Sales Manager

SCOTT (SKIP) SOUKUP

***** *. ************ **. ( Olathe, KS 66062 913-***-****(C) ( Email:

****@*********.***

MEDICAL & B2B SALES KEY POINTS

Experienced medical sales professional with operating room and surgery

background.

Managed multi-state territory with multiple call points with-in each

hospital.

Experienced working with start-up companies to launch new technologies

and develop market share.

Sold to and developed relationships with surgeons, physicians,

administrators and C-level executives.

Extensive B2B sales background (sales, sales training, sales management

and executive level management).

Exceptional business acumen and analytical skills to develop strategic

plans.

PROFESSIONAL BACKGROUND

ANGIOTECH INTERVENTIONAL

Territory Manager - Biopsy, Drainage Catheters and Vascular - KS/NE/OK/MO

03/11 - 05/13

Territory Manager responsibilities included medical device sales for

Interventional Radiology, Cath. Lab, Vascular Surgery, Breast Centers and

Hematology/Oncology and management of accounts within Kansas, Oklahoma,

Missouri, and Nebraska. Product types included biopsy guns/needles,

drainage catheters, breast biopsy, and vascular snares and access sets.

. Product presentation and usage commitment directly with the physician.

Continuous follow-up to ensure reorders are made.

. Physician and staff in-servicing and in-procedure support.

. Contacted multiple departments and call points within each hospital.

. Managing products through the hospital approval process and VAC (Value

Analysis Committees).

Accomplishments:

. 2012 sales year: Finished 106% to plan on Focus Products. #7

ranked rep.

. Increased hospital penetration with over 40 new product lines plus

14 new hospitals.

. Mentor to new reps that joined the region.

S2 MEDICAL INC. (Principal/Distributor for Spine Hardware, Biologics, and

Tissue)

Distributor/Sales Agent - Spine Hardware and Biologics - Kansas/Missouri

03/06 - 03/11

Independent distributorship selling spinal

hardware/implants/tissue/biologics to Neuro and Orthopedic surgeons.

Surgeon call point and Operating Room procedural based sales and case

coverage when product is being implanted. Extensive market development

with new products and companies starting from ground zero. Revenue growth

through surgeon relationships, personal sales and rep development.

. Entrepreneurial opportunity to build a territory by generating

product use with new surgeons (Neuro and Orthopedic). Complete

responsibility to build a distributorship through surgeon

relationship development, quality service, and meeting surgeon

needs. Set-up cadaver training workshops for surgeon training.

. Developed new usage and revenues for various companies' products

that had no existing business or user relationships in the market.

Accomplished through surgeon relationship development, persistence,

and follow up.

. Extensive OR case coverage and hospital support staff in-service

activities

. Secured surgeon participation and involvement in clinical trials and

product development. Coordinated surgeon VIP trips.

. Facilitate and establish contracts with Hospital Supply Chain

Directors and GPO administrators.

. Develop partnership with surgeons through commitment and strong

relationships with the surgeon, office staff and patients.

. Educate surgeons, surgical staff and administration on spine

products, instrumentation and technology. Direct OR staff on

surgical techniques and procedure processes. Regularly present in

the OR supporting surgeries.

. True self starter with an entrepreneurial drive and spirit.

Developed own marketing presentations. Mature judgment and excellent

follow through in all areas of responsibility. Communication skills

at all levels.

Accomplishments:

. Extensive knowledge of the spine industry, procedures, product

implantation, and market needs.

. Established tissue bank sole source provider contract for major area

hospital system in territory.

. Generated over $800,000 in revenue in 2008 for multiple companies in

their infancy that had no market presence.

. Developed a network and close relationships with surgeons, office

staff and hospital contacts in my territory.

. Excellent relationship with corporate HCA Directors.

. Market development for new products and start -up companies.

MEDSOURCE (Distributor Rep for Orthopedic, Trauma and Durable Medical

Equipment)

Territory Manager- Orthopedic/Spine Products - Kansas/Missouri

05/04 -03/06

Sell orthopedic surgical devices (Ex fix and implants) and Durable Medical

Equipment (Bone Growth Stimulators) for multiple manufacturers to Neuro,

Orthopedic, Plastic, Hand, and Podiatric Surgeons.

. Entrepreneurial opportunity to build a territory by generating

product use with new surgeons.

. Determine appropriate sales strategies to present products based on

surgeon needs and preferences.

. Develop partnerships with surgeons and created CEU workshops with

opportunities to help the surgeon build their practice.

. In-service Operating Room staff on surgical systems and techniques.

Regularly present in the OR supporting surgeries.

Accomplishments:

. Increased monthly Spinal Stimulator territory revenue from an

existing $4,000/month to $70-85,000/month.

. Increased the number of active surgeons that are prescribing Bone

Growth Stimulators (Spinal and Long Bone).

. Increased the number of active surgeons using OR products (Ex Fix

and Implants).

R. H. DONNELLEY (B2B Sales-Yellow Page Directory Advertising-17 years)

(09/1987-5/2004)

(SPRINT PUBLISHING & ADVERTISING, INC. -RHD purchased Sprint Publishing in

January, 2003)

Manager-Sales Operations and Planning - Overland Park, KS

09/99 -05/04

Direct the Sales Force Operations, Manpower and Selling Initiatives for a

$480 million dollar sales organization.

. Conduct analysis and develop sales strategies that impact markets,

account segmentation and manpower allocation.

. Streamline sales and operational processes to improve the efficiency

and effectiveness of sales managers and reps. Determined areas for

greater automation, enhanced information tools and refined selling

skills.

. Developed sales force compensation plans that drive and support

sales objectives for reps and sales management.

. Communication liaison between Sales and all other functional work

groups. Interact with other departments to provide a 'sales

viewpoint' and consultation.

Accomplishments:

. Designed the Sales and Management Compensation Plans for 2004 that

supported the sales and assignment strategies to improve customer

retention and increase an eroding customer base.

. Successfully built and developed a Sales Operations team of ten

employees to conduct company sales analysis.

. Received the annual and two quarterly Sprint Value Excellence (SVE)

Awards

. Innovated programs that eliminated non-productive sales time while

positively impacting the bottom line (Letter Program).

. Centralized processes across divisions, which contributed to a 28-person

headcount reduction and improved efficiencies.

. Developed and lead a Division Review process that identifies operational,

sales, and process strengths and opportunities.

Division Operations Manager - Dayton, OH

05/97-09/99

Sales and manpower analysis to identify sales opportunities and determine

appropriate direction for a $34 million sales division. Developed selling

strategies for reps to address selling needs. Established business plan

initiatives and divisional action plan to achieve a combination of sales

quota and budgetary objectives. Directed and lead 8 District Sales

Managers.

Accomplishments:

. Sales Masters Award (1999): Only Division out of nine to exceed

objective in previous 5 years.

. Developed and implemented mid-year manpower reallocations and strategies

that led to quota attainment in 1999.

. Certified Behavioral Management Assessor: Conduct behavior

identification assessments for management candidates.

Division Training Manager - Dayton, OH

04/95-05/97

Managed and conducted the training and development for 13 sales managers

and 65 sales representatives through sales call demonstration and field

activity observation. Wrote sales rep development plans after identifying

selling skill gaps. Trained managers on behavioral interviewing

techniques.

Accomplishments:

. Certified Behavior Assessor and Interview Trainer for management

candidates.

. Certified as a Consultative Selling Approach trainer. Retrained 65 sales

reps for consultative selling.

. Created an Aspiring Manager Development program that was adopted company

wide program.

District Sales Manager - Warren, OH

07/91-04/95

Hire, developed and lead sales team that handled over $12 million in

revenue. Responsible for recruitment, interviewing, training, and sales

rep development.

Accomplishments:

. Top Sales District in the company for the 1995 sales cycle at 136%

of objective.

. Built and developed team with 7 of 8 reps exceeding objective.

Five were TOP award winners.

Account Executive (Yellow Page Advertising) - Minneapolis, MN

09/87-07/91

B2B sales utilizing 'Consultative Selling Approach' (needs based solution

sales) to grow advertising revenues in a five-state region.

Accomplishments:

. Top sales producer:

- Executive Club Winner (Top 2): 1989 (171.9% of objective) and 1990

(177.2% of objective)

- Sales Achievement Club (Top 15%) 1988 (125%) and 1991 (121%)

- Responsible for generating over $500,000 of annual advertising revenue

each full year.

. New business activity and growth leader.

EDUCATION

Mankato State University, Mankato, MN - Bachelor of Science

Major: Marketing, Management, Industrial Relations. Minor: Economics,

Speech Communications

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