Sales Manager

MICHAEL J. GANNON

***** *. ***** **** *****, Fountain Hills, AZ. 85268

abl3v4@r.postjobfree.com

847-***-**** ( http://www.linkedin.com/in/michaelgannon

EXECUTIVE SALES, MANAGED CARE, NATIONAL ACCOUNTS, MARKETING

Accomplished, profit driven executive with extensive experience building

sales, national accounts, managed care and marketing organizations.

Consistent record of success in exceeding sales goals, increasing profits

and delivering corporate value with Fortune 500 and start up companies.

Previous companies include Bayer, Takeda, Sysmex and Pfizer. Excellent

training with large companies on management, budgeting, forecasting, legal,

compliance, regulatory, customer impact, process and procedures. Learned to

act resourceful and nimble with small, start-up companies. Ability to

quickly analyze complex issues, define solutions and align resources to

achieve profitable results. Decisive leader who selects top achievers and

inspires organizations to excel.

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SKILLS

( Executive Sales Leadership ( Built and Inspired High

Performing Organizations

( Goal Setting, Measurements, Results ( Strategic Business, National

Accounts, Marketing

( Diverse Knowledge of Business Drivers ( Experienced with Fortune 500

and Start-Ups

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KEY ACCOMPLISHMENTS

. Drove annual sales to $1.5 billion at Bayer through cross-

organizational corporate portfolio that included pharmaceuticals,

diagnostic equipment, imaging equipment and software and consumer

products

. Launched new diabetic product at Takeda selling $1 billion in second

full year from launch, surpassing goals by 40% reaching 95% of managed

care lives nationwide

. Doubled diagnostic capital equipment sales at Sysmex to $122 million

over a three-year period, delivered 30% annual sales growth for three

consecutive years in national market segment only growing 2% per year

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START UP / ENTREPRENEURIAL EXPERIENCE

KMI INC., TEMPE, AZ. (Start-up Company)

2008 - 2009 Manufactured robotic devices and

software for hospitals, rehabilitation facilities and home patients.

Vice President Sales,

Marketing and Business Development - Reported to President.

Designed Sales and Marketing Plan selling device, software and service to

neuro-rehab facilities.

. Closed agreement with HealthSouth, largest National Account selling

$500 thousand first year.

. Company unable to secure VC funding, laid off employees in late 2009

unable to meet payroll.

ZOUNDS INC., TEMPE, AZ. (Start-up Company)

2006 - 2007 Manufactured state of the art

technology for hearing devices sold directly through physician offices.

Vice President Medical

Sales - Reported to President.

Designed roll-out of nationwide sales and

technical support organization selling products and incremental business

practice through physician offices.

. Created selling strategies, confirmed value with physician focus

groups.

. Sold $1 million dollars first six months.

. Company filed Chapter 11 due to product failure, financial issues,

laid off employees late 2007.

LARGE COMPANY EXPERIENCES

SYSMEX AMERICA, INC., MUNDELEIN, IL.

2002 - 2006

$8 billion worldwide business of Japanese diagnostic laboratory equipment

and IT manufacturer.

Vice President of Sales and Marketing - Reported to President

Designed business strategies, created Direct Sales organization for the

U.S. including teams of Sales, Marketing, National Accounts, Distributors,

Contracting, Sales Operations, Customer Training and Alliance Partnerships.

Managed 140 member organization with ten directors. Sold to Hospitals,

Medical Schools, Integrated Health Delivery Networks, Large Reference Labs,

Federal Government and Physician Office Labs. Managed annual operating

budget of $10 million.

. Increased revenue 30% three consecutive years while overall market

only grew 2% annually.

. Doubled equipment sales to $122 million, and tripled units installed

to 1,500 units.

. Created reporting dashboards, monitoring sales calls to close, managed

progress to goals, created incentive system rewarding sales people who

closed most profitable contracts.

. Assessed ROI and closed down IT Business Unit saving $2 million

dollars in bottom line per year.

. Deployed a new CRM system managing total company-wide customer

contacts, providing support and determining customer satisfaction.

. Won largest Integrated Delivery Network agreement, ACL in

Wisconsin/Illinois, selling 88 units of equipment into 66 facilities,

worth over $4 million.

. Closed Kaiser northern California core lab equipment and IT agreement

worth $3 million.

. Sold 300 units of new product, physician office lab analyzer, in 2005

gaining 20% physician office market share first year.

. Won 60% of all Hospital and IDN contracts and secured contracts with

every GPO in U.S.

. Launched 8 new products, winning two First Place BMA Marketing

awards.

TAKEDA PHARMACEUTICALS AMERICA, LINCOLNSHIRE, IL. 1999

- 2002 $15 billion research based global pharmaceutical sales and

marketing business of Takeda Japan.

Director, National Accounts, Government, and Trade - Reported to Sr. VP of

Sales

Designed business strategies and built a fully integrated national accounts

and managed care department selling to U.S. commercial and government

customers. Detailed processes, procedures, customer targets, marketplace

goals, sales call goals and measurements, reporting metrics, job

descriptions, performance standards, budgets, resources and profit margins.

Led a 70-member department with ten reports and operating budget of $9

million.

. Drove contracted sales to $695 million gross, $583 million net sales

first full year, surpassing goals by 169%.

. Sold $23 million into government marketplace, second year achieving

200% of segment goals.

. Achieved $1.1 billion gross sales in 2001 by adding 30 skilled reps,

surpassing goals by 40%.

. Grew market share to 50% for oral diabetic products at end of year

two.

. Created product stocking and distribution plan at launch, reaching

unprecedented 75% of 50,000 retail pharmacies, for launch of new

diabetic product within three months of hire.

. Reached 95% of managed care lives nationwide by end of third full

year.

BAYER PHARMACEUTICALS, NEW HAVEN, CT.

1981 - 1999

$31 billion research based global pharmaceutical

sales and marketing business of Bayer AG.

National Field Manager, NA - Reported to VP Sales

Career at Bayer included roles as Pharmaceutical Sales, Hospital Sales

Representative, District Sales Manager and home office management roles.

Selected as National Field Manager to redesign U.S. National Accounts and

Managed Care organization. Led field sales team of 22 National Accounts

Managers with 8 reports managing annual budget of $7.2 million.

. Drove corporate sales to $1.5 billion in 1997, by leading a matrix of

business units that included all Bayer divisions including

Pharmaceuticals, Biologicals, Diagnostic Equipment, Allergy Products,

Diabetic Meters/Strips, Imaging and Consumer Products.

. Sold $40 million new pharmaceutical products into Federal Government

markets in 1996.

. Achieved $60 million in new sales in 1995 by redesigning National

Account/Managed Care organization into specialty teams focusing on

managed care customers.

. Closed multi-year pharmaceutical agreement with Kaiser delivering $20

million in 1995.

. Before moving to Bayer home office, was a District Sales Manager among

60 in the nation, winning President's Club Award. Selected to model

ideal competencies and skills with Hay & Associates for selection of

future Sales Managers.

PFIZER INC, NEW YORK, NY.

1979 - 1981

$65 billion global pharmaceutical sales and

marketing business Pfizer, Inc.

Pharmaceutical Sales Representative - Reported to District

Sales Manager

. Sold 17 oral and IV brand products to physicians and hospitals in the

New Orleans, excelling in hospital marketplace.

EDUCATION

B.S. Biology, University of Southwestern

Louisiana, Lafayette, LA.

CAREER DEVELOPMENT

Center for Creative Leadership Courses; Leadership, Strategic

Leadership

Finance for non-Financial Managers Course, Kellogg Business School

Business

Planning and Development Course, Wharton

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