Senior Level Sales and Marketing Executive

 

Market expertise includes:

MIS Spine/Neurosurgery, MIS Laparoscopy, Dental  Hematology/Oncology, Emergency Department, Interventional Radiology, Orthopedics, Robotics, ENT and Wound Care.

 

Professional Profile

 

   Sales management leader; mentor and encourage staff to succeed through aggressive employee development, positive reinforcement, superior mentoring and inventive training strategies.

   Recognized as a respected and trustworthy sales professional with strong planning, organization & delivery skills; gained reputation as a trustworthy and knowledgeable business partner among medical community.

   Drive key business initiatives and manage daily activities that support company goals.

   Conduct cross-functional sales management, coordinate marketing campaigns and special events with a focus on disease state awareness & disease management.

   Highly familiar with medical terminology, medical device, and regulatory requirements.

   Determined and decisive; use initiative to meet and resolve challenges and exceed expectations.

 

Professional Experience

 

Surgiquest, Orange, CT (2008 to Present)

Senior Director, Sales and Marketing (2009 to Present)

   Drive aggressive sales and business development efforts for an early stage medical device manufacturer and marketer of AirSeal™ Dynamic Pressure System for minimally invasive surgery (MIS) in laparoscopy and robotic surgery for advanced bariatric s, urology and Ob/GYN. 

   Co-author of organizational strategic business plan, operations plan, investor/BOD presentations, hospital conversion strategy, compensation plans and accountability matrixes.

   Interact extensively with key surgical teams at OSU Medical center to validate business plans and assumptions.

   Lead sales strategy and training initiatives based on specific procedures and market trends; work collaboratively with R&D teams to provide input into current product enhancements and future product designs.

Director of Marketing (2008 to 2009)

   Strategically expanded market presence by creating dynamic direct mail and journal advertising campaigns targeted toward penetrating remote accounts; wrote and distributed company press releases, created effective branding strategies and implemented marketing campaigns to drive awareness and capture market share.

   Defined business assumptions validated during pre-launch and clinical field testing; created a marketing matrix to include professional sales collateral and website interface.

Key Contributions

ð  Spearheaded the launch of the new AirSeal™ product line; developed and defined marketing scope, created the value proposition, OR in-service program and training materials to support goals.

 

Arthrocare Corporation, Sunnyvale CA fka Applied Therapeutics, Tampa XXXXXX(1999 to 2008)

Director of Marketing - Spine Business Unit; Arthocare, 2007-2008

   Grew business and sales results through the launch of a new application to remove soft tumor tissue in the spine; created a value proposition to compete against Kyphon, a major competitor in the vertebroplasty market.

Key Contributions

ð  Partnered with Senior Management to create and implement a hybrid sales infrastructure; spearheaded efforts to recruit and train a network of independent sales consultants targeting new account acquisition in Interventional Radiology, MIS Spine, and Orthopedic/Neuro surgeons.

Director of Marketing/ENT Business Unit; Arthocare, 2005-2007

   Provided extensive training for Arthrocare ENT sales force of 60 field reps and 7 regional managers immediately after acquisition; established monthly and quarterly sales goals, and managed inventory forecasting to meet requirements.

Key Contributions

ð  Created regional training plan integrating web-based E-Learning modules, and partnered with the West Business Corporation to introduce a telesales marketing initiative that resulted in 35% year over year growth.

ð  Championed a new endoscopic sinus surgery application with Coblation, and developed regional Key Opinion Leaders for a didactic and wet lab symposium.

Co-Founder/Vice President of Sales and Marketing; Applied Therapeutics, 1999-2005

   Provided strategic leadership for a manufacture of a proprietary line of devices for Emergency Departments and ENT surgery; developed Rapid Rhino which became the standard of care device used in the Emergency Department for the treatment of Epistaxis and Stammberger Gel for endoscopic sinus surgery (ESS).   

Key Contributions

ð  Led company sales to $8MM annually, and assembled and trained a global sales force of 40 Sales Representatives.

ð  Created standardized RAPID RHINO guidelines to market the product during unscheduled procedures, resulting in the establishment of 800 new accounts over 18 months.

ð  Developed and launched new products including; carboxyl-methyl-cellulose (CMC) for post operative ENT Sinus Surgery, which became 25% of the company s total revenue following it s launch.

 

Allegiance Healthcare Corporation/Cardinal Health, Chicago, IL fka Bauer Medical, Clearwater, XXXXXX (1994-1999)

New Business Development / Transition Consultant; Allegiance, 1998-1999

   Retained through Allegiance acquisition of Bauer to leveraged sales performance for a leading provider of health-care products and cost-management services for medical industry clients, generating over $5BN in annual revenue.

   Provided leadership and oversight for the management team following acquisition; implemented aggressive training and development initiatives to increase performance for 50 Sales Representatives and 6 Regional Managers.

Key Contributions

ð  Led team through the development of untapped market opportunities for a cutting-edge technology called vertebroplasty, which is still active within the marketplace.

Director of Sales and Marketing; Bauer, 1994-1998

   Led sales, business development and marketing efforts for a manufacturer of a proprietary line of TEMNO biopsy devices; used by Interventional Radiology, Gastroenterology, Urology, Nephrology, General Surgery and Hematology Oncology practices.

Key Contributions

ð  Grew annual sales revenues to over $7MM by assembling, mentoring and training a high performance team of direct and indirect Sales Representatives, as well as establishing a network of Independent Representatives and overseas distributors.

ð  Within 2 years, increased overall sales by 60% through the implementation procedure-specific selling strategies for ultra-sound and CT guided soft tissue biopsy procedures.

ð  Increased sales for breast biopsy procedures by introducing a programmable biopsy device used in mammography centers and interventional radiology suites, and grew proprietary hematology oncology bone marrow device, which represented 25% of total revenue.

 

Education

 

Bachelor of Science Degree, Tampa College, Tampa, XXXXXX