James Knight Email and Phone Number

Managerial Duties: Contribute to projects and initiatives that impact corporate growth and changemanagement for a large, privately held medical device/pharmaceutical company. Direct distributors insales/marketing efforts, provide training for product knowledge, and collaborate in resolving serviceissues• Selected from a group of 60 to be included on a collaborative Sales and Marketing Team (SMET) as aliaison for field sales, providing feedback from sales teams and clients. Communicated responses to fieldsales and led training on new policies/programs.• Created new tools and marketing collateral as part of change management and strategic initiatives,including a business review template that is used by all 60 field representatives.• Demonstrated strategic sales skills needed to optimize revenue for 300 + accounts, analyzing data totarget new customers and grow existing accounts.• Managed projects for the installation of capital equipment, and trained staff in its use.Sales Duties: Manage an eight state, $6 million Midwest territory for long term care, home infusionpharmacy, and rehabilitation hospitals. Build relationships with decision makers that include corporateCEOs, Directors of Pharmacy, and Operations Directors. Negotiate and close complex contracts thatinvolve pricing strategy. Track client inventory and collaborate with distributors to resolve supply chainissues.• Grew territory +30%, with 4 out of my largest 10 customers in the territory.• Achieved 125% to quota for first year sales.• Recognized as Newcomer of the Year (2019).• Demonstrated product knowledge and sales skills needed for a 50 + product portfolio.

Client-facing Duties: Reported to the COO of U.S. Broking and Health Benefits Senior Consultant at a Fortune 500 company, leading the industry in risk assessment & consultation. Engaged external and internal clients to understand their business requests and goals as part of a global initiative to sell analytics. Interacted with C-level executives on a regular basis, including strategic planning and change management projects. Developed project budgets and scope of work (SOW).• Played a lead role in achieving the business group’s goal of 10% sales growth by developing an ongoing change management strategy to optimize human resource capital management.• Enhanced consultative skills, including the ability to understand what clients need and solve problems. • Promoted based on leadership skills and an ability to collaborate with clients in a way that drove sales results. I am currently a project manager for the solutions & development team within Health & Benefits US Broking. The solutions development team utilized data / analytics reporting, auditing and training / development to drive positive business results for US Broking and the SPS carrier partners. Additionally, the centers of excellence (COEs) for Medical, Business Travel accident, Group Legal, Auto/Home and Emerging markets are also managed by the Solutions Development team.

Managed sales contacts with clients in the U.S., and collaborated with the sales team to maximize cross-selling opportunities. Worked with leaders to determine pricing strategy. Negotiated pricing between clients and international partners, and made decisions about the structure of programs.• Selected to manage one of the London office’s largest sectors (rail), including a key account.• Closed 3 new accounts in London by negotiating significant price savings with internationalunderwriters.• Developed strong negotiation and closing skills while working across complex client interactionsbetween American brokers and international business partners.• Mentored several less experienced professionals on each account.• One of the company’s youngest American employees posted in London.

Developed presentations and reports, including quote comparisons. Analyzed industry trends and benchmarks regarding a fast-changing sector (property coverage). Traveled extensively to meet clients and conduct site visits as part of risk management. • Selected from a team of new hires for a leadership development program.• Gained strong product knowledge and understanding of sales processes.

• Market research and analysis • Location scouting and pricing analysis • Assisted in the planning and development of 'White Stable Vineyard'

• Assisted in incorporating ULTRIVA into the warehouse, to move product more efficiently• Managed a case study, timing warehouse truckers for product movement efficiency• Tracked and organized product within the distribution system