Jon Ropson
McKinney
Summary
Results-driven commercial sales executive with extensive experience leading enterprise sales, business development, and commercial strategy across specialty healthcare and distribution. Proven success driving multi-billion-dollar portfolio performance, accelerating revenue and profitability, and building high-performing sales organizations that consistently exceed growth objectives. Expertise in strategic account management, market expansion, sales operations, and executive stakeholder engagement, with a collaborative leadership style that aligns Sales, Finance, Operations, and manufacturer partners to execute scalable go-to-market strategies and deliver sustainable business growth.
Overview
12
12
years of professional experience
Work History
Director, Inside Sales
Cencora / AmerisourceBergen
Remote
10.2022 - Current
- Lead a 10-person organization across four specialized teams spanning new health system acquisition, community health systems, independent practices, and a strategic manufacturer partnership. Portfolio oversight includes $1.7B Business Development health systems, $900M Community health systems, and $400M Women's Health/Renal (approximately 6,500 accounts).
- Own portfolio trade strategy and segment-specific commercial plans across health systems and independent practice channels, aligning quarterly execution to annual growth and profitability targets.
- Lead portfolio operating cadence (targeting, pipeline, performance management, and solution utilization) and hold teams accountable to outcomes across acquisition, retention, and expansion.
- Drove enterprise forecast discipline through monthly purchasing trend analysis, pipeline inspection, and customer-level spend signals; translated insights into actionable strategies for pricing positioning, solution adoption, and customer experience.
- Set guardrails and provided recommendations for margin performance through deal model governance for new business and renewals; ensured terms were executable and aligned with distribution and operational requirements.
- Serve as commercial lead for customer deal models and renewals within the Community Hospitals segment (primary health systems ≤ $15M annual spend), balancing competitiveness, compliance, and profitability.
- Lead the Civica manufacturer partnership from a commercial and operational standpoint, managing contract execution, day-to-day performance, and escalation paths across stakeholders.
- Influenced senior internal stakeholders in monthly cross-divisional leadership reviews to secure resources, resolve constraints, and align unified selling motions with solution delivery.
Manager, Product Sales
AmerisourceBergen
Remote
01.2021 - 10.2022
- Led a team of 10 sales professionals managing 22,000+ accounts and a $2.41B specialty distribution portfolio, consistently driving revenue growth and sales performance.
- Executed national growth strategies and sales campaigns, driving specialty product adoption and enhancing gross profit.
- Built strategic partnerships with pharmaceutical manufacturers and health systems, expanding market reach and accelerating commercial initiatives.
- Served on Sales Advisory Board, influencing sales strategy and field enablement for commercial excellence initiatives.
Specialty Sales Consultant
ASD Healthcare / AmerisourceBergen
Carrollton
06.2019 - 01.2021
- Owned a $290M+ Northeast territory encompassing 1,500+ specialty healthcare accounts, delivering $6.5M+ in gross profit through strategic portfolio management, customer expansion, and revenue optimization.
- Produced $100M+ in new revenue and $1.5M in gross profit by winning and expanding three enterprise healthcare customers through consultative selling, competitive displacement, and executive relationship management.
- Surpassed 100% of quarterly sales quota throughout FY2019–FY2020 by executing high-impact sales strategies, data-driven forecasting, and disciplined pipeline management.
- Expanded specialty market by navigating complex accreditation and class-of-trade requirements, collaborating with manufacturers and cross-functional stakeholders to accelerate market access and generate new revenue opportunities.
District Sales Manager - Paramount Division
Southern Glazer's Wine & Spirits
Dallas
04.2017 - 06.2019
- Led a 6-person sales team managing 550 retail accounts and a $5.6M territory, driving profitable growth across grocery, convenience, and drug store channels while overseeing 100,800 annual wine cases.
- Executed supplier programs and sales strategy, utilizing forecasting and market analytics to align territory performance with revenue objectives and meet supplier expectations.
- Coached and mentored sales talent, accelerating new-hire onboarding and enhancing team sales execution through targeted performance management, resulting in increased territory performance.
- Implemented and drove field adoption of SAP, Salesforce, and NSM, improving forecasting accuracy and reporting efficiency while empowering managers with new system capabilities.
Sales Representative - Paramount Division
Southern Glazer's Wine & Spirits
Dallas
10.2015 - 03.2017
- Elevated the territory to the team's highest-grossing market, generating $1.2M in annual revenue and selling 21,000 wine cases through disciplined sales execution and market expansion.
- Managed a high-performing territory of 90+ retail accounts, driving profitable growth across convenience, grocery, fuel, and independent channels through strategic account development and customer relationship management.
- Maximized territory performance with data-driven sales forecasting and promotional planning, consistently exceeding supplier and company growth objectives.
- Expanded supplier distribution and market share through consultative sales strategies across premier portfolio, including E&J Gallo, WJ Deutsch, and Treasury Wine Estates.
Finance & Operations Analyst
Southern Wine & Spirits
Syosset
09.2014 - 09.2015
- Delivered sales and market intelligence by analyzing pricing, geographic trends, and performance data using Diver, Compass, SalesNav, and Business Objects to identify and prioritize growth opportunities.
- Developed monthly pricing strategies for Constellation and Palm Bay portfolios, enhancing market competitiveness and driving revenue growth across the territory.
- Partnered with suppliers and cross-functional teams to design incentive programs, manage promotional budgets, and align commercial strategies that increased sales performance and strengthened supplier partnerships.
- Coordinated inventory planning and operations to align with annual sales objectives of over 1.2 million cases, ensuring product availability and minimizing stockouts for successful market execution.
Education
Bachelor of Science - Business Administration, Finance, Management
Seton Hall University, Stillman School of Business
South Orange, NJ05-2014
Skills
- Executive Sales Leadership
- Strategic Account Management
- Enterprise Sales
- Business Development
- Territory & Market Expansion
- Sales Process Optimization
- Revenue & Profit Growth
- Commercial Strategy
- Sales analytics
- Opportunity management
- Cross-Functional Leadership
- Team coaching
- Budget Management
- Regional Account Management
Professional Awards
- AmerisourceBergen - Circle of Excellence winner, 2022
- AmerisourceBergen - Circle of Excellence winner, 2020
Timeline
Director, Inside Sales
Cencora / AmerisourceBergen
10.2022 - Current
Manager, Product Sales
AmerisourceBergen
01.2021 - 10.2022
Specialty Sales Consultant
ASD Healthcare / AmerisourceBergen
06.2019 - 01.2021
District Sales Manager - Paramount Division
Southern Glazer's Wine & Spirits
04.2017 - 06.2019
Sales Representative - Paramount Division
Southern Glazer's Wine & Spirits
10.2015 - 03.2017
Finance & Operations Analyst
Southern Wine & Spirits
09.2014 - 09.2015
Bachelor of Science - Business Administration, Finance, Management
Seton Hall University, Stillman School of Business