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JM Keckler Medical California - Vice President of Sales Resume Example

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Julian Phillips

Accomplished and energetic sales management leader with a solid history of achievement in reviving underperforming regions. Motivated leader with strong organizational and prioritization abilities. Areas of expertise include sales training and development, analyzing sales metrics and achieving company sales revenue goals.

    1. Design and implement a consultative value selling training program. 

    2. Determine and document sales processes, buyer's journey and selling best practices.

    3. Evaluate sales financials, analytics and metrics to improve gross profit through efficiencies while maintaining growth.

    4. Evaluate the potential to restructure all or part of the sales program into industry verticals.

    5. Design market specific sales training program and companion sales representative performance evaluation tools.

    6. Manage the daily sales efforts of a sales team holding them accountable and insuring company sales targets are achieved.

    7. Interviewing, hiring and releasing sales representatives to achieve the highest performing sales team possible.


Vice President of Sales 08/2014 to Present
JM Keckler Medical- California
  • Hire, develop and direct the sales efforts of 6 outside Sales Reps and 1 inside sales rep selling hospital capital equipment (surgical tables, surgical lights & booms, neonatal care equipment to hospitals and surgery centers).
  • C-Level sales of capital equipment and revenue enhancement products and services.
  • Design and implement consultative value selling training program.
  • Determine and document sales processes, buyer's journey and selling best practice for core products.
  • Evaluate all company financials, analytics and metrics to improve gross profit through efficiencies while maintaining growth.
  • Create succession plan for founder and CEO to step down.
  • Design market specific sales training program and companion sales performance evaluation tools.
Regional Sales Director 01/2012 to 08/2014
DJO Global-California/Nevada
  • DJO Global-Recovery Sciences California/Nevada Regional Sales Director: Hire, develop and direct the sales efforts of 23 Direct Reps and 6 Distributorship sales team selling bone growth stimulators, back bracing and non-narcotic pain management devices to orthopedic surgeons, medical clinics and hospitals in California, Northern Nevada and Hawaii.
  • Finished 2013 98% to quota.
  • Division finished at 91% to quota.
  • Region was ranked #2 out of 19 based on quota and growth for 2013.
  • 2012 was the first time in 3 years the region has made any quarterly quotas.
  • Recruited several large distributors to jump start growth in 2013.
  • Territory is in a rebuilding stage.
  • 6 out of 11 direct reps exited the company in 2012.
Regional Sales Manager 06/2009 to 12/2011
Orthofix-Western Region
  • Hire, develop and direct the sales efforts of 9 Direct and 32 Distributor Sales Representatives selling orthopedic post-operative, functional bracing and DME billing solutions to orthopedic surgeons, C-Level, hospital directors, surgery center management, PA's, physical therapists in the Western (13) United States.
  • Western region finished 2010 #1 out of 5 regions.
  • 18M in sales, 7% growth.
  • Breg Avg.
  • 0%) Transition Team Leader for acquisition of Omnimotion.
  • Produced 2010 Rookie of the Year.
  • Blake Gibbons Produced 2010 Tier 2 Distributor of the Year.
  • Glacier Medical Hired 6 new Sales Representatives in last 18 months,.
  • 1 out of 5 Region's for Ortho Select service growth 2010.
  • 1 out of 5 Region's for newly launched product sales 2010.
  • 2 out of 5 Regions in GPO sales growth.
  • Responsible for 9 Direct Sales Representatives, 3 Independent Sales representatives, 11Service Representatives and 6 Distributors (52 Distributor Sales Reps).
  • Temporary region responsibilities have been adjusted to focus on improving field operations of Omnimotion.
  • Responsible for 13 Billing Sales Reps, 23 Patient Service Reps, 1 Office Manager.
Regional Sales Manager 12/2005 to 06/2009
Maquet, Inc-Western Region

Managed the sales and support efforts of a team of direct sales personnel, clinical support personnel selling (capital equipment) heart/lung machines, disposables, ventilators, surgical lights & tables in the Western United States.

  • Critical Care & Surgical Division sales #2 out of 5 regions.
  • 2008 Produced the Sales Rookie of the Year.
  • 2007 Cardiopulmonary sales #1 out of 2 regions 2007 #1 out of 2 Region for capital equipment sales, 2007 #1 out of 2 Region for Quadrox-D sales with top two producing Sales Representatives, 2006 Hired and trained four new Sales Reps and one Clinical Apps Specialist for this new division ended year #2 out of 2 regions.
  • Sales Logix sales management leader/representative for the design and implementation of CRM.
  • Responsible for dashboard layout design, key metric report design and field training program.
  • Member of the Maquet Six Sigma team to improve the sales process.
  • Responsible for the development, implementation and training of Evidenced Based Selling to the entire sales force.
Account Executive 09/2000 to 11/2005
The Sorin Group- California
  • Sale of capital equipment and disposable soft goods for cardiac surgery.
  • Sales cycle may include Perfusionists, Surgeons, Department Managers, Material Management, CFO.
  • I finished 2005 as the #1 Salesperson at Cobe.
  • I finished 2004 as the #3 Salesperson.
  • Received "Award For Excellence" as a member of the 100% Club for 2001, 2002, 2003, 2004.
  • Highest Dollar Volume" Award for Heart/Lung Machine Equipment Sales 2003 Million Dollar Club" Award for Heart/Lung Machine Equipment Sales 2004 & 2005 Doubled the territories number of contractual disposable accounts in four years.
Investment Broker 04/1998 to 08/2000
A.G. Edwards & Sons, Inc. & Fortis Investments- Sacramento, CA
  • Sale of investment vehicles, and expanding client base.
  • Nations #1 rookie, November 1998.
  • Promoted out of the "Bull Pen" for selling $400k of commissionable investments in sixth month.
Capital Equipment Specialist 01/1996 to 03/1998
Orthopedic Systems Inc- California
  • Sale of spinal and orthopedic surgical tables and related devices to surgeons for purchase by their hospital.
  • Joined OSI as a capital equipment specialist to support field sales team for opportunities over $300k.
  • Closed a record $5.5M in 1997, almost doubling 1996 sales of $3.2M.
Sales Representative 09/1990 to 12/1995
Midmark Corporation- California
  • Sale of capital equipment including; orthopedic fracture tables, general surgical tables, surgical lighting and hospital stretchers through successful coordination of multiple physician and departmental channels.
  • Territory included Northern California, Northern Nevada and Southern Oregon.
  • Nationwide Market Share Leader for 1993.
  • Nationwide Surgical Light Sales Leader for 1993.
  • Super Seller of the Year (the highest attainable honor) 1992.
  • Nationwide Market Share Leader for 1992.
  • Nationwide Hospital Stretcher Sales Leader for 1992.
  • Member of Midmark's "100 % Club" for 1991, 1992, 1993, 1994 and 1995 Trauma & Bariatric specialist for California Central Valley.
MBA Management Fundamentals Certificate Program: Jan 2005 Tulane University -
Bachelor of Science: Business Administration Accounting The Ohio State University, School of Administrative Science - Business Administration Accounting
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Resume Details

This is a real resume for a Vice President of Sales in PELHAM, New York with experience working for such companies as Jm Keckler Medical California, Djo Global California, Nevada. This is one of the hundreds of Vice President of Sales resumes available on our site for free. Use these resumes as templates to get help creating the best Vice President of Sales resume.

Previous Companies:

  • JM Keckler Medical California
  • DJO Global California
  • Nevada

Previous Job Positions:

  • Vice President of Sales
  • Regional Sales Director
  • Regional Sales Manager
  • Account Executive
  • Investment Broker


  • Tulane University
  • The Ohio State University, School of Administrative Science

Level of Education:

  • MBA Management Fundamentals Certificate Program
  • Bachelor of Science

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