JAY COSTELLO
Midlothian,USA
Summary
Channel Integration Manager with extensive experience in driving multi-million dollar sales and fostering partnerships with major distributors including Medline, Owens & Minor, McKesson, and Henry Schein. Expertise in Respiratory Point of Care, Molecular, ID/AST equipment, and preanalytical product sales through Trade Channel. Collaborates with Marketing to enhance sales campaigns, product launches, and distribution channel compensation programs. Skilled in negotiating Distribution Agreements and Growth Incentive Sales Programs.
Overview
37
37
years of professional experience
Work History
Channel Integration Manager
BD Integrated Diagnostic Solutions
Richmond, Virginia
03.2023 - Current
- Manage $450MM in Diagnostic business portfolio while ensuring productive partnerships at Medline and Owens & Minor.
- Support the BDX Channel Management Team as subject matter expert along with the development and execution of commercial programs and activities across multiple BD Diagnostic product portfolios.
- Deliver the BD Diagnostics product line value messaging while also engaging with distributor field organizations on commercial programs, product training, supply issues and allocations.
- Developed a plan with Marketing, Finance and Contracting to secure a 3-year Medline Platinum Program to protect and grow the $40MM Point of Care respiratory portfolio. Gained 10% market growth in Year 1.
Regional Channel Specialist-Southeast
BD Integrated Diagnostic Solutions
Richmond, Virginia
01.2022 - 03.2023
- Established key distributor contacts at the regional and district levels, supporting meetings and training to help facilitate detailed execution of BD sales strategies.
- Led the execution of Molecular platforms for contracting and retention strategy to streamline the process and shorten the selling cycle.
- Participate in calls with Microbiology, Molecular and Point of Care teams to drive sales activities, building strategies, developing tactics to uncover competitive opportunities.
- Regular communication with Sales Leadership and Marketing share ideas and successes.
Molecular Sales Specialist
BD Integrated Diagnostic Solutions
Richmond, Virginia
10.2019 - 01.2022
- Responsible for selling Molecular equipment platforms and pull through of complete molecular assay portfolio in North Carolina and Virginia territory.
- Primary focus on Hospital and Physician Owned laboratories.
- Collaborate with Distributors to develop and implement strategies in non-Acute Care settings.
- In FY’20, finished #1 for growth over budget at 125%.
Sales Consultant
BD Preanalytical Solutions
Richmond, Virginia
12.2018 - 09.2019
- Drive sales and service for all Preanalytical blood and urine sample products in core and micro laboratories and nursing.
- Achieved 103% to Budget and 107% to Prior Year on a $14MM territory in FY’19.
- Reversed a final decision at UVA to move to competitive blood collection products, earning back $1MM in business.
- Strong focus on hospital wide urine collection products demonstrating value story to Core Lab, Microbiology Lab, Infection Prevention, Occupational Health and Supply Chain.
- Proactively communicate with hospital and Distributor to assure contract pricing is loaded and optimal inventory levels are established.
Senior Account Manager
BD MedMined
Richmond, Virginia
02.2017 - 12.2018
- Managed the post sales implementation process, contract expansion and service renewals for our electronic surveillance technology utilized by Infection Prevention and Pharmacy.
- Multiple call points in acute care hospitals, including Infection Prevention, Pharmacy, Risk Management, Quality, IT, and C-level decision makers. Focused on streamlining Antimicrobial Stewardship efforts.
- Successful, multi-year contract renewals at Trinitas Health, Mohawk Valley Health System and NYU-Winthrop valued at $1.8MM.
Vascular Access Sales Consultant/Nexiva IV Catheter Specialist
BD Medical Surgical Systems
Richmond, Virginia
10.1999 - 01.2017
- Targeted key decision makers in Nursing, ED, Oncology, Pharmacy, and Anesthesia to promote our core line of products including intravenous catheters, anesthesia trays and closed system devices for handling hazardous drugs.
- IV Catheter conversions included Carillion Health System, Howard University and Chesapeake General with a total value annually at 4MM.
- Manage complete team selling process, from developing targets, economic models, evaluating, implementing products and retaining business.
- Presidents Club FY‘06.
- Sales Leadership Club FY‘05-’07 and ’13.
Territory Manager
BD Consumer/Diabetes Health Care
Richmond, Virginia
07.1996 - 10.1999
- Conducted sales presentations and clinical education training with physicians, nurses, and pharmacists on diabetes care products.
- Worked closely with Drug Wholesaler field sales to assure diabetes product placement in retail pharmacies for pull through business.
- Rewarded with two annual golf trips for increasing BD product placement in independent retail pharmacies while working jointly with the Bergen Brunswig sales representatives.
Territory Manager
Schlage Lock Company
Richmond, Virginia
04.1988 - 02.1996
Education
Bachelor of Science - Management
University of Massachusetts
Amherst, Massachusetts05.1986
Skills
- Channel management
- Customer relationship management
- Team collaboration
- Effective communication
- Problem solving
- Performance metrics
Timeline
Channel Integration Manager
BD Integrated Diagnostic Solutions
03.2023 - Current
Regional Channel Specialist-Southeast
BD Integrated Diagnostic Solutions
01.2022 - 03.2023
Molecular Sales Specialist
BD Integrated Diagnostic Solutions
10.2019 - 01.2022
Sales Consultant
BD Preanalytical Solutions
12.2018 - 09.2019
Senior Account Manager
BD MedMined
02.2017 - 12.2018
Vascular Access Sales Consultant/Nexiva IV Catheter Specialist
BD Medical Surgical Systems
10.1999 - 01.2017
Territory Manager
BD Consumer/Diabetes Health Care
07.1996 - 10.1999
Territory Manager
Schlage Lock Company
04.1988 - 02.1996
Bachelor of Science - Management
University of Massachusetts
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