Summary
Overview
Work History
Education
Skills
Accomplishments
Training
Timeline
Generic

JERRY P. RUSSELL

Spring Hill

Summary

Experienced medical/surgical sales professional with 20 years of experience in acute, post-acute, and ambulatory healthcare settings. Skilled in prospecting, consultative selling, business development, and building client relationships. Recognized for delivering impactful sales presentations, possessing extensive product knowledge, and conducting engaging sessions with healthcare professionals. Trusted advisor known for identifying client needs, providing customized solutions, and capturing new business opportunities. Strategic product expert who utilizes market trends, teamwork, and proactive strategies to improve product performance and achieve significant results.

Overview

33
33
years of professional experience

Work History

Extended Care Product Specialist – Post Acute

Cardinal Health
12.2019 - Current


  • Provided product demonstrations and in-service to facilities and staff on nutritional delivery, wound vacs, advanced wound care, incontinence products, sharps and specialty custom trays to showcase functionality.
  • Supported strategics accounts sales during client meetings by providing expert knowledge on specific features or functionalities of the given product line. Help support Kangaroo OMNI conversion implementation to one of the largest part B billiers in the US market.
  • Collaborated with acute counter part to close the first children's hospital and extended care account on the Kangaroo OMNI. New business with over $200,000.
  • Provided coaching and mentoring to team members.
  • Boosted customer retention by providing exceptional product support and addressing user concerns.
  • 2023 Champions Award Winner
  • 2021 Champions Award Winner
  • 2021 Awarded Sales Excellence (105% over quota)

Surgery/OR Products Specialist Representative – Acute

Cardinal Health
11.2014 - 11.2019
  • Developed strategic sales plan to achieve sale quotas in the north Alabama and middle Tennessee acute care market by driving sales in Cardinal core value base branded Surgical/Medical products including additional new products acquired from Medtronic (Covidien) patient recovery minimally invasive therapies in the acute care space in a $4,500,000 territory.
  • Territory consists of a major IDN Huntsville Hospital (2,000+ beds) and other national IDNs acute hospitals. My primary focus is selling Cardinal surgical products to surgical departments, Cath lab, Endo lab, L&D and General Medical products to in-patients nursing floors, Intensive care units (ICU), ER, Radiology and various other patient care departments.
  • Converted $900,000 in new surgical gloves business, organized and led a team of twelve (12) support staff to assist during a one (1) week successful in-service and product conversion.
  • First (1st) the nation to present, sale and in-service Cardinal Health new polypropylene (PI) orthopedic surgical glove product.
  • Converted Northwest Alabama Surgical gloves from Ansell to Cardinal PI brand (latex free) $200,000
  • Demonstrated value base selling to convert a customer from standard surgical packs to custom surgery packs, drapes and gowns (OR, Cath lab and L&D) $300,000 new business and added $100,000 in new surgical gloves.
  • Organized and led a team of five (5) representatives to install over 800 suctions canisters throughout a newly built acute care hospital and achieved installation two (2) days ahead of schedule prior to customer final state inspection.
  • Provided exceptional customer service by promptly addressing concerns or issues raised by clients.
  • 2019 Champions Award Winner
  • 2019 Awarded Sales Excellence achieved 117% to plan over quota
  • 2018 Champions Award Winner (recognize for achieving plan 4 out of 6 years)
  • 2018 Awarded Sales Excellence achieve 114% percent to plan over quota
  • 2018 Awarded Goal Achievement (over 100% to quota)
  • 2017 Awarded Sales Excellence by overachieving 107% to plan
  • 2017 Awarded Goal Achievement (over 100% to quota)
  • 2016 Awarded Goal Achievement 104.5% to plan


Ambulatory Surgery Center Sales Representative

Cardinal Health
07.2012 - 11.2014
  • Dedicated position to build entrusting relationships and provide excellent service in managing the integrity of the overall Ambulatory Surgery Centers (ASC) customer base. Develop strategic sales plans to achieve sales quota and drive value through cost savings by selling Cardinal Health mix of private brand and self-manufactured products and services.
  • Focus on customer growth and maintenance, prospecting, GPO contract management, national manufactures, logistics and national accounts.
  • Present solutions to ASC customers to help streamline their business operations, medical and surgical product mix and spend. To provide solutions that will allow them to increase profitability; which will allow them to focus on better patient care and outcome.
  • Solutions include: Cardinal Health self-manufactured and private brand, Orthopedic Solutions, customer packs and kits, materials management software solutions, Opti-freight management solutions and Pharmaceuticals.
  • Proficiently utilizing Salesforce.com, Atlas and signature savings to manage and track territory.
  • Market includes: Middle TN, Knoxville, Chattanooga, Tri-cities and North Alabama.
  • 2014 Incentive Trip winner (finished in the top 5% overall).
  • 2014 Awarded Sales Excellence with over (110% to quota).
  • 2014 Awarded Goal Achievement (100% over quota).
  • 2014 ranked #1 overall March, April and May 2014 on MBO goals.
  • Ranked #2 overall in Emerge (orthopedic hardware) wins.
  • Ranked 1st overall in Opti-freight wins.

Ambulatory and Surgery Center Consultant – Post Acute/Physician office

Cardinal Health
11.2010 - 06.2012
  • Medical/Surgical sales consultant assigned to Surgery Centers, physicians’ practices, post-acute specialty hospitals, national accounts and urgent cares in middle Tennessee.
  • Growth goals included: Lab, capital equipment, Cardinal private and self-manufactured products; Electronic Medical Records (EMR) and new facility setup.
  • 2011 Opened over 40 new accounts
  • 2011 Awarded private brand incentive award based on growth over prior year.

Hospital Supply Medical-Surgical Sales Consultant

Cardinal Health
04.2007 - 11.2010
  • A dedicated position to build entrusting relationships and provide excellent service in managing the integrity of the overall acute hospital medical surgical supply chain. Develop strategic sales plans to drive value through cost savings by selling Cardinal Health Private Brand and Self-Manufactured products and services.
  • Lead and collaborated with Cardinal representative from surgical products, Alaris, Air-life, Pyxis, lab and medical division of Cardinal strategically sale into accounts.
  • Medical Surgical Products into each department with-in the assigned Hospitals in my territory including OR, ED, ICU units, L&D, Cath-Lab and Ambulatory Surgical Centers. These products include Branded Products distributed with over 2200 manufactures and Cardinal self-manufactured products.
  • Manage $24,000,000 territory in Central and Southeast Alabama.
  • Manage two (2) Major Value Link (Low Unit of Measure) JOT distribution accounts.
  • Developed and streamlined processes at Baptist Health around pricing & contracts management; utilization of PCN, CPA and GHX.
  • Documented one of the first successful closes on new product HEMCON October 2007 $50,000 in sales. This product was sold to the Cath lab at Baptist Health in Montgomery AL.
  • Collaborated with Cardinal Presource representative to win $4,000,000 surgical pack program.
  • Collaborated with Opti-freight representatives to document one of the first closes in the Southeast over $100,000 worth of new businesses.
  • 2009 Awarded 2008 Goal Achievement. (102.4% to plan with a 6.19% growth over Prior Year).

Hospital Sales Representative - Acute/Post-acute

Tri-State Hospital Supply Corporation Centurion Healthcare Products
09.2004 - 04.2007
  • Develop strategic plan for developing sales growth in a historically under preforming territory.
  • Emergency Dept: Instrument trays and kits, specialty instruments and dressings, catheters kits.
  • Surgery-OR, Anesthesia: Instruments trays, specialty instruments, specialty dressings, Epidural trays, IV start kits, Extension sets, sterile labels
  • OB, Nursery, Labor and Delivery: C-sections and delivery trays, circumcision and collection kits.
  • Radiology, Cath Labs, ICUs, Infectious control, IV Therapy: IV Start, PICC, CVL and IJ dressing change and insertions kits, needlestick prevention systems.
  • Pharmacy, Labs and Material Management. Labels, Kits & Trays, and Patient Plastics.
  • Consistently produced steady growth in sales, commissions and margins in assigned territory of 30 (thirty) Hospitals. All sales were non-GPO supported products.
  • September 2004 (starting) monthly sales $207.00, commissions $8.61, margin 4.15%, Year-end (YE) sales $2161.00.
  • 2006 Awarded “Up’n Coming Representative” for total increase in sales, commissions and margin percent. (PYE) 2006 monthly sales over $20,000, (YE) Total $181,954.00, commissions $15,058.00 and margins 8.3%.

Fine Paper Sales Representative

Georgia Pacific - Bain Capital Unisource Worldwide, Inc. – A subsidiary of Georgia Pacific and Bain Capital
04.2002 - 09.2004
  • Account focus on major commercial printing, major manufacturing, banks, healthcare, state and local government.
  • Consistently ranked in the top five (5) on national sales promotional events.
  • 2003 Achieved plan buster over achievement vs. prior year.
  • 2003 Increased sales to $526,518 vs. plan $500,000.
  • 2004 Achieved Plan Buster for over achievement of plan vs. prior year.
  • 2004 Increased sales to $1,007,575 vs. plan $900,000.

Fine Paper and Packaging Sales Representative

International Paper Company XPEDX – A subsidiary of International Paper Company
08.1998 - 12.2001
  • One of only thirty percent (30%) of national sales force retained after being acquired by International paper.
  • Led entire Birmingham team in graphics supply and equipment sales.
  • Increased sales during a forty (40) month period from $500,000 to $1.9 Million.
  • Awarded Over Achiever for increasing gross profit percent for 15% to 19%.

Sales Representative

Mead Paper Company Zellerbach - A division of Mead Paper Company, purchased by International Paper in Aug 1998
01.1997 - 08.1998
  • Entrusted to manage the Division top twenty (20) commercial printing accounts.
  • Developed new accounts while increasing gross profits by 25% on existing accounts.

Business Unit Manager

PressStock Zellerbach – A Division of Mead Paper Company
05.1992 - 01.1997
  • Under my leadership the Birmingham PressStock Zellerbach division became the fastest growth division in the Nation.
  • 1993 to 1997 Accomplished goals and plan.
  • 1996 #1 in sales and gross profits in the southeast.

Education

Bachelor of Science - Human Resources Management

Faulkner University
Montgomery, AL
01.1996

Skills

  • Customer relationship management
  • Product knowledge training
  • Successful product launches
  • Market-based pricing strategy
  • Demonstration expertise
  • Strategic product placement
  • Product lifecycle management
  • Business analysis

Accomplishments

    Presidents Club Winner

    Incentive Trip Winner

    Champions Club Winner (multi-year)

    Sales Excellence Award (multi-year)

Training

  • Cardinal Health: Hospital Supply Medical-Surgical CAST Phase I, II & III
  • Challenger Selling
  • Situational Sales & Negotiations – Cardinal Health & Bay Medical
  • S.P.I.N Selling- Cardinal Health
  • Hospital Supply Chain – Cardinal Health
  • Healthcare Industry Academy- The Advisory Board Company & Cardinal Health
  • Medical and Surgical Products Training – Cardinal Health & Centurion
  • Dimension of Professional Selling - Jack Carew International Paper
  • Proficiency in Microsoft office, Cardinal.com, I-price, salesforce.com, Atlas and Signature savings

Timeline

Extended Care Product Specialist – Post Acute

Cardinal Health
12.2019 - Current

Surgery/OR Products Specialist Representative – Acute

Cardinal Health
11.2014 - 11.2019

Ambulatory Surgery Center Sales Representative

Cardinal Health
07.2012 - 11.2014

Ambulatory and Surgery Center Consultant – Post Acute/Physician office

Cardinal Health
11.2010 - 06.2012

Hospital Supply Medical-Surgical Sales Consultant

Cardinal Health
04.2007 - 11.2010

Hospital Sales Representative - Acute/Post-acute

Tri-State Hospital Supply Corporation Centurion Healthcare Products
09.2004 - 04.2007

Fine Paper Sales Representative

Georgia Pacific - Bain Capital Unisource Worldwide, Inc. – A subsidiary of Georgia Pacific and Bain Capital
04.2002 - 09.2004

Fine Paper and Packaging Sales Representative

International Paper Company XPEDX – A subsidiary of International Paper Company
08.1998 - 12.2001

Sales Representative

Mead Paper Company Zellerbach - A division of Mead Paper Company, purchased by International Paper in Aug 1998
01.1997 - 08.1998

Business Unit Manager

PressStock Zellerbach – A Division of Mead Paper Company
05.1992 - 01.1997

Bachelor of Science - Human Resources Management

Faulkner University

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JERRY P. RUSSELL