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Sales Manager

Location:
Gloucest Township, NJ, 08083
Salary:
$135,000
Posted:
August 25, 2012

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Resume:

Janet M. Lewis

*** ******* ** (Cell) 856-***-****

Somerdale, NJ 08083 jfxsdh@r.postjobfree.com

CAREER SUMMARY

A proven Sales and Distribution Leader in the area of Medical Diagnostics with over twenty five years of experience and demonstrated success in organizing and leading sales teams and developing distribution strategies.

PROFILE

• 25 years of national experience in Medical Diagnostics Industry

• Diversified skill set in both Sales and Distribution

• Well-versed in Acute-Care, Alternate Site, Pharma/Biotec and Industrial markets

• Significant experience in strategic planning, budgeting and sales forecasting

• Outstanding writing and live presentation skills

• Recognized excellence in innovation, training and talent development

Professional and Personal Value Offered:

• Expert Relationship Manager

• Positive Spokesperson

• Proven Sales Professional

• Creative Ability

PROFESSIONAL EXPERIENCE

Becton Dickinson Diagnostic Systems

Director of Distribution 2005 to 2011

Responsibilities include:

• Sales and Marketing activities within all channels including National, Segment Focused,

Regional and Direct.

o $600MM Annual Revenue

• Development and Implementation of Distribution Strategy for BD Diagnostic Systems

which includes BD Infectious Disease, BD Point of Care, BD Women’s Health and Cancer

and BD Advanced Bio-Processing.

o Markets include: Acute Care, Alternate Site, Reference Laboratories,

Physicians Office, Pharma/ Biotec, Industry

• Development and Support of Direct business channel

Accomplishments include

• Development and implementation of comprehensive Distribution programs by all BD divisions represented

• Successful “Media Express” Program implementation

• BDX collaborations on program development and implementation for National Distributors resulting

in significant growth rates

• Development and Implementation of Supplier Agreements for BD platforms including instrumentation with

select channel partners expanding BD capabilities and driving significant revenue growth

Awards

• “Integrity, Intensity, Innovation and Involvement Award “ 2010 Fisher Health Care

• “Outstanding Marketing Program “Award 2010 Fisher Health Care

• “Service Supplier of the Year “ Award 2009 Fisher Health Care

• “Service Supplier of the Year” Award 2007 VWR

• “Service Supplier of the Year” Award 2007 Fisher Health Care

Director of Sales 2000 to 2004 Responsibilities included:

• Creation and management of comprehensive Selling Organization including

Sales Managers (2,) Global Key Accounts (1) Sales Specialists (22) and Market

Development Specialist (1)

• Development of departmental budget, forecast/expense management and

RegionalTerritory alignments

• Design of Field Sales and RBM and NAM Compensation Plans in order to

facilitate strategic growth

• Development of sales tracking tools to assure correct resource allocation.

• Collaboration with Marketing to develop and implement Marketing programs

• Strengthening of dealer relationships through market segmentation and focused programs

Accomplishments include:

• Led Sales Team to revenues of over $55M annually

• Exceeded plan performance for both revenue and GP

• Created, Designed and Implemented Global Key Account Database

• Led Selling Organization through SAP implementation

BD Biosciences

Pharmaceutical National Account Manager 1999 to 2000

Responsibilities included:

• Representing the entire BD portfolio to major Pharmaceutical customers

• Development of strategies to address customer needs while driving top line growth

• Monitoring market trends and competitive activity

• Designing and implementing tools for tracking and analyzing sales and contract data

Accomplishments included:

• Creation of “BD Value Proposition”

• Development of world-wide business plans for large pharma and personal care companies including GSK, BMS, Colgate Palmolive and more

• Negotiated BDX agreements with large pharma companies including Merck and Co, Wyeth and more.

Becton Dickinson Microbiology Systems

Regional Business Manager 1994 to 1999

Responsibilities included:

• Creation and management of the first Sales team focused on the Industrial Market including Industrial Sales Specialists (6) and Biopharmaceutical Sales Specialists (1)

o Markets included: Pharmaceutical, Biotech, Medical Device, Food/ Dairy/Beverage, Water, Veterinary, Cosmetic and Academic/ Research accounts

• Creation of Global Key Account initiatives

Accomplishments include

• Revenues grown to $18MM for Industrial business in the Eastern United States

• Consistent double-digit sales growth

• Recipient of multiple Regional Manager Awards

• Elected to BD Presidents Club for top performers

• Promotion of four hires into Management Positions within BD

Senior Account Manager 1987 to 1990

Responsibilities included:

• Management of $3.6M Clinical territory in Philadelphia and Account Managers (2.)

o Customer base included: Hospitals, Reference and Research Laboratories and Public Health

• Implementation of programs with National and Regional Distribution Centers

• Selected for Management Development Program in 1990 which included

• Direct reporting of (3) assigned clinical sales representatives, Business Plan development

for mini-region, assigned representatives Development Programs, Training, Regional Meetings

Accomplishments include

• Top 20% ranking in national sales force from 1988 through 1994

• Awarded “Representative of the Region,” 1994

• Top Sales Trainer Awards, 1988 through 1992

Brotherston Medical Supply 1985 to 1987

Philadelphia, PA

Technical Sales Specialist

Responsibilities included:

• Management of Philadelphia territory that represented over 400 Medical, Surgical and

Diagnostic lines including Capital Equipment

Accomplishments include

• Expansion of territory from $1.3M to $1.8M in first year.

National Health Laboratory 1972 to 1985

Pennsauken, New Jersey

Laboratory Manager

• Responsible for all tests performed in Clinical Reference Laboratory

including Hematology, Chemistry, Serology and Microbiology

• Managed Staff of eight Medical Technologists

• Generated additional revenues by creating outreach Marketing Program

Cooper Medical Center 1965 to 1972

Camden New Jersey

Medical Technician

• Performed evaluations in all laboratory departments including Chemistry, Hematology, Histology,

with concentration in Microbiology, Blood Bank, and Immunology.

EDUCATION

Rowan University

BS

Magna cum Laude



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