Sales Manager
Resume:
Jerry M. Crank
Alamo, CA
**********@*******.***
Senior SALES EXECUTIVE
Sales executive with history of leadership positions leading to successful
results in pharmaceutical and medical device industries. Strong execution
of company goals accomplished via a strategic, motivational, team oriented
and a take action approach focused on meeting both company and customer
needs. Acknowledged as highly motivated person with impeccable work ethic.
Results oriented with strong leadership and communication skills.
Background includes:
. Sales Management Leadership
. Government Sales Relationships
. Trade and Distribution Management
. Managed Care Experience
. Customer Relationship Building
. New Product Launch Experience
MAJOR RESPONSIBILITIES
. Senior Director of Sales - led and managed field sales organization of
3 Area Directors, 20 Region Managers and 250 sales representatives
with focus on multiple channels
. Director of Trade Accounts - responsibilities included development of
top wholesalers, retailers, alternative care; Building and maintaining
customer loyalty and relations with key personnel; Managing of all
Dey's direct and indirect sales into National and Regional
wholesalers, National Chain and Home Health/Long Term Care accounts -
hospitals, physicians, long term care (Omnicare), home health (Apria,
Lincare, Rotech), National and Regional wholesalers (McKesson,
Cardinal, ABC) and retail (CVS, Walgreens, Walmart, Rite Aid,
SuperValu, HEB)
. Contract Management - record of developing, negotiating and
implementing DSA and Managed Care contracts resulting in a significant
increase in sales and access of Dey products with National and
Regional Trade accounts, PBM's and MCO's across the US
. Government Sales - knowledge of Government segment calling on VA PBM,
VISN's, TRICARE / DOD / PEC and State Medicaid including PBM's
. Therapeutic experience - respiratory, allergy, infant surfactants
markets-brand and generic products. In addition, medical device
experience in anesthesia and surgical products
PROFESSIONAL EXPERIENCE
DEY PHARMA, L.P. - Basking Ridge, New Jersey 4/2001-8/2010
Executive National Account Manager - Government Affairs (4/2009 - 8/2010)
. Primary responsibility for key Government accounts including strategy
and activity with Veterans Administration, TRICARE and State Medicaid
channels including PBMs
. Duties included calling on the VA PBM, VISN's, PEC/TRICARE and State
Medicaid and PBM's
Senior Director-Sales / Operations / Trade / Managed Care (6/2006 -
3/2009)
. Led and managed field sales effort for sales execution,
operations/analysis, trade account management, contracts, marketing
and managed care activities for all customer channels
. Directed sales strategy and tactics for 3 Directors, 21 Regions and
250 person sales effort primarily focused on physician/retail,
hospital, wholesale, retail, home health, long term care channels
o 2001-2007 Total company sales increased $221M to over $600M
o 2001-2008 Launched Duoneb brand in 2001, sales reached over
$350M in 2007
o 2001-2008 Launched Curosurf brand in 2001, sales reached over
$35M
o 2008 -109.4% to total sales budget, Perforomist 126% to
forecast, EpiPen share increased 3.8% to 96.2% total market
. Due to Company relocation from CA to New Jersey, joined National
Account team
Jerry M. Crank 925-***-**** **********@*******.*** Page 2
DEY PHARMA (continued)
Director of Trade / Managed Care (11/2003 - 6/2006)
. Responsible for strategy and day to day activities with all key
customers including relationship building, sales growth / maintenance
and all facets of customer operations - contracting, distribution
agreements, inventory management and conventions.
o Responsible for direct customer sales accounting for 95% of
sales-daily, weekly, monthly
o Launched new product in 2007, led wholesale and retail initial
sell in
o Developed and negotiated DSA and FFS agreements with McKesson
and Cardinal
o Collaborated with Contracts Department to develop, manage and
implement contracts for all customer channels
o Presented Pedigree overview to entire Company at quarterly
meeting, RFID knowledgeable
o Presented monthly S & OP overview to Company leadership team
o Reduced returns as % of total sales with all wholesalers
including Mckesson, Cardinal, ABC
. Thorough knowledge of wholesale / retail relationships and field sales
reps to impact sales pull through
. Promoted to Senior Director of all field sales efforts
Director of Hospital Sales (4/2001-11/2003)
. Hired to lead the 40 person hospital sales effort for Dey products to
top 75% of US hospitals
. Promoted to Director of Trade / Managed Care
SMITH & NEPHEW ENDOSCOPY - San Francisco, CA 1995-2000
Group Director, US Sales - West
Responsible for Western US sales managing 9 independent distributors and 85
sales representatives for endoscopy / sports medicine products sold to
orthopedic surgeons, hospitals and surgery centers.
. Leader in multiple projects including McKinsey account initiative,
compensation planning, national sales meeting planning, financial
program development and open region support.
. 1999 sales increase for West was 8.9% over prior year at 100.4% to
plan versus company average 6.2%
OTHER SIGNIFICANT EXPERIENCE
OLSTEN KIMBERLY QUALITY CARE - San Ramon, CA
Regional Vice President / Business Development - Los Angeles, CA
Reported to President, Western Division as newly created position of VP
Business Development to improve sales focus on specialty programs IV
Therapy and Rehabilitation. In year two, assumed responsibility for total
operational activities of 14 licensed and certified home health agencies
and one regional pharmacy.
. Achieved 50% in sales growth in both specialty programs over three
year period
. Increase profits by 21% in 1993-1994 time period on $75M in revenues
in Los Angeles region
BAXTER INTERNATIONAL - Deerfield, Ill
Vice President, Sales - Valencia, CA
. Reported to President with responsibility for the Respiratory business
unit comprised of 6 Region Managers and 53 sales representatives
generating $126M annual sales. Provided leadership and direction
during Baxter / American Hospital Supply merger.
. Responsible for National Account strategy and implementation of
programs for business growth
. Results included a 34% increase in sales from $53M to $71M
Director of Sales and Marketing
Region Sales Manager - Distinguished Manager of the Year - 3 consecutive
years
Education
BS, Liberal Arts, University of Illinois, Champaign-Urbana, IL
Military Service
US Army-X Ray Technician-Fort Gordon, GA
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