Sales Manager

JAMES R. JACKSON, JR.

Dallas/Ft. Worth Area, Texas 75028 817-***-****

******@*******.***

HEALTHCARE SALES/MARKETING/CONTRACTING MANAGER

Successful sales leader with a solid track record of cross-divisional achievement through consistent delivery of top producing results in high volume, multi-million dollar sales assignments. Possesses business acumen and experience leading operational and sales teams to produce exceptional results that yield long-term growth and profitability. Effective communicator with balanced judgment and ability to build and guide consensus that propel growth and team efficiency.

CORE COMPETENCIES

Sales Leadership

Account Management

GPO Contracting

Contract Negotiations

Supply Chain Management

Leading Cross Functional Teams

Sales Forecasting & Reporting

Product Positioning & Launches

Territory Development & Management

Strategic Planning

Coaching & Mentoring

Change Management

Project Management

Business Planning

P&L Management

PROFESSIONAL EXPERIENCE

VIZIENT (formerly Novation), Irving, TX

Portfolio Executive, Cardiovascular Devices (May 2014 – April 2016)

Managed a portfolio of national contracts for cardiovascular medical devices valued at $1 billion annual spend. Responsibilities included contract negotiations with supplier senior executives, contract strategy and market dynamic presentations to senior leadership and member hospitals’ cardiovascular council, trained alliance sales team on contract portfolio, and developed marketing strategies for contract execution.

Negotiated Electrophysiology bid which resulted in approximately $200K additional revenue.

Created strategies for contract extensions for product portfolios and gained additional value for members.

Developed heart valve marketing and contract implementation.

ABBVIE/ABBOTT LABORATORIES, Houston, TX

Regional Sales Manager, Cardiovascular Care – Pharmaceutical (2002-2014)

Responsible for driving sales performance and profitability of AbbVie/Abbott’s product portfolio including new product launches through strategy setting and execution of applied strategies for district managers and sales representatives.

Led up to 9 district managers and 85 representatives

Managed up to $160 million in annual sales

Achieved 5 All-Star Awards (2003, 2006, 2007, 2008, 2010)

Delivered one of the highest national market shares on Abbott’s most recent product launches:

Simcor (April 2008) – ranked #3 of 28 regions.

Trilipix (January 2009) – ranked #5 of 28 regions

Sr. Marketing Manager, Managed Health Care – Pharmaceutical, Abbott Park, IL (2001-2001)

Developed and implemented marketing strategies for national HMO and PBM organizations. Coordinated and supported marketing activities for the National Managed Care Executives.

Chaired the development of a MHC pull through strategic and tactical plan for product formulary victories.

Led the managed care strategy development for Vicoprofen post the Knoll company integration.

JAMES R. JACKSON, JR. PAGE TWO

Contract/Pricing Marketing Manager – Hospital, Abbott Park, IL (1998–2001)

Managed/directed ten analysts and two managers to analyze data to develop competitive pricing contracts. Assisted and advised brand teams with marketing promotions and product launches.

Supervised contracting operation worth $700 million in annual sales

Oversaw the development, management and execution of National GPO Agreements

District Sales Manager – Hospital, Los Angeles, CA (1996-1998)

Sales and leadership responsibility for a multi-disciplinary team of 12 including account managers, anesthesia specialists, clinical nurse consultants, and electronic drug delivery specialists.

Responsible for a $26 million sales district and increased district sales by 21% during the 2 years as manager.

Received District Manager Quotabuster Award – 1996, 1997

Contract/Pricing Analyst – Hospital, Abbott Park, IL (1994-1996)

Promoted to the corporate office to support national accounts, business units, and 100+ field sales representatives with contract and proposal development, market analysis, product pricing, and forecasting.

Generated contracts valued at $15 million annually for sales team to implement with their hospital accounts

Hospital Account Manager – Hospital, Houston, TX (1989 –1994)

Marketed a full line of hospital products (equipment, infusion devices, disposables, branded and generic pharmaceuticals) to hospitals and hospital systems throughout the Houston medical center territory.

Managed territory worth approximately $5.3 million annually

ADDITIONAL RELEVANT EXPERIENCE

ELI LILLY & CO., Houston, TX

Sales Representative

MILITARY

Captain, US Army Reserves, Medical Service Corps (Honorable Discharge)

EDUCATION/PERSONAL DEVELOPMENT

M.B.A., University of Pittsburgh, PA

B.A., Biology, University o Virginia, Charlottesville, VA

ACC Fundamentals of Cardiology Certification

Selling to the C-Suite

Coach U

Situational Leadership

AFFILIATIONS

Board of Directors, Foremost Family Health Centers (Dallas, TX)

Board of Directors, Hawthorne Estates Homeowners Association

Board of Directors, Wells Funeral Services

Board of Directors, Guide Right Foundation of Dallas

Kappa Alpha Psi Fraternity, Inc. (Dallas Alumni Chapter)

AWARDS/RECOGNITION

All-Star Award – 2003, 2006, 2007, 2008, 2010

Chairman’s Award – (GPO Contracting and Implementation)

Selected by Divisional President for Executive Development Program – “Management Challenge”

District Manager Quotabuster Award

Area Sales Trainer

President’s Inner Circle Club (Top 3 Representatives for key promotional product performance)

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