Vice President Director National Accounts in NYC Resume Michael Dari

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Vice President Director National Accounts in NYC Resume Michael Dari Powered By Docstoc
					                                                 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
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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

				
DOCUMENT INFO
Description: Michael Dari has more than 23 years of sales, sales management, strategic account and operations experience in the medical and service sector.