VICE PRESIDENT OF SALES OR NATIONAL SALES DIRECTOR
As President of a venture capital start up company I wrote the business plan, built the business, recruited the physicians and other healthcare providers. Having full P&L responsibility I lead the first clinic to profitability in 18 months. It became known as the Gold Standard of care in our specialty in the communities we served.
I was recruited by venture capitalists because of my diabetes background and contacts, my medical device experience as well as my leadership experience over large sales organizations.
As National Sales Director of MiniMed Inc., and later Medtronic after our acquisition, I was responsible for a U.S. and Canadian Sales force of 270 including sales management, sales, and clinical personnel. I started out as a District Sales Manager and progressed quickly through positions of increasing responsibility and leadership including Regional Sales Manager before my promotion to National Sales Director.
Other than my medical device experience I also have experience in capital equipment sales and pharmaceutical sales.
PRESIDENT AND GENERAL MANAGER
2003 – Present
Recruited due to my diabetes, medical device and leadership experience by venture capitalists to create a business based upon favorable reimbursement for hyperbaric oxygen therapy. Full P & L responsibility, as well as all aspects of business development from writing the business plan to center development and promotion to the medical professional community, patients and payors. Recruited and staffed all clinic positions from Medical Director to receptionist. Developed and implemented an aggressive marketing and direct sales plan targeting physicians, patients and payors. Led first center to profitability within 18 months and the eventual recognition in the community as the “Gold Standard” of wound care. Direct reports included the Medical Director, 3 part time physicians including infectious disease, VP Clinical Affairs, Program Director, Director of Business Operations, and 2 Regional Directors. Responsible for 20 to 23 health care professionals. Marketing relationships include hospital administration (C level), surgeons, endocrinology, diabetologist, infectious disease, oncology, oral surgery, gastroenterology, internists, etc. Reported to Board of Directors comprised of another corporate officer, a community leader and venture capitalists.
-Developed national expansion plans to open 50 centers in 10 years
-General Manager of the wound care clinic responsible for P&L, operations and marketing
-Developed strategic alliances with other medical entities such as hospitals, home health organizations, nursing homes, rehab hospitals, etc.
-Negotiated preferred vendor status and enhanced billing revenue from insurance companies
-Directed efforts to become a Comprehensive Rehabilitation Outpatient Facility (CORF), a Medicare recognized facility
-Grew center monthly gross revenues in excess of $150k within 18 months of opening
-Chaired and served on corporate boards of directors
1992 – 2003 MiniMed, Inc. - Medtronic MiniMed
Instrumental in creating and developing the insulin pump and continuous glucose monitoring market. MiniMed, Inc. grew during tenure from ~10 million in sales revenue in 1992 to ~600 million in 2002. Primary relationships were Endocrinology, Diabetology, Internal Medicine, Certified Diabetes Educators, both hospital based and independent, DME dealers, and home healthcare suppliers. Primary relationships for Terbutaline therapy included Obstetricians dealing with high risk pregnancy. Developed excellent relationships with national key opinion leaders.
WEST REGION MANAGER
2002 – 2003 Medtronic, Inc.
The position of National Sales Director was discontinued as a result of the acquisition of MiniMed by Medtronic. Elected to take over as West Region Manager as a result of efforts in reorganizing the US Sales force. Directed Sales efforts of 4 Area Managers, 24 Diabetes Management Consultants (sales reps) and 12 Diabetes Nurse Specialists. Continued to work closely with VP Sales, Marketing, Finance and cross functional teams in the establishment of quotas, budgets, compensation/incentive plans, marketing plans and materials, metrics and reporting structures, etc.
-#1 Region Nationally in CGMS (Continuous Glucose Monitoring System) utilization and Sensor Sales
-146.5% of National average
-101% of National average in Insulin Pump sales
-102% of National average in CGMS Monitor sales
NATIONAL SALES DIRECTOR
2000 – 2002 MiniMed, Inc. - MiniMed/Medtronic, Inc.
National Sales Director was created specifically as a step to Vice President Sales. Performed the duties and functions of VP Sales. Reported directly to the Senior Vice President of Marketing and Sales. Responsible for a 280 person US, Canadian and Internal Sales Force including in the US: 2 Division Directors, 8 Regional Sales Managers, 32 Area Managers, 140 Diabetes Management Consultants, 80 Diabetes Nurse Specialists, 14 Insulin Pump Specialists. Responsible for Canadian Sales with reports including the Country Manager and 3 representatives.
Worked closely with executive team, other departments, and cross functional teams to develop and implement field sales quotas, budgets, compensation/incentive programs, marketing plans and materials, outreach programs to professionals, patients and payors. Developed and continually refined metrics and reporting tools. Worked closely with Director of Training to assure proper training for field and internal sales. Worked closely with Director of Managed Care to assure formulary acceptance and maintenance/enhancement of ASP.
MiniMed was acquired by Medtronic in June of 2001 for $3.6 Billion. MiniMed’s Senior Vice President of Marketing and Sales was replaced by a Medtronic Vice President of Sales. Reported to the new VP Sales until June 2002.
-Primary responsibility in reorganizing senior field sales management by moving the operations of 4 regional offices into corporate office resulting in a 4 million dollar savings in annual operational budget. Consolidated 4 Regional Directors into 2 Division Directors.
-Primary responsibility in reorganizing US Field Sales and Sales Management to capitalize on new marketing opportunities and changing market dynamics
-Created new inside sales force, Insulin Pump Therapists, to capture lost sales and leads
-137% Sales growth in 2000
-109% Sales growth in 2001 despite serious product issues
-115% Sales growth in 2002 “stub” year. Medtronic transitioned the old MiniMed calendar business year to match Medtronic’s fiscal year
-International experience in directing Canadian sales efforts. Grew business 178.6% in 2001
-Worked intimately with all areas of business, including: Executives, Marketing, Finance, R&D, Sales Training, Managed Care and Professional staff
-Appointed to External Pump Group. A multidisciplinary group with oversight and control of key physician opinion leaders (KOL)
-Selected to Grants Committee. A multidisciplinary group with oversight and control of research and research grants to KOLs and key institutions
WEST REGIONAL MANAGER
1999 – 2000 MiniMed, Inc.
First to be promoted to newly created Regional Manager position. Directed and developed 8 District Sales Managers, 8 Diabetes Care Specialists and 3 Diabetes Nurse Specialists. Reported to Regional Sales Director. Worked closely with Region Director and Vice President of Sales in partitioning of quotas and budgets, the development of compensation and incentive plans, and the development and implementation of field promotional/educational programs to reach physicians, patients and payors.
-Lead Western Region to 117% attainment of 1999 Sales Quota
-Grew Region revenue by 166%
-Set budget and managed growth within budget
-Developed formalized field training programs for District Sales Managers and Diabetes Care Specialists
-Collaborated with Executives, Marketing and R&D in developing marketing material, patient and professional outreach programs, professional training programs, etc.
-Redistricted Territories to gain efficiency in representation
DISTRICT SALES MANAGER
1992 – 1999 MiniMed, Inc.
Highly successful. First DSM nationally to be selected as Regional Field Trainer 1994, and held that position through 1998. Worked closely with Regional Manager in Territory creation, re-districting, budget development and implementation throughout the region. One of two District Sales Managers appointed to 4 person multifunctional task force that included the Director of Marketing and Director of R&D to determine the viability of an investigational closed loop hospital based Glucose Management System. Worked closely with R&D, marketing, hospital and nationally recognized key opinion leaders. Appointed to new Sales Advisory Team from 1994 through 1996. This exclusive team of top performing District Sales Managers worked with all departments and had national responsibility for reviewing and determining new product development, marketing materials, sales compensation and incentive plans and sales strategies. Direct reports included 2 Territory Managers and 3 Diabetes Nurse Specialists. Worked closely with and directed the efforts 5 independent DME representatives. Reported to Regional Sales Manager.
-#1 District Sales Manager for the Western Division, 1994, 1995, 1996
-#3 District Sales Manager Nationally in 1994
-Rookie of the Year for Western Division 1992
DISTRICT SALES MANAGER
1987 – 1992 IMED Corporation
Capital equipment selling IV Infusion pumps. Key marketing contacts were hospital administration (C level), nursing and nursing administration, Bio-med departments, purchasing, neonatal, critical care units, anesthesiology, etc. Instrumental in securing a national contract with Amerinet resulting in over 20 million dollars in incremental revenue.
MEDICAL CENTER REPRESENTATIVE
1984 – 1987 Winthrop/Winthrop-Breon Labs
Quickly promoted to Medical Center Representative. Sales efforts and contacts in Radiology, Cardiology, interventional radiology, nursing, administration, purchasing, infection disease and outpatient clinics
PROFESSIONAL SALES REPRESENTATIVE
1982 – 1984 Winthrop Labs
Sales efforts directed towards cardiology, internists, gynecology, GP/FP, nursing homes, hospitals, etc.
EDUCATION
University of Utah, Salt Lake City, Utah
1980-1982 Post Graduate Research
-Investigated the physiological and behavioral effects of microwave radiation
-Co-authored seven research papers for publication
-Six research papers presented at the URSI/BEMS science conferences
1975-1980
-BS in Psychology
-Physiological Psychology Focus
-Completed Pre-Med Program. Emphasis in anatomy, physiology, biology, chemistry
-Undergraduate work investigating effects of microwave radiation. Co-authored 1 research paper
-Emphasis in physiology, psychology, mathematics, electromagnetics and electrical engineering |
