Sales Manager

Joseph Morrison

Email: *********@********.***

Address: **** ****** ***** #***

City: San Jose

State: CA

Zip: 95125

Country: USA

Phone: 408-***-****

Skill Level: Management

Salary Range: $75,000

Willing to Relocate

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

JOSEPH C. MORRISON

3110 Rubino Drive #207 San Jose, California 95125

408-***-**** *********@********.***

SALES / ACCOUNT / TERRITORY MANAGEMENT

Strategically focused, pro-active and results driven Sales Executive with demonstrated success in expanding business portfolio, acquiring new business, and increasing market share. Demonstrate initiative in identifying and pursuing business opportunities. Excellent communication skills and professional demeanor - proficient at establishing and building internal and external partnerships, securing customer loyalty, and interacting with decision makers.

Strategic Planning Market Analysis Needs Assessment Sales Forecasting Business Development

Account / Territory Management Sales Cycle Management Policy Development Process Improvement

Start-ups / Turnarounds Consultive Sales Expense Control Reporting Scheduling

Recruiting / Training / Development Leadership / Motivation Team / Consensus Building Talent Management

Negotiations Presentations Customer Service Client / Public Relations

Logistics Inventory Management Vendor Relations

PROFESSIONAL EXPERIENCE

CLEARLAB US, San Jose, California 07/2010 - 04/2012

U.S. start-up soft contact lens company with international backing.

National Account Manager

Member of four-person team engaged in initial planning, infrastructure and launch of contact lens line, with major account focus on contact lens distributors, regional optometric chains and independent eye care practices located throughout ten states. Created strategic plan; researched, selected, and contacted key accounts; accompanied distributor personnel on sales calls; and planned, organized, and coordinated six major trade shows per year. Collaborated with account contact lens specialists to create special promotions to maximize profitability; and interfaced with customer service team to maximize coverage while providing excellent service

Accomplishments:

* Successfully acquired three major contact lens distributors - ABB-Concise, Diversified Ophthalmics and Wisconsin Vision, growing revenue from $60,000 in 2011 to over $100,000 by April 2012.

* Pursued and obtained numerous key accounts, including Texas State Optical with 125 offices; Today's Vision in South Texas; 20/20 Fresno; and Western University of Optometry.

* Addressed and resolved special problems and orders from key accounts during initial stages with a weak infrastructure and shortage of support staff. Efforts increased regional revenue and gained confidence of customers.

SCHERING-PLOUGH, KEY KENILWORTH DIVISION, San Jose, California 02/2006 - 03/2010

U.S. based pharmaceutical company, merging with Merck & Co. in 2009.

Professional Sales Representative

Recruited to launch new asthma medication and support respiratory portfolio, marketed products to pediatricians, allergists, pulmonologists, and family practitioners. Contributed to territorial growth by conducting analysis of weekly prescription data to target key customers. Created quarterly business objectives; prepared weekly reports; managed sample inventory and reconciliation requirements; and collaborated with respiratory specialists to ensure effective coverage. Promoted products and educated healthcare professionals through lunch and learns and business meetings.

Accomplishments:

* Ranked #1 for market share growth with Asmanex

* Top producer for Nasonex.

* Spearheaded efforts to educate sales team on managed markets effecting formulary coverage. Project improved District`s understanding of formulary restrictions while targeting appropriate prospects and optimizing sales growth.

* Achieved rating of Exceeds Expectation by District Manage for 2009.

* Led project to turn around declining business in Proventil HFA market, an asthmatic rescue medication. Created and implemented plan of action to educate pharmacists and physicians about clinical advantages of prescribing medication, achieving 10% increase in market share.

* 2009 - ranked 7 out of 77, total portfolio 103%.; 2008 - ranked 3 out of 58, total portfolio 102.3 %; 2007 - ranked 86 out of 525, total portfolio 100%; 2006 - ranked 59 out of 525, total portfolio 109%

* Achieved 118% of goal for a newly launched product in 2006. (Asmanex)

JOSEPH C. MORRISON

Page 2 *********@********.***

SCIENCE BASED HEALTH, San Jose, California 06/2001 - 02/2006

Physician owned company engaged in educating eye specialists about use of nutritional products to slow the development of macular degeneration, glaucoma and severe dry eye.

Territory Manager

Marketing a diverse line of products, scheduled appointments and planned and coordinated lunch and learns, seminars, and educational meetings for physicians and staff. Pursued new business leads and collaborated with inside sales manager.

Accomplishments:

* Through careful analysis of targeting key optometric and ophthalmic clinics, consistently performed at 100 -125% of forecast, ranking #1 of 8 in Western Region.

* Increased territory direct sales from $20,000 to $160,000.

* Addressed adverse effects on practitioners with introduction of new policy in 2004 by creating process to increase return on investment. Saved company over $200,000 in annual sales.

* Pursued and obtained new direct business with largest ophthalmology practices in Fresno Valley.

BAUSCH & LOMB PHARMACEUTICAL DIVISION, Saratoga, California 11/1990 - 06/2001

Leading eye care manufacturer of a full line of products, including contact lenses and solutions, prescription

medications, ophthalmic refractive instruments, surgical implants and hand held instruments for cataract surgery.

National Account Manager (03/1997 - 06/2001)

National Account Manager for managed markets, focusing on major health plans and Kaiser Permanente facilities throughout the West. Communicated with Drug Information Directors throughout California, Portland and Denver, and provided support and direction to the sales force regarding formulary approvals. Presumed leadership role for Western Region during vacancy of Regional Manager.

Accomplishments:

* Achieved success in gaining formulary approval and contract with Kaiser for two new topical steroid medications.

* Took charge of Western Region during Regional Manager vacancy. Maintained contact and traveled with Territory Managers to increase sales of new topical post operative medications. Created unified team and mentored Southern and Northern California members, positioning Western Region for top ranking in President's Club.

Territory Manager (11/1990 - 03/1997)

Introduced new prescription medications and lenses for the ophthalmologist and ambulatory surgical center. Analyzed prescription data; developed a plan of action; and scheduled six week routing of territory. Collaborated with other members of region to develop plan to obtain formulary approval for new medication at Kaiser Permanente, Veterans Administration Hospitals, and County Health Plans. Presented clinical information to ophthalmologists in various territories.

Accomplishments:

* Grew low volume territory to #1, achieving President`s Club status in 1993. Estimated from a low of $2,000 to $850,000 within three years.

* Successfully introduced Optipranolol into 17 Kaiser-Permanent facilities, enabling an annual savings of over $100,000.

* Consistently ranked in the top 10% Sales Leader Board from 1993 -1997.

* Selected to serve on Bausch and Lomb Advisory Board in 1996, representing Western Region and collaborating with six-member team to develop new marketing materials for sales force.

Career Note: Previous positions included Business Manager, Wellness Medical Group; Territory Manager, California Intraocular Lens Company; and Sales Representative / Trainer, Allyn and Bacon College Division. Details upon request.

EDUCATION / PROFESSIONAL DEVELOPMENT / LICENSE / SKILLS

B.A., Liberal Arts - Southeastern Louisiana University - Hammond, Louisiana

Schering-Plough Compliance Training - Ethics and Code of Conduct

Bausch and Lomb Advanced Selling Skills / Sales Ability Training

California State Insurance Agent License

Microsoft Word, PowerPoint, Excel

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