Sales Manager
Resume:
Richard L. Hines Jr., M.B.A., B.S., R.T. (R)(CT)(ARRT)
Greensboro, North Carolina 27407
Residence: 336-***-****
abltvc@r.postjobfree.com Cellular (732) 567-
7479
Vice President Sales - Medical Device
Sales & Marketing Leader possessing an MBA and 20 years of combined
Corporate Sales and Clinical Management experience in the Medical
Device/Diagnostic Imaging Biologics and Capital Equipment Industry focused
on Interventional Radiology/Cardiology/Urology, and Vascular/Orthopedic
Surgery; requiring knowledge of a very clinical and intra-operative sales
process, coupled with vast experience changing physician/surgeon procedural
technique and preference, along with ten years of National Award Winning
Sales, Sales Training, Regional Field Sales Management and Franchise
Management experience. I have developed a reputation for outperformance
against market and competitive benchmarks, with a strong leadership style
around performance management, process excellence, organizational
development, change management and talent development.
o Orchestrated turnaround of under-performing Mid-Atlantic Region,
accelerating revenue growth by 112% in 36 months, positioning Bracco
Diagnostics as the "Go To" vendor for Diagnostic Imaging solutions.
o Increased (Isovue ) revenue from $12M to $24M, and market share from 21
to 41.5% within 36 months, with a mature product, in a flat market,
resulting in attaining the #1 regional brand and #1 market share
position nationally; resulting in promotion to Senior Manager X-
Ray/CT/Cardiology Marketing for Isovue
o Increased (MR) revenue from $1.9M to $8.2M, and market share from 7 to
31% within 36 months, quadrupling the MR market share in a crowded,
fiscally sensitive and competitive GPO driven market.
o Consistently maintain the lowest level of regional competitive
encroachment within our current customers.
o Led the RFP, negotiation and partnership effort converting several
unprecedented Multi-Million Dollar Integrated Health Networks (IHN's)
such as Novant Health, Jewish Hospital Systems, UNC, Medical College of
VA, New Hanover Health System, and most recently, Moses Cone Health
System, The University of Tennessee Health System, Medical University of
South Carolina, and Pitt County Health System.
o Consistently maintained among the highest regional Customer Satisfaction
and Loyalty Index ratings (#1, 2006), (#3, 2007) and (#2, 2008) and
Frequency of Contact ratings through implementation consistent
utilization of Field Coaching Reports, mentoring and consistent
attention to the key drivers of customer satisfaction in our industry.
o Sophisticated written and verbal communication skills. Proficient in
problem solving and implementing solutions under tight deadlines.
Skilled in all leading MS office suite applications and Database
management, CRM tools.
Bracco Diagnostics INC., Princeton, NJ, Aug 2000-Present
Bracco Diagnostics Inc. is a worldwide leader in diagnostic imaging
industry dedicated to providing customers with imaging solutions that meet
medical needs and support enhanced clinical care. Headquartered in Italy,
Bracco Diagnostics operates in over 80 markets worldwide with revenue of
$1.25B.
Senior Manager X-Ray/CT/Cardiology Marketing North America, Apr 2009-
Present
o Responsible for the overall leadership, management, development and
implementation of short and long-term marketing strategies and goals
including product life cycle management for Bracco's flagship, $235
Million P&L franchise product(s) Isovue . Accountability for all
aspects of specific product line(s), including planning, promotion,
positioning, pricing strategies, forecasting, key opinion leader
development, and sales support.
o Grew Isovue Market Share from 32.1% to 35.0%, Achieving Market Share
leadership
o Collaborate with global team to leverage marketing platforms and
operations effectively.
o Develop and execute a rationalization plan which includes pricing
strategies, product rationalization in collaboration with global team
for global demand planning.
o Address product life cycle needs for new/expanded indications i.e.,
cardiac
Mid-Atlantic Regional Sales Manager, Aug 2005- Apr 2009
o Responsible for overall leadership and management of the Mid-Atlantic
Region sales team, consisting of 10-12 seasoned and geographically
diverse sales professionals covering nine states.
o Responsible and accountable for achieving sales revenue goals and
continued growth, across a portfolio of five distinct franchises
through 2008 growing to nine in 2009, through the acquisition of EZ-EM.
o Aggressively and successfully launched our new MR agent MultiHance .
Manager Field Communication / Sales Training, Nov 2003- Aug 2005
o Superior writing, editing and computer skills were essential.
Participated in multiple new product launch teams.
o Co-developed several optimization programs increasing efficiency,
patient safety and fiscal responsibility for our partner organizations.
o Developed numerous training and development programs, including dozens
of best practice role plays, to enhance the clinical differentiation of
our flagship franchises.
Senior Diagnostic Representative, Aug 2000- Nov 2003
o Increased (X-ray) sales by $1.8M, tripling the iodinated market share
from 7 to 21.8% within 30 months.
o Increased (MR) sales by $1.4M producing a six-fold increase in MR market
share from 4 to 24% within 30 months.
St. Elizabeth Hospital, Elizabeth, NJ, Apr 1996- Aug 2000
Chief Technologist/Manager Cardiac Cath Lab
o Responsible for overall leadership and management of the Cardiac
Catheterization Lab, consisting of multiple RN's, CVT's and RT's
performing 4,000 procedures per year, while coordinating the day-to-day
radiographic coverage for the Cath Lab and Endoscopy unit.
o Accountable for new employee training, budgeting for inventory,
supplies, FTE's, oversee all QA/QC procedures.
Holy Name Hospital, Teaneck, NJ, July 1994- Aug 2000
Radiologic Technologist (Emergency Room)
o Independently performed all trauma / ER radiographic and CT procedures on
the Midnight weekend shift.
Union Hospital, Union, NJ, May 1991- Dec 1995
Multi-Modality Radiologic Technologist
o Perform all CT, MR, O.R., Angiography procedures with 24 hour on-call
coverage.
United States Air Force, Andrews AFB, MD, Nov 1988- Aug 1991
(Veteran Desert Storm, Meritorious Service Medal recipient)
Multi-Modality Radiologic Technologist
o Performed all General Radiography, CT and Angiography procedures.
o Marketing Essentials Certification, Wharton School of Business,
Philadelphia, PA, 2010
o Master of Business Administration (MBA), Monmouth University, West Long
Branch, NJ, 2005
o Bachelor of Science in Radiologic Technology, Thomas Edison State
College, Trenton, NJ, 1996
o American Registry of Radiologic Technologists (ARRT)
o American Society of Radiologic Technologists (ARRT)
o American Roentgen Ray Society (ARRS)
o Society of Cardiovascular Computed Tomography (SCCT)
o Society of Computed Body Tomography & Magnetic Resonance (SCBT/MR)
o American College of Cardiology (ACC)
o American Healthcare Radiology Administrators (AHRA)
o Transcatheter Cardiovascular Therapeutics (TCT)
Selected Achievements & Skills
Professional Experience
Education
Professional Affiliations
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