Sales Manager

SUSAN MALEY

** ********** **** ******@****.*** H: 609-***-****

Bordentown, NJ 08505 www.linkedin/in/susanmaley C: 609-***-****

PROFILE

Distinguished and successful sales and marketing healthcare executive with unique experience leading startups, young

entrepreneurial companies and global organizations. Team leader and builder with proven track record, skilled at developing and

directing teams to profit-generating reality. Recognized as a decisive, strategic and tactical leader, achieving excellence through

innovative execution. Extremely effective in challenging, complex environments where urgent but calculated action is required.

Seeking an impactful leadership position within a growing, innovative, small to mid-size organization. Key strengths include:

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Market Expansion and Growth Bottom Line Driven, C-Level Proficiency

• •

Coaching, Development and Mentoring Creative, Out-of-the-Box Thinker

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Focused Change Agent Consultative Approach

• •

Product Development Quick Study, Highly Adaptable

PROFESSIONAL EXPERIENCE

UNIVERSITY OF PENNSYLVANIA, OFFICE OF CORPORATE ALLIANCES, Philadelphia, PA 2009 – 2010

Academic Medical Center

Consultant – Eight Month Assignment

• Consulted on market strategy and business development for new initiative with School of Medicine.

• Focused on medical device pre-clinical development, testing and training.

• Identified potential commercial partners and collaborative projects, promoting initiative locally and nationally and

recruiting industry allies for research partnerships.

SANARUS MEDICAL, INC., Pleasanton, CA 2008 – 2009

Venture backed company with unique offering of cryoablation products used in hospitals and offices, focused on diagnostic and

interventional radiology and oncology. Despite strong efforts, company closed and assets sold in Q3 2009.

Vice-President of Sales

• Re-focus Organization for Growth – Retained to spearhead turnaround of sales effort and generate positive

growth prior to acquisition. Created results oriented culture instilling metrics and accountability practices. Developed

training program focused on consultative selling, Clevel sales proficiency and territory management. Redirected inside

sales team for improved coverage and results.

• Increased Revenue – Increased pool of new customers by 100% and increased utilization 50%+ over four

month period. Grew pipeline of validated, targeted customers more than 200% within same timeframe.

• Sales Force Operations – Developed sales plan and quotas to meet revenue goals. Defined and implemented

incentive program in sync with company goals. Created and realigned sales territories and responsibilities for better

coverage and opportunity. Managed P&L within constraints of startup organization.

• Redefined Marketing Strategy – Reset value proposition to focus on new market. Developed plan for growth

concentrating on clinical approach, KOL development and effective product evaluations. Created successful tactical

approach with limited budget and sales resources. Instituted field based marketing program focused on building

awareness and physician education resulting in increased referrals.

HOLOGIC, INC., Bedford, MA (acquired Biolucent, Inc. in September 2007) 2004 – 2008

Leading Women’s Healthcare Company with diverse offering across imaging, diagnostic and surgical venues. Tenure was with

Biolucent, Inc., management team.

Key Awards and Recognition include:

– Region of the Year, 2005, 2006, 2007.

– President’s Club Winner 2005, 2006, 2007

Regional Sales Director

• Revenue Growth – Despite unfavorable market dynamics (lack of reimbursement and questionable need),

consistently outpaced expectations and grew business more than $4.2M in three years.

• Market Strategy Development – Created strategy based on clinical value, resulting in increased volume and

customers. Shortened sales cycle by 50%; demonstrated positive financial impact. Developed training program that

grew new business more than 30% annually and expanded existing customer utilization. Designed and implemented

regional telesales program for lead generation and consistency in sales revenue.

SUSAN MALEY

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HOLOGIC, INC. (continued)

• Clinical Innovation – Created instructional program which targeted patient specific applications thus allowing

for additional patient throughput and revenue.

INLET MEDICAL INC., Eden Prairie, MN (Acquired by Cooper Surgical, Trumbull, CT) 2001 – 2004

Young, entrepreneurial company with high end disposable instrument kits designed for niche market in Surgical Laparoscopy and

Gynecology.

Key Awards and Recognition include:

– 1st Place Prize Video – “Elevest – A New Approach to Uterine Prolapse Repair”, Society of Laparoscopic

Surgeons, Las Vegas, NV, October, 2003.

– Awarded “Innovative Device of the Year”, Society of Laparoscopic Surgeons, October 2003

– Minnesota Business Journal “50 Fastest Growing Companies”, August, 2003.

– Presentation to Minnesota Medical Sales and Marketing Association – “How To Maximize Your Marketing

Effort”, January, 2004

Vice President, Sales and Marketing

• Strategy Development and Direction – Recruited to develop sales and marketing strategy and to design

appropriate distribution pathway. Recruited, trained and managed team to sell devices from concept through surgical

experience. Developed marketing strategy, focusing on reaching end users using innovative techniques and programs,

including internet lead generation and ecommerce. Transitioned team through shifting distribution plans as organization

matured.

• Consistent Sales Increase – Grew revenues from $700K to $5M in three years. Developed successful inside

sales initiative focused on selling into restricted Operating Room environment, resulting in 6% increase in new customers.

Constructed hybrid sales team (distributor and direct) to improve market penetration and sales efficiencies.

• New Product Development – Modified existing IP to allow for entry into an emerging market. Led research,

feasibility and clinical trial. Organized product positioning, collateral materials and gotomarket tactics for product offering.

• Business Development Activities – Expanded product portfolio and positioning to enhance marketability of

company and increase footprint in marketplace. Participated in M&A activities, including identifying and evaluating

potential partners.

• Innovative Internet Marketing Strategy – Crafted inventive approach to identify, educate and sell customers.

Developed online presence to build awareness, generate leads, and recruit for clinical studies. Created lead generation

program series which generated 20%+ return rate. Awarded “Innovative Device of the Year” by Society for Laparoscopic

Surgeons.

• Inventive Surgeon Training Project – Developed unique program for training physicians electronically which

included comprehensive instruction of new surgical techniques without traditional “hands-on” assistance or monitoring.

Allowed faster lead qualification and more effective follow up.

CIRCON ACMI, Santa Barbara, CA (Acquired by Gyrus,Inc., Olympus Corporation, Center Valley, PA) 1985 – 2001

Market leading surgical endoscopy company with instrumentation covering all surgical specialties, with direct and in-direct

distribution channels.

Key Awards and Recognition include:

– FREDDY Award, Runner Up – Time Warner Publications, “THL-A Look at Ovulation”, 1999.

– Area Manager of the Year (four times), 1993, 1994, 1995, 1996.

– Region Manager of the Year (four times), 1988, 1989, 1991, 1992.

– Territory Manager of the Year (two times), 1986, 1987.

– Sales Contribution Award, 1987.

Director of International Marketing, Women’s Health and Laparoscopy

• Responsible for all aspects of global marketing, product development and management of entire gynecology,

laparoscopy, imaging and electrosurgery product offering.

• Solely responsible for pioneering new market entry in Europe and Pacific for initial diagnosis of infertility;

responsible for entire life cycle from product development through distribution.

• First woman promoted to Director Level.

Area Sales Manager

• Responsible for five regions spanning US with sales in excess of $60M; consistently grew business more than

10% annually.

• Successfully managed through turbulent conditions, including acquisitions, hostile takeover, reorganizations, and

high growth transitions without turnover.

SUSAN MALEY

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Circon ACMI (continued)

• Set strategies to successfully mesh capital equipment and disposable product sales.

Regional Sales Manager

• Created training programs for medical personnel that are now industry standards for new products and

techniques.

Territory Manager

• Set record for sales volume - $1.2M.

• Designed “inventory program” resulting in sustainable revenue stream and proper instrument function

MALLINCKRODT, INC., St Louis, MO (Division of Covidien, Inc.) 1982 – 1985

Multi-national company with products for radiology and cardiology.

Key Awards and Recognition include:

- Glamour Trip Winner, 1984.

- Field Trainer, 1984 – 1985.

Territory Manager

• Consistently ranked in top 5% of sales force (200+ sales team).

• Selected to lead efforts to establish new business concept of radiopharmacies.

CLINICAL EXPERIENCE

PRESBYTERIAN, UNIVERSITY OF PENNSYLVANIA MEDICAL CENTER, Philadelphia, PA 1979 – 1982

Director, Nuclear Cardiology Services

• Led both research and clinical laboratories in tertiary medical center focused on acute cardiac imaging.

ADDITIONAL ASSIGNMENTS

UNIVERSITY CITY SCIENCE CENTER, Philadelphia, PA 2010 – Present

Business Advisor

• Guided early stage QED program-winning technology through initial phases of development, strategic planning

and commercialization in preparation for next stage investment.

• Created gotomarket strategy and partnering initiatives for new technology for breast cancer screening.

EDUCATION

Master of Public Health – Health Policy Management

Columbia University, Mailman School of Public Health, New York, NY, 1999

Bachelor of Science, Marketing

Thomas Edison College, Trenton, NJ, 1995

Undergraduate, University of Pennsylvania Wharton School of Business

Philadelphia, PA, 1982 – 1985

AFFILIATIONS

University of Pennsylvania, Wharton Small Business Development Center

Healthcare Business Women’s Association

Greater Philadelphia Senior Executive Group, Life Science Committee

Alliance for Women Entrepreneurs

Pennsylvania and New Jersey BIO

INTERESTS

NJ Amateur Boxing Judge, Landscape Architecture, Golf

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