Sales Supply Chain

Xavier S. Harrison

**** ****** ******* ******, ** 43065

Ph: 740-***-**** Cell: 614-***-****

Email: *******@********.**.***

MEDICAL SALES

PROFESSIONAL QUALIFICATIONS

Ambitious, goal-oriented and top-performing sales leader, with documented success in delivering increased sales,

identifying opportunities, growing new markets and impacting overall profits in the medical device / equipment,

diagnostic laboratory testing and pharmaceutical industries. Consistently demonstrate exceptional leadership, initiative

and strong communication skills conductive to cultivating relationships, identifying needs, establishing trust and closing

sales. Frequently serve as key resource for physicians, nurses, and patients on a variety of high-end technical aspects and

product education issues; continually remain current with medical industry trends, outcomes and reimbursement issues.

Outstanding record of building long-lasting, loyal relationships, exceeding personal sales goals, managing multiple

tasks and developing win-win relationships with even the “tough-to-penetrate” customers. Possess expert negotiating,

customer relationship and closing skills; relate easily to diverse groups of administrators, physicians and medical staff

through proven understanding of medical devices, healthcare issues and individual physician needs. Consistently gain new

business through exceptional customer relationship building; believe strongly in cultivating and maintaining quality

service and responsive customer attention through continual follow-up and on-going business development at all times.

SALES / MANAGEMENT QUALIFICATION

Relationship Building Technical Commercialization Expense Management

Strategic Business Planning New Market Identification Quality Control

Territory Startup / Expansion New Product Introduction Customer Support / Service

Solution / Strategic Selling Joint Venture Negotiation Program Implementation

RELEVANT EXPERIENCE & ACCOMPLISHMENTS

CELLERATION, INC. – Eden Prairie, MN

($10 M medical device company operating in all care setting within the wound care market)

ACCOUNT EXECUTIVE (5.2008 – Present) - Charged with in increasing market share, sales and overall revenue of

MIST Therapy, a new innovative medical device/technology; a non-contact, low frequency ultrasound device used for

painless, accelerated healing of all wound types within the acute care, hospital outpatient department, long-term acute

care, skilled nursing care, and home health care settings. Coordinated calls within numerous units/departments in the acute

(hospital) care setting including the wound care team, CCU, ICU, PACU, burn unit, spinal cord injury unit, PT department

and supply chain management. Presented general product information including clinical studies and efficacy data to

general, vascular, plastic and bariatric surgeons, physical medicine physicians, infection disease physicians, wound care

physicians, podiatrist, wound care nurses and physical therapist. Presented cost analysis and clinical data to C-Level

executives, new product/technology committees as well as to directors of supply chain management.

• Increased sales in M territory achieving 137.3% of quota 2nd Qtr. & 102.8% of quota in 3rd Qtr. 2009 by

developing and maintaining strong relationships with key physicians and decision makers in all care settings.

• Ranked 3rd in the 2nd Qtr. & 4th in the 3rd Qtr 2009 out of 22 representatives in the entire company for overall

revenue growth.

• Increased revenue growth within existing account base by expanding utilization of MIST Therapy within

different departments/disciplines.

• Developed and maintained strong relationship with physician advocates to help drive utilization within

existing account base, establish new accounts and to help secure reimbursement from Medicare and commercial

payers

XAVIER S. HARRISON, Page Two

MOBILE ECHO & IMAGING, INC. – Galion, OH

(Five-year old startup company engaged in providing ultrasound examinations directly to patient bedsides in long-term

care, assisted living and skilled nursing facilities)

CO-OWNER, SALES (12.2006 – 4.2008) - Co-launched this company and involved in daily startup and growth

activities with primary focus on securing contracts, negotiating pricing and contract terms with owners, administrators and

medical directors of facilities. Collaborate closely with nursing staff on process education, providing individualized

testing / studies for their patients. Functionally responsible for helping secure additional capital, daily reporting and

review of account receivables / payables and P&L statements as well as administering budget. Develop marketing

materials based on market research and proactive, ongoing pursuit of product knowledge, education and hands-on

experience in all aspects of ultrasound studies, specifically vascular/arterial ultrasound and carotid artery ultrasound.

Increased revenues by 25% in just seven months by securing new contracts and boosted revenues by 9.5 %

from existing account maintaining daily contact with administrators, medical directors and nursing. Served as

key resource to clinical staff to sustain patient care.

Effectively managed growth without compromising service by fostering “quality first” environment, taking on

new accounts when only optimum service could be guaranteed.

Reduced cost per study by 35% by capitalizing on existing technology to save / electronically transfer

ultrasound images onto radiologists’ PAC system vs. transfer via expensive, proprietary software and equipment.

LAB ONE – Cincinnati, OH

(Clinical Laboratory operating in a mature diagnostic laboratory testing marketing and providing services to hospitals

and physician offices)

SENIOR SALES EXECUTIVE (12.2005 – 12.2006) – Charged with increasing sales of laboratory services to physician

offices with focus on gaining exclusive service contracts for laboratory services including Thin Prep Pap test with Image

guided Cytology an HPV tests, NMR and VAP test and cholesterol/lip tests; called on oncologist, hematologists,

cardiologists, endocrinologists, urologists, internist, ObGyns and primary care physicians. Performed extensive cold

calling within defined territory (Central and Northern Ohio), developed both new and existing accounts and built

relationships with key clinicians, practice managers and nursing staff.

• Increased sales by 8.4% in 1.2M territory and achieved 98.4% of quota despite declining market resulting

from hospitals developing their own physician outreach programs and various mandates to utilize hospital’s own

laboratory. Ranked 4th out of nine representatives.

• Maximized sales activities and number of accounts closed by utilizing extensive knowledge of national,

regional and locally-managed care contracts and focusing only on accounts not currently using laboratory services

already under managed care contract.

• Captured business from key competitor (Quest Diagnostics) by building and maintaining strong relationships

with key decision makers and personally resolving issues when competitor couldn’t meet their needs.

• Key player in introduction and launching of new tests (i.e. NMR Profile) which provides physicians with

more accurate assessment of patient risk categories.

GAYMAR INDUSTRIES, INC. – Buffalo, NY

($450M medical equipment company owned by Nautic Partners, LLC)

SALES REPRESENTATIVE (4.2003 – 12.2005) – Hired to take over territory not managed for over one year, sold

variety of high-end specialty products within the pressure ulcer management (PUM) and temperature management (TM)

segments to hospitals in Ohio. Products included standard hospital mattresses, mattress overlays, specialty mattresses for

pressure relief, fluid warmers, convective warming units and blankets, and hypo/hyperthermia units. Coordinated calls

with numerous departments within hospitals including ICU, CCU, NICU, PACU, environmental services, bio-med, and

supply chain management. Presented and worked with department heads, chief anesthesiologist, and nurse anesthetist

and/or wound care nurses; worked with director of supply chain management or materials management to gain permission

for further meetings with decision makers and/or executive committees. Performed needs assessment, identified

competitor products and worked closely with products users on transitioning and training of new equipment.

XAVIER S. HARRISON, Page Three

• Consistently exceeded expectations within a declining territory, successfully halting loss of business while

growing sales and number of accounts.

• Grew territory by 5% (8.5M and 105% over quota) within first year and delivered consecutive increases

throughout tenure. Ranked third out of 26 representatives in fluid warming and convective warming sales.

• Secured major portion of Ohio’s fluid and convective warming market against primary competitor by landing

1.2M account with Cleveland Clinic’s main campus and eight other hospitals. Worked directly with distributor on

setting up 30-day product evaluations.

• Significantly improved overall sales performance by providing technical training on fluid and connective

warming equipment as well as strategies for selling to operating room staff.

EARLY CAREER HISTORY

Account Executive – Quest Diagnostics, Pittsburgh, PA (2003 to 2005)

• Increased market share from 66% to 81% for Thin Prep pap tests (third highest in the region for conversion) and

secured significant business from primary competitor based on strong relationship building.

• Consistently ranked within region’s top 10 representatives – 3rd out of 7 in new sales as well as number of new

laboratory testing introductions like ImmunoCap IgE, for the diagnosis and treatment of allergies.

• Played key role in reducing transition to new accounts from 21 to just 5 days by deploying new electronic

technology vs. handwritten forms.

Sales Representative – Diabetes Division - Schering Plough, Kenilworth, NJ (1998 to2000)

• Improved market share for both Prandin and Novopen, through co-marketing agreement with Novo Nordisk.

Territory Manager – Geneva Pharmaceuticals, Broomfield, CO (1997 to 1998)

• Boosted sales in core line of generic pharmaceutical therapies (115.8% of quota) and new generic therapies (144%

of quota)

Marketing Specialist – Qualex, Inc. (Film Processing Division of Kodak) – N. Canton, OH (1990 to 1997)

• Ranked number one out of 11 marketing specialists in overall sales for new and existing business, five out of 7

years. Consistently ranked within top three sales representatives during tenure.

EDUCATION

B.S., Finance / B.S., Marketing – The Ohio State University, 1995

(Personally financed tuition and worked full time while obtaining degrees)

PROFESSIONAL REFERENCES FURNISHED UPON REQUEST

Contact this candidate