VIEWS: 57 PAGES: 2 CATEGORY: Resumes POSTED ON: 1/31/2013
Michael Dari has more than 23 years of sales, sales management, strategic account and operations experience in the medical and service sector.
MICHAEL DARI Pomona, NY 10970 Home: (845) 362-3025 Cell: (845)893-9062 Email: Mgdari18@aol.com LinkedIn Profile: http://www.linkedin.com/profile?viewProfile=&key=12745031&trk=tab_pro ________________________________________________________________________________________________________ SUMMARY More than 23 years of sales, sales management, strategic account and operations experience in the medical and service sector. Managed top private doctor, retail, franchise, internet, distributor, GPO and IDN accounts throughout the US and Canada. Demonstrated strong people development while leading high caliber cross-functional sales teams in exceeding business objectives. Expertise includes business development, exceptional execution skills, executive negotiations, presentations, strategic planning, sales training, new product development, new product launches, doctor and staff training programs, Key Opinion Leader programs, go-to-market strategies, marketing and merchandising planning at top retail & franchise customers, retail store training, inventory management, ROI evaluations, budget planning, distribution channel strategies and cross departmental planning. WORK EXPERIENCE Ortho Clinical Diagnostics / Johnson & Johnson July 2011- Present National Account Business Director – Team Leader Manage a cross functional account team of 12 Managers for OCD’s single largest customer within the veterinary industry Oversee sales, operations, finance, marketing, analytics, lean consulting and contracting between OCD and IDEXX Corporation o Responsible for setting strategy while driving top line and bottom line results o Work directly with IDEXX and OCD executive team in order to drive mutually agreed business results Secured new long term contract worth over $45MM per year/$750MM over the life of the contract Work with distributor network to uncover new opportunities to drive overall sales Finished 2011 with sales of $43.3MM +$5MM vs BP Finshed 2012 with sales of $48.2MM +4.9MM vs PY and +2.8MM vs BP Ortho Clinical Diagnostics / Johnson & Johnson June 2010- July 2011 District Business Manger Managed a team of 10 Account Managers and Laboratory Specialists with total sales exceeding $45MM o Interviewed, hired, trained and developed cross functional team Negotiated major customer contracts with top hospitals, clinics, blood banks and multi-hospital networks (IDN’s) o Specialized on C-level executive negotiations Distributor liaison with major national distributor, Cardinal Helped OCD develop and work through reorganizational plans to manage outstanding employee performance difficulties and geographic restructuring Selected for exclusive Future Leaders Development Program Johnson & Johnson Vision Care (Vistakon) October 2007- June 2010 Strategic Account Director Top sales performance 2008 achieving Strategic Account Manager of the Year Recognition o Grew sales $4.4MM / +6% Grew and maintained 60+ share of business over 2 year period o Highest share penetration of any national customers Managed $78MM annual sales volume in contact lens category for LensCrafters, Target, Sears, Pearle Vision, JC Penny Optical and BJ’s Warehouse Established and developed business relationships with account buyers, field management teams, doctor network and senior executives Developed, presented and negotiated all acceptance of new product launches, product store placement, marketing plans, management of sales and profit budgets and developed annual business plans with buyers and senior level executives Worked in conjunction with multi-department contacts to maximize new product launches, marketing, sales planning, inventory management, category management, consumer insights and financial P&L Created store training programs for doctors and staff Selected and managed Key Opinion Leader program Established store merchandising plan and managed the complete rollout at the store level Managed coop trade budget of $5MM including all analytical reviews Managed inventory turns and overall margin review by each product Johnson & Johnson Vision Care (Vistakon) May 2004- October 2007 National Account Business Director Top sales performance 2007 achieving National Account Director of the Year Recognition o Grew sales $9MM / +6% Top sales growth within the Director group of National Accounts Team 2006 +11% Top sales growth within the Director group of National Accounts Team 2005 +12% Exceeded forecast each year Managed National Account Management team with sales exceeding $159MM o Exceeded sales growth every year from 2004-2007 vs the company sales Responsibilities included developing managers’ skills while driving overall sales growth Responsible for all initiatives to include marketing programs, new product launches, doctor development, supply chain excellence and category management o Top customers included Costco, Luxottica Retail (LensCrafters, Sears Optical, Pearle Vision, etc.), Shopko and Drugstore.com Additional responsibilities include establishing and meeting sales quotas, developing account managers’ skills, supporting all account relationships, positive co-marketing investments yielding positive ROI, management of team budget expenditures, Professional Affairs and new product launch planning Johnson & Johnson Vision Care (Vistakon) November 2003- May 2004 North American Account Manager National account responsibilities to include management of US and Canadian Cole Vision business Increased 2004 total sales by 5% from 2003 vs. company growth of 3.8% Increased 2003 total sales by 18% from 2002 vs. company growth of 6% Grew total customer sales from $25.1MM to $36.9MM over a 4 year period 47% total growth Johnson & Johnson Vision Care (Vistakon) May 2000- Nov. 2003 National Account Manager Top sales performance 2001 and 2002 achieving National Account Manager of the Year Recognition Increased 2002 total sales by 19% from 2001 vs. company growth of 11% Increased 2001 total sales by 18% from 2000 vs. company growth of 6% Exceeded forecast all four years while managing Cole Vision Awarded Vendor of the Year in 2001 and 2002 by Cole Vision Responsible for managing the 2nd largest customer for Vistakon with sales of over $30MM Lead cross-functional departments within Cole Vision and Vistakon creating joint advertising campaigns, new product placement and promotions through national field sales organization Collaborated and managed Cole Vision Professional Doctor Council on education programs and training Provided corporate direction to all Vistakon internal and external partners to execute product launches, promotional programs aligned on meeting and exceeding predetermined sales objectives within the two companies Executed Process Excellence programs within order entry and warehouse inventory management Johnson & Johnson Vision Care (Vistakon) District Sales Manager March 1999- May 2000 East Coast Key Account Manager January 1998-March 1999 Field Sales Trainer May 1996- December 1997 Sales Representative May 1995- May 1996 Airborne Express (Air Freight Services) Operational Service Manager February 1994- May 1995 District Sales Manager February 1992-Feb. 1994 Account representative April 1990 - February 1992 PROFESSIONAL DEVELOPMENT Arizona State University Guest Professor/mentor Johnson & Johnson Six Sigma Green Belt certified Numerous J&J Training classes J&J Kaizen projects EDUCATION St. John’s University MASTERS OF BUSINESS ADMINISTRATION - EXECUTIVE MANAGEMENT January 1990 - G.P.A. 3.7 BACHELOR OF SCIENCE - MARKETING May 1988 - G.P.A. Major 3.6 Recognition: full undergraduate swimming scholarship, full graduate academic scholarship Computer Skills: Microsoft Office: Word, Excel, Outlook, And PowerPoint INTERESTS Watches, Swimming, Golf, Water Sports, Charity Work, Gadgets, Family Time, Skiing, Outdoors, Travel, Live Music
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