Sales Director

Allen Tunstall **** Broughton Street Carmel, Indiana 46032

317-***-**** *************@*******.***

■17 years of demonstrated success in multiple leadership capacities, including sales, training & development, operations and organizational development

■Diverse breadth of field and corporate HQ leadership experience

■Demonstrated talent for leading teams to outperform goals in line with strategic initiatives

■Experience developing, launching and leading district, regional and national commercial sales and training teams

Professional Experience

SEVEN CORNERS 2017 (Six month project)

Sales Director

Contracted to develop and implement sales structure and processes to drive sustainable sales growth

■Operationalized sales organization, introducing KPIs and accountability tools to maximize performance

■Developed training strategy with sustainabie learning tactics for managers and sales professionals

■Extended inside sales hours to align to inbound volume, increasing annual sales by $500k

NOVO NORDISK PHARMACEUTICALS 2006 2016

National Field Director, Pediatric Education Program (Dec 2014-Dec 2016)

Lead strategic development of field organization and structure, hiring and launch of an innovative customer-facing field division including managers and clinical sales professionals. Accountable for business results, strategic, operrations and budget execution. Implemented competency-based coaching culture throughout organization to ensure sustainable performance at all levels and a culture that encourages continued developmental growth

■Exceeded 100% of launch year key performance indicators at national level

■Increased referral generation 9.5% in accounts with engagement vs 1.7% without engagement

■Nominated to serve as National Novo Nordisk Ambassador (2015)

Associate Director, Business Development & Sales Operations (2013-2014)

Served as strategist reporting to National Sales Vice President. Responsible for strategic planning, sales analysis, communication strategy, budget management and operational execution. Led team of regional sales analysts (management development role) supporting field sales directors

■Led cross-functional team through dissolution of sales force due to competing organizational business and budget priorities, successfully ensuring roles within the organization for 98% of the team

■Selected and served as Project Manager for Commercial redesign of entire diabetes customer-facing business model Led senior leadership teams from sales, marketing, HR, medical, legal and compliance

Associate Director, Specialty Sales Training (2011-2013)

Princeton, New Jersey US Headquarters

Responsible for design, development and implementation of training strategy across specialty sales divisions (Hospital, LTC, Health System and Clinical Educator business units). Selected by executive management to serve as project manager of pilot project for commercial restructure of largest revenue-driving sales division

■National Sales Training Excellence Award 2012 & 2013 based on leadership and execution demonstrated across all Sales Training imperatives and core competencies

■2013 Marketing Excellence Award only non-marketing receipient recognized by this national award

■2012 Talent Management Department Coaching and Developing Award based on development of team

■Led multiple domestic and global training projects, collaborating organizationally to deliver results significantly above key performance indicators defined

District Business Manager II (2008-2011)

Indiana and Ohio Field based

Led a district team of 11 sales professionals to exceed sales quotas for key products, including Victoza, Levemir, NovoLog and NovoLog Mix 70/30 in provider office and community hospital markets

■Promoted to DBM II within two years in role based on consistent performance and leadership competencies demonstrated

■Recognized with Ohio Valley DBM of Quarter Award 2011 for coordination and leadership of major annual market initiative (Indiana Black Expo) across field sales, management, medical, managed markets and community partners

Institutional Sales Representative & Regional Field Trainer (2006-2008)

Ohio Valley region

Drove territory sales with call points of Endocrinology and hospital. Enhanced volume utilization across brands in addition to increasing formulary additions and gaining exclusivity with key accounts. Promoted to training role

■Received 2008 annual rating of Outstanding in training role, driven by development and leadership of numerous national projects and initiatives, reaching sales, sales management and marketing teams

■Developed and led national hospital field sales leadership team, creating innovative marketing resources and best-practice outlets to align with corporate revenue growth direction

NABI BIOPHARMACEUTICALS 2003-2006

Manager, Field Sales Training & Hospital Sales

East Area

■Promoted to design and implement field training infastructure, based on demonstrated skills in sales training and development. Created field training organization to support selling competence

■Consistently ranked in top third composite sales results, managing multiple therapeutic areas (Hematology, Emergent Oncology, transplant medicine, ESRD/dialysis)

■Awarded Nabi Way Award- Learning Focused 2005 (highest level of national recognition)

■Rookie of the Year Award 2003 based on demonstrated leadership and sales performance

SHIRE PHARMACEUTICALS 2000-2003

Specialty Representative

Territory: Indiana North

■Consistently ranked in the top 15% nationally for sales of Hematology, Oncology and CNS product lines

■Ranked within top 20 in market share and volume growth across specialty division (2001-2003)

■Selected to lead all district clinical training efforts across all hospital initiatives within first year

ClearCall Communications 1999-2000

Sales Manager

Territory: Indiana

■Promoted to Sales Manager Exceeded regional quota by average of 85% during tenure

■Consistently ranked top 3 statewide out of 250 based on bench-marked customer-focused sales approach

■Consistently ranked #1 in sales, delivering over twice national sales average in volume sales

Education & Training

Bachelor of Science in Marketing, INDIANA UNIVERSITY KELLEY SCHOOL OF BUSINESS

Noteworthy Training, Workshops and Board Experience

Management, Leadership and Development Training - Situtional Leadership (master facilitator) - HBDI (master facilitator) - 4S Strategic Planning (master facilitator) - Managed Care Advance Training - Account Management Training - Past Board Member, American Diabetes Association - Indiana State Board of Health, Steering Committee, Contributing Author to 5 Year State Chronic Disease Plan 2011

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