Summary
Overview
Work History
Education
Skills
Accomplishments
Certification
Timeline
Generic
Sean Nelson

Sean Nelson

Waxhaw,NC

Summary

Accomplished and loyal Sales Executive with over 20 years of experience at McKesson in the primary care market. Passionate expert and valuable business leader with talents in vision and team building, coaching, strategy, analysis, consumer/customer knowledge and industry dynamics. Coordinating successfully with customers, our sales team, internal stakeholders, other McKesson business units and manufacture partners to execute consistently on our financial plan, MBOs, key company priorities, and in developing our people.

Overview

20
20
years of professional experience
1
1
Certification

Work History

Regional Vice President of Sales

McKesson Medical Surgical
04.2012 - Current
  • Exceeded financial plan 10 years in a row through a culture of strategy, execution, accountability and priorities.
  • Launched annual succession plan and successful adoption of FSDP to build the future of our team.
  • Coaching and development focused with specific goals and accountability, driving both the personal and professional success of our leaders, and down to the field level.
  • Live our McKesson and regional vision for buy-in, with engagement visible in MBOs such as MBA, where we were the first region to hit 100% in FY22 and trending the same for FY23.
  • Created a strong culture of team through our Team Selling Seminar process, resulting in 1:1 territory reviews, strategy and collaboration among the field and our Directors.
  • Change management and business case success in the integration of PSS, InfoLab, Government, Reseller, and our Health System strategy, along with consistent sales team behavioral change.
  • Ongoing business/process improvement through projects and committees such as Project Cascade, EOS committee and PC compensation committee.

Area Sales Manager

Physician Sales & Service
10.2006 - 03.2012
  • Exceeded plan 6 years in a row and grew an average of 10% by focusing on coaching, leading from the front and accountability.
  • High collaboration success with my Operations counterparts to achieve double digit AOP annually, participating in a more "general manager" type of experience.
  • Top performer in MBOs in particular in Technology and Private Brand growth, through resource utilization, education and territory management.
  • Young Guns program development and success for new Account Managers which helped in multiple Rookie of the Year awards and long term rep success.
  • Funnel development and management to drive new business growth, helping the teams rank at or near the top annually in net new customers.

Marketing Manager, Clinical Laboratory

Physician Sales & Service
04.2005 - 09.2006
  • Covered 2 key areas of our lab business (CLIA Waived and Clinical Chemistry), achieving plan for both. Grew our Waived business to over the $100M milestone.
  • Responsible for training all new Account Managers in laboratory 101 course which all reps successfully passed, as well as our advanced 201 and "Waived Olympics" courses, which allowed us to maintain and grow our market position of the top Lab distributor in PC.
  • Successful development of our Manufacture Scorecard program that led to transparency, successes and deeper partnerships.
  • Managed our LabZone laboratory program which resulted in record laboratory growth each year in both revenue growth and number of placements.

Acount Manager

Physician Sales & Service
09.2002 - 03.2005
  • Pioneered a new territory from $0 day one, to over $2M in revenue through aggressive new customer growth and laboratory.
  • Finished in Top 3 in Rookie of the Year rankings due to large growth %s in both revenue and GP.
  • Rx "Knockout" winner as the top rep in the country in Rx growth, through strategic targeting and focus in all accounts in the territory
  • Successful collaboration with tenured peers in the market to roll out a team growth strategy, getting engaged for a common goal.
  • Was selected and participated in Leadership 101 and Fast Track to Leadership while continuing to manage sales territory.

Education

Bachelor of Science - Business Administration And Science

Nebraska Wesleyan University
Lincoln, NE
06.2002

Skills

  • Execution
  • Strategic planning
  • Succession planning
  • Team building through vision
  • Coaching and development of talent
  • Change management
  • Collaboration and team selling
  • Business and data analysis

Accomplishments

  • President's Club Award winner
  • Primary Care DRIVE winner
  • Eagle Award recipient
  • Sales Leader of the Year winner
  • Fast Track Leader recognition

Certification

  • Leadership 101 and 201 (Warton School)

Timeline

Regional Vice President of Sales

McKesson Medical Surgical
04.2012 - Current

Area Sales Manager

Physician Sales & Service
10.2006 - 03.2012

Marketing Manager, Clinical Laboratory

Physician Sales & Service
04.2005 - 09.2006

Acount Manager

Physician Sales & Service
09.2002 - 03.2005

Bachelor of Science - Business Administration And Science

Nebraska Wesleyan University

Similar Profiles

CREATE PROFILE
Sean Nelson