Thomas Johnson has more than 17 years of Sales, Sales Leadership and Senior Sales Leadership experience in the highly co...
THOMAS H. JOHNSON, MBA
● Duluth, GA 30097 ● 770.842.1768 ●
[email protected] ● www.linkedin.com/in/TomJohnsonMBA
A WARD W INNING S ALES L EADER More than 17 years of Sales, Sales Leadership and Senior Sales Leadership experience in the highly competitive pharmaceutical industry. A strategic and results-oriented Sales Leader, who leads by example, aligns resources, unleashes individual talents, utilizes customer insight and builds long-standing relationships. Consistently recognized for outstanding performance.
Human Pharma: 10+ years of Sales and Sales Leadership in Human Pharma with experience in multiple therapeutic areas including, but not limited to: Antimicrobials, CNS, Allergy, Pain & Inflammation
Animal Health: 7+ years of Sales Leadership, Senior Sales Leadership and Business Development experience in Animal Health (Companion Animal)
Areas of Expertise
Strategic Planning
Sustainable Relationship Development
Consultative Sales
Leadership, Coaching & Mentoring Training & Development
Performance Management Operations Market Development Cross-Functional Collaboration & Communication
Professional Experience ZOETIS, INC., Atlanta, GA
4/2014 to 7/2015
World’s largest producer of medicine and vaccinations for pets and livestock
REGIONAL BUSINESS AND DEVELOPMENT MANAGER Worked closely with East Region leadership team to further enhance the overall effectiveness and sales performance of the companion animal health sales force. This role focused on present needs of developing new and experienced colleagues toward business objective attainment.
Modified Business Plan template in an effort to focus sales teams to a more strategic / tailored approach to target accounts. Coached on strategies to identify and target highest actual / potential accounts in territory for each product category and develop SMART goals that are in alignment with specific account needs.
CHUCK LATHAM ASSOCIATES, INC. – Atlanta, GA
7/2013 to 4/2014
Specializing in Companion Animal, Veterinary and Farm Ag products
VICE PRESIDENT, VETERINARY BUSINESS DEVELOPMENT Developed contract sales teams for companies within animal health industry. Hire, train and develop talented contract Sales Managers and Representatives to meet clients’ needs and drive the sales of products and services.
Piloted a new line of business in veterinary channel and successfully secured first signed contracts with four companies. Chuck Latham Associates, Inc. representatives to represent the product lines from each of these companies to target veterinary hospitals in two major US markets.
THOMAS H. JOHNSON
[email protected] ● Mobile: (770) 842-1768 ● Page 2
MERCK & CO., INC. – Atlanta, GA
1/2007 to 12/2011
Global pharmaceutical company
AREA SALES DIRECTOR: KEY ACCOUNT DIVISIONS, COMPANION ANIMAL, 2008 to 12/2011 Promoted to oversee two new companion animal Key Account divisions: Wellness and Shelter WELLNESS DIVISION: Hired, managed, and motivated team of 4 Regional Managers and 35 sales representatives targeting ~2,400 of the highest potential veterinary practices across the U.S. Maximized sales opportunities for product portfolio via extensive account needs assessments, development of strategic account business plans and comprehensive value creation. Launched value-add programs (VAPs) that significantly improved relationships, increased market share, and increased sales with major accounts. o Completed 139 Value Add programs in all 4 Wellness regions combined with a total of 217 high potential target accounts participating o Increased annual sales an average of 17% from baseline (prior to VAP) through Dec. 1, 2011 ($5.45M @ baseline vs. $6.4M as of Dec. 1, 2011) in these accounts SHELTER DIVISION: Hired, motivated, and led Regional Manager with 11 sales representatives in major metropolitan areas across the U.S. Focused on animal welfare channels and penetrated new markets with vaccine and HomeAgain® microchip product lines. Performed a full range of sales prospecting and qualifying, needs assessment, and data gathering for potential accounts.
Converted 61% of primary accounts (363 out of 597) to HomeAgain® product. Of the 363 converted accounts, 268 (or 74%) chose pre-paid bundle program 62% of accounts signed Merck Animal Health vaccine account agreements
SOUTHEAST REGIONAL SALES MANAGER, 2007 to 2008 Directed daily operations of sales force responsible for HomeAgain® Microchip Pet Recovery. Sold to ~1,770 veterinary hospital and shelter facilities within Florida, Georgia, Alabama, South Carolina, and Tennessee. Hired, managed and coached up to 17 sales representatives. Created account tracking tools that predicted potential sales and designed to increase sales representatives’ strategic approach and revenue results. Tools were well received and later incorporated into the entire organization.
PFIZER, INC. – Atlanta, GA
10/1996 to 12/2006
Global pharmaceutical company
DISTRICT MANAGER, POWERS RX DIVISION / APM DIVISION, 2003 to 2006 Piloted 3 representative teams of up to 11 Primary Care, Specialty, and Hospital Representatives. Experience in vast therapeutic areas including: Antimicrobials; CNS and Pain & Inflammation. Recruited and selected Pfizer representatives and managed performance. Assisted representatives in meeting goals and corporate objectives; created positive and rewarding work environment. Developed and implemented strategies to achieve district goals. Facilitated District Meetings, monitored district budget, and controlled all expenses. Quota Achievers award winner: 2003, 2004, and 2005 ASSISTANT TO REGIONAL MANAGER, POWERS RX - SOUTHEAST REGION, 2001 to 2003 Led training and onboarding for representatives in SE Region. Liaised between SE Management and HQ to monitor and resolve sales service needs. Provided solutions and addressed inquiries regarding data integrity, disease management, material and starter ordering. Conducted field rides throughout region to diagnose performance. Worked closely with various District Managers with set-up and execution of quarterly district meetings.
THOMAS H. JOHNSON
[email protected] ● Mobile: (770) 842-1768 ● Page 3
INSTITUTIONAL HEALTHCARE REPRESENTATIVE, 1997 to 2001 Sold Pfizer and co-promoted products at large, influential hospitals in Tampa Bay area. Key accounts included Tampa General Hospital, H. Lee Moffitt Cancer Center, James A. Haley VAMC, Bay Pines VAMC, Bayfront Hospital, Kindred Hospitals, MacDill AFB Hospital, and St. Joseph’s Hospital. Oversaw territory of 3000+ beds and 204 residents and fellows; supported District Manager with set up and execution of all team meetings and served as mentor. Recipient of LATU Most Valuable Player Award, 2001 Honored with District Teamwork Award, 1998 Received Regional Institutional Healthcare Representative of the Quarter Award, 1998 Assisted in speaker development of 23 medical professionals Collaborated with hospital department heads, resulting in implementation of 7 clinical pathways and protocols HEALTHCARE REPRESENTATIVE, 1996 to 1997 Represented Tampa, FL district and called on approximately 300 physicians from N. Clearwater to Hudson, FL that included six hospitals with a total of approximately 1.25K beds. Named Representative of the quarter for 3 consecutive quarters, 1997 Awarded District Sales Representative of the Year, 1997 Received Rookie of the Year for Powers Rx Southeast Region, 1997 Recognized as Powers Rx National Representative of the Year, Vice President’s Cabinet Award, and Circle of Excellence Award, 1997
Education Master of Business Administration – Barry University – Miami, FL Delta Mu Delta National Honor Society Bachelor of Arts in Communications – University of New Hampshire – Durham, NH Collegiate Football (Full athletic scholarship)
