ALEX MCGREGOR

Plano, TX 75023
214.505.9790 http://www.linkedin.com/in/alexmcgregor/ alexmcgregor@ymail.com

NATIONAL ACCOUNTS / SALES MANAGEMENT PROFESSIONAL

Results-oriented sales professional with a 20+ year history of consistently exceeding sales targets,
developing new markets and products, and cultivating new and existing accounts. A successful
history of fostering solid account relationships, and leading sales teams to surpass sales goals year
in and year out. Key contributor to corporate budgets, profit objectives, product portfolio decisions,
and new product launches. Key strengths include:
Analyze all customer sales data for quarterly business reviews
Detailed product management
Strategic territory planning
GPO and IDN contract management and negotiation
Proficient with wholesaler and distributer channels for product distribution

EXPERIENCE AND ACHIEVEMENTS

JHP PHARMACEUTICALS, Parsippany, NJ 2013
Director IDNs Midwest
Developed a 12-state territory including 60 identified IDNs in the Midwest, selling and negotiating
contracts in the injectable JHP product line.
Negotiated 16 contracts totaling $2.9M in a 4-month period with clients such as Indiana
Health, Christus Health, Oschner Health, BJC Health, and PharmaCorr.

MALLINCKRODT PHARMACEUTICAL, St. Louis, MO 2006 2013
National Account Manager 2009 2013
Reported to VP of Sales as sole National Account Manager for all acute care, GPOs, and non-acute
LTCs. In addition, implemented direct contracting to IDNs. Secured $28M in total annual sales for
all customers.
Initiated 1
st
National Account IDN contract in 2009 with Partners resulting in $275K net sales.
Increased net sales to Armada from $100K in 2009 to $4M by 2012.
Developed GPO penetration from $20M in 2009 to $28M by 2012.
Awarded Presidents Club in 2011 for attaining net sales budget of 128% and net margin budget
of 139%, setting a company record.

Western Regional Sales Manager 2006 2008
Established the Western Region, hired and trained 5 new sales reps, and accountable for 22-state
territory west of the Mississippi. Prepared new sales force to call on 1,500 hospitals, government
facilities, LTC facilities, and prison pharmacies selling full Mallinckrodt product line.
Sales team exceeded all company sales and profit margin goals in both 2007 and 2008.
Increased regions total annual sales from $28M in 2006 to $41M in 2008.

MCKESSON PACKAGING, Concord, NC 2005 2006
National Account Manager
Reported to VP of Sales. Accountable for expanding market penetration and increasing sales to
over 350 hospitals, LTC, state government agencies, and prison pharmacies across an $18M
territory that included the southwest and southeast regions.
ALEX MCGREGOR PAGE TWO

MCKESSON PACKAGING (Continued)
Initiated contract with PharmaCorr, a pharmaceutical provider for prisons in lower 48 states and
grew sales from $0 to $1.4M in the first 6 months.
Secured contract with Texas state mental health facilities with full product line, resulting in sales
of Valproic Acid for $364K.

UDL / MYLAN PHARMACEUTICAL, Rockford, IL 1990 2005
Western District Sales Manager 2004 2005
Reported to Director of Sales. Hired, trained, and led 5 Key Account Managers to promote full
generic product line to 1,500 hospital pharmacies, burn units, LTCs, and prison pharmacies across
all 24 states west of the Mississippi. Analyzed regional wholesaler inventory on a weekly basis for
this $42M territory.
Western region achieved 104% of goal for all FY 2005 sales quotas.
Recognized by company president at national sales meeting for establishing the corporations 1
st

comprehensive sales training program and authoring its associated manual.
Selected by Director of Sales to plan all new product launch strategies.

Key Account Manager 1990 2004
Reported to Regional Sales Manager. Accountable for a 6-state, $10.5M territory selling unit dose,
injectables, and burn care products to 350 hospitals, LTC facilities, burn centers, and prison
systems.
2-time National Rep of the Year (2000, 1996) for highest net sales in the nation.
5-time Western Regional Rep of the Year (2000, 1997, 1996, 1993, 1992) for achieving highest
net sales to quota in region.
3-time Presidents Club (1999, 1998, 1994) for surpassing company goals on specific product
lines.
Promoted to Key Account Manager from Account Manager in 1996 based on superior sales
performance.


EDUCATION AND PROFESSIONAL DEVELOPMENT

BA, Business Communications, Southern Arkansas University, Magnolia, AR
Miller Heiman Large Account Management Process
Selling to the Executive Suite
Professional Selling Skills System I and II by Learning International