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Summary

Top performing Medical sales professional

Specializations in Cardiac, Neurology, and Electrophysiology Devices and Equipment

Selected Sales Achievements:

  •  Two-time President's Club winner, one-time Top Gun recipient, and consistently ranked among top 10% of sales representatives.
  •   Achieved contract status for national IDN,  despite challenging client pricing policies and barriers  by generating 18% growth in sales of defibrillators and 27% spike in pacemaker sales at key account.
  •   Devised creative strategy to increase market share when drops in prices and implant numbers hurt revenues, increasing sales of defibrillator units by 17% and pacemakers by 9%.
  •   Penetrated account previously dominated by competitor, earning 2 Sales Achievement Awards. 

Work History

Oct 2015Present

Key Accounts Manager

ScottCare Cardiovascular

Recruited to call on KOL's and teaching institutions in the southeast, to drive capital equipment sales of device management application. 

  • Manage team of field clinical representatives: Reorganized and energized team to allow for improved customer service
  • Closed two key accounts - added significant revenue to organization in a short time by bringing in new business.
Feb 2006Oct 2015

Sales Representative

St. Jude Medical

St. Jude Medical, Inc., Jacksonville, Florida2006-2015

Sales Representative

Recruited to revitalize territory and build credible sales team to deliver new line of products. Drive sales and market share gains of permanent pacemakers, implantable defibrillators, and congestive heart failure devices for this Fortune 500 medical device manufacturer. Manage relationships with physicians, hospital administrations, and clinics.

Selected Results:

  • Key player in achieving regional sales goals 4 years in a row: the only region in the company to achieve this record.
  • Boosted revenue from every hospital in territory – generating over $10 million in revenue – by building pipeline of relationships and sales support to Electrophysiologists implanting cardioverter-defibrillators (ICDs) and permanent pacemakers (PPMs).
  • Successfully transferred $2 million of annual business and physician relationships to St. Jude on first day with the company.
  • Grew pacemaker revenue 27% and defibrillator sales 18% by becoming trusted resource to physicians on cases that did not initially involve devices.
  • Improved customer service and sales productivity by overhauling scheduling and resource planning system to handle urgent surgeries and patient issues.

Mar 2000Jan 2006

Sales Representative

Guidant Corporation (acquired by BOSTON SCIENTIFIC)

Guidant Corp. (acquired by Boston Scientific), Jacksonville, Florida2000-2006

Sales Representative (2000-2006), Field Clinical Representative (2000)

Recruited to support sales representatives and develop relationships with physicians for this medical device company specializing in implantable cardiac rhythm devices and intervention products. Advanced quickly to territory management within only 10 months

Selected Results:

  • Overcame long-standing domination of account by competitor after identifying physician interest in research and recruiting him to landmark company trial.
  • Grew physician’s revenue by 300% and company’s market share from just 30% to a full 100% by arranging his training in advanced implant electrophysiology techniques.
  • Built enduring relationships with physicians by predicting and resolving their needs, for instance arranging accompanied trip for physician to Milan, Italy, for training in a new technique. 
Jun 1997Sep 1999

Sales Representative

KOS Pharmaceuticals

KOS pharmaceuticals, Annapolis, Maryland1997-1999

Hospital Territory Representative

Conduct sales and marketing for this start-up pharmaceutical company’s new product, Niaspan, for improved lipid level control in a highly competitive market segment.

Selected Results:

  • Created innovative strategy that educated physicians throughout territory in the importance of HDL cholesterol and controlling lipid levels, gaining their personal commitment to aggressively treating their patients.
  • Consistently ranked among the top 10% of sales staff and earned promotion to district trainer.

EARLY CAREER:

  • Completed 8-month sales training with Wang Laboratories then advanced from selling computer hardware and systems to establish a new territory for Astra Pharmaceuticals and spearhead sales of a new obesity treatment with start-up Interneuron Pharmaceuticals. 

Education

Sep 1999Mar 2000

Cardiac Device Specialist - Cert

Arrhythmia Technical Institute
Sep 1987May 1989

BA

Temple University