Pensacola, Florida, 32503(678) 517-7861 jimdunn243@comcast.netwww.linkedin.com/pub/jim-dunn/58/9/b06

M A R K E T I N G & S A L E S C O M M E R C I A L O P E R A T I O N S L E A D E R

I am consistently recognized for superior performance and execution excellence, managing multiple commercial operations/marketing/sales teams. My core skills include collaboration with internal and external partners during launch planning & execution that consistently produces operational excellence recognition. I have extensive, marketing, sales, commercial operations, medical education, thought leader development, analytic, financial, sales training, and compliance expertise. My leadership style is to manage through vastly different department priorities to ensure organizational success.

Therapeutic Specialties: Analgesia & Arthritis, Antibiotics, Asthma, Rhinitis, Central Nervous System (CNS), Cholesterol, COPD, Congestive Heart Failure, Diabetes, Gastro-intestinal, Injectables, HIV-Aids, Hypertension, Lipids, Migraine, Neurology, Oncology, Ophthalmic, Opioid Induced Constipation, Osteoporosis, Pain, Urology, Vaccines-Human Papillomavirus, Pediatric, Rotavirus, Hepatitis A, B and C & Pneumonia

C A R E E R H I G H L I G H T S

ENTREPRENEURIAL INNOVATOR- SUCCESSFULLY STARTED A HEALTH AGENCY WITH $0 REVENUE TO $800,000 ANNUAL RUN RATE

COMPLIANCE EXPERT- SELECTED ON NUMEROUS OCCASIONS BY PRESIDENT LEVEL LEADERS TO WORK ON NATIONAL COMPLIANCE ISSUES INCLUDING DEVELOPMENT OF NEW POLICIES AND TRAINING OF ALL SALES PERSONNEL. ROUTINELY WORKED WITH MEDICAL LEGAL REVIEW BOARD TO HAVE PROMOTIONAL MATERIALS AND CORPORATE COMMUNICATIONS APPROVED FOR USE

STRAGTEGIC EXCELLENCE- CONVINCED ALL MERCK MARKETING TEAMS AND SALES LEADERSHIP TO APPROVE A NEW STRATEGIC APPROACH TO MEDICAL EDUCATION. RESULTED IN BRANDING AND POSITIONING FOR “MERCK MEDICAL EDUCATION” WHICH INCREASED ROI

QUALITY CHAMPION- LED HEALTH AGENCY TO JOINT COMMISSION ACCREDITATION FOR SUPERIOR QUALITY OUTCOMES PROCESS

PRODUCT LAUNCH EXPERT- HAVE SERVED ON GLOBAL LAUNCH TEAMS, LED US LAUNCH TEAMS, LED LAUNCH NATIONAL CROSS FUNCTIONAL TEAMS, BEEN PERSONALLY RESPONSIBLE FOR NATIONAL TACTICAL LAUNCH PLAN DEVELOPMENT, IN TOTAL; LAUNCHED 25+ NEW BRANDS OR NEW INDICATIONS

EXCEED ALL PROFIT, NEW PRODUCT LAUNCH & LEADERSHIP EXPECTATIONS- AS REGIONAL SALES DIRECTOR RESULTING IN PRESIDENT’S AWARD FOR 2010- MERCK’S HIGHEST LEADERSHIP AWARD FOR ALL SALES DIRECTORS; $300 MILLION + IN SALES

CO-PROMOTION PARTNER- IN NATIONAL SALES DIRECTOR ROLE I SUCCESSFULLY INTEGRATED SALES MANAGERS AND SALES REPRESENTATIVES FROM TWO SEPARATE COMPANIES THROUGH THE JOINT VENTURE MERCK SCHERING PLOUGH- ACHIEVED THE BEST LAUNCH FOR NEW BRAND AND LED THE NATION THREE YEARS IN A ROW WITH PERFORMANCE

RESTRUCTURING OPERATIONS- AWARDED THE GLOBAL OPERATIONAL EXCELLENCE AWARD FOR RESTRUCTURING MERCK’S ENTIRE MEDICAL EDUCATION & THOUGHT LEADER PROCESS. THIS RESULTED IN AN ANNUAL SAVINGS OF ~$6 MILLION. THIS INCLUDED MANAGING A CALL CENTER AS A PROCESS CHANGE AND SUCCESSFULLY REDEPLOYING ALL PERSONNEL INTO INCREASED ROLES

MARKETER OF THE YEAR- FOR “BEST BRAND EXECUTION” IN THE US MARKETPLACE VS. 30+ OTHER BRANDS

DEVELOPMENT OF NEW SALES TEAM FROM START-UP- RESULTED IN HEADQUARTERS VICE PRESIDENT’S AWARD; I HAVE STARTED NEW SALES TEAMS FIVE SEPARATE TIMES FROM SPECIALTY TO PRIMARY CARE TO HOSPITAL BASED

PERFROMANCE MANAGEMENT- RECEIVED LEADERSHIP AWARD FOR TRAINING OTHER SALES DIRECTORS ON PERFORMANCE MANAGEMENT EXCELLENCE. RECOGNIZED BY BOTH SALES LEADERSHIP AND HR AS EXEMPLIFYING CLASS BEST

TALENT MANAGEMENT- SELECTED BY MERCK US PRESIDENT TO REPRESENT US SALES ON GLOBAL DIVERSITY TEAM TO ESTABLISH, BUILD AND EXECUTE A NEW STRATEGIC DIVERSITY PLAN TO ATTRACT AND RETAIN TOP TALENT

COLLABORATOR- VOTED BY PEERS AS THE “PEER LEADER” MOST LIKELY TO PROACTIVELY REACH OUT AND HELP ANOTHER SUCCEED

CUSTOMER CHAMPION- LED REGION FROM ONE OF THE WORST CUSTOMER RANKED TEAMS IN THE COUNTRY TO BEING RANKED #1 IN THE EYES OF THE CUSTOMER FOR MOST TRUSTED COMPANY IN A 7 STATE REGION

CULTURE CHANGE AGENT- 2007– 2012 MY REGIONS WERE RANKED IN THE TOP 10% FOR BEST CULTURE THROUGH EMPLOYEE ENGAGEMENT SURVEYS- CLEAR DIRECTION, CONSISTENT PRINCIPLES APPLIED TO ALL, AND DEVELOPING THE INDIVIDUAL

INTEGRATED DELIVERY NETWORK EXCELLENCE- THROUGH DIRECTING ACCOUNT MANAGERS AND MAKING DIRECT CUSTOMER CALLS ON C-SUIT LEVEL CUSTOMERS, SUCCESSFULLY NEGOTIATED SEVERAL JOINT PARTNERSHIP PROGRAMS INCLUDING DIABETES, VACCINES, CONGESTIVE HEART FAILURE, CHOLESTEROL MANAGEMENT AND PATIENT CENTERED MEDICAL HOME

MENTOR- IDENTIFIED BY MY HUMAN RESOURCE BUSINESS PARTNER AS A LEADER TO MENTOR AND ACTIVELY PARTICPATE IN THE DEVELOPMENT OF HIGH POTENTIAL FEMALE FUTURE LEADERS

CHALLENGER SALES COACH- CERTIFIED ON CHALLENGER SALES COACHING AND SELLING

James Dunn- MS Operations Management

C A R E E R H I S T O R Y & P E R F O R M A N C E

President & CFO- Commercial Operations- Honour Home Health 2013- Current Florida Responsible for all Commercial Operations including marketing, sales, business development, licensure, federal and

state regulation compliance, hiring & directing the activities of the Medical Director, Director of Nursing (~30 nurses), Operations Manager, Billing Administrator & sales

o Sales have grown from $0 to a current monthly run rate of $60,000 per month and projected to be over $800,000

o Market segmentation, strategy Vs. competitors, analysis of market penetration, brand positioning, payor & pricing strategy, data support systems designed for efficiency and compliance, and consumer advertising

o Provide clinical services, care, and treatment through skilled and non-skilled nursing, Physical and Occupational Therapy, Oncology, Wound & Skin Care , IV administration, Vent & Trach Care, blood sampling for diagnosis, maintenance/removal of PICC lines, work with remote and specialty pharmacies on delivery and administration

o Direct the training of all skilled and unskilled personnel ensuring compliance with state regulationso Conduct pediatric clinical drug trials utilizing study protocols, specialty pharmacies and diagnostic laboratorieso Successful Joint Commission Accreditation, exceeding vigorous state and federal standardso Successfully negotiated Medicaid, Commercial & Workers Compensation, Blue Cross Blue Shield, Humana,

CareCentrix, and Univita contracts as a result of developing a successful pricing & service strategy o Key customers include Integrated Delivery Networks, hospitals, specialty pharmacies, patient advocacy

groups, physicians, state Medicaid, case managers & associations, and social workers & associationso Develop advertising campaigns designed to communicate strategic positioning and at target audienceo Lead customer satisfaction and quality control committee to ensure satisfaction and public health improvemento Process improvement on all administrative activities including care delivery, billing, compliance, HR & admin

Merck & Co. Inc. May 1991- July 2012 Executive Director Commercial Operations: 2008 - 2012: CO, WY, ND, SD, NE,IA, MN

o Achieved above plan results every year by directing a large sales force with sales exceeding $300 million annually. Focus on Cholesterol, Diabetes, Respiratory, IV Brands, Oncology, Vaccines, and Hepatitis

o Worked with teaching institution in helping them adjust Heart Failure protocols to attain HEDIS Heart Failure Accreditation. Successful formulary wins and 100% in compliance with Buy and Bill execution.

o Point National Director Cholesterol-Worked cross functionally on the Brand (Zetia/Vytorin/Januvia) Marketing Team to inform and make recommendations/decisions on launch & core strategy & tactical plans

o Directed Account Managers on Tier 1 Accounts- To the C-Suit customers, federal accounts, teaching and community hospitals, Integrated Delivery Networks, Indian Health Systems, and business coalitions

o Directly called on Chief Medical Officer of large integrated delivery network, to partner/cobranding initiatives including patient education, assisting physicians in CV and Diabetic treatment goals, as well as increasing vaccination rates with targeted patient populations increasing public health goals and outcomes

o Work directly with Publicis and InVentiv contract sales teams to support both in-line and late stage brandso Built and designed territories with ZS solutions during restructuring and managed all aspects of human

resource execution for lay-offs o Awarded the President’s Award for being in top 5% of all commercial operations directors

Concurrent Special Assignment-National Compliance Cross Functional Team 2009 - 2012:o Made decisions with cross functional team on corporate, marketing and sales policieso Consulted by the compliance committee on sales policy training development, corporate communications,

drafting policies, and key policy decisions & in the development of corporate communications and training material in Merck’s efforts to execute the latest Corporate Integrity Agreement

Concurrent Special Assignment- Global Senior Executive Diversity Team Member 2008-2011o Worked directly at the Executive Director to President level on developing a global diversity strategyo Work impacted recruiting, retention, work environment, marketing, R&D, and manufacturing

Regional Sales Director 2006 - 2008: FL, GA, & AL- Directed large sales team National Point Launch Director- For working with marketing on the development of launch plans for 2 brands

o Requested by General Manager of marketing to serve on a special assignment in the development of the second semester re-launch strategy. Worked with Sales Training in the development of new training initiative

o In 2008, was ranked #2 in national sales performance and in 2007, was ranked #1 nationally in culture scores

National Sales Director Cardiovascular Specialty Sales-Merck Schering Plough Joint Venture- 2003 - 2006: Marketing/sales team were integrated and reported into the Cholesterol General Manager for Zetia & Vytorino Worked directly with marketing to inform, make recommendations & decisions on core strategy, launch

strategy (cholesterol launch), brand messaging, brand resources, and counter competition choiceso Directed advocate & thought leader (KOLs) development; managing hundreds of speakerso Assigned to work with Sales Training in the development of launch training materials

Marketing Operations-Senior Director Medical Education & Advocate Development 2002 - 2003: Directed all medical education and KOL development processes across all US brands including vaccines, CV& oncologyo Worked on the US marketing teams on brand decisions, launches, budgeting for medical education.o Restructured Merck’s entire medical education departments resulting in ~$6 million in annual savings; Restructuring resulted in Merck & Co. Inc. highest global “Award of Operational Excellence”o Managed the utilization of over $100 million in promotional budgets + $10 Million in personnel/area budgetso Worked directly with physician thought leaders to provide medical education to other healthcare providerso Directed the IT development of medical education system to request speaker programs that fully compliedo Worked on the National Compliance committee re-writing and getting approved all medical education policies

Associate Director Marketing Arthritis & Analgesic 2000 - 2002: Managed five promotion managers, with the responsibility to lead the development of field sales launch & market event execution planso Worked with Sales Training, developing training material, and outside vendors for creative launch mtg. design o Routinely participated in market research, counter competitive strategies & analysis of performanceo Responsible for corporate communications including working with public affairs and investor relationso Awarded “Best Field Execution” at marketing awards amongst all Merck marketing teams for 2001 execution

District Sales Manager- Cardiovascular & Metabolic 1997-2000- Florida Panhandle and South Alabamao Focus was integrated delivery networks for protocol development, cardiology, endocrinology and lipid clinicso Voted by peer managers as the “Peer Leader” of the executive team 1999

Sales Operations- Sr. Manager of Commercial Analytics & e-channel development 1996-1997o Awarded Vice Presidents award for work designing Launch teams from scratch in multiple marketso Responsible for monthly performance analysis for VPs and presenting recommendations for accelerating saleso Responsible for leading the IT development of Merck’s first Intranet for use by field sales employeeso Designed Sales Incentive plans for all sale teams and all sales professionalso Made recommendations on defining market baskets for brandso Participated in market research design and implementation for physician specialties in preparing for launches

Sales Representative 1991-1995 - Large Teaching (Univ. FL), Community & DoD Hospitals; focus was on Vaccines (Buy & Bill), Antibiotics, CV, and launch of urology first in class brand. #1 nationally in urologyo Asked by the North Florida Society of Pharmacist to be a guest speaker at quarterly meeting to present

industry perspective. Senior Sales Management trust in me allowed me to do this.

E D U C A T I O N & S P E C I A L I Z E D T R A I N I N G

Military Service 1984-1992: Promoted to “Regular” Captain, USAF, C-130 Navigatoro Director of Training- Led the squadron to the highest rating in the history of the squadron during an

Operations Readiness Inspection that rates combat readiness for all aircrew o Volunteered and successfully rejoined the military through Tennessee National Guard during Desert Stormo Honorably Discharged

Master of Science- Operations Management- University of Arkansas College of Engineering 1989 – 1990 Bachelor of Science in Business Administration - University of New Hampshire 1980 – 1984 ROTC Scholarship 1981 Eagle Scout 1978