James Derrenbacher
Cicero
Summary
Dynamic sales leader with a proven track record of consistently exceeding targets across diverse selling environments and organizations. Expertise in start-up initiatives, product launches, and team leadership, complemented by a strong focus on driving regional market share growth. Skilled in crafting and executing strategic sales plans that promote sustained revenue increases. Recognized for exceptional leadership and negotiation skills that enhance team performance and facilitate the successful closure of high-value deals.
Overview
22
22
years of professional experience
Work History
Upstate NY Key Account Manager
Ocular Therapeutix
01.2024 - Current
- Responsible for Dextenza (Buy & Bill) sales throughout Upstate NY. Call points consist of ophthalmologists and ASC’s/Hospitals, as well as staff within the office and surgical setting. Responsible reimbursement, and pull-through.
- Ranked 13/45 at 115% to plan, YTD 2025
- Silver Circle Winner & Rookie of the Year, 2024
- Exceeded sales goal for six consecutive quarters, 2024-2025
- Final 2024 ranking: 6/45, 148% to plan
- Led nation in % growth of unit sales at 66%, 2024
- Winner of Hit the Bullseye Sales Contest, Q3, 2024
- Grew underperforming territory from 45/45 (Q1) to 6/45 (Q4), 2024
- Territory growth: 43% (Q1), 108% (Q2), 199% (Q3) to 220% (Q4), 2024
- Successfully relaunched Ocular Therapeutix and Dextenza in underperforming territory.
National Sales Director
Pine Pharmaceuticals
01.2015 - 01.2024
- Launched organization and full product portfolio into the ophthalmic marketplace. Call points included offices, hospitals, and ASC’s. Responsible for Northeast sales, national key accounts, and building/leading national sales force.
- Grew Northeast sales territory from $0 (2015) in revenue to ~$8M (2023)
- Excess of $80M in sales throughout tenure, 2015-2023
- Hired, trained, developed, and led national ophthalmic salesforce (8 members), 2018-2024
- Facilitated 20+% growth year-over-year (YoY), 2015-2024
- Maintained over 80% Avastin market share, Customer retention rate of 90+%, 2015-2024
- Promoted to National Sales Director, 2018
- Primary focus: Retina (Avastin) and ASC’s (surgical portfolio), 2015-2024
Hospital Account Manager
Zoll Medical
01.2014 - 01.2015
- Promoted wearable defibrillator (LifeVest) in hospital settings (cardiology, Cath lab, ICU) to cardiologists, NP’s, PA’s.
- Overall sales at 105% to quota, 2015
- Winner of Fast Start contest, 2014
Ophthalmic Surgical Account Manager
Abbott Medical Optics
01.2012 - 01.2014
- Sold capital equipment (phaco) and accessories (IOL’s, & OVD’s) to cataract surgeons within the surgical setting.
- Exceeded 100% of plan within procedural, accessory, and IOL/OVD sales categories, 2013
- Grew territory revenue 20%, 2012-2014
Northeast Regional Sales Director
Vestara Medical
01.2009 - 01.2011
- Led six-member, start-up team that sold capital equipment to dispose of pharmaceutical waste in the hospital pharmacy setting. Call points included pharmacy, C-suites, and environmental services. Start-up.
- Surpassed nation average on units placed (6)
- Hired, trained, and managed a six-member Eastern sales force.
Regional Sales Manager – New England | Territory Sales Manager – Upstate New York
ISTA Pharmaceuticals, Inc.
01.2004 - 01.2009
- Promoted to District Sales Manager. Directed an eight-member New England sales team responsible for the launch and sales of glaucoma agent, post-cataract NSAID. Responsible for all district administration and results.
- Direct recruit to launch organization and portfolio.
- Ranked #4 out of 13 districts, 2009
- Ranked #8 out of 13 districts, 2008
- Rapidly promoted to District Sales Manager, 2007
- Won President’s Club, Salesperson of the Year, Hawaiian Trip, 2007
- Ranked #1 out of 103 Territory Sales Managers, 2007
- Served as Regional/National sales trainer
- Achieved Top 15% in overall sales, 2005 and 2006
- KOL and Speaker Development
Education
Bachelor of Science - Health Science & Sports Medicine
Lock Haven University
Lock Haven, PASkills
- Ophthalmic Leadership
- Start-up/Launch Experience
- Buy & Bill
- KOL Development
- Office/ASC/Institutional Sales
- Ophthalmic/Retinal Sales
- Surgical Sales
- Practice Development
- Capital Equipment/Device
Timeline
Upstate NY Key Account Manager
Ocular Therapeutix
01.2024 - Current
National Sales Director
Pine Pharmaceuticals
01.2015 - 01.2024
Hospital Account Manager
Zoll Medical
01.2014 - 01.2015
Ophthalmic Surgical Account Manager
Abbott Medical Optics
01.2012 - 01.2014
Northeast Regional Sales Director
Vestara Medical
01.2009 - 01.2011
Regional Sales Manager – New England | Territory Sales Manager – Upstate New York
ISTA Pharmaceuticals, Inc.
01.2004 - 01.2009
Bachelor of Science - Health Science & Sports Medicine
Lock Haven University