Sales Representative

Steven A. McDermott

*** ****** ****** ( Allen, Texas 75013

214-***-**** ( *********@*******.***

Results-focused executive with 20+ years experience in sales, sales

management, marketing, operations, strategic planning, and new business

development.

Skilled negotiator with track record of forging corporate-level strategic

partnerships to drive long-term business growth.

< Responsible for managing $800M contract portfolio with seven national

GPO's.

< Instrumental in negotiating multi-year contract with Novation - $120

million annually.

< Negotiated sole source agreement with Physician Reliance Network - $8

million in three years.

< Attained 11 new clients in six months, with annual revenue of $4.2

million.

Innovative leader adept at building teams; proven ability to think

creatively and design profitable organizational changes.

< Primary executive working with ZS Consultants to realign North

American Sales force.

< Involved in eight major product launches with Johnson & Johnson and

Baxter Healthcare.

< Track record of hiring qualified, motivated sales staff; over 50% have

been promoted to management & marketing positions.

Professional Experience

Owens & Minor, Flower Mound, Texas

7/09 - 6/10

Sales Director, Southwest

. Directly manage thirteen Account Managers and three Customer Support

Specialists - $500M.

. Responsible for management of conversion of Texas Health Resources

hospital system - $100M.

. Responsible for developing and implementing sales strategies for core

distribution and technology solutions to new and existing customers.

ASD Healthcare/AmerisourceBergen Specialty Group, Frisco, Texas

12/07 - 3/09

Vice President, Sales

Responsible for managing seven sales groups for $3.1B specialty drug

distribution businesses.

. Directly manages one National Account VP, four Sales Directors and four

Sales Managers, Account Managers and support staff responsible for Sales

Business Segments.

. Builds collaborations with thirteen AmerisourceBergen Specialty Group

distribution and service companies and AmerisourceBergen parent company

businesses as a member of Senior Lead Team.

Johnson & Johnson, Dallas, Texas 2002 - 12/07

Hospital Business Director, Ortho Biotech Products, L.P., 2004-2007

Holds national responsibility for seven GPO accounts: Amerinet, Broadlane,

Cardinal Health, Consorta, MedAssets, Novation, and Premier.

. Builds collaborations with GPO clinical consultants and coordinates

efforts with sales teams.

. Coordinates efforts of strategic customer group (Clinical Outcomes,

Managed Care, Reimbursement, Hospital, and Clinic Directors) with Ortho

Biotech oncology account teams.

. Works closely with Johnson & Johnson Health Care Systems and Operating

Companies to meet GPO contracting and clinical needs.

. Received two Encore Awards for contracting project and account wins.

Regional Health System Executive, Ortho-Clinical Diagnostics, 2002-2004

. Managed strategic planning and business development within key IDNs in

meeting OCD's business objectives, utilizing GPO and IDN contracts.

. Coordinated efforts of account teams, including District Managers,

Account Managers, Laboratory Specialists, Field Engineers, Senior

Contract Managers, Finance, and Marketing.

. Named 2003 Regional Health System Executive of the Year and Ambassador's

Club Award winner.

HealthNexis, LLC, Dallas, Texas 2001 - 2002

Founded by AmerisourceBergen, Cardinal, McKesson, and Fisher Scientific

Corporate Account Director

. Developed and managed relationships with Pharmaceutical, Biotech, Medical

Surgical, Distribution, and Purchasing Organizations to unite the

healthcare supply chain.

. Coordinated efforts with CEO, CFO, CIO, Trade Relations, Sales and

Marketing, Operations, and IT/IS departments in providing technology

solutions.

Integrated Commercialization Solutions / 2000 - 2001

Bergen Brunswig Corporation, Dallas, Texas

Senior Director, Business Development / Marketing

. Managed and grew Business Development, Marketing, and Clinical

departments.

. Organized and integrated Bergen Specialty Divisions.

Baxter Healthcare Corporation, 1987 - 2000

Dallas, Texas; Atlanta, Georgia; New Orleans, Louisiana

Area Director, Hyland Immuno Division, 1999-2000

. Managed Midwest Area Territory Business Managers covering 14 states.

. Achieved sales of $150 million and managed expenditures, budgets, and

grants.

Director of National Accounts / Training, 1998-1999

. Developed and implemented training programs. Managed National Accounts

group.

Area Director, Biotech Group, 1994-1998

. Led Central US Biotech, Blood Center, Coagulation, and Clinical Education

Business Managers.

Regional Manager, Hyland Division, 1991-1994

. Directed Southeast District Managers and Sales Managers covering 12

states.

Hyland Sales Specialist, 1987-1991

. Reached sales objectives, improving territory ranking from 23rd (last) to

9th place.

Johnson & Johnson, New Orleans, Louisiana 1983 - 1987

Sales Representative, Ortho Pharmaceutical

. Successfully ran territory operations. Promoted to IV Phase Management

Development Program.

Wausau Insurance Companies, New Orleans, Louisiana

1979 - 1983

Regional Property Underwriter

Education

University of Wisconsin, Eau Claire BBA, Business Management

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