San Antonio, Texas Metropolitan Area
Sales and marketing professional with 18+ years experience in the wound care, medical device market. Experience includes People Management, Sales, Product Lifecycle Management, Product Launch, Digital Product Campaigns, Conference Promotion, Market Planning, and Product Development within the medical device market. Highly accomplished presenter, communicator, manager over team, and an exceptional ability to execute on projects. Areas of expertise: - Medical Device Sales - Marketing Strategy - Product Management - Product Launch - Market Planning - Recruiting, Managing, and Coaching - Communication and Presentation - Collaboration and Negotiation - Cross Functional Team Leadership - Project Management
Responsible for the strategy and marketing of the post acute V.A.C. Therapy and disposable NPWT products and channel programs. Research market trends and identify customer needs that will deliver revenue growth and increase customer satisfaction. Deliver effective messaging, marketing tools, and programs to the sales team that align to company vision and strategy. Report performance to executive leadership and lead cross functional teams to deliver flawless execution. Created the first sales internship program that partners a sales representative with a marketing mentor to collaborate on marketing projects.
Grow focus wound care products within hospital and long term acute care facilities. Provide superior customer service and product support to clinicians, administrators, and case managers. Conduct product in-servicing to physicians, OR staff, and wound care nurses. Attend OR cases to assist with product placement questions. Collaborate with sales colleagues to ensure seamless continuum of care of KCI products.
Responsibility for all aspects of product ownership to include pricing strategy, promotion campaigns, advertising, market research, convention strategy, sales training, inventory management, Key Opinion Leader (KOL) support, sales forecasting, and development of new sales tools to increase product adoption. Responsibility for the development and execution of the US product business plan including developing the 5 year revenue plan, identifying the target market, identifying marketing tactics and strategies to grow product penetration and achieve incremental revenue. Report key product performance metrics to KCI's senior executive leadership on a weekly basis. Project managed and launched numerous critical commercial programs to support the new product pipeline to include trunk stock, product consignment, recycling, money back guarantee and customer rebate programs. Recruited, managed and mentored the Associate Product Manager positions.
Recruited, trained, managed and mentored a team of seven (7) Contract Analysts that were responsible for KCI's sales contracts for the two business divisions: therapeutic support surfaces and NPWT. Supervised the contract life cycle for the national, regional, and local sales agreements to include redlining, negotiations, contract administration and contract renewal/terminations. Analyzed department metrics to ensure timely contract execution and assessing appropriate staffing levels. Facilitated cross-functional teams to execute on key company/department initiatives. Trained sales team members on contracting, pricing programs, and processes. Contract Analyst from Feb 2001 to Jan 2005 then promoted to Manager.
Created customer-facing, sales PowerPoint presentations including business reviews and sales prospecting presentations. Reported on key performance metrics such as product fill rates and customer spend variances. Responded to National Account RFP opportunities. Assisted the Owner and General Manager with business correspondence and customer research. Trained and mentored my Sales Assistant colleague.