Sales Manager

Thom Ray

Rocklin, CA *******@*****.*** 916-***-****

http://www.linkedin.com/in/thomray

Sales Manager/Business Development Manager

Northern California District Business Sales Manager with 9 years of

pharmaceutical and medical nutrition sales team leadership experience.

Strong record of achieving sales performance goals while modeling core

values and behaviors. Unique combination of sales and purchasing

management experience.

*Clinical Selling *Relationship Selling *Purchasing

Management

*Effective Presentation Skills *Sales Meeting Planning *B2B Selling

Skills

*Employee Development *Sales Training *Creative & Innovative

* Product Launches *Contract Negotiations *Supplier

Management

Professional Experience

Account Development Manager

Philips Healthcare Sacramento, CA 2010-present

$15 MM in service revenue and product equipment sales serving distributors,

home health companies, and hospital-based programs selling personal

emergency response systems and home based medical monitoring systems.

. Achieved 137% of equipment sales target

. Opened and trained 3 new home health distributors

. Conduct Quarterly Business Reviews with top tier distributors

District Business Manager

Mead Johnson Nutrition Sacramento, CA 2000-2009

Managed Northern California/Northern Nevada business team responsible for

driving infant formula and pediatric pharmaceutical sales. Led team of 9

medical sales representatives providing services to 60+ hospitals and 500+

physician offices in the Central Valley, Sacramento, East Bay and Reno

markets. Major clients include OB/GYN, Pediatricians, Neonatal Intensive

Care Units, and Hospital Birthing Units. Negotiated supply contracts with

major health systems, including Kaiser Permanente, Sutter Health, and

Catholic Healthcare West hospitals.

. 114% sales goal attainment in 2008 vs. national attainment of 92%

. Achieved 60% hospital market share in 2008 vs. national attainment of

43%.

. 26% increase in retail market share vs. national performance of -6%.

. Broke competitive exclusive contracts at 10+ hospitals, resulting in

127% hospital sales growth.

. Developed new strategies for branding opportunities as restrictive

market conditions emerged in hospital and physician offices.

. Trained sales team as selling strategy changed from consultative

selling model to evidence-based selling model supported by clinical

studies.

. Accent on Excellence Incentive Trip award winner 2004.

. District Manager of the Year 2003.

Director, Global Purchasing

Bristol-Myers Squibb Evansville, IN 1996-

2000

Expanded the Purchasing function to support global operations. Strengthened

alignment with Corporate Purchasing. Delivered record productivity savings

while developing a strong team of procurement professionals. Directed North

America budget of $700MM for division procurement of materials and

contracted services. Developed and implemented $500MM budget for purchasing

strategies in Europe, Mexico, and Pacific Rim operations.

. Delivered $50M in annual savings for three consecutive years.

. Strong record of supplier management, contract negotiations, strategic

leadership, and purchasing talent development.

. Awarded "Outstanding Achievement Award" by Bristol-Myers Squibb

Executive Committee.

. President's Award for Purchasing Excellence.

. Outstanding Leadership Development Award.

Manager, Global Strategic Sourcing

Bristol-Myers Squibb New York, NY 1995-

1996

. Led five global sourcing teams generating $500M savings.

*Winner of three Bristol-Myers President's Awards for productivity

initiative savings.

Education/Professional Development

B.S. Indiana University

Great Sales Manager Program - Gallup University

Global Leadership Development Program - Bristol-Myers Squibb University

Professional Speaking and Effective Presentations - Wilson Learning Center

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