James Cash has over 30 years of experience in sales management, account management, and business development roles within the medical device industry. He has a proven track record of exceeding sales targets and developing new revenue streams. Currently, Cash leads a regional team as Area Vice President at DePuy Synthes, where he has implemented new contracting strategies to yield over $25 million in additional annual sales.

1. JAMES A. CASH
1354 Fairway Forest Drive  Cordova, Tennessee 38016  (901) 652-2274 jamesacash15@gmail.com
Executive Summary
Highly experienced with strong proven record in all facets of Account Management, Sales
Management, and Sales development across multi-disciplined businesses. Experience in design
and implementation of strategic business plans. Adept at analyzing and resolving complex
business issues. Skilled in identification of market trends and recognition of new opportunities.
Accustomed to P&L and budgetary responsibility. Impressive track record of delivering
quantifiable results.
Professional Core Competencies
 Strong Motivational & Leadership Skills  Personal & Professional Accountability
 Seasoned Negotiator  Team Development/Consensus Building
 Excellent Oral and Written Communication Skills Pricing Strategy Development
Area Vice President, Franchise Account Management
DePuy Synthes, Johnson & Johnson – Memphis, TN January 2014 - Present
Lead regional team of Account Directors with responsibility for strategic contracting within the DePuy
Synthes operating companies to include; Joint Reconstruction, Trauma, Spine, Mitek Sports Medicine,
CMF, Neuro, & Power Tools representing sales revenue of over $1.4 billion.
 Supported design, build, implementation and management of new franchise integrated Account
Management organization
 Lead development of contracting strategies and go to market models focused on performance
based contracting initiatives
 Single and Multi Operating Company performance based contracts yielded in excess of $25
million in incremental sales revenue for 2015
 Supported development and implementation of core Account Management competency model to
improve and enhance field based customer representation
Area Vice President, Corporate Accounts Group
DePuy Orthopaedics, Johnson & Johnson – Memphis,TN January 2007 – January 2014
Directed team responsible for all contract related functions, representing over $1.9 billion in annual sales
revenue. Oversee all aspects of contract strategy, offer development, negotiation, & implementation
functions for local hospital, IDN, and GPO agreements with emphasis on strengthening revenue
contribution. Develop relationships with key customers. Ensure legal and healthcare compliance
guidelines are strictly followed. Develop and implement core strategies for price, mix, and ASP growth
and stratification. Ensure consistent strategic alignment between Marketing, Sales, and Corporate
Accounts Group. Foster professional growth and development for Corporate Account Director group.
Accomplishments include:
 Lead Account management team to exceed target pricing for new product introduction resulting
in in 25% premium, $6mm, above company expectations.
 Heavily engaged in development of portfolio pricing & new product pricing strategies
 Designed multiple performance based agreement models resulting in both sales and unit growth
at local facility levels.

2. Director, Corporate Accounts Group
DePuy Orthopaedics, Johnson & Johnson – Memphis,TN January 2003 – June 2007
 Developed comprehensive Corporate Account Management business training program that
resulted in an accelerated learning curve for product knowledge, contract development, and
territory management for new hires.
 Created Orthopaedic Account Management Price Business Plan designed to forecast impact of
price and ASP in sales management growth plans
 Successfully implemented contract management improvement process to ensure higher capture
rate of contracted facilities.
Corporate Accounts Manager
DePuy Orthopaedics, Johnson & Johnson – Memphis,TN June 2001 – January 2003
Accomplishments included:
 Consistently outpaced company metrics on price and mix growth with an average of over 7% as
a Corporate Accounts Manager
 Developed contract process and pricing model resulting in national implementation and a more
cohesive contracting strategy
 Created a multi company performance incentive program designed to encourage customer
growth across various clinical disciplines delivering over $4mm in new sales.
 Successes lead to promotion to Director, Corporate Accounts
Regional Sales Manager
Smith & Nephew, ENT – Memphis, TN April 1998 - June 2001
Accomplishments included:
 1999 & 2000 Regional Manager of the Year Awards
 Trained field sales organization on implementation of capital equipment purchasing program
 Redesigned territory layouts resulting in additional sales coverage
Director, Corporate Accounts
Smith & Nephew North America – Memphis, TN April 1995 – April 1998
Accomplishments included:
 Successfully signed 16 new corporate agreements
 Achieved contract sales growth for 1996 of 9.2% or $5.2 million
 Increases in agreement revenues totaled 14%, or $3.36 million in 1995
 Developed innovative contract structure for strong clinical preference fracture fixation products.
 Facilitated project on cost reduction through standardization for arthroscopy
 Directly assisted in conversions resulting in over $1mm in new sales revenue

3. National Accounts Manager
Smith & Nephew Perry – Massillon, OH March 1993 - April 1995
Accomplishments included:
 Increases in national account revenues totaled $4.93 million, 51.03% increase, in 1994
 Oversaw 1993 national account revenue growth of 8.75%
 Singed or renegotiated 7 major hospital group purchasing contracts
 Developed a new market distribution program producing $850 thousand in new revenue
 Engineered Risk Assignment Program designed to accommodate capitated pricing environment
District Sales Manager
Smith & Nephew Perry – New Orleans, LA March 1991 – March 1993
Accomplishments included:
 Selected to train new representatives after one year with the company
 Consistently in the top 10% nationally in sales volume, sales increases,and profitability
 Finished fiscal 1991 with an 18% increase in sales, and 31% rise in the last quarter.
 Achievements led to promotion in March 1993 after 2 years with company
Sales Representative
Wm. C. Brown Publishing – New Orleans, LA October 1988 – March 1991
Publisher Representative
Business Publications Inc. – NewOrleans, LA August 1986 – October 1988
Professional Training and Development
Wharton Academy Fellow – Healthcare Economics for Executive Management
INSIGHTS Leadership Development Program
Harvard Program on Negotiation for Senior Executives
Wharton Program on Negotiation
Bay Group Negotiation Program
Spin Selling
J&J Fundamentals of Management Training
J&J Government Compliance Training
J&J Executive Law Forum Program
Winkler International “Managing Price Erosion in Competitive Markets”
Miller/Heiman Large Account Management Program
Xerox Professional Selling Skills
Education
Nicholls State University, Thibodaux, LA
Graduated May 1986
B.S. Business Administration
Major: Finance
Minor: General Business