Sales Representative
Resume:
Kenneth E. Zappe
Apple Valley, MN 55124 E-Mail:
********@*******.***
LinkedIn:
http://www.linkedin.com/in/kenzappe
Medical Device, Capital Equipment, Implant
Sales ? Marketing
Experienced Sales Professional specializing in market development,
business growth, and physician & institutional acceptance in the High
Tech Medical Device, Capital Equipment, and Implant Industries.
Summary of Qualifications
+ Multiple measureable successes developing markets and growing
business at VC-funded startup, medium, and large sized companies +
Extensive experience as direct and independent sales agent/principal +
Hiring, training, and management of sales associates to drive business
within distributorship + Relationship builder and creative thinker who
can effectively win business in complex, competitive, and
sophisticated sales environments +
Core Competencies
Sales/Marketing + C-Level/Staff Level Presentations, Training,
Inservice + Business Development + Territory Analysis + Territory
Expansion + Sales Forecasting + Proposal Development + S.P.I.N.
Selling +
+ Software competencies include: Act, Acctivate, Salesforce.com,
Microsoft Excel, Outlook, Power Point, Word +
Career Accomplishments
. Grew ablation catheter volume by 198% in '08 vs. previous year at
Barrx Medical - Major customers: Abbott Northwestern, Minnesota
Gastroenterology, Mayo Clinic, University of Iowa
. Ranked #3 (of 32) in country @ 208% to plan and highest overall
dollar volume at Barrx - 6/09
. Installed Carl Zeiss dental video microscope to 3M ESPE showcase
operatory with regional, national, and worldwide broadcast
capability
. Unprecedented placement of Carl Zeiss dental microscope at
University of Minnesota dental school
. Finished #2 (of 63) in total sales nationally at Pentax Medical
($2,515,000) for '02
. Seven time recipient of Pentax Medical Closers Club Award: '93,
'96, '97, '99, '02, '03, '05
. Finished #6 (of 30) nationally in total sales FY '87 @ 119.3% to
plan at Storz
. Sold first Storz-Urban surgical microscope in territory
Affiliations
+ Medical Device Insider + Medical Device Networkers + Medical Device
Professionals +
EDUCATION______________________________________________________________
_________
Minnesota State University, Mankato, MN
Major: B.S. - Business Administration
...continued...
Kenneth E. Zappe - Page 2
PROFESSIONAL
EXPERIENCE________________________________________________________
Zappe Medical Specialties, Inc.
11/2009 - Present
Independent Sales / Marketing Consultant
Sales, Marketing, and Promotion of Medical Equipment and Devices.
Barrx Medical
1/2008 - 11/2009
Territory Manager - MN, ND, SD, IA Territory
Introduced new Radio Frequency Ablation technology to physicians from
concept to sale and hospital implementation. Presented clinical data,
business plan, financial and reimbursement information to hospital
physicians, CEO's, CFO's, nurse managers, and purchasing. Trained
doctors and nursing staff on use of system, patient indications,
pathology, and outcomes.
Ranked #3 (of 32) in country for A.G.U. (average generator usage) -
7/09
Finished #6 (of 32) in country for HALO Cleaning Cap sales contest
(new product) - 6/09
Earned bonus options for 500 shares of Barrx stock for 2nd Qtr. '09,
and 2000 shares each in the first and second quarters of '08
Carl Zeiss Meditec
2002 - 2008
Independent Sales Representative-Office Products Division - MN, ND,
SD, IA, WI Territory
Promoted Zeiss microscope and loupe products to endodontists,
prosthodontists, restorative and general dentists. Sold Zeiss
colposcope to OB/GYN specialists as well as business and clinic
managers.
Attained 55% market share of Zeiss dental microscopes in twin cities
endodontist market
#1 (of 14) distributor vs. quota for FY 2004
First ever Mayo Clinic placement of Zeiss video colposcope in domestic
abuse/sexual assault clinic
Zappe Medical Specialties, Inc.
1994 - 2008
Medical Products Distributorship / Owner - Covering MN, ND, SD, IA, WI
Territory
Independent Principal distributor for Pentax Medical, Carl Zeiss
Meditec, CK Dental, Instent, Lutz Medical, Medovations, Minn-Tech, PHS
West, Swinson Medical, and various other products. Hired, trained &
managed four different sales associates in expansion territories.
Pentax Medical Company
1991 - 2006
Independent Sales Representative / Principal - MN, ND, SD, IA, WI
Territory
Marketed flexible GI, EUS, pulmonary, ENT, urology, and anesthesia
scope products, video processors, computer hardware/software,
endoscopic ultrasound scanners to hospitals, surgery/endoscopy
centers. Trained doctors and medical staff on operation and handling
of equipment. Call points: GI, OR, administration, purchasing, nurse
managers, physicians.
. $1 million in sales first time ever achieved in Minnesota territory
history - '93
. $620,000 conversion of MeritCare GI lab (Fargo, ND) to 30K equipment
w/full computerization (11/01)
. Hired, trained & managed four different sales associates in
expansion territories
Earlier Relevant Experience
Storz Surgical Specialties (Bausch & Lomb Surgical)
3 Years
Sales Representative - MN, ND, SD, IA, WI Territory
Sold capital equipment, implants, disposables, and instruments for
otolaryngology, plastic surgery, neurosurgery, and oral-maxillofacial
surgery in OR, clinics, and offices. Trained customers on operation
and handling of equipment. Called on purchasing, administration, nurse
managers, OR supervisors, physicians.
Contact this candidate