Sales Customer Service

Michael Larson

Regional Generics Analyst II

Hilliard, OH

**********@*****.*** - 614-***-****

Fifteen years expertise in sales support and marketing, operations, data analytics, compensation reward

architecture and customer profitability. Knowledge and success in design and execution of contractual pricing

agreements, contract drafting, compliance, and reward architecture designed to drive winning results and

performance.

WORK EXPERIENCE

Regional Generics Analyst II

AMERISOURCEBERGEN, INC - Lockbourne, OH - 2012 to 2013

Responsible for driving generic profitability for the Northeast U.S. region totaling $675 million in generic sales

annually covering retail chain, retail independent and acute care - specialty market segments.

• Created and maintained contract compliance database for tracking generic contractual volume requirements,

used for executive reporting.

• Responsible for generic analytics required for driving new business, new generic launches, and pricing

strategy to drive regional generic profitability.

• Evaluate and manage contract compliance associated with the regional committed agreements.

• Managed monthly and quarterly generic rebate process totaling $1.5 million.

• Collaborated with Business Development team to identify and develop strategies for driving regional generic

opportunities in both retail and hospital segments.

• Collaborated with Finance to determine profitability on targeted regional accounts.

Senior Analyst - Sales and Operations

CARDINAL HEALTH, INC - Dublin, OH - 2008 to 2011

Responsible for a hospital budget of $11.5 billion. Coordinated with Regional Vice Presidents on budget

allocation, stretch and quarterly business reviews.

• Created sales incentive plan for medication stations and equipment including Talyst and Swisslog.

• Managed compensation, analytics and rewards for 130 sales team members from reps to sales executives

including the Cardinal Assist sales team.

• Administered the monthly accrual process with accounting to ensure accuracy.

• Wrote the contract agreement verbiage and designed the compensation grids for FY11 and FY12 Acute

Care sales team.

• Managed quarterly payouts of $350,000 to $400,000 while adhering to Sarbanes Oxley requirements.

• Work in conjunction with Profitability Team (ROCC) to design EBIT (earnings before interest and taxes)

compensation matrix.

• Analyze data and provide recommendations for compensation design and awards recognition.

Senior Financial Analyst - Sales and Operations

CARDINAL HEALTH, INC - Dublin, OH - 2005 to 2008

Created and developed system to automate rebate process via Micro Strategy.

• Administered over 100 rebates totaling $150 million dollars annually for Retail National Accounts, Alternate

Care, and Health Systems.

• Supported and advised a professional team of 15+ sales representatives and corporate legal team regarding

contract language as it pertains to rebates while ensuring compliance with Sarbanes Oxley.

• Customer interface including regular and direct contact with National Account customers to support their

contract requirements, and quarterly business reviews.

• Developed and managed reports identifying customer usage, sales analysis in order to drive profitability and

the RFP process.

• Financial acumen displayed in working with and supporting the ROCC team on development for potential

new accounts and profitability through competitive bids.

• Worked with Ernst and Young annually to ensure contractual compliance standards are met as well as rebate

and Sarbanes Oxley compliance.

Financial Analyst

CARDINAL HEALTH, INC - Dublin, OH - 2000 to 2005

Supervised, audited entries for the Retail Business Conference (annual conference comprised of 2,000

customers) -and Disney Dollars totaling $50,000.

• Championed and led ad hoc reporting tools for sales force and national account customers.

• Provided financial support, insight and expertise for annual retail business conference (showcase event for

retail business).

• Assisted in the development and successful rollout of our Matrix Management Process software.

• Successfully trained Cardinal controllers on Matrix Management Process Software and "Gearing UP" training

sessions for new hires.

Contract Analyst

CARDINAL HEALTH, INC - Dublin, OH - 1997 to 2000

Managed Owen, MHA, Premier, Walgreen's and Cardinal SOURCE program contracts representing over $2

Billion in Cardinal Health revenue.

• Ensured accurate pricing of product through GPO and vendor contact.

• Direct responsibility for auditing of contract files to determine pricing integrity.

• Implemented special projects impacting efficiency of corporate files.

Total Access Customer Sales Representative

MBNA AMERICA BANK - Beachwood, OH - 1996 to 1997

Maintained credit and consolidation loan accounts. Cross-sell products and account benefits to customers.

• Served as the team Fraud Coordinator. Responsible for collecting and reviewing potential fraudulent accounts

while calculating potential losses to the bank.

• Operated as team and departmental Account Revenue Coordinator responsible for implementing and tracking

revenue generating projects. Reported directly to senior bank officers.

Route Sales

FRITO LAY - Northbrook, IL - 1995 to 1996

Managed all aspects of retail snack sales including warehouse distribution, inventory control, merchandising,

and billing.

• Maintained 50 accounts on a weekly basis totaling $30,000 in sales.

• Helped to close key account (e.g. Jewel-Osco) during tenure. Grew sales route by 11% with Jewel-Osco

acquisition. Emphasis of sales, customer service and marketing of new products.

EDUCATION

The Ohio State University - Columbus, OH

Bachelor of Science in Economics

College of Agriculture

ADDITIONAL INFORMATION

SPECIAL SKILLS

Computer knowledge of MicroStrategy, Microsoft Outlook, Access, Word, Excel, Power Point, Power User for

Business Objects Report Writing, ADP Payroll Process, SAP

Volunteer

Member Columbus Cerebral Palsy Support Group

Pedal with Pete Foundation

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