TJ Appleby
San Antonio,TX
Summary
Dynamic sales leader with a proven track record of driving substantial sales growth and building high-performing teams. Expertise in managing diverse sales professionals consistently leads to significant revenue increases and enhanced market penetration. Skilled in leveraging strategic planning, employee development, and innovative sales techniques to achieve and exceed targeted business outcomes. Committed to fostering a collaborative environment that empowers teams to excel and deliver exceptional results.
Overview
2026
2026
years of professional experience
Work History
Area Sales Manager
HemoCue America
2021 - Current
- Hired, coached, and developed high performing field sales representatives including 3 Rep of the Year award winners, 6 President's Club award winners, and 1 Rookie of the Year recipient.
- Developed and implemented sales strategies to enhance market penetration and customer engagement.
- Responsible for all national sales data, commissions, and the ongoing build-out of Salesforce.com reporting and dashboards to track all KPIs
- Analyzed market trends to identify growth opportunities and drive product positioning initiatives.
- Led cross-functional teams to execute promotional campaigns, enhancing brand visibility and customer loyalty.
- Cultivated relationships with key clients, ensuring satisfaction and long-term partnerships.
- 2021 - 2023: Southwest ASM
- Led regional revenue growth from $7.6 million to $9.5 million
- Won President's Club award in 2021 and 2022
- 2023 - Current: Southeast ASM
- Led regional revenue growth from $11.7 million to $12.8 million
- Led the re-development of the HemoCue new hire on-boarding and on-going training programs
Director of Sales and Business Development
Technovation Solutions
01.2019 - 01.2020
- Start-up company providing complete head to toe Early Detection Assessment testing (NeuralScan and VitalScan) to physician offices for their patients for improved, proactive patient care and adding a revenue stream for the practice
- Responsible for management of 1099 sales team
- Added 4 new accounts in first 2 months equating to $20,000/mo in company revenue.
- Built out Salesforce.com for the Sales and Operations Departments of the company
- Displaced due to COVID-19
Regional Sales Manager
Baylis Medical
01.2016 - 01.2019
- Developed TX, OK, KS, AR, LA MS and TN region. Reports: 3-10 in both sales and clinical surgical support.
- Quickly mastered new disease states – call points: Cardiology and Electrophysiology.
- Led Regional Key Opinion Leader development
- Creatively seized business from ST.JUDE, which initially held 70% market share.
- Led Baylis market share from 20% to 51%.
- 2018 YoY growth: 56%
- 2017 Select product lines: 111% to goal NRG, 172% to goal ProTrack, 131% to goal, TorFlex
Regional Sales Manager
Tandem Diabetes Care
01.2013 - 01.2016
- 2014 - 2016 Gulf Coast RSM: Managed Central, South, East TX and state of LA. Reports: 5 Field Territory Managers, 5 Clinical Specialists.
- Created synergy within sales team – encouraged innovation; inspired elite performances.
- Leadership team member which took Tandem Diabetes public in 18 months from initial product launch. Note initial go-public goal was 36 months.
- 2015 YoY growth: Q1: 70%, Q2: 47%, Q3: 40%, Q4: 75%
- 2014 YoY growth: Q1: 56%, Q2: 66%, Q3: 79%, Q4: 47%.
- 2013 - Southwest RSM: Managed TX, AR, OK, NM, AZ, CO and WY. Reports 6 Territory Managers, 6 Clinical Specialists
- Built sales and clinical team – from startup.
- Designed improvements to sales operations, e.g. ongoing training, regional meetings.
- Seized business long held by Medtronic – which initially held 80% market share.
- 4 Quarterly growth, Q2: 40%, Q3: 20%, Q4: 11%
Senior Area Sales Manager
Liberty Medical Supply
01.2007 - 01.2012
- Provided key sales leadership for this home delivery service that sells diabetes testing supplies, prescription drugs, urology supplies, and ostomy supplies directly to consumers.
- Oversaw staff of 2 Field Sales Managers, 33 Territory Sales Managers and 1 Regional Call Center.
- Led during rapid change: the company was a subsidiary of Medco Health Solutions, Inc., which purchased Liberty Medical and its parent company, PolyMedica, in 2007. After Express Scripts acquired Medco, they sold Liberty Medical in 2012 to its management team; Liberty Medical now operates as an independent company.
- Among major projects, implemented a new Patient Referral System and Product Sample/No Charge Placement Program, which became a corporate standard and provided a vital competitive advantage ~ and increased revenue by $2.4M in the 1st year.
- Expanded yearly sales from $8.4M to $13.6M in 4 years.
- Led YoY patient base growth: 28% - 2009, 23% - 2010, 3% - 2011.
National Sales Manager
Artex Medical, Inc.
01.2004 - 01.2007
- Acquired by Liberty Medical Supply in 2007
- Promoted diabetes testing supplies and services. Call points: hospitals, private practices, home health agencies.
- Began career here as one of the first sales reps hired by Artex. Managed San Antonio and Laredo – was top producer within 2 months.
- Built the sales team as player/coach – beginning with TX, OK, AR and LA. Involved in all aspects of hiring, mentoring and training of this team. Realized passion for building great sales teams and sales leaders.
- Promoted to National Sales Manager in 2005
- Grew sales force to a national team of 35 reps managing a $10M market by 2007.
- Overcame the challenges inherent to be “new” within established markets.
- Led team to status “Top 10 Medicare Volume Provider in the U.S” which positioned us for acquisition by Liberty Medical Supply in 2007.
- Earned “Top Sales Performance Award” 2004, 2005.
Education
Bachelor of Science (B.S.) - Kinesiology
The University of Texas at San Antonio
San Antonio, TXSkills
- Team development expertise
- Startup sales strategy
- Cultivating leadership talent
- Market analysis
- Leading New Product Launches
- Optimizing sales processes
- Effective analytical problem solver
- Strategic planning
- Sales performance reporting
- Consultative and relationship selling
- Sales training
Training
Sales training courses completed: SPIN Sales Training, Integrity Selling, Managing for Results, Thinking Like a Leader, and Witz Executive Leadership Training.
Timeline
Director of Sales and Business Development
Technovation Solutions
01.2019 - 01.2020
Regional Sales Manager
Baylis Medical
01.2016 - 01.2019
Regional Sales Manager
Tandem Diabetes Care
01.2013 - 01.2016
Senior Area Sales Manager
Liberty Medical Supply
01.2007 - 01.2012
National Sales Manager
Artex Medical, Inc.
01.2004 - 01.2007
Area Sales Manager
HemoCue America
2021 - Current
Bachelor of Science (B.S.) - Kinesiology
The University of Texas at San Antonio
Similar Profiles
Nomagugu MasukuNomagugu Masuku
Senior Manager - Public Health & Partnerships at Hemocue ABSenior Manager - Public Health & Partnerships at Hemocue AB
Martin HarrisMartin Harris
Senior Service Technician at Rolls Royce Solutions America (MTU America)Senior Service Technician at Rolls Royce Solutions America (MTU America)
Tina RahbarTina Rahbar
Tutor at America Reads / America CountsTutor at America Reads / America Counts
Michelle SolisMichelle Solis
Teacher at IDEA Public SchoolsTeacher at IDEA Public Schools
Jasia-Nique StewartJasia-Nique Stewart
Player Experience Agent at Penn Interactive VenturesPlayer Experience Agent at Penn Interactive Ventures