Jim Dulaney Email & Phone Number

Franklin, Tennessee, Us

Work with companies in the Medical Device and Pharmaceutical sector on sales leadership, sales development, and commercial management.

Fremont, Ca, Us

Recruited to prepare for commercial launch in anticipation of FDA granting. • Targeted initial surgeon prospects and gained commitments for early users of the product. • Created detailed sales process and built/implemented sales education program. • Coordinated pathways towards facility approvals across the US.

Arlington, Tn, Us

I was recruited to drive US sales growth of the knee/hip replacement implant line by turning around the corporate culture, realigning marketing with the sales force, expanding the product portfolio, adding new distributors, and rebuilding relationships with distributors that were planning to drop the MicroPort Orthopedic line. After only 4 months with the company, the President resigned, and I was promoted into a dual role overseeing both Commercial Operations and Sales. • Recruited a high-performing leadership team of Two Regional Sales Directors, Regional Business Leader, and a new Knee System Sales Leader. • Rebuilt morale/trust among distributors and aggressively expanded the US sales force by leveraging my orthopedic contacts to add 5 new distributors and lead a team of 32 distributors and 138 reps. • Relocated the Marketing Department from Boston to Memphis headquarters, hired a new Marketing Director, and built out a new marketing team in less than 6 months that aligned with corporate strategy. • Orchestrated development and launch of new physician marketing capabilities including the “MPO Experience” that strengthened company image by providing in-person and virtual (Zoom) surgeon visits to corporate headquarters. • Created a Field Advisory Board with 9 distributors providing “voice of the field” feedback to assist the company in delivering support to drive sales growth and overcome competitor challenges. • Turned around declining sales with a 2.5% increase in second half of 2019 and strong 2020 start with 106.5% to goal with 14 new surgeon conversions. • Traveled to China on 3 occasions to make presentations on US operations to the Executive Board.

Following success as acting VP of Sales for Lipogems in the US since July 2015 (during previous role with Crosslink Bioscience), was hired directly with the company to continue driving growth. • Modified the distribution network by analyzing sales results, realigning territories, and managing a total of 20+ US distributors, with the largest distributorship of 300 representatives. • Traveled extensively to lead strategic planning sessions with distributors, communicated sales goals, conducted field rides with reps to meet with customers, and provided additional training/support for the procedure.

I was hired as Area Director with this largest orthopedic distributor in the US (300 reps in Georgia, North Carolina, South Carolina & Florida) and was promoted after eight months to VP of Sales to develop and launch a new biologic sales division that included developing a network of independent orthopedic distributors across the US. • Served as the acting VP of Sales for Lipogems in the US market starting in July 2015 to launch the next generation adipose tissue technology used to harvest, concentrate, and transfer a patient’s own fat for the repair, reconstruction, and replacement of injured or damaged tissue. • Led the Lipogems strategy that increased sales 128% in 2017 vs. 2016 by creating an entirely new market using a treatment option that required changing the mindset of orthopedic surgeons to this technological advance. • Opened the distributor network channel to Osteoremedies (first FDA-cleared modular system available for both hip and knee two-stage infection revision arthroplasty) in March 2014. • Entered into a co-marketing agreement with Pacira (one of the first ever successful partnerships with a medical device company selling pharma) in April 2013 to drive growth of Exparel (non-opioid postsurgical pain control medication) to orthopedic markets nationwide. • Developed and implemented Exparel strategy that increased sales in the orthopedic market from less than 5% of sales to 60% of total company sales in 18 months with Pacira stock increasing 500% from 20’s to as high as 120.

Kalamazoo, Mi, Us

After starting as a Sales Manager in Tennessee, I was promoted to General Manager in North Carolina and then to Area VP for the Mid-Atlantic Region where I turned around one of the lowest performing regions in the US. Some of my key accomplishments in each of these roles included: • Built the Mid-Atlantic infrastructure to support branch operations by hiring a high quality management team for technical sales, field operations, contracts, HR, field marketing, and administrative support. • Analyzed performance issues at each branch, outlined specific sales growth and operational strategies for each General Manager, and provided ongoing leadership support for achieving those goals. • Initiated and led a region-wide cultural shift that created positive culture through improved communication, sales/operational support, problem-solving, and leadership development. • Selected for and completed the Harvard Business School’s Future Senior Leadership Training Seminar in 2006 that was specifically designed for Stryker; and completed a finance course at Wharton Business College. • Turned around the region in the 1st year and finished #1 nationally for P&L and cash flow performance. • Delivered substantial annual sales growth including 2008: $16.3 million sales increase (7.1% growth); 2007: $31.6 million sales increase (16.3% growth); and 2006: $11.7 million sales increase (6.4% growth). • Increased North Carolina from last in the US to #3, achieving growth of over $13 million in less than four years. • Recognized nationally for creating/hosting the North Carolina Stryker Sales Summit Meeting for all Stryker divisions that was the first of its kind in the US. • Improved efficiency by implementing WebOps (surgery scheduling & implant/instrument inventory management software); recognized as the first branch to implement WebOps and was as the pilot location for Stryker corporate.

Managed distributor operations in East Tennessee and North Georgia achieving #5 US ranking among 85 distributors with 29% growth in 1999 and 34% growth in 2000. Selected as “up and coming” distributor for a Biomet panel to develop strategies for overcoming obstacles and driving sales growth.

Earned recognition as a two-time President’s Club Award Winner for annual sales performance and was instrumental in increasing revenues 316% from $600,000 to $2.5+ million annually over six years. Managed all aspects of operations for the East Tennessee satellite office of this Nashville-based distributor.