Sales Executive

WILLIAM (DAVID) SHIPP

*** ***** **** ? Fort Mill, SC 29708 ? 803-***-**** ?

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

http://www.linkedin.com/pub/william-shipp/15/947/1b3

Medical Sales professional

Accomplished sales executive with 20+ years of proven closing skills and

business acumen for capital equipment, medical devices, consumables, and

clinical services at the Executive Administration, Surgeon/Primary Care,

and acute care supply chain departmental levels. Brings 12 years of

clinical surgical experience, including cardiac/orthopedic surgery, ICU

critical care hemodynamic monitoring, pacemaker lead analysis/programming,

cardiopulmonary perfusion support, autologous blood recovery/plasma

derivative wound healing therapies(PRP), Intra-Aortic Balloon insertion/

monitoring, and therapeutic apheresis. Sales strengths include regional

account operations management, RFP response, prospecting, partner

proposals, contract/pricing negotiation, sales calls, closing,

demonstrations, product training, trade shows, and representing companies

at business/public settings.

Areas of Expertise

Solution Based Sales of Medical Capital Equipment/Disposables/Clinical

Services~ Executive and Acute Care supply Chain Sales ~Business

Development ~ Contract Analysis/Negotiation ~ Consultation ~ New

Technology Sales ~Vendor Relations/Crosss Functional Collaboration ~

Issue Resolution/ Relationship Cultivation ~ Contract

Negotiation/Value Analysis ~ Regional Sales and Operations Management

PROFESSIONAL EXPERIENCE

vanguard surgical solutions, llc, (Fort Mill, SC) ? 2008-Present

Executive Sales: Lead capital equipment and surgical device sales with

Corporate Sourcing, individual acute care program administration and

surgeons/physicians of all disciplines in North/South Carolina areas.

Sales Highlights:

* Increased sales 400% for selected product lines, 2010.

fresenius medical care (NYSE:FMS) (San Diego, CA) ? 1985-2007

Previously Baxter Healthcare (BAX), Edwards Lifesciences (EW), Seta, Inc.

National Sales Executive, Ancillary Services (2005-2007): Oversaw $14

million portfolio of clinical services, devices, consumables, and capital

equipment with $1.25 million quota for range of clientele, including

executive administration, surgeons, surgical equipment department

management, and value analysis committees. Handled solution/consultative

sales and service integration of new technologies across acute care

departments with stakeholders; as well as RFP responses, financial

planning, and proposal presentations. Reported directly to VP of Sales and

Marketing.

Sales Highlights:

* Increased annual revenue $350,000 in account penetration (100% to

plan); $750,000 in organic growth (150%).

* Led two new sales launches; introduced new technologies into surgical

and critical care settings.

WILLIAM (DAVID) SHIPP ? *****.*****@****************.*** ?

Page Two

Regional Sales Executive, East (2001-2004): Managed multi service, device,

and product portfolio spanning 15-state region, including RFP

development/response, contract negotiations, and sales presentations to key

account stakeholders (average proposal value of 1 million and 3-9 month

sales cycle); as well as financial modeling and closing new business over

sales cycle of 3-12 months with multiple interdepartmental stakeholders.

Portfolio included clinical services, surgical disposable supplies, and

devices used in cardiovascular, orthopedic, vascular, and surgical

procedures.

Sales Highlights:

* Achieved closing of $1.28 million (150% to plan) through leadership of

sales team, 2002-2003.

* Maximized business opportunity and cost reduction by partnering with

company dialysis division to develop/present integrated service

proposals.

* Ranked #1 in Sales in 2004 by achieving 2.5M in new sales

Business Development Executive, Temporary Services (1999-2000): Handled all

field sales with national territory, including service/proposal

presentation and contract negotiation closing with key account

stakeholders.

Sales Highlights:

* Increased revenue $1.25 million (125% to plan), 2000; $500,000 in new

revenue (100% annualized), 2001.

* Led successful launch of new clinical service line providing

cardiopulmonary perfusion services to cardiothoracic programs on

contracted per diem basis, including marketing and financial/sales

planning.

Regional Manager, Operations and Sales, East, Ancillary Services (1997-

1998): Directed clinical management team of 6, operational matters, and

achieving of sales goals while fostering account relationships in 15-state

area with $6 million in annual revenue. Managed 150+ client program

accounts, including contract re/negotiation for margin enhancement and

service line penetration.

Sales Highlights:

* Achieved $500,000 in new revenue per year (100% to plan).

* Secured 100% client retention during renegotiation of

expiring/underperformin contracts, (100+)

Clinical Services Manager (1985-1995): Provided cardiovascular, orthopedic,

vascular, neurological, general surgical, cardiac catherizaiton lab,

pharmacy/laboratory, and intensive care unit patient hemodynamic monitoring

services; as well as cardiovascular perfusion support, autotransfusion, and

platelet derivative therapies. Acted as Anesthesia Support Technician and

Surgical Assistant.

Sales Highlights:

* Increased revenue by $900,000 by adding 18 new client programs in two

relocations to develop new metropolitan areas with no previous service

profile, 1994-1996.

* Promoted and relocated on two occasions to develop new metropolitan

service markets.

EDUCATION

Bachelor of Arts in Liberal Arts

Honors Graduate

WINTHROP UNIVERSITY, Rock Hill, SC

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