Michael Agnew
Tustin,CA
Summary
Executive Level Sales and Operations Manager Senior leader with 20 plus years of sales and operations management experience in a B2B, B2B2C, and Direct-to Consumer distribution environment. Extensive track record of consistently delivering results and managing priorities in a changing environment. Core competencies include: MarketPlaces – Amazon, Walmart Omni-Channel Retail Website Development & Analytics Manufacturer Channel Strategy Consumer Marketing Amazon Seller Central Execution of Effective Sales Strategies Functional Collaboration Team Building and Leadership Employee Development Effective Distribution Systems Budgeting, Forecasting, and Analysis organization and communication skills to manage and lead teams. Results-oriented individual well-versed in interfacing and consulting on business processes to drive results based on sound overall business judgment.
Overview
19
19
years of professional experience
Work History
Vice President
McKesson Medical Surgical
Tustin, CA
01.2017 - Current
- Manage team that supports D2C online sales into Omni-Channel, PurePlay, and MarketPlace customers across the Unites States
- Manage one of the fastest growing emerging sales teams within McKesson
- Work with Brands/Manufacturers to distribute their product through retail channels such as: Amazon, Walmart, Omni-Channel, Pureplay, and other online channels
- Lead redesign of the B2B2C eCommerce go to market strategy and integration of customer facing tools such as: Salsify, Channel Advisor, Commerce Hub, etc
- Implemented Amazon Prime Badging (SFP) nationally through McKesson’s DC network
- Work closely with McKesson Pharma Retail National Accounts (RNA) to bring Omni-Channel eCommerce solutions to their customers
- Developed tools to monitor and report on 60K product assortment being sold online to drive opportunity, compliance, and manufacturer buyside.
West Region Manager
McKesson Medical Surgical
01.2011 - 01.2017
- Responsibility for $150 million in revenue including: National Accounts, Regional Account Managers, Inside Sales, and full P&L ownership
- Region of the year FY15, FY16, FY17 and President’s Club trip winner
- Finished last fiscal year (3/31/16) with 52% year over year independent DME growth!
- Finished FY16 Ignite preferred supplier initiative in first place
- Redesigned sales process and it is currently being implemented across McKesson Extended Care
- Built a P&L Return on Investment Calculator (ROI) to communicate value programs to the customer
- This calculator was rolled out at our national sales meeting and one of the primary drivers of success.
West Region Manager
Zee Medical
Irvine, CA
01.2008 - 01.2011
- Responsibility for $25 million revenue, $2.5 million in EBIT, 9 Sales Managers, Office Manager and 130 Sales Representatives servicing more than 30,000 customers
- Other responsibilities include budgeting, sales incentives, fleet, human resources and collections
- Delivered FY10 plan by restructuring sales support resulting in 14% pickup in earnings
- Lead cross-functional team that re-designed sales training for entire organization
- Implemented Road Show routing software and realigned selling areas to maximize field productivity
- This consolidation reduced headcount and realized significant savings for the company
- Actively involved in the sales process
- Negotiated numerous contracts for license, support, and professional services
- Managed annual budgeting process, planning discipline, and expense tracking
- Focused on Talent Review Process (TRP) building bench strength in the region from within the company
- Participated on cross-business team to design effective training programs for McKesson Medical Surgical sales management.
Manager Enterprise Sales Group
Zee Medical
Irvine, CA
01.2007 - 01.2008
- Reporting directly to the President, managed a team of C-Suite Sales representatives with a crucial role in identifying, securing, and executing large corporate sales across the entire United States
- Finished 2008 at 118% to revenue goal with even greater year over year results
- Implemented a customized version of Millar Heiman and redesigned the entire sales process including buyer views, milestone manager, and Client Alignment Parameters (CAPS) system
- This process focused sales efforts, increased close ratio and lowered travel costs
- Developed close working relationships with our manufacturing partners and manufacturer reps
- Cultivated new lead management process by mining existing database to identify cross-selling opportunities
- Managed annual budgeting process, planning discipline, and expense tracking
- Mid 2008 - identified as ideal candidate to execute turnaround in underperforming Western Region.
National Sales Manager
Zee Medical
Calgary, Canada
01.2004 - 01.2007
- Reporting to the Director of Canadian Operations, managed the National Sales Force which included 5 Sales Managers, Enterprise Sales Team, and 57 Sales Representatives
- Consistently delivered double digit growth year over year by effectively planning, managing, and focusing on the growth areas of the business
- Added 5 – 10 new selling territories each year
- Established, reviewed & evaluated manager and rep performance on a monthly, quarterly and annual basis
- Managed annual budgeting process, planning discipline, and expense tracking.
Education
Bachelor of Science - Business
University of Phoenix
Irvine, CA12.2011
Skills
- Lead Generation
- Change and Growth Management
- Board Oversight
- Microsoft Office
- Business Development
- Executive Leadership
- Strategic Planning
- Process Improvement
- P&L Responsibility
- Deal Structuring
Affiliations
Special Advisor Pharmapacks Board 2019 - 2021
Executive Development – Impact Leadership Group
Rising Leadership, – Ken Blanchard Group, Marshal Goldsmith, Pilot Consulting
Miller Heiman – Strategic Selling
Targeted Selection Interview Process, –DDI World
Timeline
Vice President
McKesson Medical Surgical
01.2017 - Current
West Region Manager
McKesson Medical Surgical
01.2011 - 01.2017
West Region Manager
Zee Medical
01.2008 - 01.2011
Manager Enterprise Sales Group
Zee Medical
01.2007 - 01.2008
National Sales Manager
Zee Medical
01.2004 - 01.2007
Bachelor of Science - Business
University of Phoenix
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