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Sales Medical

Matthews, NC, 28104
October 10, 2019

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**** ****** ****** ****, ********, NC 28104 (Charlotte) 704-***-****


Business Development Executive with expertise in sourcing new business, negotiating contracts and controlling expenses. Recognized for developing and executing sales and marketing strategies that achieved sales and profitability targets year after year - built brand awareness - and launched successful new products.

Expert in C-Suite sales, sales management, and business development with Distributors, OEMs, GPOs, IDNs, and government (VA).

Transformational leader who drives revenue in healthcare systems, medical devices, and capital equipment industries by creating new products, new applications, and new markets.

Hire, train, coach, motivate and lead sales teams that consistently exceed sales quotas.


MedDev Product Solutions 8/2016 – Present

Principal Consultant, providing professional consultation in the Medical Device industry

Helped Italian manufacturer with product launch and access into US Healthcare market to include Acute Care, LTC, and Assisted Living segments

Created sales & marketing plan for US manufacturer of Orthopedic and Compression Therapy products

Provided sales and pricing strategies as well as forecasting analytics information for US manufacturer of Safety, Wound Care and Orthopedic products

BSN MEDICAL, INC 12/2004 – 7/2016

U.S. Director of National Accounts, Distribution, including Puerto Rico & Canada (2012-2016)

Managed corporate relationships with key distributors (Cardinal, McKesson, Medline, Henry Schein, Moore Medical, Concordance, Puerto Rico Hosp Supply, IMCO, NDC), OEM customers and engineers, IDNs, IHNs, GPOs, Medicare Part B Billers; opened and managed new accounts in Puerto Rico & Canada. Conducted business reviews, initiated incentive growth and partnership programs. Budget of $40+ million.

BSN is a $1.0 billion world leader in vascular compression, orthopedics, and advanced wound care.

Grew Distributor portfolio 15% in 2014, 7.6% in 2015, and 6.1% in 2016 against goal of 4%

Built and developed our Medicare Part B 3rd Party Biller distributor network (Byram, Mercy Surgical, National Rehab-McKesson, Independence Medical-Cardinal at Home, Prism) for launch of Advanced Wound Care products generating new revenue of over $1 million from zero

Adept at working and managing in an organization with multiple business units (Advanced Wound Care, Vascular Compression, and Orthopedics) which have differing strategies and needs

Numerous achievement awards including Corporate Partnerships Director of the Year for 2014

Expert in data analysis with excellent cloud computing skills

Also worked with peers to leverage contracts with IDNs (Mayo Clinic), IHNs, and had responsibility for non-acute GPOs (Kindred, Golden Living, Life Care)


Director of Corporate Accounts (2009-2011)

Promoted to form the Corporate Accounts Division after a company acquisition; challenged to combine and manage the catalog, OEM, Orthotics & Prosthetics, and network of regional distributors. $20+ million budget.

Increased IDN (Health Networks) & GPO contracted accounts to sales growth of over 40%.

Brought in six new key accounts that contributed over $500,000 in additional revenue.

Achieved 8% growth in combined portfolio of Distributor, OEM, and Internet customers (200+).

DEAN D. JOHNSON, page two


Regional Sales Manager (2006-2009)

Promoted to manage the reorganized model with 10 direct reports in three separate regions (Central, Southern, and Northeast) after hiring Regional Managers to manage the other regions. Conducted sales rep appraisals, termination discussions, and implemented rep probation programs.

Managed reps through difficult probationary periods to become consistent top producers.

Took additional responsibility for sales events across the nation; facilitated PSS Training for 30+ reps; directed all plans for annual National Sales Meetings; coordinated 4-8 trade shows per year.


Field Sales Specialist (2004-2006)

Recruited as the first person on the executive sales management team, challenged with leading an initiative to change the business model, converting 80 independent reps to 40 direct BSN employees in US.

Sales Organization Model: Created and integrated the new model 3 months ahead of target date.

Coached and managed a well-trained sales team; recognized potential and developed good talent.

Grew US hospital sales in first year by 7.5% - with 35 new accounts and $2.1 million new revenue.

Other cross functional leadership accomplishments include:

Purchasing: Worked with supply chain group to ensure proper stock for OEM components.

Forecasting: Produced monthly forecasts consistently accurate within 1-2% to help finance.

Established pricing: Ensured proper margins and profits for OEM product and account portfolios.

Regulatory Documents: Obtained MSDS; Insurance; Nafta; CE marks; FDA 510(K); ISO; Declaration of Conformity to move products in and out of the country and satisfy regulatory mandates.

SUNRISE MEDICAL 8/02 – 11/04

District Sales Manager for Acute & Long-Term Care Markets

Grew sales in territory from $1.9 Million to $2.5 Million.

Sold $350k of new products through dealers, distributors, and end user key accounts in NC, SC, GA.

Added 12 new accounts and over $200,000 additional revenue from national and local trade shows.

Other Sales and Training positions prior to 2002:

BANK OF AMERICA – Healthcare and Government Commercial Card Services

TOSHIBA MEDICAL SYSTEMS – Medical Capital Equipment Sales

ETHICON, INC. (Division of JOHNSON AND JOHNSON) - Disposable Medical Device Sales for Surgery



B.S. in Business Administration/Marketing; Minor in Business Economics

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