Sales Executive

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JIM LANZA

***/***-**** **********@*****.***

**** ******* ***** **, ********, GA 30062 www.linkedin.com/in/jimlanza EXECUTIVE SUMMARY

Sales Executive with successful track record of leading, directing, and motivating sales teams. Strategic leader with demonstrated ability to develop people, communicate effectively, and grow business efficiently and profitably. SKILLS

• Sales Leadership • Strategic Business Planning

• People Management • Key Account Management

• Negotiation Skills • Sales Training and Coaching PROFESSIONAL EXPERIENCE

BECTON DICKINSON, Franklin Lakes, NJ 2012-2015

Area Director- BD Medical

Reported to the Vice President of Sales. Led strategic sales efforts of 45 people and 11 direct reports throughout the South and Midwest. Accountable for $280 million in sales revenue of medical surgical products.

• Exceeded 2015 mid year sales growth goal at 101.7%, or $2.4 million.

• Delivered 328 account conversions in 2015 which resulted in $12.4 million in annualized new business.

• Led top performers and award winners in 2014 which included Regional Manager of Year, Winners Circle recipient, and three Presidents Club winners.

• Actively participated on executive sales leadership team and pricing governance committee which analyzed business performance, adjusted strategy and oversaw key account sales incentive proposals.

• Developed compensation plans for sales, management, and clinical teams maximizing sales focus and employee retention.

• Realigned Area sales territories improving sales coverage efficiency and enabling broader acount penetration.

• Managed an underperforming Region in a separate business unit as a special assignment resulting in changed behavior and increased performance in all seven employees.

• Coordinated strategy and retention efforts at Health Network covering 10 states, successfully defended $6 million threat.

• Designed a universally adopted field ride document that enabled managers to effectively coach on sales skills, competencies, and territory management.

• Reduced Area overhead and T&E expenses 9%, or $267,000. NOVA BIOMEDICAL, Waltham, MA 2007-2012

Director – Nova Diabetes Care (2009-2012)

Reported to the Senior Vice President of Global Sales and managed six direct reports and 29 employees across U.S. with full P&L responsibility.

• Turned around failing business and created new sales organization that produced $5.7 million in profits first year.

• Exceeded MBO goals every year, driving strategic efforts of business.

• Built management structure by hiring, coaching, and developing four National Account Managers, Operations Manager, and Marketing Manager which resulted in channel penetration and sales growth.

• Restructured sales organization incorporating inside sales team maximizing territory coverage and sales workload.

• Gained national listing at top two pharmacy chains in US which raised brand image, generated over $4 million in device and consumable revenue, and increased consumer awareness.

• Reduced product costs 20% with VP manufacturing by changing package design, devices, and marketing literature.

• Coordinated and developed a national co-pay card program that increased new customer base over 1,000 patients and increased sales efforts in physician offices.

• Created training program that improved employee competencies, produced consistent sales process, and elevated morale.

• Developed a management methodology for benchmarking sales performance used during annual performance reviews bringing consistency and standardization to the organization. 2

JIM LANZA Page Two

NOVA BIOMEDICAL (Continued)

Regional Sales Manager- Nova Biomedical (2007-2009) Provided strategic direction and management of a team of six territory Account Executives throughout the South and Midwest for this $200 million manufacturer of medical equipment, consumables, and point of care analyzers.

• Received Outstanding Achievement Award for personally managing vacant sales territory implementing two large account conversions (over $1 million) while maintaining management duties.

• Coached team in securing two of the largest company wide hospital accounts mentoring them through the sales conversion process.

• Assisted Vice President of Sales with key strategic sales force initiatives which included the development of sales competencies, compensation plan, customized sales training program, and design of sales software. BECTON DICKINSON, Franklin Lakes, NJ 1995-2007

Regional Sales Manager – BD Diabetes Care (2005-2007) Managed, coached, recruited and developed 10 Sales Consultants and one Training Manager in the South that achieved sales goals of diabetes products used by healthcare professionals.

• Exceeded regional quota for blood glucose test strips by 15% and insulin pen needles by 600%.

• Participated in BD Advanced Leadership Training program, high potential leader training, the only Regional Sales Manager out of eight selected to attend.

• Exceeded all five Individual Impact Goals and successfully managed $500,000 regional expense budget. Senior Strategic Account Manager – BD Medical (2000-2005) Managed six Key Accounts, supervised four Strategic Account Managers and led 14 Key Account Team Leaders that strategically grew sales of medical devices, lab equipment and services throughout the Mid Atlantic.

• Promoted from Strategic Account Manager to Senior Strategic Account Manager in 2002.

• Exceeded annual sales goals in excess of $5 million per year all five years in position.

• Developed reporting system adopted by all SAM teams that captured sales funnel activity. Sales Consultant– BD Pre Analytical Systems (1995-2000) Managed a two State territory and grew sales of blood collection and specimen devices used in hospitals, clinics and clinical reference laboratories.

• BD Presidents Club, 1999.

• Rookie of Year Award, 1996.

• Consistently exceeded annual territory sales quotas each year. EDUCATION

Master of Business Administration, Xavier University, Cincinnati, OH Bachelor of Business Administration, Marketing and Finance, University of Cincinnati, Cincinnati, OH Certificate of Professional Practice: served two internships with IBM, Fishkill, NY

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