Business Development Sales Manager

James McLaughlin

Coatesville, Pa ***** 610-***-**** ***.******@*****.*** www.linkedin.com/in/jim-mclaughlin-b7a19a7

Professional Summary

Performance-oriented Sales Leader offering exceptional record of achievement over multi year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities.

Accomplishments

6-time President’s Club Winner

Achieved record-high client growth from 2018 to 2020 by developing a comprehensive sales and marketing plan.

Skills

Sales Goal Attainment

Competitive intelligence

Product Launches

Strategic Planning

New Business Development

Solution Selling

Sales training and leadership

Revenue Growth

Problem Solving

Performance Management

Work History

Director of Business Development, 01/2021 - Current

Pharma GenLabs – Youngstown, OH

Call Points: Nursing Homes, Director of Nursing, Medical Directors, Internal Medicine, Geriatric Medicine

Implemented a Comprehensive Pharmacogenetic PGx testing to Nursing Home & Physician clients

Developed and implemented corporate strategies to drive revenue growth and market expansion.

Grew national state coverage increased from 2 to 22 in six months.

Conducted webinars and presentations with current customers and potential clients

Developed all Training and Marketing Materials for the sales team.

Responsible for initiating and maintaining compliance with company policies through MediaLabs

Expanded product offerings to reach a more diverse customer base, boosting overall sales figures.

Account Executive, 07/2018 - 12/2020 (Promoted)

Pharma GenLabs – Youngstown, OH

Call Points: Psychiatrists, Neurologists, Pulmonologists, Independent Pharmacies, Medical Distributors

Presented and closed multiple specialties on Genetic Testing

Took new start up territory from zero accounts to 68 active accounts producing over $35,000 in monthly revenue

Developed a solid pipeline of prospects through diligent research and targeted outreach efforts.

James McLaughlin

Senior District Sales Manager – Specialty Division, 10/2012 – 06/2018

Arbor Pharmaceuticals – Atlanta, GA

Call Points: Psychiatrists, Pediatricians, ENT’s

Delivered sales results to obtain National Sales Manager of the Year, President’s Club Winner

Launched Pediatric Division – Brought to market ADHD product & Developed Training program

Instructed representative to develop a network of Independent Pharmacies to drive sales results

Hired, Managed, Developed multiple representatives through 6 expansions.

District Sales Manager – Specialty Division, 03/2003 – 05/2012

Shionogi Pharmaceuticals (Sciele) – Florham Park, NJ

Call Points: Psychiatrists, OB-GYN’s, Cardiologists, Pediatricians, Orthopedics, Internal Medicine, Geriatric Medicine

District lead company in Sales to obtain Nation Manager of the Year Award, President’s Club Winner

Effectively Directed & Motivated Team to earn Exceed Expectations for Sales Results

Effectively Launch Bone Health product to achieve #1 National Ranking

Awarded Woman’s Health Northeast Regional District Manager, effectively launching new product

Drove sales for Women’s Health products from 999 TRx’s weekly to 1,880 TRx’s, 88% Increase

Grew primary product Market Share from 17.12% to 26.14% in crowded Women’s Health field, 53% Increase

Elected to run a Regional Management Development Program to assess leadership skills for high potential representatives.

Collaborated closely with other district managers to share best practices, learnings, and drive overall success of the organization.

Coached and promoted high-achieving sales employees to fill leadership positions to boost company growth.

Urology/Neurology Sales Specialist, 02/1998 – 03/2003

Pharmacia Corporation, Inc. (Pfizer) – Bridgewater, NJ

Call Points: Urologists, Neurologists, Pain Management

Achieved Platinum Award Winner (President’s Club), Ranked Top 7%

Consistently attained over 100% sales for Detrol/LA & Mirapex

Trained and mentored new sales representatives as District Field Trainer

Multiple product Training Instructor, Corp Headquarters

Specialty Field Force Advisory Board Member

Selected to develop an Action Based Training CD-ROM for entire sales representatives in division.

Collaborated with cross-functional teams to develop marketing strategies across all promotional materials.

Increased neurology product sales by establishing strong relationships with key healthcare professionals and decision makers.

Assisted in the training of new sales representatives, sharing best practices and helping them acclimate to their respective territories quickly.

James McLaughlin

Sales Representative, 12/1996 - 01/1998

Hatt's Industrial Supplies, Inc – Thorndale, PA

Call Points: Machine Shops, Woodworking Shops, Industrial Manufacturing Plants, Fabrication Shops

Increased sales 9% to a $1,000,000 territory with 85 active accounts in 2 years

Mobilized vendor reps (i.e 3M and Black & Decker) to help overcome obstacles that arose with key customers

Generated additional sales opportunities with upselling and cross-selling techniques.

Maintained up-to-date knowledge of industry trends for informed decision-making during client interactions.

Operating Room Specialist, 11/1993 - 12/1996

LifeCell Corporation – Houston, TX

Call Points: Operating Rooms, Plastic Surgeons, Purchasing, Operating Room Nurses, Trauma Units, Burn Centers, Periodontists

Introduce new Human Skin Grafting technology to Surgeons, Burn Units, Trauma Centers

Attended Surgery regularly to instruct proper application and orientation of the product

Introduced Human Skin Grafting technology to Periodontists to assist in healing of periodontal disease

Strengthened communication within the surgical team by actively participating in pre-and post-operative briefings, fostering collaboration on patient care plans.

Wound Care Specialty Representative, 10/1989 - 11/1993

Carrington Laboratories, Inc. – Irving, TX

Hospitals, Nursing Homes, Enterostomal Therapists, Physicians, DON’s, Purchasing, Product Committees, Distributors

3 years Ring of Honor Winner, Glamour Prize Winner (President's Club)

Consistently over 160% growth over prior year sales

Increased sales from $9K to $59K per month

Conducted Product Trials and presented results to Hospital Product Committees to gain approval for full institutional usage.

Drove business growth by identifying unmet needs within the market and proposing targeted solutions

Education

Bachelor of Science: Marketing

Shippensburg University - Shippensburg, PA

Elected Vice President of Class, 4 years

Dale Carnegie Sales Course

Successfully Completed “Team Building” Penn State University

Myers – Briggs” Training, Development and Implementation

DiSC Style” Selling – Training, Development and Implementation

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