Sales Manager

Patrick Ranson

Toronto, ON ● Cell: 416-***-**** ● **************@*****.*** ● ca.linkedin.com/in/patrickranson

SUMMARY OF QUALIFICATIONS

Innovative, accomplished and comprehensive Sales & Marketing Management Professional with 25 years experience, and long record of achievement. Management leader in CPG, OTC, Pharmaceuticals & Medical Devices distribution channels. Successful developing high performance sales teams, delivering strategic plans with vision, leadership and fiscal management, within Pharmacy, Physician Practices, Hospitals, Government Organizations including Group Purchasing and Shared Services. A leader and mentor who thrives in fast-paced multiple priority environments, with the determination to create positive change. Builds and maintains stakeholder relationships, results driven, has a big picture perspective, and anticipates the changing needs of the organization. Creative & decisive problem solver, with a current skill set ready to make an immediate contribution.

● Leadership and Team Building ● Strategic Analysis, Business Planning, Execution

● Relationship Management ● Problem Solving and Adaptability

PROFESSIONAL EXPERIENCE

CSA Group, Toronto, ON 2015 – Current

Manager, Sales – Standards – Canada

Consultant: Market Growth through Access & Specialization 2015

Subject matter expert. Strategy development and execution connecting physicians with partnership pharmacy for specialized pharmaceutical dispensing

Market Research provision for international companies seeking expansion into Canadian market. Focus on Customer Segmentation / Data, Market Trends, Procurement Process “Request For Proposals”, Sales Representation / Distributor Overview and Key Opinion Leader “KOL” Hierarchy

Labtician Ophthalmics, Oakville, ON 2014 (Sept) – 2015

Territory Development Manager – Pharmaceuticals – Ontario (Consulting / Contract)

Established four (4) program implementation pilot sites resulting in new revenue of $175,000 through advanced diagnostic testing and Dry Eye product purchases.

Partnered with Ophthalmologists and Optometrists to develop Dry Eye expertise. Implemented solutions program to enhance best practices for patient attraction, compliance management, and patient retention.

Optimized integration of best practice management, IT, education & financials with pro forma benefits

Developed strong relationships with all staff, assessing and optimizing practice flow and dynamics.

Bausch & Lomb Canada, Toronto, ON 1998-2014 (July)

Director of Sales – Surgical – Ontario & West - Accounting for 83% of National Sales 2011–2014

National Sales Director – Surgical – 100% of National Sales 2009-2011

Regional Business Director – Surgical – Eastern Canada - 72% of National Sales 2006-2009

Provided hands-on leadership with coaching, mentoring, conflict resolution and change management

Developed & implemented business plans advancing sales & profit goals thru improved market access

Established & retained strategic customer partnerships with innovative business development initiatives

Advanced employee skill development, performance reviews and career progression

Managed the growth and development of relationships with account executives and regional health authorities. Transmitted marketing and sales intelligence to appropriate Company personnel.

Worked with Marketing designing and implementing tactical sales plans to execute product-marketing strategy within defined financial parameters.

Facilitated communication between field sales force and head office personnel & management

Success:

Sales growth of $10.0M over 5 years in flat market by creating “RFP” selling strategies & tactics

Reduced selling expenses (non-compensation) by 25% with targeted RFP pre-work investment

Implemented value / experienced based selling, and taught efficiency and effective work habits

2014 - YTD Sales Achievement at 101%

2012 & 2013 - Awarded HSSBC Provincial Contracts in Vitreoretinal & Cataract Lenses

2011 Ontario & Western Canada Sales Achievement to Target 119%

2011 National Sales Achievement to Target 102%

2010 National Sales Achievement to Target 100%

2009 National Sales Achievement to Target 101%

Region of the Year for all Bausch & Lomb with 112% growth to target 2007

“Acting” Commercial Director Bausch & Lomb Surgical, Jan– Sept., 2007

Represented B&L on MEDEC committee - Ophthalmology Hospital Standardization Initiative

Marketing Manager – OTC, Pharma & Device 1998-2006

Managed strategic planning, forecasting and RA approvals for OTC, Rx & Device businesses

Managed the OTC & Pharma sales network achieving annualized growth of 9%

Cross functional interaction with Materials Mgmt., RAQA, Finance, Customer Service, Global

Managed Request For Proposal “RFP” Requirements, Contract Submission & contract compliance

Developed strategic partnerships with key opinion leaders, messaging and podium presence

Created medical symposium focus group “CORe” to assist with strategic direction

Worked with sales force, provided a multi-level marketing strategy and approach to achieve objectives

Interfaced regularly with global and regional marketing executives within organization

Motivated and provided aligned individual and team goals with accountability metrics

CIBA Vision (Novartis), Mississauga, ON 1994-1998

Canadian Marketing Manager / Trade Marketing Manager – Optics (1996-1998)

Ontario Sales Manager / National Accounts Manager (1994-1996)

Grew Vision Care Solutions & OTC business by 12%

Managed sales team and national accounts including Shoppers Drug Mart, Walmart and Costco.

Created channel programs for pricing, ad/promo & communication tools, packaging & brand direction

Assisted Brand Managers execution of strategy objectives, and developed annual operating plans

Supported new product development and launch activity

Analysed, reported and recommended on Canadian competitiveness activities and market trends

Bausch & Lomb Canada, Richmond Hill, ON 1990-1994

Key Account Manager - Pharmacy, Grocery & Mass Merchandisers (1992-1994)

Sales Representative - Pharmacy, Grocery & Mass Merchandisers (1990-1992)

BIC Canada, North York, ON 1989-1990

Sales Representative

EDUCATION

University of Ottawa, Ottawa, ON 1986-1989

Bachelor of Social Science

PROFESSIONAL DEVELOPMENT

Leadership Management Institute & Bausch & Lomb University

● Leadership / Management ● Business Practice ● Strategic Planning ● Selling ● Public Relations

Patrick Ranson – Sales & Marketing Management Professional

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