Sales Manager

Timothy C. Burress

**** ****** ***** ****** *., Muskegon, MI 49445

CELL: 231-***-**** EMAIL: ***.*******@*****.*** LINKEDIN: www.linkedin.com/in/timothyburress

Passionate, results-driven, problem solver, and team builder with over 14 years in the medical device industry and 11 years of continuous employment through Johnson & Johnson (J&J). Job titles have included management roles in sales, marketing, product development, and training. As National Sales Manager for Future Medical Systems (FMS), I assisted J&J in its acquisition and more recently, my own Company’s (InMotion Medical) acquisition. Reinforced by ten years of advancement in the United States Army, my career at J&J has also been consistent with increasing levels of responsibilities, promotions, and sales successes.

Strategic & Operational Planning

Clinical/Surgical Healthcare

P&L

International Experience

National Sales Manager

Corporate Training

Marketing Professional

Contracting

11 Continuous Employment at J&J

14 Years Medical Device Industry

Promoted to Each Successive Position

Development of Key-Opinion-Leaders

EDUCATION

Master of Business Administration, Brenau University, Augusta, GA

Bachelor of Applied Science in Technology Management, Troy State University, Dothan, AL

EXPERIENCE

Johnson & Johnson 2002-July 2016

Surgical Regional Manager – J&J - DePuy Synthes Mitek Sports Medicine (2015-Present)

Manage and drive sales with responsibility for 12 direct sales consultants with annual sales of over $16MM in the state of MI.

-Exceeded sales plan objective through first QTR with sales to surgical objective of 104.5%.

Directly responsible for the retention of all former 1099 employees, while transitioning from an agency to a direct model.

Developed a detailed territory management “one-on-one” plan, achieving face-time with over 85% of all customers and 100% of all key opinion leaders, thus enhancing customer retention and creating solid partnerships.

Secured contracts with 3 top healthcare facilities in MI, resulting in the retention of over $2.5MM in yearly sales.

Designed unique and effective promotions, resulting in 3 new account placements in 2016, an annual sales increase of $600K and over $2MM in new business proposals.

Collaborated with other managers to create cross-selling opportunities within the DePuy franchise.

Agent Principle/Co-Owner - InMotion Medical Solutions, a distributor for J&J (2014-2015)

Responsible for all sales and operational activities in the state of MI, N. OH, & N. IN with yearly sales of over $16MM.

-First year growth of 5.1% in a volatile transitional year (when industry growth rate was only ~3.2%).

Responsible for P&L, contracts, and obtaining new product lines.

Developed and managed commission plans and sales force of 13-1099 employees.

Worked closely with sales force to close business and effectively deal with “tough” surgeons and accounts.

Additional product lines included: LockDown, Quantum Medical, OrthoFix, various tissue banks, etc.

Area Business Manager – J&J - DePuy Synthes Mitek Sports Medicine (2013)

Managed and drove the sales of 4-direct reports and 26-1099 sales reps (from 3 distributors) covering MI, IA, OH, & IN.

Created and maintained solid partnerships with key-valued arthroscopic surgeons through HQ visits, local labs, journal clubs, surgeon development, one-on-one meetings, etc.

Developed and executed sales strategies for distributor agents and their sales force to ensure success of business plan.

Selected as a member of a corporate capital equipment committee to expressly develop new surgical accessories

Responsible for a transition retention rate of 92.3% (one lost due to a move), during a change of distributor ownership.

Field Marketing Manager, Arthroscopy Equipment (AE) – J&J - DePuy Mitek (2011-2012)

Successfully led all field activities for AE (FMS & VAPR) in the entire US, to include: product training, customer support, etc.

Developed and managed key customer relationships with key-valued arthroscopic surgeons.

Worked closely with agent sales forces to close business and deal with “tough” surgeons and accounts.

Created and implemented sales strategies for agents and their sales force, resulting in 8 new account placements and an annual sales increase of $400K.

Taught AE portion of Mitek Primary Sales School and developed training materials.

Selected as panel member of a corporate committee with the goal to revamp and make profitable the Mitek Express program.

Established FMSU (FMS University), a training webcast offering 4 AE topics per QTR.

Trained over 400 students in 10 classes; Trained over 45 international students in 3 classes.

Wrote first Mitek FMS Sales manual.

Product Director, FMS and Advance Energy – J&J - DePuy Mitek (2009-2011)

Managed substantial global recall of two of the five FMS product codes:

-Managed the product through daily allocation and distribution.

-Daily communicated recall updates to sales force to restore confidence and keep sales force up-to-date.

-Conducted key customer visits to clarify recall circumstances.

-Minimized lost business during recall to less than 1%.

Initiated and led development of new FMS Arthroscopy pump.

-Designed business rationale for new pump; Hired and managed consulting firm to develop new pump (currently used today).

Managed ‘Nextra’ (Europe’s arthroscopy pump) issues with Europe (EU)

-One of 5 US-based employees tasked to determine root problems of ‘Nextra’ pump.

-Made key visits to 3 countries gathering information from key surgeons, as well as EU sales force, on major pump issues.

-Worked with US engineers to analyze gathered data and made recommended changes to the product.

Created and implemented unique NCAA FMS program at 2010 National Training Meeting, involving 2 days of intense training.

Manager, FMS Sales East – J&J - DePuy Mitek (2008-2009)

Managed 13 direct sales representatives covering over 25 states.

Overachieved 2009 business plan by 4.7% and $343K.

Double-digit growth for both 2008 and 2009 (22% and 21.7%), while overseeing over 65% of Mitek’s arthroscopy pump sales.

Managed employee reduction/downsizing of 18 Arthroscopy Equipment Specialists (AESs).

Manager, FMS Sales Education – J&J - DePuy Mitek (2006-2007)

Acted as liaison, managing the acquisition of FMS into Depuy Mitek.

Directed and conducted education for 19 AESs.

Trained over 220 full-line sales reps in over 20 states on the technical and selling attributes of FMS arthroscopy pump.

Performed technical sales presentations to key doctors and supporting staff.

Directed and conducted technical training to all new sales reps at corporate sales school.

National Sales Manager – FMS, purchased by DePuy Mitek, a division of Johnson & Johnson in 2006 – (2005-2006)

Managed over 100 independent distributorships, sales reps, and managers nationwide.

Developed company-wide business strategies, marketing plans, and new products.

Responsible for locating, hiring, and training new distributors and regional managers.

Partnered with buyers, OR managers, and directors to negotiate capital equipment contracts.

Negotiated agreements with manufacturing partners and OEM venders/distributors.

Established individual partnerships with opinion-leading physicians to ensure customer knowledge, satisfaction, and state-of-the-art product information.

Regional Manager-FMS, MW Territory: MI,WI,OH,IL,IN,PA,WV,KY,MO,IA,MN,SD,ND (2002-2005)

Maintained and expanded profitability of accounts with single product line sales growth from $200K to over $1 million.

Managed, developed, and trained distributors.

Personally responsible for territory expansion from 3 distributors to 7 distributors (3 states to 13 states).

Additional direction given to distributors included: Operating Room evaluations, one-to-one training, and group training.

Carolina Handling (Material handling equipment) 2000-2001

Corporate Trainer/Training Sales

United States Army 1990-2000

Non-Commissioned Officer, Staff Sergeant (former Infantry Soldier)

AWARDS & HONORS

J&J, Recipient of the first QTRLY Marketing “Dinimo” award, given to the most valuable market team member-2012

J&J, Voted Marketing MVP, an award selected by marketing and sales peers-2010

J&J, Named ‘Area Specialty Manager’ of the year for 2009 for achieving top FMS sales for a manager

J&J, Received DePuy Mitek Leadership Award for being the company’s Safe Fleet Manager-2009

J&J, Glamour Prize winner (for highest grossing sales product category) - 2008

J&J, Two terms on Product Development Advisory Board

J&J, Member of the STRAT planning Board (strategic pipelining)

J&J, 3-years in a row ranked #1 Regional Manager (FMS) based on gross sales.

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