worldwide and annual
sales of E27.6B.
District Sales Manager/Field Sales Trainer/Sales Representative - S.
California (Sept. 1989- June 2010)
Successfully transformed last-place sales team to achieve award-winning
performance levels through deployment of highly-focused training program.
Devised and launched sales strategies in collaboration with Procter &
Gamble Pharmaceuticals to promote osteoporosis product, Actonel, throughout
multiple diverse markets throughout S. California. Recruited, hired,
supervised, and developed team of as many as 13 sales professionals
utilizing motivational coaching, career planning, field contact reports,
and performance reviews. Administered $100K operational and $200K
promotional budget to meet targeted goals. Led cross-training sessions for
sales representatives and field management. Tracked metrics and reported to
senior leadership.
. Ranked top 15% of regional sales results including share highest share
point change
. Ring Winner" for exceeding sales goals 8/10 years eligible
. Developed a regional mentorship program to retain and develop associates
with tenure less than two years
. Moved lowest performing district in Region from 44/53 nationally to 11/53
. Team lead for Riverside County pull/push through initiatives at both the
hospital and clinic level
. Represents Sanofi-Aventis on the Riverside Community Health Foundation
Diabetes Collaborative
. Team lead for Riverside County pull/push through initiatives at both the
hospital and clinic level
. Developed CVS pharmacy conversion program for Actonel 35mg to Actonel
150mg
. Developed and implemented physician standing order program for district
. Negotiated Actonel 150 on Beaver Medical Group formulary
BEN JOHNSON II
SANOFI-AVENTIS U.S. continued
. "Co-developed leadership development program for management development
candidates
. Regional Award Winner 2005
. Multiple Excellence in Management Award Winner
. National Culture Award for 2004.
. Chosen to represent the region as inaugural member of Blueprint for
Diversity, taking on numerous special assignments including one of ten
employees representing pharmaceuticals
COMMUNITY SERVICE
President Alvord Board of Education (Alvord Unified School District) (Dec
95-Present)
Elected to five (four year terms) times to the Alvord Unified School
District Board of Trustees.
Board of Directors (Riverside Community Health Foundation) (Jan 07-Present)
Parkview Community Hospital Advisory Committee (Feb 2012-Present)
Advisory Board Sigma Alpha Epsilon Alumni Association (Aug 1993-Present)
EDUCATION AND CREDENTIALS
Bachelor of Arts in Psychology
UNIVERSITY of CALIFORNIA, Irvine, CA
Professional Development
Sales Force.Com Training-2010
Integrity Selling-2009
Creating Customer Value . Change Leadership - 2008
Coaching for Impact . Competitive Selling Through Advanced Demonstration -
2007
Managing Engagement for Business Results: Emotional Intelligence - 2007
Symphony . Target Selection Interviewing . P3 Coaching . Working with
Territory Counterparts - 2006
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