Professional Experience
June 2012 Present
President/Owner-Medical Sales and Consulting
¢ Consulting company focused on multiple medical markets to provide pharmacogenetic testing and other programs for Primary Care, Pain, Orthopedic, Podiatry, Dental and Sleep physicians.
¢ Teach physicians, clinics and hospitals about the value and importance of pharmacogenetic testing to avoid adverse drug reactions.
¢ Hire and manage independent rep groups to call on our target markets.
¢ Consult with Pain, Orthopedic and Podiatry physicians on ancillary programs to increase practice revenue and profits.
¢ Additional experience consulting with companies looking to grow or invest in the sleep apnea diagnostic and treatment markets.
January 2001 May 2012
Regional Sales Manager-Medical Devices
¢ Responsible for revenue, profit and expenditures for a $1.5B medical device manufacturer in CA, NV and HI. Region included 8 direct reports.
¢ Managed annual revenue above $50MM
¢ Ranked 1 of 15 nationally in FY 2011
¢ Regional Manager of the Year in FY 2011
¢ Presidents Club award winner FY 2011
¢ Increased sales 26% and $9.2MM in FY 2011
¢ Ranked 2 of 15 nationally in FY 2012
¢ Increased sales 24% and $7.4MM YTD in FY 2012
¢ Recruited and trained 15 Territory and Business Development Managers
¢ Coached multiple reps to promotions and Presidents Club honors
¢ Proficient in DISC, Targeted Selection, Challenger Sales, Salesforce.com
March 1995 January 2001
$20MM manufacturer of ventilation equipment, parts and accessories. Now a division of CareFusion.
Area Sales Manager Western Region (10/97 1/01)
¢ $20MM manufacturer of ventilation and respiratory equipment and accessories.
¢ Responsible for managing all aspects of sales rep development including recruiting, training, goal setting and coaching
¢ Region included 6 direct reports and 5 distribution partners in western US
¢ Area Manager of the Year in 1999
¢ Increased revenues by $1.2 MM in 1998
Marketing Manager (8/96 10/97)
¢ Global responsibility for the development and implementation of market specific strategies in support of achieving sales and profit objectives
¢ Evaluated quarterly reports of territory management with the sales managers and developed targeted strategies to increase sales
¢ Championed and completed a strategic alliance with division of Ohmeda, Inc to broaden our product offerings and increase revenues
¢ Developed and implemented Financial Selling Strategy in North America
Product Manager (3/95 - 8/96)
¢ Global responsibility for the successful marketing and sales of ventilators
¢ Responsible for training reps, distributors and tech support on features and benefits of product line
¢ Developed marketing requirements documentation with manufacturing and production to improve and adjust feature sets
¢ Worked with Finance on revenue and cost of sales reports to develop product line metrics for success
¢ Led recall of 3000 portable ventilators in 1996 and received special recognition for outstanding performance
1987 - 1995
Sales positions selling pharmaceuticals, OTC products and capital equipment to Ophthalmologists, Dermatologists, Pulmonologists and Hospitals in southern California
Education
Santa Clara University
¢ Masters of Business Administration (MBA) Emphasis:Food and Agribusiness
¢ BS, Biology |
