Sales Manager

MICHAEL GARSON

* ********** *****

Rockville, MD 20852

abmiua@r.postjobfree.com

301-***-**** (H)

301-***-**** (M)

SUMMARY

Highly successful, results-driven professional with track record of

achievement & leadership over 20 years in the healthcare industry.

Proficient in C-level partnering, senior level sales and management,

recruiting, hiring, training, marketing and business development to ensure

sales expansion and revenue growth.

SPECIALTIES

Extensive experience in Oncology, Interventional Radiology, Orthopedics and

Surgery.

PROFESSIONAL EXPERIENCE

Prevail Medical, Inc.

2009 - present

Area Sales Manager

Sales and management for medical devices, equipment and supplies in

Surgery, Oncology, Orthopedic, Interventional Radiology and Wound Care

marketplace.

. Responsible for management of 8 field sales reps.

. Develop annual sales and marketing budget and P&L for the territory.

. Perform quarterly and annual reviews of sales force.

. Responsible for hiring, training and development of field sales force.

. Play vital role with field sales force in key account acquisitions for

increased sales revenue and new business development.

ArthroCare Spine Businesses

2008 - 2009

Regional Oncology and Business Development Manager

Liaison with Direct and Distributor Medical Device Sales forces on the East

Coast to increase revenue and new account acquisitions.

. Established and Managed Speaker's Bureau for Oncology

. Set up cadaver lab physician training education programs.

. Coordinated marketing programs with Physicians and Hospitals to

promote new disease management and treatment algorithm for Spine

patients.

. Responsible for major account acquisition and retention and increased

referrals through business development programs with doctors.

. Demonstrate equipment procedures for Spine Surgery in the OR and Angio

Suite

. Train sales forces on Oncology and Spine products and disease states.

. Conducted reviews and field sales management of 30 representatives in

the Eastern Region.

. Responsible for closing major accounts and account management at

Memorial Sloan Kettering Cancer Center, Duke University Medical

Center, University of Maryland Medical Center, Johns Hopkins

University Medical Center, Hospital for Special Surgery, Albert

Einstein Montefiore Medical Center New York- Presbyterian Hospital,

Winthrop University Hospital, Cancer Treatment Centers of America at

Eastern Regional Medical Center as well as other institutions and

Ambulatory Surgery Centers along the East Coast.

. Only Regional Business Development Manager to exceed quarterly

forecast for 2008, 2009.

. Responsible for product launch of 2 minimally invasive surgical

devices for spine fractures.

MICHAEL GARSON Page 2

EKR Therapeutics, Inc.

2006 - 2008

Regional Oncology Manager

Responsible for Hospital and Cancer Center Medical Device Sales to Oncology

Specialists in the Eastern Region.

. Developed Key Opinion Leaders for Speakers Bureau

. Set up Clinical Case Studies at Hospitals and Cancer Centers

. Oncology Field Sales Trainer for the Mid Atlantic Region

. Ranked Number 1 in sales in the Nation, 2007

. President's Club, 2007

. Highest sales growth in the nation, 1st quarter vs. 2nd quarter, 2007

. Only representative to have positive sales growth by more than 50%,

each quarter consecutively, 2007

Cephalon, Inc.

2001 - 2006

CNS Specialist

Responsible for biotechnology pharmaceuticals sales to specialty physicians

and hospitals in the Mid-Atlantic region.

. Raked 1 out of 435 in the nation for Actiq, 3rd quarter 2005

. Ranked 4 out of 435 in the nation for Actiq, 2005

. Gabitril highest sales in the region contest winner, 4th quarter 2001,

3rd and 4th quarter, 2002

Ortho-McNeil Pharmaceutical, Inc.

1998 - 2001

Senior Professional Sales Representative

Responsible for sales of recombinant DNA growth factor, centrally acting

analgesic and anti-infective antibiotics in the Mid-Atlantic region.

Responsible for physician and hospital sales including, Teaching,

Community, DoD, MCO's VA and Government Institutions. Liaison for managed

care issues and reimbursement guidelines.

. Number 2 in district, 1998

. Number 3 in region, 1998

. Fast-Start Award, 1998

. Regional Business Directors Award, 1999, 2000

. Representative of the Cycle Award, 1999, 2000

. Levaquin "Go For the Gold" Award, 2000

. Ranked 19th in the Nation out of 469 Representatives, 2001

. Completed Management Development and Leadership Program

Medical Management Consultant

1994 - 1997

. Created and directed sales, marketing, business development and

communication strategies.

. Developed physician specialty networks and physicians acquisitions for

insurance and managed care contracts.

. Responsible for training and development of key opinion leaders for

speaker's bureau, case studies and clinical trial investigators.

. Established personnel management and employee development policies

. Physician practice development and marketing including: managed care

and capitated contract sales, staffing and budget assessments,

purchasing, inventory controls, established centralized billing and

insurance procedures.

. Initiated join venture and business development opportunities between

hospitals and physician practices to increase revenue.

MICHAEL GARSON Page 3

Oncology Services Corporation

1991 - 1994

Regional Administrator

Responsible for sales of Oncology services and the management of 5 Cancer

Centers in the Mid-Atlantic Region.

. Designed, developed and implemented sales, marketing and communication

strategies.

. Directed new business development programs and implemented sales with

hospital and physician groups.

. Managed, developed and directed a staff of 40.

. Chairman's Club, 1991, 1992, 1993

. Increased daily patient census by 88%

. Responsible $350K budget and P&L

. Established Community Cancer Screening Programs for early detection

and prevention

Capitol Hill Hospital

1988 - 1991

Director Sports Medicine and Business Development

. Managed the Sports Medicine, Orthopedic and Wellness Programs for an

Acute Care Medical Center and supervised, managed and directed a staff

of 15.

. Negotiated sales contracts to major corporate accounts and MCO's.

. Created marketing and business development programs and expanded media

exposure

. Managed $150K budget and P&L for the program

. Negotiated exclusive Radiology contracts for members of managed care

organization.

. 120% increase in sales revenue

. 75% Increase in new patient clinic visits

Data Source

1981 - 1988

Marketing and Sales Director

Developed and implemented sales and marketing strategies in acquisition and

retention of major B2B accounts.

. Managed and developed sales force of 8 representatives

. Created collateral advertising and marketing literature

. Responsible for all financial reporting and budgeting

. 50% increase in new business accounts

. Distinguished Sales Award, 1981, 1982, 1983

. Sales Representative of the Year, 1984, 1985

Education

University of Maryland College Park

Bachelor of Science

College of Journalism

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