James S.

Gray
Hm: 330-342-4794 Stow, Ohio 44224 Email: jgray101@windstream.net Cell: 330-802-0052

EXECUTIVE PROFILE Drives revenue growth, increased profitability and innovation through team building and influencing decision makers. A successful, strategic salesman skilled in identifying, reshaping, and delivering business-to-business solutions to meet the needs of new and long-term clients. 15 years experience selling capital equipment, service contracts and working closely with OEMs, GPOs, hospitals, and IDNs. Excels at building and executing a consultative sales process leading to long-term customer relationships and win-win strategic alliances. Proven expertise in:
Development of key accounts through additional service offerings Cultivate customer relationships for better renewal rates and new opportunities Negotiation and contract management with corporate accounts and new clients Research, analysis, and presentation of proposals to Board of Directors and executive level decision makers Motivated hunter and closer with high income accounts and strong executive level relationships Strategic planning, budgeting, sales forecasting and overall territory management for maximum penetration

PROFESSIONAL EXPERIENCE GEISINGER HEALTH SYSTEM ISS SOLUTIONS, Langhorne, PA 2008-2011

Privately held $2.5 billion nonprofit health care system that serves 2.6 million people. ISS Solutions is a clinical engineering division of the health care system that provides equipment service contracts to healthcare providers. Midwest Business Development Manager for ISS Solutions after acquisition (April 2011- Sept 2011) Managed the transition team while converting existing Medical Integrated Services accounts to long-term ISS Solutions clients. 83% conversion rate from old contracts to new service agreements. Powerful Negotiator: Successfully converted existing contracts into 3 yr service agreements valued at $500,000. Negotiated longer term, improved profit margins, and more favorable terms and conditions. Director of Sales and Marketing for Medical Integrated Services (2008-2011) Planned, budgeted, and forecasted the development of new customers for ISO, Medical Integrated Services. Strategic Salesmanship: Repositioned company with additional service offerings during industry wide consolidation to enhance value proposition. Increased efficiencies and cost savings by 20%. Create New Sales Channels: Developed and implemented business plan, value statements, and sales process to successfully win 45 new customers utilizing inside sales team. Exceeded target by 25%.

LAKE QUINCY MEDIA, Kent, OH

2006-2007

Privately held company that serves 80 million advertisements per month to IT professionals utilizing a network of 50+ websites in the Microsoft .NET market space. Director of Sales and Marketing Directed and managed the growth and development of new advertisers for LQM in the global .NET market space. Strong Communicator: Added 10 new customers from 5 different countries in 7 months using email, phone, and video conferencing. Grew customer base by 30%. Built trust and confidence multiculturally.

James S. Gray
CHARTER ONE BANK, Akron, OH

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2004-2006

Charter One Bank (COB) was acquired by Citizens Financial Group, Inc. of Providence, R.I. in September, 2004. COB is the #1 SBA lender in OH. Operates in 13 states and has 26,000 employees. Commercial Lending Responsible for the growth and development of business relationships in the greater Akron area. Primary focus was on companies with annual sales between $1-10 million. Strong Analytical Skills: Closed over $9 million in loans during 12 month period by focusing on best opportunities. Ranked in top 15 of 91 salesreps in the Midwest.

KINGS MEDICAL GROUP, Hudson, OH

1992-2004

$50 million medical imaging company partnering with over 60 healthcare providers nationwide. Kings Medical is a privately held company with approximately 200 employees. Southeast Area Business Manager (2003-2004) Profit and loss responsibilities for seven sites totaling $5.5 million in annual sales in the Southeast Region. Leadership Ability: Recruit, hire, train, motivate, and manage personnel at seven sites in the Southeast. Renewed all corporate accounts and upgraded technology where additional service was needed. Accomplished 30% growth by increasing referrals from top tier neurologists and orthopedic surgeons. Regional Sales Manager (1998-2003) Responsible for generating new clients and expanding existing business partners in Tennessee and North Carolina. Successful Track Record: Developed 7 new accounts to generate new revenue of $8.5 million in cash flow. Started with one account in Tennessee which was used to blossom four new TN partnerships. Account Executive (1992-1998) Managed and directed the marketing and physician liaison work at five hospitals in the Southeast Region. Challenges The Status Quo: Designed and implemented new operations team strategy which increased annual revenues from $600,000 to $1,080,000 at Union Regional Medical Center. Used TQM and Lean Healthcare principles to effect change in services.

EMERSON ELECTRIC, St. Louis, MO

1990-1992

Sales Representative, Browning Power Transmission Division Planned and coached product sales by motivating, educating, and working with 30 distributors in South Carolina.

EDUCATION AND TRAINING The Ohio State University, Columbus, OH, 1990 Bachelor of Science in Business Administration, (Major: Marketing) Philip Crosby TQM Total Quality Management Training and Management Dale Carnegie Sales Leadership Highly regarded by peers and instructor. Selected as a course leader for subsequent classes Akron University Lean Six Sigma Healthcare