David J. Stone

**** ****** ***** *** # **** Hollywood, Florida 33020

Home: 614-***-**** ( Cellular: 614-***-**** ( E-Mail: abofah@r.postjobfree.com

Sales Manager ( National Accounts Manager ( Regional Sales Executive

Diversified account management success establishing market presence and securing

comprehensive marketing share within extremely competitive healthcare venues

Areas of Strength & Expertise

Consultative Selling Vendor Sourcing Customer Service

Client Needs Analysis Territory Turn-Around Sales Management

Product Presentations Regulatory Compliance Market Penetration

Staff Training/Supervision Regional Group Management Problem-Resolution

Business Development Surgical Procedure Consulting Contract Negotiations

professional Experience

Derma Rite Industries, LLC ... Paterson, New Jersey March 2007 to

Present

Provider of skin care and wound care products to long term care, acute

care, and hospice markets; generates between $10 million and $15 million

annually. www.dermarite.com

Regional Account Executive

Brought in to develop long term nursing home market in Midwest region

(Ohio, Michigan, Indiana, West Virginia, Indiana, Kentucky and Tennessee);

scope of responsibilities included sales pipeline management, product line

feature/benefit presentations and education, competitive cross-

referencing, price delivery, and participation in coordination of wound

care protocols for chains.

. Consistently outperformed quota ($54,000 per quarter) with sales

performing at $135,000 to $150,000 per quarter; performance calculated

to doubled sales growth per quarter.

. Increased market share through conversion of chains to Derma Rite line

of products; included Peregrine Health Services in Columbus, Ohio,

Carrington System's Inc in Cincinnati, Ohio, TLC Management in Indiana,

Capital Health Services in Dayton, Ohio and Cedars Family Health

Services Inc, in Cincinnati, Ohio.

. Assisted with launch and progressively increased sales of Silvakoagen

Gel; product unique in environment due to composition of ingredients.

. Captured market share from major competitors including Coloplast and

Convatec; facilitated through effective delivery of lower price point

with same clinical results.

. Improved brand recognition through delivery of wound care seminars

(using products to offer CEU credits to nurses); also expanded product

exposure via coordination of program for wound care clinics throughout

territory; increased recognition through large IDNs due to GPO

compliance issues.

Midwest Medical Supply Co LLC ... Earth, City, Missouri April 2004 to

February 2007

Regional health care product distributor operating EMS, home care, hospice,

acute care, and LTC division; generates over $40 million annually;

operations supported by 250 employees. www.midwestmedical.com

Regional Account Executive

Orchestrated market expansion of product line in long term care regional

chains throughout Midwest region (new territory previously un-penetrated);

simultaneously called on physicians market with primarily DME equipment

sales to physician offices. Collaborated with manufacturer partners and

contributed to introduction of new products.

. Increased sales 15% annually after securing business with Peregrine

Health Services (15 nursing homes) generating $1.8 million with

$360,000 profit margin (20%); negotiated with client CEO and reduced

medical supply costs 10% from incumbent distributor; relationship took

business from competitor, Medline.

. Strategized and executed plan launching company into Midwest region and

captured highest possible margins by securing best deals for end-users

(through negotiation of best contract parameters with manufacturers).

. Assisted with launch of online ordering system providing several

features facilitating customer ordering process; also improved ability

of company to distribute and track customer shipments.

. Spearheaded implementation of PPD Program (considered extremely

innovative throughout distribution industry).

McKesson Medical-Surgical ... Tempe, Arizona 2001 to 2004

Nationally recognized provider of supply, information and care management

products and services designed to reduce costs and improve quality across

healthcare. Annual revenues encompass $50 billion with a ranking of 31st

largest industrial company in the United States. www.mckesson.com

Regional Sales Manager, Extended Care ... Western Region

Positioned to promote full line of extended care products with full

accountability for regional market penetration, maximization of current

account, and bottom-line profitability increases. Develop and implement

inclusive sales plans and direct field sales associates providing results

in recruitment, motivation, coaching, training, and performance feedback.

Responsible for generating sales forecasts, administering budget, and

exceeding EBIT.

Gulf South Medical Supply Company ... Jackson, Mississippi 1999 to 2001

National distributor of medical supplies to long term and home health care

markets. Annual sales tally $550 million serving over 10,000 customers

through 12 service centers. A division of the PSS/World Medical family.

www.pssd.com/gulfsouth

Regional Business Development Executive

Orchestrated and executed Midwest Region business development agendas for

products and value added services targeting long-term nursing homes, home

care, and assisted living environments. Assisted manufactures in

implementation of new promotional products. Conducted result-focused sales

meetings, equipping 5 regional sales representatives toward performing

beyond company expectations. Dramatically increased revenues by generating

$3 million in regional business sales within neglected territory.

KVM Technologies, Inc. ... Houston, Texas 1998 to 1999

Designer, manufacturer, and seller, of leading-edge proprietary products

targeted at improving quality and economics of drug management and delivery

to patients. www.kvmtech.com

Regional Sales Consultant

Marketed leading edge automated medication-dispensing systems to extended

care facilities, assisted living facilities, and correctional institutions

in seven Midwest states. Provided seasoned consultation to Medical

Directors, Pharmacy Consultants, and Directors of Nursing in the

development and implementation of drug formularies to meet facility needs.

Conducted intensive presentation before State Boards of Pharmacy to secure

approval for marketing rights; communication with FDA and Boards of

Health.

Surgical Resources, Inc. ... Columbus, Ohio 1990 to 1998

Provider of surgical equipment, supplies, and services to medium sized

hospitals.

Sales Manager

Co-partnered start-up involving sourcing/securing systems from Cabot

Medical Co. and cultivating services generating $500,000 annual revenue;

developed relationships with vendors including Surgitron and Ethicon,

focused on enhancing effectiveness of related instrumentation; consulted

to Sony regarding monitor quality.

Education

Otterbein College ... Westerville, Ohio

Bachelor of Arts - Political Science

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