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Sales Vice President

Location:
Fort Wayne, Indiana, 46814, United States
Posted:
May 24, 2010

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Director, Global Sales, Charter Medical Ltd.

****-****

(Hired to evaluate technical sales capabilities and focus on the in-house,

direct sales team. Lack of milestone achievements and remediation plans by

the technical sales team led to decision to restructure / realign sales

organization. Changes were made quickly and efficiently with minimal

inside or key customer disruption. Key accounts in biopharma were then

identified and plan for account penetration was created and acted upon,

including:

(Evaluation and restructure completed in six months.

(Revamped quoting and sampling process to increase company responsiveness.

(Developed sales reporting system to bring visibility to customer

requirements, competitive entrenchment and probability to closure.

Results:

($15M sales funnel where none previously existed

($6M in biopharma product development opportunities at 8 top biopharma

accounts

(Sales increase of 27% pending product qualification by customer

Business Growth Strategist, Whitacre Associates

2002-2008

Advised presidents and senior officers on corporate strategic planning and

sales restructuring in the Medical Devices, Bio-Pharmaceutical, Medical CM

Services, HVAC Control Systems & Food Service markets.

Examples:

(Bone & Tissue Regional Distributor: Hired as a consultant to evaluate

viability of company and the plan to move towards a National Distributor.

Conclusion was to become OEM provider to Orthopedic Surgeons and Hospitals,

on a regional orientation.

(Single-Use Systems & Medical Device Provider: Vice President of Sales,

Biopharma. Contracted as industry expert to expand sales team through

independent manufacturers' representative alliances, resulting in

identified first year sales increase of $5M.

(Stedim BioSystems: Sales Director. Restructured eastern sales staff into

a solution-based system provider with executive-focused selling approach.

Sales growth of 27% first year and GM increase of 4 points.

(Theron Corporation: Vice President, Sales & Marketing. Developed

independent manufacturers' representative's sales force resulting in 25%

RFQ volume growth and 11% sales growth in first year.

(CM Medical Device Company: Vice President, Sales & Marketing.

Restructured seven member manufacturers' representative sales force and

developed and implemented strategic marketing / sales plan, resulting in

10% first year sales growth.

Vice President, Sales & Marketing, United Medical Manufacturing & Design

1996-2002

(Restructured direct sales force into an independent manufacturers'

representative based sales force with sales of $30M, an increase of 11%.

(Led sales team efforts that won two new P / D contracts valued at $10M.

(Supported the conversion of product development function from a cost

center to a profit center.

Vice President, Sales & Marketing, ASC Capacitors

1994-1996

(Restructured sales and distribution network nationally to accommodate

$200M sales.

(Introduced dry motor run capacitor for refrigerators and freezers

capturing 16% market share.

(Established China purchasing office resulting in a 41% component cost

savings.

Sales & Marketing Manager, Franklin Electric

1990-1994

(Launched marketing and sales efforts for electronic controls division into

agriculture and industrial markets.

(Launched two new variable speed electronic control offerings for

agriculture and whirlpool tub market.

National Sales Manager, United Technologies Corporation

1986-1990

(Reduced sales force from 20 DMs to 5 DMs and added 5 independent

manufacturers' representatives to service $90M in sales, resulting in a 20%

overhead cost reduction.

(Won $10M in HVAC & Appliance electronic controls contracts in first year.

Education / Service

(MBA, Indiana Wesleyan University

(BSBA, Indiana Wesleyan University

(Adjunct Faculty, International Business, Indiana Wesleyan University, MBA

Program

(Advisory Board, Solstice Medical

(Advisory Board, Trust Financial Services

324 Monte Vista Drive

Fort Wayne, IN 46814

Office: (260) ***-****

Cell: (260) ***-****

abmruy@r.postjobfree.com

Ty Whitacre

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