Medical Device Sales Expert Witness

REGIONAL SALES + STRATEGIC LEADER
COMPLEX, HIGH-TECH SOFTWARE, CAPITAL EQUIPMENT + MEDICAL DEVICES
Strategies that drive transformation, turnaround and catapult teams from good to great. Build, develop and motivate organizations who succeed against the odds and remain satisfied in high-stress environments. Pioneer unique ideas, sales process and messaging playbooks. Respected as a consultative partner across network that includes healthcare C-suites.

SIGNATURE STRENGTHS

Consultative/Solutions Sales• Business Development • Salesforce Leadership• Key Account Management Market + Product Development• Lead Generation• Negotiation • Prospecting • IDN Leader
Customer Retention • Training & Development • C-Level Presentations • Capital Equipment • Medical Devices

STRATEGIC SALES LEADERSHIP EXPERIENCE

Elsevier Clinical Solutions • PA – Evidence Based Clinical Content at the point of care (SaaS) June 2017 – Present

Responsible for IDN sales and leadership for the Strategic Account Directors. I lead by developing and executing strategy for targeting competitive & under-penetrated hospitals systems. Manage a team of 5 direct reports.

Hospital Conversion: Converted Jefferson, PA-based hospital, into a referenceable site. Built C- Suite relationship from the ground up resulting in a multimillion-dollar end-to-end POC and content solution featuring the entire Elsevier portfolio.
Client Stabilization: Repeatedly asked to stabilize at-risk clients including Bon Secours and Johns Hopkins.
Marketing Resource Go-To: Sought after by Marketing to create field marketing collateral and customized materials to supplement and support white boarding.
Whitespace Success: Persuaded Lehigh Valley Health Network, PA-based hospital to unseat 3 competitors– which lead to a portfolio solution sale crossing all of Elsevier’s business units.

BD • PA – Competitive Capital Equipment Sales May 2011 – June 2017STRATEGIC ACCOUNT EXECUTIVE – MIDATLANTIC – MEDICATION MANAGEMENT SOLUTIONSDIVISION
Navigating complex IDNs in competitive capital sales cycles across 6-stateterritory and closing multimillion-dollar deals.
Hospital Conversion: Converted Medstar, MD/DC-based hospital system. Built C-Suite relationship from the ground up resulting in a $35M end-to-end medication management solution featuring both Alaris and Pyxis products
Outside-the-Box Goal Attainment: Signed the first new Master License Agreement in 20 years with NYCHHC which lead to expansion of additional software and equipment throughout the health system. Including an agreement for Riker’s Island as part of the IDN.
IDN Wins: Secured cross-sales and competitive takeaway deals with region’s leading systems (i.e., UMMS, Medstar, NYCHHC, Bon Secours, Jefferson, Shady Grove Adventist, Johns Hopkins and Main Line Health). Negotiated UMMS, the region’s largest Pyxis IDN deal (8 hospitals) and resulted in its largest contract signed that FY – a $22M dispensing deal that led to the facilitation of Alaris upgrade $12M.

Transformed new expansion territory into top performing sales region with in first year of tenure.
IDN Strategy: Spearheaded a strategic plan for IDN major markets – leading to signed anesthesia contracts spanning all major franchises including CHS.
Hospital Conversions: Increased revenues $2.5M by leading the conversion of a major Pennsylvania-based hospital system, driving subsequent hospital conversions and penetrating competitive accounts through C-level relationship building.
Product Experience: Completed the largest every company sale of Entropy brain monitoring system for 500K at Penn Medicine in the history of the company

Medtronic • PA – Operating Room Supplies
July 2008 – Dec 2010

Complete territory turnaround with 121 % growth over target in first 2 quarters by selling newly launched Medtronic portfolio during GPO negotiations. Drove strategy focused on high-value deals and cross-sales.
IDN Regional First: Captured a $675K sale – marketing region’s first system-wide IDN purchasing agreement for a system- wide upgrade and conversion of cardio lead-wire adapter product.
Million Dollar Club: First to 1m dollar mark on new product sales launch.

Yellow Book USA • PA
2005 – 2008

Rapid Success: Promoted 3 years in a row. High volume lead generation by being number one in new business growth every year at over 200% to plan. 1st salesperson ever to achieve over 100 net new customers in a FY. As sales executive, cultivated sales acumen while with this publisher which lead to several achievements and awards.

EDUCATION

MBA • University of Phoenix • Accounting/Business
B.S. • Penn State University

Career Sales Numbers:
Career Overall Sales Numbers

FY 20 110% to Objective through June during Covid-19.
FY 19 201% to Objective. Ranked #2 Nationwide. Presidents Club Winner. Entire team hit plan
FY 18 214% to Objective. Ranked #1 Nationwide. Presidents Club Winner
FY 17 164% to Objective. Ranked #2 Nationwide.
FY 16 186% to Objective. Ranked #1 Nationwide. Presidents Club Winner & Rising Star Award Winner
FY 15 133% to Objective. Ranked #1 in the Northeast, 310% specialty software component
FY 14 100% to Objective.
FY 13 142% to Objective. Ranked #1 Nationwide. Presidents Club Award Winner
FY 12 110% to Objective. Ranked #4 Nationwide. Grew territory 20%
FY 10 106% to Objective. Ranked #3 Nationwide, Presidents Club Winner
FY 09 100% to Objective.
FY 08 102% to Objective. Ranked #6 Nationwide.
FY 07 175% to Objective Ranked #3 of 30 sales representatives, Presidents Club Winner
FY 06 175% to Objective Ranked #2 of 30 sales representatives, Presidents Club Winner
FY 05 200% to Objective Ranked #1 of 30 sales representatives, Presidents Club Winner