Strategic marketing executive with 20 years of global marketing, sales, product and business development experience in the medical device industry. Instrumental in achieving double digit medical device growth, which has led the industry over the past four years. |
Experience
NarRx Medical - Medical Device Consulting, NY (Current)
Create business and marketing plans for early stage medical device ventures.
Excilus GI - obesity start-up: Created start-up business plan including marketing plan, financials and presentations to venture capital firms.
Curlew Endoscopy - endoscopic biopsy start-up: developed marketing plan, business strategy and customer presentations.
Olympus Corporation - Medical Systems Group, NY
Olympus Medical Systems Group (North America) is a $730M division
of the $8.2B Olympus Corporation. The Medical Systems Group is a global
leader in Gastrointestinal Healthcare.
Director of Marketing (Medical Devices) (2000 to 2007)
Responsible for medical device business in North America. Member of the global strategic marketing committee.
- Led team that achieved 4-year annual revenue growth of 23%, 30%, 33% and 29%, exceeding market growth of 4% and meeting or exceeding profit expectations.
- Played a significant role in launching 28 new product groups plus a system of products that enhanced the use of Olympus capital equipment. New product revenue grew from 3% to 23% of revenue.
- Instrumental in reversing 8 years of declining sales in medical device business by repositioning the brand image and awareness and by focusing on the strengths of complimentary product lines.
- Supported the planning, organization and training of a specialized 75 person sales team to strengthen and expand single use therapeutic device sales.
- Hired and trained 5 direct reports with a department of 13.
- Built and maintained relationships with key physicians globally for product development and marketing.
- Increased profitability 5% by eliminating non-motivating sales incentives.
- Shifted the focus of the capital equipment sales force by introducing innovative disposable sales programs that leveraged service and capital instrument sales.
- Created a market advantage in a highly competitive segment by introducing therapeutic devices into capital equipment leasing and leveraging programs that now accounts for 20% of revenue.
- Identified and negotiated with other medical device companies expanding the single use product line.
- Created ��Center of Excellence�� account program in U.S. Market.
Med-Innoventions, NC
Manufacturing and development of catheters and related medical accessories.
Director of New Business Development, (1998 to 2000)
Developed and implemented the start up strategic plan allowing entrance into a competitive OEM medical device market.
Cook Inc. - Gastroenterology Division, NC, (1984 to 1998)
Wilson-Cook Medical is a $100 M division of $1B Cook Inc. Wilson-Cook is a manufacturer and distributor of catheters, wireguides, stents, balloons and other
non-invasive medical products for endoscopy.
Director of R&D (Product and New Business Development) (1992 to 1998)
Oversaw product development process and multifunctional teams supporting multiple projects.
- Exceeded goal of 20% sales from products developed in a 2-year period.
- Identified and prioritized new products, technologies and process ideas contributing to 25% to 30% annual revenue growth.
- Negotiated with inventors to acquire new ideas and technology resulting in collaboration with attorneys and physicians on patents and licensing.
- Built strong relationships with leaders in the field of gastroenterology, resulting in exposure to best practices.
Product Development Manager (1989 to 1992)
- Reorganized new product development from a functional structure into a process oriented structure by implementing and overseeing multiple cross-functional product teams.
Regional Sales Representative, NY and New England (1984 to 1989)
- Consistently achieved top performance ranking among peers.
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MBA: Wake Forest University Winston-Salem, NC; May, 1999
BS Marketing: Fairfield University Fairfield, CT; May, 1984
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