Area Sales Manager, 07/2006 to Current Medtronic RTG/Brain Therapies – Cleveland, OH
Currently responsible for territory management of Surgical Navigation/Imaging/Robotics, MRI Guided Laser Ablation, Powered Surgical and Hydrocephalus Management product portfolios in Northeast Ohio.
Key accounts managed are Cleveland Clinic Health System, University Hospitals Health System, Akron General, SUMMA Health System (Akron), Akron Children's, Aultman (Canton), Lake Health System and Firelands (Sandusky).
Experienced and successful in selling highly disruptive technology (capital, disposables and implantable therapies).
Embrace a leadership role in managing the Medtronic Neurosurgery portfolio. Work with various RTG peers and managers to drive synergistic success across business unit platforms.
Lead a team of four clinical specialists in the support, implementation and account penetration of Medtronic Navigation/Imaging /Robotics technologies(successful in the installation/implementation of 7 newly sold O-arm O2 imaging systems over 18 month period from January 2017 to August 2018).
Nominated to the Medtronic RTG Field Sales Insight Neurosurgery Board for 2018-2019 tenure. Chosen as the Ohio Valley Region representative to collaborate with peers, marketing and upper level RTG management to implement strategy as well as drive best practices for divisional success.
FY 2018 President's Club award winner. Finished at 154% in quota achievement, with 52.8% territory growth and total revenue of 8.3 million. Achieved 285.6% of surgical navigation quota, with sales of five O-Arm O2 imaging systems and four StealthStation S8 navigation systems (4.46 million total revenue). Finished 112% to plan in powered surgical capital. Achieved 101.4% of core disposable quota with 10.4% annual growth.
Received 2018 Medtronic Long term Incentive award (20k Stock) for performance and leadership.
Completely displaced Stryker power from Akron Children's system in FY 2018 with strategic 100k sale to the ABIA bioskills lab. Leveraged strong relationships with Dr. Ritzman and Mike Deckard (ABIA GM).
Further penetrated UH system with O-Arm 02 and SteatlthStation S8 sales to AHUJA and St. John's. Leveraged strong relationships with Dr. Selman, Dr. Bambikidis, Dr. Sloan and Mike Kennedy (Supply Chain).
Utilized historical partnership with Cleveland Clinic Main Campus (Dr. Steinmetz) to upgade an O-Arm 1000 to an O-Arm O2 system and add an additional StealthStation S8 navigation system for neuro service (Fully loaded cranial and spine).
Strategically positioned UH Cleveland partnership to target and initialize a new Ortho Spine navigation program (Dr. Gordon, Dr. Furey and Dr. Ahn) with significant potential to acquire more capital systems.
Finished FY 2017 at 110% to overall plan with 21.6% annual growth.
Achieved 210% of surgical navigation quota in FY 2017, highlighted by a 1.6 million dollar sale and competitve conversion (Brainlab) at UH Case Medical center. This culminated a strategic three year sales process that resulted in the purchase of four StealthStation S8 systems and an O-Arm O2 system. Worked in a leadership role along with my RTG team and management to successfully create culture change, while launching a new navigated spine program in neuro.
Completed a multi specialty conversion of Stryker power at Akron Children's in FY2016. Highlighted by a 350k capital purchase that included electric drills as well as micro saws for Ortho Spine, General Ortho and plastics.
Worked with Dr. Luciano and Dr. Recinos (Peds neuro) at Cleveland Clinic to sell two AxiEM systems in FY2015. This diplaced Brainlab from shunt procedures, resulting in new disposable volume over 100k annually in successive years.
Successfully upgraded Akron General to the Midas Rex MR7 drill system in FY 2014 with a 250k capital sale. Leveraged solid relationships with neurosurgeons.
From 2006 to 2008, was successful in converting Catholic Health Systems and Kaleida Health systems in Buffalo from Stryker power to Medtronic. This built a disposable base of essentially zero to 500k annually.
Area Sales Manager, 04/2000 to 06/2006 Medtronic Neurologic Technologies – Cincinnati, OH
Responsible for territory management of Medtronic Powered Surgical and Hydrocephalus Management product portfolios in Cincinnati and Dayton Ohio, as well as northern Kentucky.
Successful in upgrading every major power account in Cincinnati from Midas Rex Classic system to the Midas Rex Legend system (U of Cincinnati, Christ, Jewish Kenwood, Good Samaritan, Bethesda North, Cincinnati Children's, Deaconess, St. Elizabeth North, St. Elizabeth South, St. Luke East, St. Luke's West, Mercy Fairfield and Middletown Regional.
Sold over 2.5 million in power capital, while significantly growing disposable revenue and maintaining a market share of 95%.
Worked closely with Dr. John Tew (Mayfield Clinic Chair) and Dr. Myles Pensak (Mayfield neuro Otology Chair) to upgrade U of Cincinnati from the Mednext drill system to the Midas Rex Stylus electric system for neuro Otology.
Worked with Dr. Pensak to sell 10 Stylus drill systems to Good Samaritan, upgrading the Mednext system and blocking key competitors from the account (Stryker and Anspach).
Awarded a 250k sale at U of Cincinnati after a head to head competitive trial with Anspach with the department of Neurosurgery.
Made or exceeded quota consistently, winning several "Quota Buster" sales awards.
Account Representative, 1998 to 2000 United States Surgical Corporation – Dayton, OH
Responsible for territory management of Endo Mechanical, Laparoscopic, MIS Breast, MIS CV and Suture product portfolios in Dayton, Ohio.
Finished 2nd in 1998 national Rookie of the Year contest.
Completed full conversion from Ethicon Endosurgerty at Wright Patterson Medical Center in 1999 (Endo Mechanical, Laparoscopic and Suture).
Achieved full suture conversion at Dayton Heart Hospital in 1999, removing Ethicon from account.