Mitch Johnston Email & Phone Number

Charlotte, North Carolina Area

Accountable for the attainment of OAPI sales and profit plan objectives for the South Atlantic Ecosystem (comprising NC, SC, & Coastal GA). Responsibilities include developing a cohesive, highly-motivated team of Account Managers; managing acceptance of OAPI products on hospital formularies; evaluating and refining promotional strategies, business plans and sales forecasts, as appropriate to meet business requirements; ensuring effective execution of the tactical and operational segments of the sales plans for all marketed products; and ensuring full and complete compliance of all selling activities within the area of responsibility to OAPI standards and to all state and federal regulations.AWARDS and ACCOMPLISHMENTS■ #7 Ranked (of 22) Hospital Districts in Nation for 2015 Overall Performance■ #1 Ranked (of 22) Hospital Districts in Nation for 2015 Ability Maintena Unit Volume■ Exceeds Expectations Performance Rating for 2013■ 2013 Performance Award -- Top Samsca Volume in Targeted Accounts■ Q3 2013 "Return to Growth" Contest Grand Prize Winner■ #1 Ranked (of 24) Hospital Districts in Nation for 2013 Targeted Account Growth - 93% growth■ #1 Ranked (of 24) Hospital Districts in Nation for 2013 Targeted Account Unit Volume■ Featured in Otsuka News Network article on "How Great Managers Boost Employee Engagement" (May 2013)■ Career Trees Advisory Board (2012-Present)

Charlotte, North Carolina Area

Managed, led, and inspired 9-13 member teams of specialty and hospital representatives throughout the states of North Carolina, South Carolina, Virginia, West Virginia, Tennessee, Kentucky, and Ohio with an entrepreneurial approach. Recognized for ability to quickly turn around underachieving teams and to hire, train, and lead top performing teams through product launches in specialty and institutional markets.AWARDS and ACCOMPLISHMENTS▪ Winner of the Omnaris/Alvesco Depth and Breadth Contest (2009)▪ Regional Business Manager of the Year (Institutional/Specialty Division) for SE Area (2007) [Ranked #1 in SE Area in Brovana Sales]▪ Grand Prize Winner of Breathe in Success Contest (2007)▪ Regional Business Manager of the Year for Ohio Valley Area (2004) [Ranked #1 in Area in portfolio sales (Lunesta/Xopenex)]▪ Earned Exceeds Expectations annual performance ratings in every position held (Regional Business Manager, Regional Therapeutic Specialist, Pharmaceutical Sales Specialist)▪ Developed 7 direct reports from Representative to Regional Business Manager (3 have gone on to win President's Circle of Excellence Awards as RBMs and 1 has been promoted again to Associate Director of Sales Operations)▪ Developed multiple President's Circle of Excellence Award winning representatives▪ Launched 5 products as a Manager/Leader (Lunesta, Xopenex HFA, Brovana, Omnaris, Alvesco)▪ Conducted over 300 face-to-face interviews through Sunovion's (Sepracor) expansions from 150 representatives to over 1,300 representativesMANAGEMENT/LEADERSHIP TRAINING▫ Miller Heiman Strategic Selling Leadership Series▫ Trainer & Facilitator for PSSRx Selling Skills▫ SkillPath: "How to Excel at Managing and Supervising People"▫ AIM (Assess, Implement, Measure) Coaching -- Managing Performance▫ Competency Based Interview Training▫ MACC -- Mastering the Art of Consultative Coaching

Consistently delivered increases in Xopenex sales in key hospital accounts in the Virginia, Washington, DC, and Maryland markets. Led and supervised the efforts of 20 representatives generating substantial Medicare hospital discharge business. Provided analytical support to the East Coast Area's Sales Director. Managed the East Coast Area's Speakers Bureau. Designed the East Coast Area's Reward and Recognition Program.▪ Ranked #2 of 10 in Nation at time of promotion▪ Achieved 9.5% market share growth at targeted hospitals▪ Delivered pharmacoeconomic presentations to key decision makers (Directors of Pharmacy, P&T Committee members)

Formulated and implemented an aggressive and efficient business plan to drive Xopenex sales in a single-owner territory model. Trained peers in computer-based call reporting system.▪ Responsible for contract pricing negotiations, formulary status, and institutional uptake of Xopenex at Carolinas Healthcare System hospitals▪ Increased Xopenex TRx market share by 50%, Xopenex NRx market share by 46%, and Xopenex hospital (DDD) market share by 342%▪ Executed Sunovion's first contract with a home health company to accept Medicare assignment on Xopenex

Charlotte, North Carolina Area

Consistently delivered exceptional sales results through the implementation of innovative sales techniques, the development of strong professional relationships with key opinion leaders, the delivery of compelling clinical sales presentations, and the optimization of reach and frequency. Successfully launched multiple products (Detrol, Mirapex, Detrol LA, Pletal) to both specialty and primary care audiences. Served as District Business Analyst and District Detrol Product Manager. Led Phase 1 Training of new representatives at Regional Business Center.▪ Winner of Detrol LA "Drive to 55" (55% market share) 2001 Sales Contest▪ Ranked in top 20% of nation for Detrol LA and Pletal goal attainment in 2001▪ Completed Marketing/Management Development/Assessment rotational course at corporate headquarters to prepare for career advancement opportunities▪ Ranked #1 in South Atlantic Region and #3 in country in Estring goal attainment (1998)

Marketed business forms, pressure-sensitive labels, office machinery, and inventory management systems to manufacturing, government, and hospital accounts in Charlotte and Western North Carolina.▪ Increased territory sales by 43% in two years▪ Achieved annual sales target of $600,000 in 1994

Marketed business forms, pressure-sensitive labels, and inventory management systems to accounts in Western NC and the low-country region of SC (Charleston)

Mba, Finance

Ba, Political Science

Activities and Societies: Delta Upsilon Fraternity; Student Congress Representative

Education record

Activities and Societies: Varsity Tennis