Customer Service Sales Manager

James Pederson ***** Fairbanks Avenue North · Hugo, MN 55038 · adwbdw@r.postjobfree.com · 651-***-****

Profile

An accomplished director with a proven track record of success in managing sales, customer service, distribution, and purchasing/planning departments. Strong leader with experience in driving profitable/sustainable growth of sales, achieving and demanding excellence in customer service, and improving performance in operations.

Core Skills

- Leadership - Verbal Communication - Team Player

- Direct/Strategic Sales - Revenue Growth - Sales Management

- Partnership Development - Organizational Restructuring - Budgeting & Sales Forecasting

- Multiple Product Launches - Trade Show Planning - Inventory Management

- Business Development - Marketing - Problem Solving

- Customer Service - Distribution Management - Website Development

PROFESSIONAL EXPERIENCE

MEDTOX Diagnostics, Inc. Burlington, NC July 1, 2022 – Present

Director, Sales

MEDTOX Diagnostics, Inc. manufactures instant drug testing devices that are used in healthcare/clinical (hospital and medical center laboratories) settings, medical monitoring facilities, occupational health departments, companies medical departments, rehabilitation centers, prisons, probation and parole offices, etc. MEDTOX Diagnostics, Inc. sells these products domestically and internationally. Annual revenue is $30+ MM and MEDTOX Diagnostics, Inc. employs approximately 100 people.

Currently manage a 4-person Sales team that generates $30MM+ in annual revenue in the MedTox Diagnostics division. Am an integral member of the company’s senior management team which is responsible for budgeting, forecasting, revenue growth, operations management and new product development. Also responsible for ongoing interaction with upper management of our parent company, Laboratory Corporation of America.

Key Achievements

Realigned sales department’s focus on increasing sales under new management

Directed sales team’s new product development into the workplace market while continuing to drive growth in the hospital laboratory product line.

Responsible for the maintenance of key relationships with distributors and group purchasing organizations

Closed new distribution agreement with Medline

Managed the company’s transition into new EDI ordering system

Directed the transition of the sales department to the use of Salesforce

MEDTOX Diagnostics, Inc. Burlington, NC August 1, 2013 – June 30, 2022

Director, Customer Operations

Managed a 4-person Sales Department, a 3-person Customer Service Department, a 5-person Distribution Department and a 2-person Purchasing/Planning Department.

Key Achievements

Managed the Sales Department that increased annual revenue year over year

Established distribution agreements with Fisher Healthcare and Henry Schein.

Maintained distribution relationships with Cardinal Health, Fisher Healthcare, and Henry Schein.

Established and maintained relationships/agreements with Group Purchasing Organizations in the hospital lab/medical device market. Multi-million dollar agreements with HealthTrust Purchasing Group, Intalere, Premier, and Vizient. Also work with other smaller GPOs known as Captis, GSA, MMCAP, and ROi.

Managed transition of MEDTOX Diagnostics, Inc. customers being serviced by MEDTOX Laboratories, Inc. Customer Service and Sales Departments to new MEDTOX Diagnostics, Inc. Customer Service Department and Sales Departments

Responsible for improving process efficiency in Customer Service and Distribution Departments

Responsible for cross training all Customer Service, Distribution, Planning and Purchasing and Sales Departments

Responsible for coordinating all marketing materials

Responsible for development, design, content, launching and maintaining of www.medtoxdiagnostics.com.

Responsible for the coordinating and set up of all trade shows large (AACC and CLMA) and small (State CLMA and Other State/Local Shows)

MEDTOX Laboratories, Inc. St. Paul, MN December 3, 2012 – July 31, 2013

National Sales Director, Multiple Sales Departments

Managed Workplace Sales Department as well as 4 other Sales Departments consisting of 4 Managers and 32 Sales Representatives

Key Achievements

After acquisition of MEDTOX Scientific, Inc. by Laboratory Corporation of America assisted in the restructuring/downsizing of multiple Sales Departments

Increased revenue in each Sales Department in 2013

MEDTOX Laboratories, Inc. St. Paul, MN September 4, 2001 – July 31, 2012

National Sales Director/National Sales Manager, Multiple Departments

Managed multiple departments at/over the same time frame. The departments I managed were the following: Clinical Sales Department (2010 – 2011), Hospital Sales Department (2001 – 2009) and Workplace Sales Department (2001 – 2013). Clinical Sales Department had 4 Sales Representatives, Hospital Sales Department and Workplace Sales Department started with 8 Sales Representative and grew to 16 Sales Representatives over the years.

Key Achievements

Sales Departments had year over year growth

Increased distribution relationship with Cardinal Health

Established relationships/agreements with Group Purchasing Organizations (GPOs)

Grew Hospital Sales revenues enough to justify creating a separate Hospital Sales Department

Responsible for the launch of the 3 new product lines

MEDTOX Laboratories, Inc. St. Paul, MN October 1, 1999 – August 31, 2001

National Sales Manager, Government Sales Department

Established Government Sales Department and hired, trained, and managed 6 Sales Representatives

Key Achievements

Transitioned Government sales from regional distributors throughout the United States to an Inside Sales Team of 6 Sales Representatives

Launched various cassettes in the VERDICT-II product line to the Government market

Grew revenue from $500,000 annually to $5 MM annually

Hired, trained and managed 6 Sales Representatives

Attained Federal GSA agreement, Minnesota Multi State (MMCAP) agreement, and multiple State agreements

MEDTOX Laboratories, Inc. St. Paul, MN April 14, 1998 – September 30, 1999

Inside Sales Representative, Workplace Sales Department

Sold MEDTOX Laboratories’ services and MEDTOX Diagnostics’ products to business and corporations, occupational health clinics, third party administrators (TPAs), and hospitals for employee drug testing.

Key Achievements

1 of the original 2 Inside Sales Representatives

Exceeded sales goals

Member of the team that launched a new product line

EDUCATION

University of Wisconsin, Madison, WI – 1987-1992

Bachelor of Science – Economics

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