Sales Management

E RIK WEEDEN

* ******* ****, ********, ** ***** *******@*******.*** H: 508-***-**** M: 617-***-****

SENIOR SALES OPERATIONS EXECUTIVE

Orchestrating integrated, sales programs that propel brand awareness, accelerate

customer demand, retain customer loyalty, and increase profits.

Dynamic management career delivering successful sales and business development programs in the

medical device industry. Innovator in launching strategies, programs, systems, products, and processes to

boost sales performance, capture new revenue opportunities, and expand into new channels. Participative

leadership style with excellent skills in cross functional team building, quality performance, and productivity

improvement.

Core Competencies

Sales Promotions Sales Forecasting Financial Analysis

Post Sale Support Account Retention Proposal Development

Competitive Analysis Cost/Benefit Analysis Distributor Negotiations

Pricing Strategies Contract Negotiations National Account Management

PROFESSIONAL EXPERIENCE

Navilyst Medical, Incorporated

A first choice provider of vascular access and fluid management medical devices that are essential to

Interventional Radiology, Interventional Cardiology, Vascular Surgery and IV therapy.

DIRECTOR, Sales Programs, Marlborough, MA (2008–2/2010)

Recruited to establish processes and build programs to support overall tactical sales management, account

management, and strategic planning. Direct all aspects of sales operations team including Customer

Service, Corporate Contracts, and National Accounts. Partner with regional and territory managers to create

hospital specific pricing, rebate, and bundling programs to drive market share. Lend support towards

continuous improvement of field sales operations, working closely with or on behalf of Senior Vice President

of Sales & Marketing.

Key Contributions:

Conceived, developed, and managed National Account Group Purchase organization contracts

valued at $30M, amplified National Account Sales 10% annually due to compliance of these

contracts.

Created Distributor incentive strategies by offering rebates to grow the existing business of $20M.

Produced and deployed a Customer Loyalty Program for the Top 300 Cardiology accounts to defend

and protect sales from competitive threat in excess of $30M.

Devised and launched a Consultative Analysis Program (CAP) that provided product and operational

consultation to facilitate hospitals ability to drive out cost and improve operational efficiency, boosting

new account conversions by $5M.

Slashed Fluid Management Custom Kit scrapped inventory $1M by creating new legal contracts to

hold hospitals accountable for inventory built, but not yet purchased.

Boston Scientific Corporation

Boston Scientific has advanced the practice of less invasive medicine by providing a broad and deep

portfolio of innovative products, technologies, and services across a wide range of medical specialties.

These less invasive medical technologies provide alternatives to major surgery and other medical

procedures that are typically traumatic to the body.

MANAGER, Sales Operations Oncology Division, Marlborough, MA (2002–2008)

Appointed to develop sales programs from conception to implementation. Identified and analyzed sales

trends, strategies and tactics to aid in increasing productivity of field sales team to drive sales revenue of

existing and future products. Developed tools and programs to achieve market growth objectives. Executed

ad hoc analysis and reporting, and developed presentations as directed.

ERIK WEEDEN Page 2 *******@*******.*** M: 617-***-****

Boston Scientific Corporation cont’d.

Key Contributions:

Drastically reduced divisional and GPO/IDN pricing exposure by $2M by establishing new pricing

policies and procedures.

Successfully created and rolled out an annual price increase process for all products, netting the

division more than $3M in incremental annual revenue.

Profitably structured, negotiated, and directed National Account Group Purchasing organization

contracts valued at $80M, and increased National Account Sales 15% annually by enforcing contract

compliance.

Instrumental in launching 40+ new products and generated $50M+ in sales over a six year period by

creating customized, targeted customer programs boost representative sales closings.

Exploded capital equipment sales netting $5M by strategically developing and delivering an intensive

sales training course covering Capital Equipment Economic Programs designed to help hospitals in

need of capital, but devoid of a budget.

Honored with the coveted “President’s Club Award in 2007,” being recognized as the first ever non

sales representative to receive the award. Won a trip for two to travel anywhere in the world. In

2005, won “Special Recognition Award” at the National Sales Meeting and received a cash bonus of

$1K.

SENIOR NATIONAL SALES ANALYST, Corporate Sales Division, Natick, MA (1997–2001)

Progressed rapidly through increasing levels of responsibility and challenged to perform complex modeling of

proposed contracts targeting group purchasing organizations, integrated delivery networks, and other key

accounts for all Boston Scientific divisions. Collaborated with divisional and senior management to evaluate

business conditions and develop pricing strategies for contract proposals.

Key Contributions:

Devised corporate sales programs to reward loyalty, provide incentives, and encourage participation

in operation and clinical process improvements.

Created and delivered monthly, high impact presentations discussing National Account business

reviews to sales management and finance department personnel across all BSC divisions.

Played a key role in steering the Corporate Sales organization in all financial matter, proactively

evaluating and developing new ways to penetrate national account businesses.

Previous Professional Experience Prior to 1997:

Boston Scientific Corp.: Divisional Senior Financial Analyst – Endoscopy/Urology Divisions, 1995–

1997

Boston Scientific Corp.: Corporate Financial Analyst, 1993–1994

EDUCATION

MBA, Management

Bentley University, McCallum Graduate School, Waltham, MA

BS, Finance & Management

Co op Work Program: Raytheon, Scudder Investments, and Boston Scientific Corporation

Northeastern University, Boston, MA

Contact this candidate