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    National Strategic Account Director in Louisville KY Resume Tom Middleton

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    Tom Middleton is a skilled corporate accounts and sales manager with a record of exceptional growth in managing pharmaceutical, medical device and diagnostic portfolios across geographically diverse markets to Institutional, HMO and Medical Groups. He is recognized for consistent excellence and development of productive business relationships with executive administration decision-makers.

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    National Strategic Account Director in Louisville KY Resume Tom Middleton

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    TomMiddleton1
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    Tom Middleton is a skilled corporate accounts and sales manager with a record of exceptional growth in managing pharmaceutical, medical device and diagnostic portfolios across geographically diverse markets to Institutional, HMO and Medical Groups. He is recognized for consistent excellence and development of productive business relationships with executive administration decision-makers.

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    Tom Middleton is a skilled corporate accounts and sales manager with a record of exceptional growth in managing pharmaceutical, medical device and diagnostic portfolios across geographically diverse markets to Institutional, HMO and Medical Groups. He is recognized for consistent excellence and development of productive business relationships with executive administration decision-makers.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    198 views2 pages

    National Strategic Account Director in Louisville KY Resume Tom Middleton

    Uploaded by

    TomMiddleton1
    Tom Middleton is a skilled corporate accounts and sales manager with a record of exceptional growth in managing pharmaceutical, medical device and diagnostic portfolios across geographically diverse markets to Institutional, HMO and Medical Groups. He is recognized for consistent excellence and development of productive business relationships with executive administration decision-makers.

    Copyright:

    Attribution Non-Commercial (BY-NC)
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    Tom Middleton

    502-500-8718 Louisville, KY 40222 [email protected] www.linkedin.com/in/tommiddleton1 HEALTHCARE SALES / ACCOUNT MANAGEMENT Skilled corporate accounts and sales manager with a record of exceptional growth in managing pharmaceutical, medical device and diagnostic portfolios across geographically diverse markets to Institutional, HMO and Medical Groups. Recognized for consistent excellence and development of productive business relationships with executive administration decision-makers. MBA adept in productively managing cross functional teams with divergent goals and expectations. Demonstrated ability to identify and deliver mutually beneficial outcomes to meet sales objectives and growth of strategic accounts. Key expertise includes: Negotiating Multi-Million Dollar Agreements Managing and Training Account Teams Healthcare Regulations and Compliance Contracts Implementation & Management

    PROFESSIONAL EXPERIENCE JOHNSON & JOHNSON FAMILY OF COMPANIES: J & J Health Care Systems, Inc. 1997-2011

    Corporate Account Director, Baltimore, MD

    2008-2011 Managed $120M+ portfolio of J&J sales at major integrated delivery network (IDN) customers in the Baltimore and Philadelphia markets. Developed and implemented innovative programs at selected strategic accounts. Exceeded portfolio sales plan over 3 years from 2008-2010: +12% +6% +3%, respectively. Developed a high visibility Diabetes Discharge Initiative in collaboration with PENN Medicine and LifeScan (J&J), focused on reducing readmissions and improving patient outcomes. Led implementation of pilot customer incentive program encompassing 20 J&J product categories, resulting in increased value to the University of Maryland Medical system and sales growth for J&J. Implemented an interactive VP level business review template in collaboration with Catholic Healthcare East Health System which was adopted as a best practice by the J&J Strategic Account Management team and the customer.

    Corporate Account Director, Louisville, KY

    2000-2008 Directed a cross functional team which managed an $85M portfolio of J&J business at major IDN customers in KY/OH. Achieved double-digit sales growth in 5 of 8 years up to +21%. Implemented first Consolidated Service Center model at Jewish Hospital Health System that streamlined the customers supply chain and further strengthened the J&J strategic relationship. Rehabilitated strained relationships at Jewish Hospital Health System and Norton Healthcare and gained back a significant book of business at both corporate accounts. Maintained support for Cordis (J&J) stents at Norton, Baptist and Jewish systems during heightened competitive pressure, resulting in receipt of an award from the Cordis franchise. Implemented pharmaceutical incentive plan at Baptist and Jewish systems, covering all J&J business at those IDNs. Effectively managed program and protected significant J&J business segments during Louisville tenure. Recognized as Sales Growth Leader, Midwest Region, 2003 and 2005.

    Corporate Account Executive, Jacksonville, FL

    1997-2000 Managed growth of J&J business at strategic IDN customers in central Florida, totaling $30M+ in sales. Achieved doubledigit sales growth in 3 consecutive years: +27%, +21%, 10%, respectively. Recognized as South East Regions sales growth leader, 1998. Coordinated Consulting & Services strategic partnership with Florida Hospital System, resulting in significant operating room efficiencies for the system while strengthening J&J corporate relationship. Initiated and directed high-level executive meetings at J&J Corporate, with Celebration Health System which established greater access to executive decision makers and broader opportunities for J&J companies. Selected to serve on Florida Hospital Foundation Board, providing J&J with greater credibility and visibility within the system and greater access to decision makers.

    TOM MIDDLETON JOHNSON & JOHNSON FAMILY OF COMPANIES: Janssen Pharmaceutica

    Page 2 1987-1997

    Managed Care Business Manager, Jacksonville, FL

    Led state-wide sales team in marketing pharmaceutical products and opportunities at managed care organizations in Florida. Trained field sales representatives on effective managed care marketing and sales pull-through. Developed field marketing programs within the pharmaceutical franchise for a gastro pro-kinetic compound (product) which were adopted by Humana and Foundation Health Plans, resulting in significant sales growth. Negotiated preferential contract positions for an oral antifungal compound at 2 managed care organizations, CAC Ramsey and Physicians Corporation of America (Miami based HMOs), leading to greater sales and access for this product class. Gained approval and implemented expanded role for District Managed Care Specialists.

    1994-1997

    District Manager, Jacksonville, FL

    1991-1994 Achieved the #1 district sales rank for a new gastro pro-kinetic compound, during initial phase of the product launch. Drove consistent sales performance to #1 of 54 in 1994 from #27 ranking when responsibility for the district was assumed. Culminated in District of the Year honors. Effectively developed team members, leading to 7 promotions to higher levels of responsibility, including 4 achieving Regional Representative of the Year or National Sales Leader awards. 1990-1991

    Special Training Representative, Nashville, TN

    Led Initial Product Training and Field Training programs. Achieved District sales ranking #5 of 38, 1990.

    Sales / Professional Sales Representative, Nashville, TN

    1987-1990

    Drove high sales numbers pushing the district to finish #1 in 1987 and 1989. Achieved the #3 national market share, out of 450+ representatives for Nizoral Tablets, 1989.

    EDUCATION / PROFESSIONAL DEVELOPMENT MBA, Management, The University of Missouri, Columbia, MO BS, Business Administration Finance, The University of Missouri, Columbia, MO Wharton Executive Management Academy Toastmasters International: held numerous leadership positions, including President of local club

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