PROFESSIONAL PROFILE
Seasoned marketing & sales management expertise in medical devices at Fortune 100 & startup firms. Experience in marketing, sales, support, applications and product development.
- Launched 4 product families in 3 technologies (CT, MR, holography)
- Clinical experience in radiology, neuroradiology, neurosurgery and orthopedics.
- Focus on 3-D image acquisition / display and minimally invasive surgery / therapy.
- Extensive marketing/sales pedigree backed by advanced degree and clinical experience.
PROFESSIONAL PROFILE - MARKETING / SALES – BIOMEDICAL DEVICES
Seasoned management expertise in biomedical marketing at Fortune 100 and startup firms. Experienced in marketing, communications, advertising, sales support, clinical applications and product development.
- Launched multiple products in four emerging medical technology markets.
- Developed new markets for previously unexplored clinical areas and disease states.
- Focus on 3-D medical image acquisition/display and minimally invasive image-guided surgery/therapy.
- Extensive marketing/sales experience in surgery, radiology and medical technology markets.
- Clinical competency from in-hospital experience, operating-room exposure and clinician network.
CONTINUING EDUCATION
UCLA, Los Angeles, CA
Completed MEDICAL MARKETING Program
EDUCATION
COLUMBIA UNIVERSITY, New York, NY
M. Sc. in COMPUTER SCIENCE
WEST VIRGINIA UNIVERSITY, Morgantown, WV
B. A. in PHYSICS with a minor in PHILOSOPHY and FRENCH
MEDICAL MARKETING & SALES EXPERIENCE
ACCURAY INCORPORATED, Sunnyvale, CA 2004-....
(Robotic radiosurgery device for the stereotactic delivery of tumorcidal doses of radiation by surgeons and radiation oncologists)
MANAGER, CLINICAL DEVELOPMENT, Marketing Department
Led the initial development of new clinical applications in the extracranial image-guided radiosurgery market. In the thoracic and general surgery market, led the development of clinical case studies and a book specific to lung, liver and pancreas tumors. In the urology market, orchestrated a Prostate Cancer Symposium and developed case studies. In the neurosurgery market, led the development of brain and spine case studies.
- Managing Editor of ROBOTIC RADIOSURGERY – Vol. I ; known by users as the “bible of robotic radiosurgery”
- Worked with clinicians & scientists to increase abstract submissions by 57% in a range of clinical disciplines.
- Negotiated a contract with Springer-Verlag (Heidelberg-New York) to publish and develop a new book Series.
- Managing Editor of ROBOTIC RADIOSURGERY_– Treating Tumors That Move With Respiration, July 2007
- Created collateral for use by reimbursement, customers & sales to validate the use of new applications.
SCANIS, INC., Foster City, CA 2002-2003
(X-ray mammography computer-aided-detection restart with pioneering intellectual property)
VICE PRESIDENT, MARKETING AND SALES
Created a worldwide marketing and sales support launch in the CAD (Computer-Aided-Detection) market for screening mammography. Established a sales distribution network supported by a local marketing & support team.
- Re-branded the corporate and product identity focusing on Women’s Health.
- Launched a European marketing campaign and managed the European marketing / sales team.
- Directed a website redesign resulting in a 220% increase in web traffic and an 85% increase in sales leads.
VOXEL, INC., Laguna Hills, CA and Provo, UT 1992-2001
(Medical holographic imaging-display device for surgeons, radiologists and primary care physicians)
VICE PRESIDENT, MARKETING AND CUSTOMER SUPPORT
Marketing executive of a novel 3D-display technology, Digital Holography (DH). Directed the development of marketing, sales and customer support efforts. Created and chaired a medical advisory committee consisting of academic clinicians / surgeons, department chairmen and hospital executives. Development of the key clinical applications followed by a launch of the technology. Participated in regulatory/reimbursement applications and approvals. Led a core team in a strategic restructuring after a technical delay in a key product component.
- Created 30 Strategic Centers; managed 45 luminaries and their development of 14 clinical applications.
- Created brand identity through trade show marketing, strategic account development and PR.
- 100’s of PR in lay and trade press including LIFE, NBC Nightly News, ABC World News and BBC News.
- Participated in fund raising: an IPO in 1994, and a secondary in 1996 - resulting in a market cap of $64 MM.
- Developed a team of 5 sales executives; generated product launch bookings of $3.9 MM.
TOSHIBA AMERICA (Diasonics MR), South San Francisco, CA 1983-1991
(Medical division of a Japanese firm, which acquired the Silicon Valley firm, which pioneered Magnetic Resonance Imaging.)
MARKETING MANAGER, Marketing Department
Developed and implemented strategic marketing and sales programs to transform the Magnetic Resonance (MR) division from a development program to a profitable business over eight years with annual revenues of $120 MM.
- Launch of 1st superconductive MR system (1983) including sales applications training / field support.
- Captured lead position in 2 of 3 markets via strategic selling programs / technical marketing launches.
- Launched the company’s flagship Japanese MR product (1990) into the market.
PHILIPS MEDICAL SYSTEMS, INC., Shelton, CT 1982-1983
(Division of Dutch multinational, one of the top two companies in the special procedures medical imaging sector.)
PRODUCT PLANNING MANAGER, Marketing Dept
Responsible for long term business planning / short term marketing of a novel imaging technology, MRI.
- Development of 10 year business, 2 year marketing plan, product literature and sales guide.
SIEMENS CORPORATION (a Siemens A.G. Company), Iselin, NJ 1980-1982
(CT Division of the German multinational, now among the world’s top two leading medical imaging firms.)
GROUP PRODUCT MANAGER, Marketing Department
Provided product marketing and sales support for all Computed Tomography (CT) products marketed in the US. Managed a technical marketing and support staff for CT and Radiation Therapy Planning products.
- Launched the company’s CT product line in US market and achieved #2 market position behind GE in 2 years.
- Revenues of $110 million over 2-years; increased market share from 2% to 15%
JOHNSON &JOHNSON, (Technicare, Inc. – CT Division), Solon, OH 1978-1980
(CT Division of the world’s largest healthcare firm, which acquired a pioneering medical imaging firm.)
PRODUCT MANAGER, Marketing Department
Developed marketing plans, created sales materials and provided field-marketing support for J&J's top-of-the-line CT product family. Provided technical sales support for the International Division, primarily in Western Europe, in 3 product groups: Computerized Tomography, Ultrasound, and Nuclear Medicine.
- Successfully launched their premier CT product line, followed-up by sales training and field sales support.
- Forecasted bookings; developed market analyses; interface to engineering and research & development.
TECHNICAL and SCIENTIFIC EXPERIENCE 1972-1978
EMI MEDICAL, INC. (an EMI Ltd. Company), Northbrook, IL
GROUP SOFTWARE MANAGER - Engineering manager of a software development group for a new CT scanner.
NEUROLOGICAL INSTITUTE / COLUMBIA-PRESBYTERIAN MC, New York, NY
PROGRAM COORDINATOR - Developed and maintained research software for pioneering CT scanners.
MEMORIAL SLOAN-KETTERING CANCER CENTER, New York, NY
SENIOR PROGRAMMER - Created / implemented display software used in the diagnosis of nuclear medicine exams.
ENTREPRENEURIAL EXPERIENCE
TURNAROUND, VOXEL TRUSTEE, INC, Laguna Hills, CA 1998-1999
Chosen by Voxel’s Chapter 7 Trustee to develop a new business plan, identify financing sources and market the company’s assets. This resulted in the successful sale of Voxel for $4.7MM returning 65% to the creditors.
PROFESSIONAL ACCOMPLISHMENTS
SCI. PRESENTATIONS: Computer Assisted Radiology & Surgery, Radiological Society North America, Am. Association of Physicists in Medicine, Soc. Photo-Optical Instrumentation Engineers, and other meetings.
SCI. PUBLICATIONS: 12 papers, 160+ published abstracts; self published a 428 page book in robotic radiosurgery. 2nd book in press.
MEMBERSHIPS: Medical Marketing Association, American Association of Physicists in Medicine.
HONORS & AWARDS: Readex [most widely read ad] Award (1988), Co-Author of top prize for two scientific exhibits: 1) Roentgen Centenary Congress (Birmingham, UK, June, 1995); 2) American Association of Neurological Surgeons, Brain Tumor section (San Francisco, CA, April, 2000).
OTHER: Who’s Who in America – 1997 to 2007; Married w/ 3 children; Leader in non-profit and local community organizations.
US Citizen, Born in France and fluent in French. |
