Thomas Whalen
Moseley,VA
Summary
Dynamic sales leader with over 20 years of record-breaking success. Excels in driving profitable revenue growth by developing and leading high-performing inside sales teams in fast-paced settings.
Overview
25
25
years of professional experience
1
1
Certification
Work History
Director of Inside Sales, Extended Care
McKesson Medical-Surgical
03.2009 - Current
- Sales leader for a diverse, fragmented Extended Care hybrid sales team that has exceeded business plan and have grown revenue YOY for sixteen (16) consecutive years.
- Grew initial team from 4 sales reps and $2.5MM in sales revenue to 60 sales reps, 4 managers, 4 team leads and $300MM in medical-surgical supplies and equipment sales revenue.
- Strategic leadership, P&L responsibility, prioritization of all department initiatives, project implementation, contract negotiation, and demand generation design.
- Launched Sterling Medical Reimbursement, Capital Equipment, Primary Care Flu Vaccine, Home Infusion, E-Commerce, and Post-Acute and HME Inside Sales Teams
- Established regular product training cadence to educate sales team, launch new vendor initiatives, increase pipeline to raise awareness and revenues.
National Sales Manager, Healthcare National Accounts
Key Equipment Finance
03.2004 - 12.2008
- Started inside sales team at American Express Business Finance (NYSE: AXP), concentrating on new equipment finance business development and overseeing program management with healthcare national and regional customers throughout the US.
- Responsible for recruiting, financial planning, pricing, new business development, and program implementation.
- Offering included: operating leases, municipal financing, vendor asset-based lending programs, and laboratory instrument reagent rentals.
- Successfully managed through Key Equipment Finance's (NYSE: KEY) acquisition of American Business Finance.
- Lead the relocation of sales team from NJ to CO while continuing to profitably grow new finance originations and exceed business plan.
- Managed 18 direct reports (Inside and field reps) and grew sales revenue to $200MM exceeding both new revenue and margin targets by an average of greater than 25%.
Director of Inside Sales, Healthcare National Accounts
LEAF Commercial Capital
01.2008 - 11.2008
- Launched new healthcare equipment finance inside sales team for wholly owned subsidiary of Resource America. (NASDAQ: REXI)
- Accountable for developing all aspects of a start-up sales organization including: hiring, financial planning, reporting, sales goals, team metrics, developed incentive compensation plan, implemented pricing strategy and go-to-market blueprint.
- Recruited and trained 12 sales reps and grew revenue from $0 to a $15MM annualized run rate in 10 months.
Inside Sales Manager SMB North America
HP Financial Services
03.2000 - 05.2004
- Led 40 Sales reps in the US and Canada
- Responsible for a remote team as well as sales centers in New Jersey, Colorado, Toronto, and Halifax.
- Accountable for new equipment lease origination, sales rep development, financial planning, pipeline management, forecasting and marketing programs
- Built business from $50MM to $325MM with a 30% YOY growth and expanded profitability by 18%
- Worked closely with other departments to promote products and marketing campaigns.
Education
B.A. - Communications
Kean University
Union, NJ05-1993
Skills
- Sales Team Leadership
- Market Share Growth
- Sales Strategy Development
- Partnership Development
- Sales Staff Training
- Territory Management
- Business Planning
- Sales Coaching
- Talent Acquisition
- Sales Forecasting
Awards
- McKesson Drive EC Senior Leader Award 2022
- McKesson Extended Care ILEAD Award 2021
- McKesson Extended Care Courage Award 2021
- McKesson Leader of the Year President's Club 2016
- McKesson Leader of the Year President's Club 2014
- Key Bank Million Dollar Club President's Award 2007
- HP President's Customer Advocate Award 2002
- HP Gold Quest Award 2002 (2% of Global Sales Org)
- HP Gold Quest Award 2001 (2% of Global Sales Org)
Certification
Six Sigma Green Belt, 2011
Teaching
Virginia Commonwealth University
Sales 335: The Art of Persuasion
Adjunct Professor
School Year 2024/2025
Publication
A-B-C Book of Professional Selling
Amazon Publishing, Nov. 2023
Author: Tom Whalen
Timeline
Director of Inside Sales, Extended Care
McKesson Medical-Surgical
03.2009 - Current
Director of Inside Sales, Healthcare National Accounts
LEAF Commercial Capital
01.2008 - 11.2008
National Sales Manager, Healthcare National Accounts
Key Equipment Finance
03.2004 - 12.2008
Inside Sales Manager SMB North America
HP Financial Services
03.2000 - 05.2004
B.A. - Communications
Kean University
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