Mike Tanner
Twin Falls,ID
Summary
Inspiring manager with extensive experience in [Type] product industries and [Number] years of experience in leadership roles. Skilled at decreasing downtime and spending while increasing sales and customer satisfaction. Organized and dedicated to streamlining procedures. Results-driven Sales Manager bringing [Number]+ years of experience in product development, promotion and optimization. Skilled in developing lasting client rapport based on knowledgeable support and consistent service. Proficient in developing and applying advanced marketing, prospecting and merchandising strategies to accomplish promotional goals. Demonstrated success in building networks and supporting branding objectives.
Overview
23
23
years of professional experience
Work History
Vice President of Sales and Marketing
CP MEdical
Boise, ID-Norcross, GA, ID
01.2014 - Current
- Implemented highly successful sales and distribution model throughout the U.S
- Veterinary distribution channel
- Grown CP Medical to be the largest private brand supplier for Covetrus, both domestic and international
- Manage all international business for CP Medical
- Lead and manage all aspects of global veterinary business as well as international medical/dental business
- Reorganized sales team to be effective in distribution channel that specializes in converting market share through extensive clinic visits with distribution sales teams
- Maintains current high level contacts and relationships with all major veterinary distribution organizations in major global markets
- Responsible for all marketing responsibilities and strategies within CP Medical and with distribution partners
- Actively maintains relationships at multiple levels with distribution partners, from regional sales managers to VP of Sales, VP of Purchasing and VP of Marketing
- Acive member in in several veterinary industry organizations and associations including AVDA, AVMA, BVA and WSAVA
- Report directly to CEO of Theragenics, Inc
- Responsible for business development activities including new product licensing, acquisitions, etc.
- Negotiated contracts with customers while protecting company interests.
- Hired, led and inspired [Number]-person sales team to highest sales levels via training, modeling, support and financial incentives.
- Coordinated with other departments such as finance or operations regarding project timelines or budget allocations.
- Established key performance indicators for evaluating success of sales efforts.
- Maintained accurate records of all sales activities using CRM software.
VP of Sales and Business Development
CROSSFIRE ELITE, INC.
Nampa, ID
11.2012 - 03.2014
- Primary responsibility includes the development and implementation of sales and distribution model in the US and key international markets
- Establishing distribution agreements with national and regional accounts like Cabela’s, Gander Mountain, Scheel’s All Sports, Bass Pro Shops, Sportsman’s Warehouse, Fred Meyer and Academy Sports
- Developing business and marketing strategies for multiple sales channels including co-branding with major firearms manufacturers, independent sales groups, direct independent retailers and regional and national chain retailers
- Managing national distribution accounts with major sporting goods distribution companies like Ellett Brothers, NBS, Big Rock, and others
- Responsible for all aspects of sales and marketing including profitability, pricing, CRM implementation, operating and sales budget goals, planning and forecasting.
- Developed and implemented strategic sales plans to increase revenue and market share.
- Identified potential new markets for product offerings, developed go-to-market strategies, and drove successful launch of products in those markets.
- Created business development opportunities by establishing relationships with key stakeholders within target accounts.
- Conducted industry research to identify trends and competitive threats and opportunities.
- Built strong relationships with partners to drive incremental revenue growth through joint solutions.
US Business Development Consultant
Bharat Serum and Vaccine, PTY., Ltd.
Boise, ID-Mumbai, India
01.2012 - 12.2013
- Manage new business development activities outside of India, focusing on US and EU markets
- Seeking out partnerships, JV’s, in and out licensing opportunities within the human and animal health pharmaceutical sector
- Leveraging former contacts and relationships to find new market opportunities
- Primary focus on oncology, reproduction and animal health products, with a large focus on allogeneic and autologous stem cell therapies
- Multiple projects ongoing and at various stages.
Director/Head, Global Animal Health
Piramal Critical Care, Inc.
Boise, ID
01.2009 - 01.2012
- Developed and implemented highly successful sales and distribution model throughout the U.S
- Then promoted to duplicate success on a global scale
- Brought PCC into the global animal health market and transformed into a well-recognized, global player in the industry
- Despite challenges associated with a team less than 1/3 of the size of the nearest competitor, in just the first 6 months doubled sales and number of customers globally
- Heading a lean, efficient team, outperformed sales targets for 3 straight years while simultaneously reducing expenses
- Led global animal health business as director of global sales, marketing, and business development
- Managed business relations with distributors throughout 40 countries and directed sales force in locations where no distributor was present
- Developed sales strategy for each unique market
- Cultivated relationships with manufacturing facilities in U.S., India, UK, and Italy
- Directed all functions of sales management including training, distributor relations and business development, opening markets, budgeting, forecasting, and P&L management
- Direct Reports: 8 domestic and international area and general managers; Indirect Reports: up to 30
- Revenue Growth – Credited with explosive growth of animal health division from <$1 million to $15+ million in just 3 years
- Spearheaded the development of extensive distributor relationships and sales training programs
- Won multiple awards for driving the fastest and highest percentage of growth in the company
- Cost Reduction – Reduced division expenditures 28% over 3-year period by implementing lean strategies
- Global Marketing & Distribution – Increased market share 70% in U.S
- And 40% globally by masterminding and implementing new marketing and distribution strategy
- Strategic Negotiations – Negotiated and signed contracts with 23 major clients across 17 countries with a recent contract totaling up to $15+ million ($5 million/year for 3-years)
- Market Share – Increased market share in Isoflurane product from 10% to 80% in U.S
- Market while increasing global market share to 50%, driving out all competition
- Further boosted Sevoflurane from 2% to 20% in U.S
- Market in addition to launching this product in 2 countries
- Market Expansion – Built global business, opening the door to business in 12 new countries in just 3 years
- Expanded market reach by developing and leveraging relationships with major animal health partners including Merial, Bayer, Henry Schein, Novartis, Ceva, and Chanelle
- Cash Flow Improvement – Accelerated cash flow by negotiating new payment terms with several top customers
- Eliminated early pay discounts and shortened terms of payment from 65 days to 45 days
- Acquisition Leadership – Spearheaded acquisition of 2 companies to expand product lines
- Involved at all levels– from researching suitable companies to approaching for purchase, in-licensing, or joint venture activities
- Multicultural Leadership – Led a culturally diverse sales management team with complete responsibility for multifunctional areas including product development, marketing, branding, sales, regulatory, and legal matters
- Executive Collaboration – Served as key member of executive committee (EXCOM), along with divisional heads, CEO, and CFO
- Played a key role in formulating strategy, P&L, budgets, and more
- Set long-term forecasts and strategy for company and created, defined, and implemented strategic and tactical business development activities.
Service Manager
patterson dental company
Billings, MT
01.2003 - 01.2006
- Managed Service Team of 6 technicians
- Managed and headed up all new office installations and coordinated with Equipment specialist, contractors and sale reps during all phases of new office build out
- Managed expenses and travel of service team
- Coordinated with Branch manager, sales reps, equipment and service coordinator on a daily basis
- Worked closely with Cerec Specialist to promote sales and provide quality service and installation.
Territory Sales Manager
JB Dental supply co.
Boise, ID & Salt Lake City, UT
01.2002 - 01.2003
- Met and exceeded all goals in the areas of equipment and technical sales generation, sales planning, customer relations, and maintaining organized administrative functions.
Head Service Technician
patterson dental company
Tempe, AZ
01.2001 - 01.2002
- Lead tech on all x-ray and high end equipment repairs and installation
- Managed and headed up all new office installations and coordinated with Equipment specialist, contractors and sale reps during all phases of new office build out
- Coordinated daily with Equipment Specialist and territory reps to ensure customer satisfaction.
Sales and Marketing Director
- Valuable leadership experience heading global and national sales management and marketing teams
- Strong background in multiple market segments: animal health, shooting/outdoor sports, and dental industries
- Driven and results-focused leader with documented record of contributing significantly to business development, sales revenue, cost reduction, and global, national and regional sales management initiatives
- Outstanding experience establishing strategic relationships with key opinion leaders and other industry players and in leading people and business partners all over the world
- Specializing in creating strong and diverse sales teams, that consistently produce above target results
- Recognized as trustworthy executive with demonstrated success managing large teams to achieve goals
- With a keen sense of judgment in business and people – known for breaking down barriers across the world to surpass sales and business development initiatives
- Thorough understanding of science/biology from both technical and business perspectives.
Education
Bachelor of Science in Business Management (B.S.) -
University of Phoenix
Marketing/Business/Biology Major -
Boise State University
Skills
- Sales Team Development
- Business Development
- Pre- & Post-Sales Customer Liaison
- Animal Health Industry
- Sales Management
- Project Management
- Risk Management Processes & Analysis
- Mentoring/Coaching
- Product Delivery and Management
- Global & National Accounts
- Leadership/Communication Skills
Personal Information
Title: Leadership Training for Managers, Dale Carnegie (2006)
Community Service
- Lifetime Member, Boy Scouts of America
- Volunteer in youth group leadership program in community
- Eagle Scout
- President of Idaho Inferno Basketball club
Timeline
Vice President of Sales and Marketing
CP MEdical
01.2014 - Current
VP of Sales and Business Development
CROSSFIRE ELITE, INC.
11.2012 - 03.2014
US Business Development Consultant
Bharat Serum and Vaccine, PTY., Ltd.
01.2012 - 12.2013
Director/Head, Global Animal Health
Piramal Critical Care, Inc.
01.2009 - 01.2012
Service Manager
patterson dental company
01.2003 - 01.2006
Territory Sales Manager
JB Dental supply co.
01.2002 - 01.2003
Head Service Technician
patterson dental company
01.2001 - 01.2002
Sales and Marketing Director
Bachelor of Science in Business Management (B.S.) -
University of Phoenix
Marketing/Business/Biology Major -
Boise State University
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