Jerry Acuff, CEO & Founder of Delta Point

  • Pharmaceutical executive for 30+ years
  • Ranked #5 of Top 30 Sales Professionals in the world for 2017
  • Named one of the 50 best sales people of all time
  • Business Worldwide’s Best CEO, Pharmaceutical Industry North America (2017 & 2018)
  • Gamechanger of the Year (2017 & 2018)
  • CEO of the Year (2016 & 2017)
  • Named one of top 10 sales experts in the world (2015)
  • Author of 3 best-selling books

Delta Point Expertise

  • Our consultants and executives average 20+ years of experience:
    • Sales/Sales Leadership
    • Marketing
    • Learning and Development
    • C-suite
  • Launched 125+ products
  • Practical experience in 35+ therapeutic areas
  • Strategic Advisory Firm of the Year (Biopharmaceutical 2017)

Our Team is Our Greatest Resource

Jerry has more than 30 years of experience in speaking and consulting on the issues of sales and marketing.  His expertise has led to numerous awards and recognition, including the title of one of the 50 best salespeople of all time, and one of the top 10 sales experts in the world, according to salesgurus.net.  Jerry has been featured on MSNBC and the ABC Radio Network, as well as the TheStreet.com, WSJ.com, Fortune, Sales and Marketing Management Magazine, Investor’s Business Daily, Managed Care Pharmacy Practice, Fast Company, Selling Power and “Selling Power Live.”  He shares his passion for selling and building business relationships in his three best-selling business books: “The Relationship Edge,” “The Relationship Edge in Business” and “Stop Acting Like a Seller and Start Thinking Like a Buyer.
Matt has enjoyed a proven track record of driving sales growth and profitability as demonstrated by his extensive sales and training leadership experience across multiple therapeutic areas.  Matt joined AstraZeneca as a sales specialist in 1994, and he excelled in leading teams to identify, leverage and optimize sales opportunities with both new and established accounts and products.  Matt’s ability to lead his sales district from the bottom 10 percent to the top 20 percent nationally led to his involvement in the design, development and implementation of professional sales training at AstraZeneca.  During the last three years of his seventeen year career at AstraZeneca, Matt was responsible for leading the development and execution of the training curriculum for the 2,000-plus member sales/sales leadership team in the cardiovascular and metabolic business unit.  He also earned recognition for shaping regional brand strategies, creating alignment and optimizing resources based on his cross-company training development in preparation for the successful launch of three brands.  Since coming to Delta Point in June 2011, Matt continues to deliver for Delta Point’s existing client base, while simultaneously securing new clients that can benefit from their customized offerings.  Matt and his team continue to grow their business and look forward to working on new projects in the coming years.  Matt earned his B.S. in organization development from Le Moyne College.
Throughout her 17 years in the pharmaceutical and biotechnology industry, Debra has gained deep and diverse experience in marketing, sales leadership and sales training.  She began her career as a sales representative with Ortho-Biotech.  After joining Takeda Pharmaceuticals, she took on roles of increasing responsibility, ranging from sales trainer to regional sales director.  Most recently, Debra worked in marketing for Novo Nordisk in the commercialization of two pre-launch products.  She has a proven track record of success, leading the development of brand positioning, messaging platforms, strategic plans and creative campaigns for five product launches.  She spearheaded the professional tactical plan for a $3 billion product portfolio and effectively managed a $142 million budget.  While in sales and sales leadership roles, Debra successfully launched six products in multiple therapeutic areas.  She was recognized for her ability to effectively coach and develop others as evident by her high rate of direct report promotions and her selected role as a mentor to other leaders.  With twelve national leadership and sales awards and numerous regional awards, Debra has earned recognition for her many contributions.  Debra earned her B.A. at Rutgers University with a double major in Psychology and Sociology.
Bruce has over 30 years in the Life Sciences Industry, evenly split between the Industry and Vendor sides of the business.  During his industry years with Abbott, Novartis (CiBA), and Cumberland Pharmaceuticals, Bruce worked in positions of increasing responsibility in Sales, Marketing, Managed Care, Sales Operations and eBusiness.  He’s proud of his accomplishments including earning the Circle of Excellence in his first year of eligibility as both a Sales Representative and Manager. Bruce’s managed care team was rated the #1 Team in the Industry by Scott-Levin every year of his tenure. Broadening his responsibilities, he led the redesign of both the incentive structure and performance metrics for all Novartis Commercial employees, created the largest eSales team in the industry, and built a field-based Sales Team from the ground up.  On the vendor side, Bruce specialized in Co-Pay Offset programs for RxSolutions (formerly RxSample Solutions).  While there, he personally sold, designed and managed over 200 programs for over 30 companies in over 2 dozen Therapeutic Areas. In addition to his duties at Delta Point, Bruce serves as a Guest Lecturer at the Owen Graduate School of Business at Vanderbilt University and is a member of their Executive MBA Advisory Board.  Bruce earned his Bachelor of Finance degree from Pennsylvania State University.
Throughout his 25 years in sales and sales leadership, Todd has gained deep and diverse experience in medical device and technology sales, sales leadership and sales training. He has worked with Novartis, Stryker, Tyco Healthcare, Medtronic, Baxter, and LDR Spine/ Zimmer. Todd has a proven track record of success, leading the development and commercialization efforts of early-stage differentiated technology, messaging platforms, strategic plans and product launches. Throughout his career, Todd has been recognized for his ability to effectively coach, inspire motivation, and develop others as evidenced by his high rate of direct report success and promotions. Todd earned his B.A. at Virginia Military Institute, and has many certifications in continuing education in life sciences, sales, management, and leadership.
Dan has more than 23 years of experience in the life sciences industry, working in start-up organizations, mid-size specialty firms, and traditional big pharmaceutical companies, primarily in sales and sales leadership.  Dan started his sales career as a representative for Amfax America, and then joined the pharmaceutical business at Astra USA.  He also worked for Sankyo Pharma, Nitromed and Shire.  During his career, he quickly progressed from sales representative to district sales manager to regional director, gaining experience in training, marketing, sales operations and leadership development.  His dedication to a positive reinforcement management style led to numerous awards and recognition, including “Business Executive of the Year” and multiple President’s Club awards.  Dan’s success in product launches and his ability to drive sales results are complimented by his successful leadership development and mentoring skills.  In his first year at Delta Point, Dan received the first ever Delta Point Leadership award.  During his time at Delta Point, Dan has actively engaged with several key organizations in the pharmaceutical and biotechnology space.  He has played a strong role in marketing message projects, product launches, leadership development, coaching model development and training, sales model development and training, market research and many other customer initiatives.  Additionally, he has developed a comprehensive active listening course for clients.  Dan is an active member of the International Listening Society.  He also helped create a unique selling program called “Meaningful Dialogue More Often.”  Dan earned his bachelor’s degree in general studies from Indiana University.
Amy McPhaul Johnston brings a combination of pharmaceutical sales, training and marketing experience to the team, with special insight into the creation of compelling sales messages and effective marketing strategy for pharmaceutical launch brands. Amy’s career spans over 24 years in the pharmaceutical industry and includes roles in sales, training and development, sales management, commercial operations and marketing. She has been a key part of several successful launches not only for new compounds but also for new indications, formulations and line extensions of existing products. Amy has led high-performing teams promoting drugs for pediatric diseases, infectious disease, mental illness, cardiovascular disease, respiratory disease, hypertension, immunology and diabetes. Amy’s understanding of the challenges of both the brand teams and sales leadership enable her to develop solutions that meet the needs of both. Her goal is to create innovative and creative learning experiences that result in improved execution and long term retention of new material. Amy earned both a BA and MA from the College of William and Mary in Virginia.
Mark provides the unique insight of a physician’s perspective as well as his medical knowledge and expertise as a practicing obstetrics and gynecology physician.  He is a fellow in the American College of Obstetricians and Gynecologists.  With a passion for helping to improve healthcare for children and adults with special needs, Dr. Cohen also serves on the board of directors and executive committee of the United Cerebral Palsy of Greater Birmingham.  Due to his work in the non-profit sector, Dr. Cohen was honored as the 2005 Healthcare Hero in the outreach category by the Birmingham Business Journal.  In 2007, Mark was honored by the Alabama Pediatric Dentistry Association for his work in providing dental care to children and adults with special needs.
Joan started working for Delta Point in 2005 as a Project Director. She is currently our Senior Director of Customer Excellence, leveraging her talents of writing and research with her passion for Delta Point philosophies and tenets.  Her contributions are truly built on her diversity of experiences: certified teacher of secondary school and community colleges, a contributing writer for a business magazine, systems programmer, software marketing representative and trainer.  Joan joined the pharmaceutical industry in 1992, achieving recognition as a sales representative, which led to more awards as a manager and later as the head of promotional policy and the electronic funding system for Aventis Pharmaceuticals.  Joan earned a liberal arts degree (B.A.) from Gettysburg College and M.B.A. from California Polytechnic State University.
Fran began her career in the Finance end of the business at Unisys, Corp but quickly moved into project management roles where she helped implement global budgeting and accounting systems. Fran was responsible for leading several corporate-wide change management initiatives including rolling out Six Sigma Lean to the CFO organization. In 2007 she joined Performance Development Group (PDG), where she was contracted to build and implement the organization’s first client-based Sales Training Project Management Office (PMO) for a top 10 pharmaceutical client. Fran also created, deployed, and managed PDG’s first Learning Business Process Organization (LBPO) in a large multi-year engagement with another large pharmaceutical client. She went on to build and manage PDGs internal PMO before joining Delta Point.  Fran has a BS in Finance and an MBA with a focus on Operations, both from Penn State. She has Project Management Institute (PMI) certifications in both Project Management (PMP) and Program Management (PgMP). Fran earned a Six Sigma Black Belt while working at Unisys Corp., has her Certified Scrum Master (CSM) certification, and served on the board of the Philadelphia Chapter of the Association for Talent Development (ATD) as VP Finance.
Krista brings over 20 years of pharmaceutical sales, sales leadership, and leadership development to Delta Point. Prior to joining our organization, Krista was a partner in a boutique consulting organization, which served its clients by developing learning strategies and performance-based curriculums and content for commercial leaders and sales specialists that delivered bottom-line results.  Krista earned a B.A. from the University of Pittsburgh and a Master’s in Organizational Development from St. Joseph’s University.  She is an MBTI® certified practitioner and has earned certifications in applied adult learning and instructional design.
Nancy joined Delta Point with twenty years of sales, training and management experience.  She launched her career in the pharmaceutical industry as a professional sales representative with Sanofi Pharmaceuticals.  She then joined Takeda Pharmaceuticals, where she took on roles of increasing responsibility, including sales trainer and senior district sales manager. Most recently, Nancy was a district manager with Abbott Nutrition.  Throughout her career, Nancy has earned multiple national and regional achievement awards for sales success, and she has been recognized by each organization as a leader who is team-focused and results-oriented.  The majority of Nancy’s pharmaceutical career has been spent in sales management and people development.  As a successful leader, she consistently builds top performing teams, and was hand-picked to serve as a peer mentor for six district sales managers.  Over the span of her pharmaceutical career, Nancy has gained invaluable experience and has successfully launched more than nineteen products in numerous disease states and therapeutic areas.  In addition, she has extensive experience successfully negotiating hospital contracts, partnering with hospital supply chain management and working with managed care organizations, resulting in consistent year over year sales growth.  Nancy earned her B.S. in business with a concentration in marketing at the University of Pittsburgh
Carol earned her B.A. at The University of Oklahoma and her J.D. from The Ohio State University Moritz College of Law. She began her career as a prosecuting attorney in Phoenix, Arizona, prosecuting a myriad of felony cases for six years, and also serving as an Assistant Bureau Chief. She then transitioned to a career in pharmaceuticals at AstraZeneca, with roles in Sales, Training, and finally Leadership, as a District Sales Manager.  As a manager, Carol was recognized by her peers and senior leadership as a strong business leader with the ability to motivate and inspire her team while driving results. During her fifteen years in pharmaceuticals, she earned numerous sales awards, including President’s Circle of Excellence twice, and gained expertise in the field of PhRMA Compliance, successfully completing the Seton Hall Law School U.S. Healthcare Compliance Certification Program.
Desiree joins Delta Point with a track record of success in sales and sales management, training, marketing and business improvement. Desiree began her 15 year career as a pharmaceutical sales representative with GlaxoSmithKline, and earned multiple sales awards promoting a diverse product portfolio.  She was promoted to sales management and ultimately to brand manager in the respiratory division, where she was responsible for innovative professional tactical planning, leading to successful brand growth. Desiree was selected for a national pilot project that led to the development of the business improvement department within the GSK US pharmaceutical business, and was a leader and subject matter expert in the role of business improvement specialist for three years. During her tenure at GSK, Desiree launched four products in multiple therapeutic areas, and was instrumental in developing and launching new sales programs for the field sales force.  Desiree has a passion for leadership development, and has coached leaders throughout the organization as a certified Jobs Plus Coach.  Desiree has a B.A. from the University of Southern California and an MBA from Pepperdine University.

Joe joined Delta Point with over 20 years of Sales, Training, Marketing and Management experience. Joe launched his career in the financial services business in operations before becoming a vice president for Prudential Financial in the mutual fund and annuity area. Joe transitioned over to the pharmaceutical industry in 2003 as a professional sales rep with Pfizer. In 2006, he joined AstraZeneca as a primary care sales representative in the New York City area. Joe was thenpromoted to the position of sales trainer where he was instrumental in the development of the training curriculum as well as being selected by upper management as the lead trainer for multiple product launches. Joe transitioned to District Manager responsible for the development of his people and delivery on the business. Joe’s District had great success including achieving the Presidents Club in 2011. As a manager, Joe developed and led a coaching circle initiative where he helped develop other sales leaders in the organization. Joe left the sales side of the business and moved to the Brand team as a marketing lead. Joe led the tactical implementation of a new HCP campaign, including timelines, creation of promotional materials, and the training of both internal stakeholders and field based professionals.

Joe earned his B.S. in Finance at La Salle University, He received his M.B.A from Hofstra University.

Linda has worked in the advertising and pharmaceutical industry for more than 20 years.  She began her career at CommonHealth where she served as director of traffic coordination and vice president of client support services.  She joined Novartis Pharmaceuticals in 1997 and held the positions of senior manager, marketing communications and associate director of customer marketing.  While at Novartis, Linda earned business excellence awards for her focus on project management and streamlining processes.  Linda earned her B.S. in Marketing and Advertising from Rider University.
Kendell has worked in the advertising and pharmaceutical industry for more than 15 years.  She began her career at CommonHealth/Noesis, where she served as senior account executive director, primarily working with the Novartis Cardiovascular account.  She joined Novartis Pharmaceuticals in 2001 as a marketing communications manager within the cardiovascular franchise, and progressed into the position of associate director of sales/marketing operations for the infectious disease and transplant business unit, supporting the transplant and infectious disease units as well as new product marketing and sales teams.  Kendell attended Kutztown University of Pennsylvania.