Medical Sales Professional

Chris Grossi

*** ***** ****** *.*. Sammamish, WA 98074 425-***-**** ************@*****.***

LinkedIn Profile: www.linkedin.com/in/chrisgrossi

MEDICAL SALES PROFESSIONAL

Medical Capital Equipment & Medical Device Sales

Top producing Medical Sales Representative who knows how to drive medical device and medical capital

equipment sales into the acute care and alternate care marketplace; strong understanding of working and building

physician relationships that result in successful medical product evaluations and hospital conversions.

Medical Device Sales Acute Care/Hospital Sales National Account Sales

Capital Equipment Sales Medical Simulation Technology Nursing and Physician Inservicing

Medical Disposable Sales Surgeon Selling IHN Contract Negotiation

PROFESSIONAL EXPERIENCE

SIMULAB, Seattle, WA 1/2006 – Present

Market leader in manufacturing and sales of medical device simulation equipment for surgeon and physician hands-on

educational training within the hospital market segment; Advanced Trauma Surgical Skills, Pediatric Surgery, and

Diagnostic Ultra Sound Imaging.

National Account Sales, Seattle, WA, Multiple State Responsibility (1/2012 to present)

Promoted to a newly created national account sales position responsible for selling the complete line of Surgical

Simulators, Procedural Task Trainers and Patient Safety Service products to key accounts and high sales potential

customers within two groups: assigned Integrated Healthcare Networks (IHN’s) and Government Installations; Veteran

Administration, Government Services Administration and the Military.

• Prepare and present high level presentations centered upon an economic value proposition of reducing hospital

costs associated with surgeon and physician medical mistakes by purchasing medical device training simulators

combined with commensurate training modules and services.

• Strong relationships within assigned IHN’s: HCA, Ascention Health, Tenet, CHW (Dignity), Sutter and Mayo.

• Extensive relationship building at all Hospital and Administrative customer levels; Physician, Surgeon, Residency

Program Director, Medical Director and Evaluation Committee Members.

• 2012 grew business from 890K to 2M

Sales Account Manager, Western USA Responsibility, (1/2006 to 1/2012)

Responsible for selling medical device simulator’s to teaching Hospitals (Acute Care) with physician residency

programs; Emergency Medicine, Surgery and Anesthesia. A market creator role with hunter mentality to identify and

develop key business and physician relationships resulting in large capital equipment sales (28K to 68K).

• Called upon key surgeons, anesthesiologist’s, emergency physicians and hospital financial decision makers.

• Multilevel hospital selling, negotiating, relationship building and problem solving approach that included system

implementation and integration at all customer levels, including presentations to Hospital Evaluation Committee’s.

• Increased responsibilities with assigned direct hiring and management of 3 Hospital Account Sales Specialists.

• Worked collaboratively with Marketing and Sales Management to spearhead Key Opinion Leader Workshops in

conjunction with major Trade Show to promote product line and relationship building.

• 2011 Overall +31% sales increase, 1.7M to 2.2M

• 2010 exceeded sales plan; +12% increase, 969K to 1.08M

• 2009 secured single largest order in company history: Kaiser System 484K total purchase

Fisher Scientific International, (formerly Molecular BioProducts), San Diego, CA 2003 – 2004

A world leading company that manufactures medical products and health related services acquired company in 2004; a

global medical plastics and injection molding company focused upon providing medical testing devices to

pharmaceutical, biotech and academic companies for researcher application within the Life Science Industry.

Territory Manager, WA, OR, ID, UT and Western Canada

Sold medical testing devices (complete line of testing Pipette’s and Tips) to large pharmaceutical and biotech

companies (Business to Business Sales) within a 4 state area, including Western Canada.

• Within one year increased sales by 30% to total revenue projection of 3.5M.

• Closed several significant key accounts: Rosetta Inpharmactics (2.4M), Canadian Government Contract.

ORAPHARMA, a Johnson & Johnson Company, Raynham, MA 2001 – 2003

A specialty pharmaceutical company acquired in 2002 that develops and sells technologically advanced oral products

to the dental and periodontal market; Arestin®, a broad-spectrum antibiotic for the treatment of periodontitis was the

primary and new product launch at the time.

Sales Representative, Seattle, WA

Responsible for launching and selling a new concept antibiotic implant pellet to the area Periodontitis and Dentists.

Oversaw all sales and business development functions; new product roll out, key account management, contract

development and negotiations, as well as expense budget responsibilities.

• Each Year exceeded sales quota by 30%

• Negotiated and won significant contract accounts: Columbia Dental, Interdent Corporation (Gentle Dental)

• 2001 Won the Top Ten Rookies of the Year Award

BARD VASCULAR, (formerly Venetec International), Covington, GA 1999 – 2001

Venetec was a privately held medical startup company acquisitioned in 2006; manufactures and sells catheter

securement products for IV and drainage catheters, nasogastric, feeding and chest tubes and Foleys to protect patients

and healthcare workers from accidental needle sticks.

Sales Representative, Seattle, WA

Sold a new concept product replacing traditional suture and tape; the StatLock medical device. Responsible for selling

the product within the acute care marketplace primarily driven by key nursing influencers.

• Startup company mentality requiring the development and execution of strategic business plans that make an

immediate sales impact with a revolutionary new product.

• Called upon Interventional Radiology, IV Therapy and Critical Care Nurse Teams within the hospital setting

• Initiated and forged Key Opinion Leader within the Washington hospital based client groups.

• Grew business from ground floor within 3 years to 400K in annual sales with no reimbursement or contracts.

McKESSON HBOC, (formerly Red Line Healthcare), San Francisco, CA 1995 – 1999

World’s largest health care services company; distributor of medical-surgical supplies, healthcare information and

technology solutions. Red Line Healthcare, an alternate care medical distributor servicing Long Term Care and

Nursing Care Facilities, was acquisitioned in 1998.

Territory Sales Manager, WA, OR, ID (1997 to 1999)

Promoted to a 3 state territory sales position selling a full line of medical disposables and capital equipment into the

Long Term Care (LTC) market segment. Call Points: Director of Nursing, Physician, Nursing Administration, Nursing

Home Chains and owners.

McKesson HBOC Continued

Associate Sales Representative, WA, OR, ID (1995 to 1997)

Sales support position assigned to 4 Territory Sales Managers providing nursing Inservicing and product education, as

well as sales presentation to targeted customer groups.

Frontier Corporation, (formerly American Sharecom Inc.), Minneapolis, MN 1992 – 1995

Sales Representative, Seattle, WA

Business to business sales position selling telecommunication service to retail and professional businesses.

EDUCATION AND PROFESSIONAL DEVELOPMENT

University of Oregon, Orlando, FL

Speech Communications

SPIN Selling® Professional Development Course

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