John W. Jackson, MBA
4910 Vine Cliff Way E. Palm Beach Gardens, FL 33418 email@example.com (678) 777-7208 SALES MANAGEMENT/MARKET DEVELOPMENT PROFESSIONAL
Results driven Sales Management/Market Development professional with more than 15 years of progressive experience in the Medical Device and Pharmaceutical industries. Proven abilities in new product launch, market development, business and strategic planning. Provide a consistent top-tier performance.
HIGHLIGHTS OF QUALIFICATIONS
2007 July QTD, Ranked #1 Sales Team in country total % to plan 2006 June QTD, Ranked #1 Sales Team in country, Q1 and Q2 2004 December YTD, ranked 5th of 17 Sales Teams with 101% to plan 2004 September QTD, ranked #2 of 17 Sales Teams overall 2004 March QTD, Ranked #4 of 22 Sales Teams with 112% to plan 2003 December QTD, Ranked #1 of 6 Sales Teams with 118% to plan 2003 September QTD, Raked #1 of 6 Sales Teams with 116% to plan AWARDS 2000 – “Sales Value Proposition” Awards – Professionalism, Customer Focus and Development 2001 – “Award of Excellence” as Managed Care Point Manager for M-Plan health plan 2002 – “Award of Excellence” for Indiana Medicaid Formulary product retention 2002 – “Award of Excellence” as Managed Care Point Manager for M-Plan health plan 2002 – Merck Business Manager’s “Team Work Award” for Excellence in Teamwork 2003 – Guidant “SPIFF” Award for #1 Region in Nation, 3 rd & 4th QTR 2004 - Guidant Market Development “Plan Achievement Award” 2006- Awarded Boston Scientific’s “Outstanding Market Development/Sales Manager” Award
ABBOTT VASCULAR 09/08 to Regional Sales Manager, Coronary Present Accountable for the Leadership, Management and Development of a Sales Team consisting of 10 Sales and Account Managers. Charged with activities related to Business/Market Development and for growing sales in the Region. Contract Negotiation, Pricing and Developing Strategic Marketing Plan for the Region are additional responsibilities. Calls to Hospital C-Suite, Cath Lab and Purchasing Departments. REIMBURSEMENT CONSULTANT SERVICES INC., Miami, FL 01/08 to Director, Business Development 09/08 Consulted on Reimbursement and Practice Solutions with Physician Offices and Managed Care Organizations in the areas of: Improving Practice Efficiencies, Patient Flow Processes, New Practice start up and EMR Practice Management software evaluation/recommendation. Additionally provided guidance in the areas of: Account Receivable Management, Conducting Training Courses, Implementation of Audit Controls, Ensuring Regulatory Compliance, Managing Mergers/Acquisitions and Improving the Potential for Profitability by Conducting thorough Due Diligence. BOSTON SCIENTIFIC/GUIDANT SALES CORPORATION, Miami, FL 05/03 to Regional Sales Manager, Market Development/CRM 01/08 Managed and Lead a Sales Team consisting of seven Hospital Account Managers including Hiring, Training, Development, Coaching, Mentoring and Performance Management. Accountable for sales of Cardiac Rhythm Management (CRM) products including, ICD’s and Bi-Ventricular Pacers. Additional responsibilities included cross-functional team building and the development, implementation, negotiation and pull-through of contracting strategies with Hospitals and GPO’s. July 2007 QTD, Ranked #1 Region in Country based on total % to plan Received “Outstanding Sales Manager” Award 2006 Ranked #1 Region in the country/ 1st and 2nd quarter 2006 Developed & Implemented Business Plans and Strategies for the Region
John W. Jackson, cont. Pg.2 MERCK & CO., INC., Indianapolis, IN 05/01 to Business Manager/District Sales Manager 05/03 Managed and Directed activities of a Sales Team Consisting of Twelve Pharmaceutical Representatives. Products sold include Zocor, Vioxx and Singulair. Additional responsibilities included Coaching of Team and Acting as Point Manager for M-Plan, Indianapolis’ most influential Managed Care Plan. Successfully negotiated M-Plan contract that led to Zocor’s Formulary Acceptance and Market Share Growth Developed & Implemented Tactical Plan that led to Zocor’s Growth by $2 million in 2002 Effectively launched a new sales team Created Strategies & Action Plans for achievement of sales objectives at District & Account Level ASTRA ZENECA PHARMACEUTICALS, (f.k.a. AstraMerck) Atlanta, GA 04/97 to District Sales Manager/Gastroenterology/Cardiovascular Therapies 05/01 Accountable for the hiring, training, coaching and development of nine sales representatives in Georgia and Florida. Additional responsibilities include the ongoing development and guidance of Pharmaceutical specialists within the district. Accountable for the Implementation and Evaluation of the Spin Sales Model. Responsible for Sales and Performance of Zestril, Toprol XL and Atacand. Management and Distribution of District Promotional Budget. District Exceeded Percent to Plan objectives for all assigned products as follows: - 2000 December YTD – 101%-Zestril, Toprol XL, Atacand - 1999 December YTD - Atacand and Prilosec - 105% - 1998 December YTD - Prilosec - 109% ASTRA MERCK, INC., Atlanta, GA 1995 to Regional Account Manager 1997 Responsibilities included Conducting Sales Calls on Kaiser, Prudential, Humana and Physician Hospital Organizations (PHO’s), as well as developing action plans for targeted accounts. Customers called on included executive level management such as, Pharmacy Directors, Medical Directors, Hospital Administrators and Chief Executive Officers. Successfully Negotiated Contracts that led to over $7 million in New Business over a two-year period. Created Cost Analysis comparisons for numerous Client Types, including Managed Care Organizations, V.A. Facilities, Hospitals and Physician Groups. Led Cross-Functional Team of District Manager’s and Marketing Representatives in the Development of Business Plans for Key Accounts. Developed action plans for Kaiser and Prudential, which led to Plendil being added to both Managed Care Account formularies in 1996.
ASTRA MERCK, INC., Columbus, OH 1992 to Pharmaceutical Representative 1995 Responsibilities included the Analysis and Management of a Designated Territory. Additional responsibilities included team participation and meeting and exceeding company sales objectives. Led and Participated on several Strategic Business Teams, including Business Plan Team and Customer Segment Management Team. Products represented included Prilosec for GI Therapy and Plendil for Cardiovascular Therapy.
EDUCATION MBA, University of Detroit, Detroit, MI 1991 BAA, Central Michigan University, Mt. Pleasant, MI 1985
Targeted Selection Recruitment Training Selling to the C-Suite Training 2006 Coding and Reimbursement Training 2006, 2007 SPIN Selling Technique-Situation, Problem, Implication, Needs Payoff