Sales Manager

J. Eric Knock

*** ******* ****** ( Covington, Kentucky 41011 719-***-**** (

**********@***.***

EXECUTIVE Management-Healthcare Sales

Growing revenue, market share, and profit margins by creating collaborative

approaches

to increase customer demand in highly matrixed environments.

Strategic leader and growth catalyst with 20 years of success in healthcare

sales channel management, delivering go-to-market business strategies on

international, national, and regional levels. Immediate contributor with

exceptional industry knowledge and deep understanding of both internal and

external customer needs.

Expertise and proven performance in:

Revenue & Margin Growth Sales Force Effectiveness New Product/Program Launch

P&L Management Sales Compensation &

Cost Reduction & Avoidance Incentives Sales Metrics Development

Pricing Strategies & Team Building & Leadership

Integrated Healthcare Analysis

Delivery Forecasting & Demand Customer Orientation &

Network Contracts Planning Relations

PROFESSIONAL EXPERIENCE

Hill-Rom, Batesville, IN (NYSE: HRC)

. Overview: Advanced rapidly through marketing, sales, and executive

leadership roles with $1.3B healthcare company that supplies medical

facilities worldwide with hospital beds and equipment, medical devices,

therapeutic products, and IT solutions through direct, distributor, and

GPO and government contract sales. Repeatedly recruited to tackle critical

challenges and drive strategic business objectives; promoted 9 times

throughout tenure.

Vice President of Sales Operations, Batesville, IN 2008-Present

Transformed culture, compensation, and sales training to build lean, high-

performing sales organization.

Recruited to improve operational effectiveness of $600M North American

division comprising 300 sales channel professionals and technical and

clinical market specialists. Reporting to President, drive strategy and

business planning and oversee customer service, operational marketing, and

sales force recruitment and training.

. Stemmed $9M annually in lost opportunity by launching innovative Sales

Acceleration Program - a company first - that developed bench of "ready

now" reps to step into any vacant territory or emerging market.

. Revamped compensation from excessive commissions to performance-based

model that rewards achievement of strategic goals. Revitalized sales

force, increasing gross margin 2% while reducing turnover 10%.

. Grew field sales force 27% to expand product penetration and

strategically position Hill-Rom for market resurgence. Concurrently,

streamlined new-hire training time and cost 25% without diminishing

effectiveness by introducing Web-based home-study curriculum to

supplement field and HQ training.

. Saved $300K+ in last few months via a new product evaluation model that

uses existing service centers rather than third-party providers.

. Improved product mix, quarterly revenues, and Area Managers'

effectiveness by developing dashboard metrics that mapped to company's

critical strategic objectives.

Vice President & General Manager, Critical Care, Batesville, IN 2007-

2008

Grew segment revenue 8%, gross profit 10% by accelerating launch of

strategic product advancement.

Brought in to interim position to lead $25M Critical Care Business Unit and

jump-start stalled product re-launch. Captained cross-functional product

and marketing teams, creating value for new higher-priced critical-care bed

and existing product lines. Reported to President of North American Acute

Care.

. Delivered rapid gains in 2 primary service areas:

Revenue '07 Revenue '08 Change Gross Margin '07 Gross Margin

'08 Change

Maternal Care $21M $25M +15.5% 64% 69% +7.8%

Critical Care $67M $81M +20% 73% 75% +2.7%

Divisional Vice President of Sales, Western Division, Colorado Springs, CO

2004-2007

Built the top-performing division in the country, outperforming revenue,

margin, and growth targets.

Promoted to field-based role to lead $160M US region; subsequently

inherited $300M Western division with leadership responsibility for half of

North America. Oversaw 6 Area VPs, 42 GMs, 40 Clinical Managers, and 16

Technical Market Specialists. Managed revenue/margin growth, discounts, and

overall sales channels for company's full Capital and Therapy portfolio (10

Business Units).

. Exceeded 15% CAGR in 3 consecutive years and consistently overachieved

revenue and margin goals.

. Led nation in overall revenue performance in 2005 and in year-to-year

growth (110% to plan) in 2006.

. Negotiated 7 lucrative Capital and Therapy IDN contracts in 1 year.

. Built $1M West Coast Customer Experience Center and increased visits

from Western US customers by +25%.

. Introduced top-grading initiative to turn over 10% of lowest sales

performers annually, driving market-share improvements and establishing

a practice that was adopted company-wide.

. Named to Master's Club for 4 successive years.

Area Vice President of Sales, Western Region, Colorado Springs, CO 2000-

2004

Recognized in top 10% sales performance company-wide - every year.

Progressed to executive role with full responsibility $54M California-

Arizona-Nevada region. Built and led a highly effective sales force of 15

account managers and technical specialists by recruiting, hiring, and

developing top-performing talent.

. Achieved 103% of revenue target and grew profitability by attaining

lower than targeted discount rates.

. Landed company's largest single order to date ($17.5M), signing

exclusive agreement with Intermountain HC.

. Won additional exclusive contracts with Centura Health Systems (~$24M/5

years) and Banner Health Systems (~$15M/3 years).

Director of Sales, Maternal & Infant Care, Central Atlantic Area,

Batesville, IN 1999-2000

Named "Specialist Director of the Year" and Master's Club Winner, 2000.

Drove sales for newly formed $80M business unit. Accountable for P&L as

well as 9 Software Specialists covering 10 Central Atlantic States.

Recruited, trained, and mentored field sales reps; devised strategy for

sales techniques and product launches; improved capital equipment selling

process.

Director of Sales, Frames & Equipment, Batesville, IN 1998-1999

Revolutionized selling methodology by transitioning sales force to value-

based model.

Hand-picked to lead sales force migration from cost-selling to product

value-selling strategy. Surpassed division's lofty targets for revenue,

discounts, and product mix. Reported directly to Vice President of $500M

business unit.

Marketing Director, Critical Care, Batesville, IN 1996-1998

Spurred explosive growth from $30M to $90M in first year and grew market

share from 35% to 92%.

Tapped to finalize product design and launch of TotalCare (innovative

critical care bed system) in US, Western Europe, Asia, Canada, and Mexico.

Held full P&L and product management responsibility for the segment.

PRIOR PROFESSIONAL EXPERIENCE

Hill-Rom: Senior Account Manager (1994-1996) / Merchandising & Promotions

Manager (1992-1994) / National Accounts Manager (1990-1992) . CTS

Corporation Microelectronic Division: Regional Sales Manager (1984-1990)

Professional Profile

Education: M.B.A., Indiana Wesleyan University, Marion, IN (1990)

B.S., Morehead State University, Morehead, KY (1982)

Additional Training: Center for Creative Leadership, Leadership

Development Program (2008)

Harvard University / MIT, Executive Education Program (2007)

American College of Healthcare Executives, Corporate Forum

(2005)

Board Membership: As Member of Board of Directors of Covington

Scottish Rite Foundation, provide strategic,

fundraising, and operational support to RiteCare

clinics, centers, and special programs that help

children with speech and language disorders.

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