Sales Manager

GERALD J. DUNN

[pic]*** Brandywine Drive - Bear, DE 19701 302-***-****

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

SUMMARY OF QUALIFICATIONS

. Bachelor's degree in Accounting plus MBA

. Fee for service billing and collections experience

. 10+ years managing GL accounting and accounts receivable

. 10+ years supervisory experience

. Ability to evaluate and improve operating systems

. Advanced knowledge of Microsoft Word and Excel

. Excellent communication and presentation skills

EMPLOYMENT

Merck & Co., Inc., Lansdale, PA

1997 - Present

Senior Manager, Billing and Collections National & Regional Accounts (Dec

1997 to Present)

. Develop company wide credit policies.

. Manage monthly billing and collections in excess of $0.9Billion

(all fee for service customers).

. Establish procedures to ensure maximum efficiency and collection of

accounts receivable and ensures adherence to standard operating

procedures.

. Establish trade receivables goals with senior management, judiciously

granting credit and maintaining efficient collection practices for

Merck's Order Management Center.

. Exercise prudent control and good judgment to improve the sales

potential of the Company,

while protecting its accounts receivable asset.

. Monitor receivables and collections to provide detailed analysis of

accounts receivable, days sales outstanding and collection trends of

customers.

. Direct and oversee the review of accounts receivable adjustments.

. Identify collection problems and resolve customer disputes related to

shipping issues, pricing, contract issues and reimbursements. Develop

and implement procedures to improve activity and profitability.

. Interact with other internal and external stakeholders to develop

processes to ensure accurate billing and address issues that affect

contracts and reimbursements.

. Oversee performance initiatives using performance metrics and job

function analysis.

. Ensure that all required records are retained in accordance with

applicable laws and regulatory requirements.

. Periodically reviews all activities of the Order Management Center and

recommends to

management the organization structure best suited to carry out its

objectives.

. Determine staffing requirements for the credit organization and

recommend additions or reduction to management and staff positions.

. Design and direct the training process of new employees and ongoing

training of staff.

. Coach managers, supervisors and team leaders with specific and

measurable people management objectives, leadership and quality

improvement.

. Provide direction to managers, supervisors and employees in the

department.

Johnson & Johnson, Somerset, NJ

1990 - 1997

Manager, Credit & Collections (Jun 1993 to Dec 1997)

. Formulated companywide credit policies for top management approval and

established general policies, procedures and practices governing

overall credit operations.

. Exercised prudent control and good judgment to improve the sales

potential of the company while protecting its accounts receivable

investment.

. Performed audit of customer financial statements in order to determine

an appropriate extension of credit based on their credit worthiness.

. Periodically reviewed all activities of the credit organization and

recommended to the treasurer the organizational structure and staffing

best suited to carry out its objectives.

. Managed commercial collections for Janssen, Ortho and McNeil

Pharmaceutical companies.

Senior Financial Analyst (May 1990 to Jun 1993)

. Performed sales forecasting and actual sales reporting functions for

McNeil brands.

. Provided capital and expense budgeting support for five key Ortho-

McNeil brands.

. Partnered with the cost accounting and marketing accounting teams to

implement activity-based cost accounting throughout the company.

. Prepared fully-allocated brand profit and loss statements for Ortho-

McNeil brands.

American International Group (AIG), San Juan, PR

1986 - 1990

Controller & Treasurer (Jun 1987 to May 1990)

. Provided leadership, direction and administration of all financial

affairs including accounting, reporting, premium processing, claims

administration and investments.

. Improved claims efficiency 30% through the use of new technology and

business process redesign.

. Prepared the Annual Statement of Operations filed with the

Commissioner of Insurance.

. Improved the company's AM Best rating from C- to B+.

. Improved the overall profitability from a loss of $0.1M to a profit of

$1M.

. Supervised a staff of 13 analysts and two managers.

Manager, Internal Accounting Controls (Jun 1986 to Jun 1987)

. Performed financial and operational audits of AIG's domestic

affiliates.

. Identified key weaknesses in internal controls and improved

operational efficiencies.

. Saved the company $0.5M by auditing the company's claims system.

. Provided management responses to external audit findings.

. Collaborated with foreign affiliates to identify and implement

corrective actions to remediate audit findings.

United States Treasury Department, Philadelphia, PA

1982 - 1986

Internal Revenue Agent

. Performed financial audits of corporate federal income tax returns.

. Negotiated tax settlements with CPAs and tax attorneys.

EDUCATION

[pic]

Temple University, Master of Business Administration

1997

Cheyney State College, Bachelor of Science Degree in Accounting

1981

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