Sales Manager

Michael D. Jones

***** **. *** ******, #*** Tel: 305-***-****

Miami, FL 33177 Email: *************@*******.***

Sales and Business Development Senior Manager

CORE COMPETENCIES:

Direct sales experience the following markets: Miami, Puerto Rico, Ohio, Michigan,

Mississippi, Kentucky, Florida, Georgia, North and South Carolina, Indiana, Tennessee,

Texas, Arkansas, Louisiana, West Virginia and Alabama, Massachusetts, Connecticut,

California and Arizona.

15 years of successful management – Strong business acumen - Experience in

analyzing territories to determine key targets to maximize growth – Perception in

identifying top level sales representatives - Experience in training and coaching sales

force through constructive input to attain positive results – knowledge in managing

change, difficult situations and company transitions to obtain positive results - Intuition

to quickly identify and proactively resolve conflicts- Genuine individual with strong

interpersonal skills, well liked by peers, upper management, customers and team -

Sound communicational skills verbal and written - Expert in managing culturally diverse

teams- Cold Calling skills- Extensive experience working with Local, County and State

levels of government on multiple types of projects.

EXPERIENCE-WORK HISTORY:

Economic Development Council of South Miami-Dade, Inc.

Chief Executive Officer 2012-Present

Manage the business and operations of the Council in conformance with the policy

set by Board of Directors.

Hire, promote, discharge and set the compensation of employees as necessary an

appropriate

Represent the Council at conferences, meetings and conventions, either with Board

Members or as sole representative of Council.

Provide Board of Directors with a Monthly report and recommendations for the Council.

Responsible for the preparation of the yearly budget and for the application funds from

grant sources for the operations of the Council.

Oversee grant application process.

Provide an annual report and other special reports to the Board of Directors regarding

Council activity within the Community.

Oversee special Community prospects

Consult with local business owners on Business Plan, Marketing Plans, Finances,

Hiring, Training and Human Resources

Develop and implement Business Training Program

Develop working relationships with Key Local, County, State and Federal Politicians

305-***-**** Michael D. Jones continued

Economic Development Foundation of South Miami-Dade, Inc.

Executive Director 2012-Present

Manage the business and operations of the Foundation in conformance with the policy

set by Board of Directors.

Hire, promote, discharge and set the compensation of employees as necessary an

appropriate.

Oversee the key fundraising programs including annual Golf Fundraising event.

Support the Council through Foundation fundraising activities.

Provide start-up funding to local businesses

Started own Business and Consulting Services 2009-2012

OgilvyAction New York, NY /P.D.I.Inc, Saddle River, NJ

American Express Open for Business Project

Division Sales Manager-Central South Region 2008-2009

Lead and direct sales team to achieve sales goals operating within corporate guidelines

Coach and develop up to 30 representatives in division

Identify, develop and implement growth opportunities within division

Evaluate and coach sales representatives through continual cold calling visits to businesses

Optimize available resources to develop, implement, and direct growth expectations.

Responsible for recruiting and hiring new personnel for division

Responsible for training, re-training, developing and retaining sales personnel

Work cross-functionally with other inter-company departments to support sales

representatives in the field with needed marketing material

Keep upper sales management and marketing group informed of business, market

trends and critical issues to work proactively to address opportunities and concerns.

Targets: Medical offices and small businesses by target list

Key Achievements:

Division Sales Ranking: Top 2 out of 6

Graceway Pharmaceuticals, Bristol, TN

District Sales Manager – Miami, Florida 2007-2008

Lead and direct sales team to achieve financial and sales goals operating within industry and

corporate guidelines i.e.: Pharma Code, AMA, PDMA, Ethical, budgetary, and legal limits.

Coach and develop 12 representatives in district (domestic and international)

Identify, develop and implement growth opportunities within district

Evaluate and coach sales representatives through continual field visits to customers

Send field report with strengths, weaknesses, opportunities and threats

305-***-**** Michael D. Jones continued

Optimize available resources to develop, implement, and direct growth expectations.

Responsible for recruiting and hiring new personnel for district

Responsible for training, re-training, developing and retaining sales personnel

Work cross-functionally with other inter-company departments to support sales

representatives in the field with needed marketing material

Work with state governments to secure continued coverage of products on state Medicaid

Keep upper sales management and marketing group informed of business, market

trends and critical issues to work proactively to address opportunities and concerns.

Specialties covered: Dermatologist, OB/GYN, Pediatrics, Allergist, Urologist, Internal Medicine,

Primary Care, Colon and Rectal Surgeons, and Plastic Surgeons.

Key Achievements:

District Sales Ranking Q1- #2, Q2 YTD - #2, Q3 YTD #5 (out of 16 districts)

Identified VA Sales opportunities. Developed and implemented a pilot sales strategy which

caused a significant positive impact in scripts.

Streamlined expenses to continually finish under budget while meeting and exceeding goals

and expectations.

3M Pharmaceuticals, St. Paul, MN

District Sales Manager 1998-2007

Coach and develop representatives in district into becoming sales trainers and district managers

Lead and direct sales team to achieve financial and sales goals under industry and corporate guidelines.

Have a complete understanding of industry guidelines including Pharma Code, AMA, PDMA,

Ethical, budgetary, legal limits and how these and affect business unit

Continually identify and develop growth opportunities throughout the district

Optimize available resources to implement business plans for each territory within the district

including maximizing use of sales data, marketing materials and clinical information.

Responsible for the hiring, training and development of sales personnel for district.

Work cross-functionally and maintain good rapport with other departments within the

company to support sales force.

Work with state governments to secure coverage of products on state Medicaid.

Provide input to upper sales management and marketing group regarding business

environment, market issues and trends.

Specialties covered: Dermatologist, OB/GYN, Pediatrics, Urologist, Internal Medicine, Primary Care,

Colon and Rectal Surgeons, Cardiologist, Pulmonologist, Allergist and Plastic Surgeons.

Key Achievements:

Rankings: Continually top 10% of 26 districts

Successfully managed team through positive reinforcement, coaching and flexibility during the

difficult company transition; maintaining the district intact, representatives motivated and

sales growing. Recognized by Regional Manager and National Sales Director.

District continually ranked in the top 5 year to year (out of 25 districts)

Moved to Ohio to manage the district through extreme adverse sales conditions. Successfully

managed crisis and sales goal was achieved. Recognized by Regional Manager and

National Sales Director.

Developed and implemented the largest number of national medical education programs

surpassing all other district sales managers while maintaining budget expectations.

Chosen to participate on Pricing Committee due to wide market knowledge and how prices

impact business unit

305-***-**** Michael D. Jones continued

Sales manager of the Year 1999 and 2006

Chosen to develop and present marketing and training presentations at national meetings as

well as district sales managers meetings

3M Pharmaceuticals, St. Paul, MN

Institutional Sales Representative 1994-1998

W ork within government institutions to ensure placement of 3M products in pharmacy formulary.

Work with various attending, residents, fellows and staff to gain further utilization of 3M products

Develop future 3M product advocates.

Responsible for developing and implementing Medical Education programs and

dinners within the institution.

Responsible for identifying key opinion leaders for further development

Responsible for delivering sales for each institution

Specialties involved: Internal Medicine, Pulmonary, Allergy, Cardiology, OB/GYN, Urology, Colon Rectal

Surgery, Dermatology, and Family Practice/Primary Care.

Institutions covered: Ohio State University, Wright State, University of Cincinnati, University of Kentucky,

University of Louisville, Vanderbilt, and VA hospitals associated with each university.

Key Achievements:

Institutional Representative of the Year 1998

Achieved formulary coverage for all products

3M Pharmaceuticals, St. Paul, MN

3M Pharmaceuticals, St. Paul, MN

Territory Sales Representatives 1987-1994

Call on assigned specialties to provide clinical information regarding 3M products

Provide a positive growth for each product

Call on pharmacies

Call on wholesalers to gain stocking of products and present special programs.

Specialties involved: Internal Medicine, Pulmonary, Allergy, Cardiology, OB/GYN, Neurology, and Family

Practice/Primary Care

Territory location: Arkansas

Key Achievements:

Promoted to Field Sales Trainer 1990-1994

Five Bronze Top Producer Awards Various Yrs

Two Silver Top Producer Awards Various Yrs

EDUCATION:

BBA MARKETING AND MANAGEMENT DEGREE 1987

University of Central Arkansas, Conway, AR

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