Sales Manager

Professional Experience

Orthofix, NV

November 2005 - Present

Boston, MA

Senior Vice President and General Manager - Orthofix Medical Surgical

Products (April 2008 - Present)

Reporting directly to the CEO, I am responsible for all P&L activities

associated with three global business units within Orthofix

(Novamedix, Orthosonics, Anesthesia).

Senior Vice President of Marketing - Orthofix Spine (September 2006 -

March 2008)

Reporting to the CEO, my main responsibilities focused on the

integration / transition of Blackstone Medical into Orthofix.

. Created integration strategy that would provide stability for

this newly created business unit

o Led multidisciplinary integration team consisting of

members from Sales, Marketing, Marketing Communications,

Customer Service, International, Government Affairs,

National Accounts, Reimbursement, Legal, Finance and HR

o Created strategic and tactical plan to realize synergies

between the two previously separate companies

o Reported results and activities directly to CEO and Board

of Directors

. Responsible for all Marketing involving personnel, products and

programs associated with all implants, biologics, and bone

growth stimulation

. Developed interim branding strategy for internal and external

customers that included tradeshows, advertising, and all

external communications

. Maintained responsibility for a combined Marketing expense

budget of $7.8 million

. Led all Marketing efforts that contributed to 30 % year-over-

year growth post-acquisition (market growth rate was 15%)

Vice President and General Manager - Novamedix / Orthofix Vascular

(November 2005 - August 2006)

My duties included global P&L responsibility for the Novamedix

Division which was comprised of personnel in Sales, Marketing, R&D,

Operations, QA and Finance. I was charged by the CEO to create a

strategic direction for this very profitable business unit within

Orthofix.

. Created a diversification strategy for Novamedix by developing a

strategic relationship with an outside company / technology to

access a much larger percentage of the compression device market

- upon my recommendation, Orthofix acquired this technology

. Enhanced our business relationship with our largest customer,

Kendall (Covidien), to whom we supply product for distribution

in the United States - initiated a marketing agreement which

provided greater insight / access into the US market

. Fortified our EU execution plan by enhancing communication and

developing tactical plans for our sales / marketing efforts

within our subsidiary countries

Cortek, Inc.

February 2001 - October 2005

Dedham, MA

Overall: I was a member of the senior-management team that led this

start-up company to profitability and a successful exit by selling it

to another, larger spine company (Alphatec).

Vice President of Sales (January 2004 - October 2005)

My major responsibilities included hiring, developing and motivating

five direct sales managers and a distributor sales force that consists

of 50+ distributorships and over 200 sales representatives. I was

also responsible for our Customer Service department.

. Doubled the number of distributors our company worked with in

order to broaden our customer base and create a much more

balanced customer portfolio

. Quickly analyzed talent of sales management team and upgraded

60% of the Area Directors

. Led group comprised of personnel from Operations, Customer

Service, Sales and Marketing in order to streamline our demand

planning and production processes

. Actively participated in board meetings

Director of Marketing (February 2001 - December 2003)

Focused on growing Cortek's market presence by expanding our product

portfolio, creating a corporate identity within the market, and

developing sales and marketing programs that helped drive corporate

growth

. Launched six new allograft-based products that accounted for 75%

of Cortek's sales volume - developed and released all launch

elements (brochures, surgical techniques, training modules) to

support these product introductions which required leading a

cross-functional team of personnel from Engineering, Operations,

QA, Regulatory, Sales and Marketing

. Developed and launched the company's corporate identity, "A

Spectrum of Solutions", that became broadly recognized in the

marketplace

. Created the company's sales training programs including print,

electronic (CD and web-based) and bioskills training

. Developed and implemented strategies for next-generation

products and programs

Boston Scientific Corporation, Medi-tech Division May 1988 - Feb. 2001

Natick, MA

Director of Sales Planning (August 1999 - February 2001)

Developed a global training and development program for field sales

personnel as well as developing value-added programs for new and

existing products

. Developed the global sales development processes and programs

that were ultimately used by the vascular/non-vascular sales

forces on all continents

. Revised our division's training materials and methods -

incorporated "adult learning" techniques - built a continuum for

on-going training and development

. Promoted three team members to additional responsibilities

within the company

. Built efficient, financially sound tools and programs for the

field sales force (consignment, capitation, rep stock)

. Created sales results assessment tools that provided direction

to the field sales force on existing opportunities within

specific territories that may not have been easily detected

otherwise

. Oversaw the management and execution of three national sales

meetings

Market Manager - Vascular Implants (October 1997 - August 1999)

Responsibilities included hiring, training, and developing direct-

report Product Managers, performing market sensing for new

product/market opportunities, and maintaining existing product lines

. Directed the marketing efforts of a $150 million business consisting

of peripheral stents, vena cava filters, and vascular grafts

. Instrumental in integrating the Marketing components of the Meadox and

Schneider mergers

. The team created three new product proposals that were presented to

the Operating Board - two were accepted - this involved thorough

market sensing, reimbursement analysis, demand planning and revenue

forecasting, launch plan and Gantt chart creation

. Led the team to create strategic initiatives to help maintain and grow

mature product lines and markets

. Mentored team members who were project management leaders of multiple

departments including Engineering, Operations, QA, Regulatory, Sales

and Marketing

Regional Sales Manager (June 1994 - September 1997)

Led a team of Territory Managers whose responsibilities included

expanding the sales of our products through competitive conversions

and market development - Responsible for hiring and developing the

team and creating and maintaining strategic objectives and tactical

game plans

. Managed and grew overall sales to over $15 million (7

territories)

. Team won two company-wide contests, generated two President's

Club winners (top 10% of sales force), one Mill Brick Award

winner (highest two-year sales increase demonstrating sales

excellence consistency) and promoted four team members into

sales and marketing management positions

. Hired the single largest number of individuals in one year (six

new members in 1996)

Product Manager - Vena Cava Filters (August 1990 - May 1994)

Responsible for new product launch strategies and execution, product

forecasting, developing initiatives that would expand the use of our

products through competitive conversion and/or market expansion, and

developing new product proposals

. Launched the Titanium Greenfield( Vena Cava Filter (VCF) and

built an ongoing commercialization strategy - although fourth to

market and commanding the highest ASP, a domestic market share

of 75% was achieved

. Grew the VCF business from $8 million to $41 million within 3

years

. Created a market share protection and expansion strategy through

product iteration (12F Stainless Steel Greenfield( Vena Cava

Filter) - as the project leader for this new product, I

organized, motivated and led a multidisciplinary group

consisting of members from Development, Operations, QA,

Regulatory, Clinical, and Marketing Communications to

successfully complete the project

. Created the Greenfield Vascular Research Center at the

University of Michigan

Territory Manager (May 1988 - July 1990)

Expanded the growth of territory through a consultative approach with

customers (radiologists, cardiologists and surgeons) - Expanded the

use of our products by cultivating new customers, converting

competitive products and/or developing market opportunities

. Promoted to Field Sales Trainer.

. In two years, expanded territory from the bottom 10% to the top

5%.

S.C. Johnson Wax

June 1985 - May 1988

Racine, WI

Area Manager / Area Sales Representative

Responsibilities included managing direct and non-direct retail

accounts as well as warehousing chains within the New York and

Philadelphia areas

Education:

Boston University, Boston, MA

Graduate Diploma in Entrepreneurial Management (December 2009)

Bucknell University, Lewisburg, PA

BA / Economics (May 1985)

Phi Gamma Delta Fraternity

Varsity Football (4 years), Captain senior year

Activities and Awards

Cortek, Inc.

2002 - 2004: Member of North American Spine Society (NASS) Industry

Advisory Group

Boston Scientific Corporation

1998: Richard T. Chenoweth Award for commitment, integrity and

professionalism

1996: Regional Manager of the Year for excellence in Sales Management

1992: Product Manager of the Year for excellence in Product

Management

1990: Member, Region of the Year

S.C. Johnson Wax

1987: Global Grand Champion for sales excellence

1987: Director's Award for sales excellence

1986: Director's Award for sales excellence

Rookie of the Year for sales excellence - top performing

new hire

Patent(s) Issued:

US # 7,632,278 (Serratome Vertebral Cortical Endplate Cutter)

Community Activities

American Heart Association

2003 - 2005: Chairman of the Board, Greater Boston Division

2001 - 2003: Board Member, Greater Boston Division

Pembroke Youth Soccer

1999 - 2009: Coach

Pembroke Youth Basketball

2004 - 2005: Coach

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