RESUME

STEVEN E. BALL
1060 Topsail Drive
Vallejo, CA 94591
Office: (707) 554-4192 Mobile: (707) 227-0175
Email: sbcbe87a@westpost.net
CAREER SUMMARY
National Account Management, Trade Sales and National Trade Sales Channel Manage
ment. As a senior account manager, responsibilities include maximizing key corpo
rate strategic initiatives with the two largest national drug wholesalers. Resp
onsibilities involve project management, field sales marketing and trade and gov
ernment sales development with special markets responsibilities. In addition, c
ollaboratively working with cross division channel sales teams to achieve optimu
m sales.
* Passionate and highly ambitious Sr.Trade National Account Manager, with emphas
is in national drug wholesaler distribution.
* More than 30 years of sales and field trade management experience which includ
es five years of field trade sales management, over twenty five years of drug re
tail sales account management in two fortune 100 companies, along with a new bio
medical start up, and eight years selling a full line of clinical diagnostics in
strumentation.
* National field trade sales manager characterized by high performance, as well
as, best in class trade leadership with a proven history of strong team building
; talented; diverse and high achieving national and regional sales management te
ams. Proven ability to quickly and dramatically impact sales and exceed targeted
objectives both from a sales and sales management platform.
EDUCATION
Bachelor of Arts, Health Sciences
San Jose State University, San Jose, CA May 31, 1978
POST GRADUATE STUDIES
Currently completing a MBA at John F. Kennedy University, Pleasant Hill, CA (
Fall. 2010)
Business Management Studies
St. Mary's College, Moraga, CA
Category Management (Presentation Skills, Negotiation Training, Category Anal
ysis)
Delta Associates, Atlanta, GA
PROFESSIONAL EXPERIENCE
February 16, 2002 to PRESENT
A ABBOTT DIABETES CARE, ALAMEDA, CA
Senior National Accounts Manager, Trade Channel Sales: 2/20/2009 - Present
* Assigned to two national drug wholesalers to implement trade marketing plans,
develop diabetes category management, building retail pharmacy demand, to impact
wholesaler sell through, while executing corporate marketing initiatives, manag
ing contract agreements. Proven track record of consistently exceeding assigned
sales targets, while maximizing return on investments of marketing development f
unds, by leveraging all cross-functional resources.
ABBOTT DIABETES CARE, ALAMEDA, CA
National Field Trade Sales Manager, Drug Wholesaler and Grocery Channels: 11/
20/07-2/20/09
* Managed a trade sales team of National Account Managers and Regional Account M
anagers, with responsibility to coach, develop customer business, and evaluate t
eam member performance. Also to recruit and train newly hired retail team member
s.
* Responsible for developing and executing Wholesale and Grocery Drug sales stra
tegies and achieving sales objectives. Key functions included: optimizing the us
e of promotional funds, developing executing programs, while focused on achievin
g incremental sales, share growth and brand equity. Additionally, responsible f
or developing "Best in Class" category management procedures to ensure obtainmen
t of sales goals and team objectives.
* Coordinate effective utilization of cross-functional resources (supply chain,
customer marketing, category management, customer service, sales operations, int
egrated sales, etc.) to achieved desired outcomes.
* Effectively utilize and manage retail trade resources while delivering appropr
iate ROI.
* Develop NAM team business plans, including SO&P forecasting processes.
* Proactively track "state of the business" as well as best in class business mo
dels within the channel.
* Appropriate trade channel nuances and levers to drive and sustain growth.
* 2007 President's Club: National Field Trade Sales Manager of the year

ABBOTT DIABETES CARE, ALAMEDA, CA

National Account Manager: 3/4/2005-11/20/07
* Assigned to corporate headquarters of national trade distribution partners, i.
e., Drug Wholesalers, Drug Chain and Food Stores, Independent Pharmacy Cooperati
ves and Mass Merchandisers. Responsibilities include planning and execution of
strategic promotional initiatives, product distribution and sales of Diabetes Di
sease State Management Diagnostics Instrumentation.
* Assigned to several departments in retail/trade market place, including OTC/HB
A; Home Health; Merchandising; Self-test, and Pharmacy.
* Accountable for plan-o-gram development, consultation, and product placement;
new product launches, as well as, marketing; advertising; media management; and
professional relations, requiring multi-discipline collaboration with various ac
count management departments, and interfacing with different ADC corporate offic
e management personnel.
* Assist category managers and buyers in successfully impacting department objec
tives with increasing sales, point of purchase program development; disease stat
e management, implementing company trade policies and marketing plans, while gro
wing market share and increasing ROI.
* 2006 President's Club: Trade National Account Manager of the Year

ABBOTT DIABETES CARE, ALAMEDA, CA:

Area Retail Sales Manager, West: 2/16/02-3/4/05
* Responsibilities of national account management, in addition to recruiting, tr
aining and managing a team of Retail Sales Specialists, whose responsibilities i
ncluded regional trade account management, covering the West Coast. Promoted to
National Account Manager, then on to National Field Sales Manager, Drug Wholesa
ler and Grocery Channels.
* 2003 Rookie of the Year: Area Retail Sales Manager of theYear

November 11, 1978 to February 16, 2002

BAYER INC., DIAGNOSTICS DIVISION, TARRYTOWN, NY
National Account Manager
* Career began as a Field Sales Representative, selling entire Diagnostics' line
 to Hospitals, Clinical Labs, Physician Offices, Pharmacies, and managing severa
l Drug Wholesaler Distribution Centers.
* After four years promoted to Diabetes Information Systems Specialist. This le
d to being promoted to RSDM (Regional Sales Development Manager) with assignment
s to national buying groups, group-purchasing organizations, managed care organi
zations, as well as, regional and national trade accounts.
* The last 14 years at Bayer included managing national accounts, as corporate a
ccount manager, assigned to Mc Kesson, Bergen Brunswig, Safeway, Albertsons, Cos
tco, Longs Drugs, Raleys, Frys, Fred Meyer, King Soopers, Save-Mart. Responsibi
lities included all the functions of national account management and logistics,
in addition to problem solving, marketing development, designing marketing and b
usiness plans, category management, new product launch and development, implemen
ting trade deals, competitive analysis, and developing impact/disease state mana
gement programs with pharmacy critical care teams.
TRADE AFFILIATIONS
HDMA Member
NACDS Member
ECRM Member

CAREER ACCOMPLISHMENTS
* Successful completion of corporate designed Management Development Programs.
* Recipient of several company-sponsored awards of excellence in National Accoun
t Management and sales project execution
* Actively involved in team building and initiating mentoring of newly promoted
or hired mid level sales and trade development managers.
* Member of McKesson's Suppliers Advisory Board since 2004.

CORE COMPETENCIES
* Logistics and supply chain management
* Proven track record of achieving measurable outcomes
* Ability to build teams and alliances within different cross-functional discipl
ines
* Project management execution with limited supervision
* A passion for sustaining "World Class" customer relations while maintaining th
e highest level of integrity and corporate commitments
* Reliable: ability to deliver on promises
* Excellent negotiation skills
* Creative approach to promotion development and delivery-focused execution
* Excellent time management skills
* Proven track record of goal achievement and sales growth
INTERPERSONAL QUALITIES
Communication, Customer Service Oriented, Integrity, Leadership, and Team Orient
ed. Functional Competencies include Change Management, Coaching and Consulting,
Conflict Resolution, Organization Development and Effectiveness, Process Facili
tation, and a Strategic Business Perspective.