What it is
Khounlavong went into medical sales straight out of the University of Kentucky. He moved to Memphis, Tennessee as a medical supply sales representative for Medline Industries. His account was the Baptist Hospital System in the Mid-South, an organization of 18 facilities.
The selling was contract selling. Proposals ran for multiple years and multiple millions of dollars, and went to surgeons, nurses and hospital executives.
What Khounlavong did
- Developed and presented multi-year contract proposals to the 18-facility system.
- Administered a $30M roll-out of surgical packs, plastics and wound care.
- Identified opportunities within a surgery pack offering that lowered the wholesale price to the hospital by $120 each and raised Medline's profit by $180 each.
- Created and executed an "attack plan" for pain management trays for fiscal 2001.
- Prepared and delivered product education presentations to nurses, physicians, surgeons and director level staff.
- Built account specific sales forecasts and goals.
Results
- Revenue growth of $20M through contract adoption.
- Sales growth of 10.5%, or $2.0M, from the pain management plan in fiscal 2001. His later profiles round the figure to 11%.
- 110% of his fiscal 2000 sales goal.
- 1999 Rookie Sales Rep of the Year, Medline, as listed on his 2019 resumes.
At a glance
| Project type | Contract sales to a hospital system |
|---|---|
| Industry | Medical supplies |
| Seat | Medical Supply Sales Representative |
| Ran through | Medline Industries |
| Dates | 1999 to 2002 |
| Location | Memphis, Tennessee |
| Related pages | Jimmy Khounlavong |
| Principal | Jimmy Khounlavong |