Sales Customer Service
Resume:
Paul C. DeBene
********@*******.*** ( cell 813-***-****
CONTRACTS/ VALUE ANALYSIS ( SPD/ PURCHASING (
MATERIALS MANAGEMENT
Highly accomplished professional with background in contract negotiation,
implementation and value analysis, in depth knowledge of medical
/surgical products, implants, and procedures. Strong aptitude for
motivating and developing successful teams. Achieves strong and sustainable
revenue, market and profit contributions through expertise in business
development, organizational development, and performance management.
Regularly exceed goals and quotas. Keen presentation, contract negotiation,
and communication skills. Track record of being quickly promoted based on
general performance. Clinical experience in neuro, orthopedic, spine, and
trauma procedures. In-depth understanding of most clinical products,
procedures, and applications
CORE COMPETENCIES
. RELATIONSHIP BUILDING
. PRESENTATIONS
. CEILING PRICING SCHEDULES
. FORECASTING
. PROCESSING AND STERILIZATION PROCEDURES
. COST ESTIMATING
. CUSTOMER SERVICE
. STAFF TRAINING
. OPERATING ROOM PRODUCTS
. QUOTA ATTAINMENT
. QUALITY CONTROL
. BUSINESS DEVELOPMENT
. BUDGET CONTROL
. ORTHOPEDIC/NEURO TERMINOLOGY AND IMPLANTS
. ASEPTIC TECHNIQUE
. OPERATING ROOM TECHNIQUE AND PROTOCOL
. DEPARTMENT MANAGEMENT
. CASE CART SYSTEMS
. SURGICAL INSTRUMENTATION IDENTIFICATION/PRICING
. RECRUITING
. COMPUTER /SOFTWARE COMPETENCY
. CONTRACT NEGOTIATION
. GPO POLICIES/PRICING
. INTERACTION WITH CLINICIANS AND DRS.
PROFESSIONAL EXPERIENCE
BAYCARE HEALTH SYSTEMS- FEB 2004-PRESENT, REGIONAL MANAGER, CONTRACTS &
COMPLIANCE, REGIONAL MATERIALS MANAGEMENT; INTERIM DIRECTOR OF
CONTRACTING; RESPONSIBILITIES INCLUDE OVERSEEING CLINICAL RESOURCE AND
SUPPORT STAFF, VALUE ANALYSIS TEAMS, CONTRACT NEGOTIATION, COST ANALYSIS,
VENDOR RELATIONS, VALUE ANALYSIS; SPECIAL PROJECTS INCLUDING ORTHOPEDIC
IMPLANT UTILIZATION REVIEW AND ANALYSIS, SPINAL IMPLANT ANALYSIS,
RESTRUCTURE OF IMPLANT PRICING MATRIX, AND NEGOTIATION WITH VENDORS FOR
PRICE AGREEMENTS. RELATED ACCOMPLISHMENTS- ESTABLISHED REGIONAL GPO MODEL
WHICH REDUCED OVERALL COSTS AND PROVIDED REVENUES BY WAY OF ADMIN FEEES TO
THE DEPARTMENT; USING CLINICAL EXPERTISE, LOWERED SPINAL COSTS FOR
ORTHOPEDIC IMPLANTS BY NEGOTIATING BETTER PRICING ON A PER VENDOR BASIS;
PRICING; REDESIGN OF MATRIX PRICING SCHEDULE FOR SPINAL PROCEDURES,.
NEGOTIATED SURGICAL INSTRUMENT AGREEMENT THAT SAVED SYSTEM OVER $200,000
ANNUALLY, AND MET WITH END USERS TO OVERCOME OBJECTIONS AND ASSURE
COMPLIANCE. INITIATED NEW VENDOR POLICY, REVAMPED VALUE ANALYSIS TEAMS, SET
AND MET AGGRESSIVE SAVINGS GOALS FOR OVERALL SUPPLY COSTS.
STRYKER INSTRUMENTS-
2003
SURGICAL NAVIGATION SALES/ TECHNICAL SUPPORT -SOUTHEASTERN USA
AS TECHNICAL SUPPORT SPECIALIST, ASSISTED SURGEON AND HOSPITAL STAFF DURING
CASES REQUIRING COMPUTER DRIVEN SURGICAL NAVIGATION EQUIPMENT. SPECIALTIES
INCLUDED ENT, ORTHOPEDIC, AND NEURO CASES. DUTIES INCLUDED SET UP OF
EQUIPMENT, IN SERVICING STAFF, TROUBLESHOOTING SOFTWARE, AND ANSWERING
TECHNICAL QUESTIONS FROM SURGEONS.
I LEFT THIS COMPANY DUE TO ITS NEW REQUIREMENT OF 90% TRAVEL FOR THIS
POSITION.
TAMPA GENERAL HOSPITAL - TAMPA, FL 2002 TO 2003
Vendor Relations / Value Analysis Coordinator
Serve as liaison between hospital and vendors. Hold full responsibility for
ensuring that the hospital achieved cost effective products and services
without sacrificing quality. Continuously track costs and sought out ways
to make reductions. Research and analyze market trends.
Key Achievements:
> Saved the hospital $1.8 million in implant costs over the next two
years by using strong negotiation skills, clinical expertise, and
leveraging vendor relationships.
> Received merit promotion after only six months on the job.
> Implemented Consignment policy for Operating Room and Cath Lab
Implants
> Implemented Evaluation of New Product protocol.
> Redesign of Value Analysis protocol
BIOMET ORTHOPEDIC IMPLANTS - Greater Flint, MI 2001 to 2002
Sales
Sold trauma, sports medicine, and total joint products to healthcare
professionals throughout assigned territory. Managed all territorial fiscal
demands including budget forecasting, funds allocation, and related
paperwork. Provided sales support to key accounts in other territories.
Participated in corporate training and professional development activities.
Developed strong relationships with customers.
Key Achievements:
> Achieved double-digit growth in all product classes.
> Scored in the top 5 in training class covering sales skills and
product information.
Left this position to relocate to Florida
PRO-TECH RESOURCES - Troy, MI 1992 to 2002
Executive Officer
Co-founded and managed the daily operations of this staffing company
specializing in skilled trades. Oversaw the hiring, training, and overall
performance of a staff with sales, recruiting, and administrative
responsibilities. Personally built and maintained profitable and mutually
agreeable relationships with key clients. Managed human resources functions
including sourcing, negotiating, and purchasing cost effective benefits,
health care coverage, and insurance.
Key Achievements:
> Led company to an average of $5 million in annual revenues.
> Implemented and maintained a quality assurance program (ISO9002).
ZIMMER ORTHOPEDICS - Great Lakes Region 1982 to 1985 and 1990 to 1992
Sales Representative / Product Specialist
Promoted to a position of increased responsibility in full line sales of
trauma, orthopedic implants, and patient care products. Responsibilities
included cold calling clients in a specific geographic territory and
following up to build profitable relationships. Utilized project management
skills to meet established goals and quotas. Established and nurtured
relationships with major accounts. Tracked and compiled sales and revenue
data.
Key Achievement:
> President's Club winner for across the board sales growth.
AESCULAP INSTRUMENTS CORP. - Great Lakes Region 1985 to1990
Regional Sales Trainer / Sales Associate
Managed the sales and marketing function for activities in the Great Lakes
Region. Oversaw sales of surgical products, including general and specialty
surgical instruments, neuro-products and implants, and sterilizing
container systems. Exceptional performance prompted promotion to Regional
Sales Trainer. Created training programs to teach new sales representatives
sales techniques, product offerings, time management, and administrative
tasks. Monitored staff production levels and provided motivation and
assistance when needed.
Key Achievement:
> Awarded for exceeding 30% growth for all product lines.
HOLY CROSS HOSPITAL - Detroit, MI 1972 to 1984
Manager, Central Supply and various areas of Materials Management
Promoted several times to direct the activities of areas including
Purchasing, Sterile Processing, and Distribution. Held responsibility for
supervising approximately 25 technicians over three shifts; 400 bed med
-surg hospital. Teamed with fellow supervisors/managers to initiate
Materials Management program. Implemented case cart system for surgery;
liaison between Materials Management and surgical staff, as well as
surgeons. Worked with Infection Control to re-establish procedures for re
processing of products and instruments; Maintained needed vendor contracts,
and represented hospital at regional buying group meetings. Was chosen to
serve as chairman of committee for regional buying group; this committee
was established to negotiate surgical instrument and implant contracts.
Served on various committees, including Disaster, Infection control, an d
Product Evaluation.
Education-Coursework, Bachelor of Science in Healthcare Administration (
University of Detroit Mercy,1970-1976
Continuing Education- Carnegie Self-Development, Excel, Word, Strata Cap,
Access, System Selling, Steps of the Sale, Value Added Sales, Personality
Profiling, Sales Presentation Skills, Group Selling, Stallings Time
Management, Orthopedic Products and Terminology, Goal Setting and Planning,
Operating Room Protocol, Deman Data systems, Lawson.
Contact this candidate