MICHAEL GARSON
Rockville, MD 20852
abmiua@r.postjobfree.com
301-***-**** (H)
301-***-**** (M)
SUMMARY
Highly successful, results-driven professional with track record of
achievement & leadership over 20 years in the healthcare industry.
Proficient in C-level partnering, senior level sales and management,
recruiting, hiring, training, marketing and business development to ensure
sales expansion and revenue growth.
SPECIALTIES
Extensive experience in Oncology, Interventional Radiology, Orthopedics and
Surgery.
PROFESSIONAL EXPERIENCE
Prevail Medical, Inc.
2009 - present
Area Sales Manager
Sales and management for medical devices, equipment and supplies in
Surgery, Oncology, Orthopedic, Interventional Radiology and Wound Care
marketplace.
. Responsible for management of 8 field sales reps.
. Develop annual sales and marketing budget and P&L for the territory.
. Perform quarterly and annual reviews of sales force.
. Responsible for hiring, training and development of field sales force.
. Play vital role with field sales force in key account acquisitions for
increased sales revenue and new business development.
ArthroCare Spine Businesses
2008 - 2009
Regional Oncology and Business Development Manager
Liaison with Direct and Distributor Medical Device Sales forces on the East
Coast to increase revenue and new account acquisitions.
. Established and Managed Speaker's Bureau for Oncology
. Set up cadaver lab physician training education programs.
. Coordinated marketing programs with Physicians and Hospitals to
promote new disease management and treatment algorithm for Spine
patients.
. Responsible for major account acquisition and retention and increased
referrals through business development programs with doctors.
. Demonstrate equipment procedures for Spine Surgery in the OR and Angio
Suite
. Train sales forces on Oncology and Spine products and disease states.
. Conducted reviews and field sales management of 30 representatives in
the Eastern Region.
. Responsible for closing major accounts and account management at
Memorial Sloan Kettering Cancer Center, Duke University Medical
Center, University of Maryland Medical Center, Johns Hopkins
University Medical Center, Hospital for Special Surgery, Albert
Einstein Montefiore Medical Center New York- Presbyterian Hospital,
Winthrop University Hospital, Cancer Treatment Centers of America at
Eastern Regional Medical Center as well as other institutions and
Ambulatory Surgery Centers along the East Coast.
. Only Regional Business Development Manager to exceed quarterly
forecast for 2008, 2009.
. Responsible for product launch of 2 minimally invasive surgical
devices for spine fractures.
MICHAEL GARSON Page 2
EKR Therapeutics, Inc.
2006 - 2008
Regional Oncology Manager
Responsible for Hospital and Cancer Center Medical Device Sales to Oncology
Specialists in the Eastern Region.
. Developed Key Opinion Leaders for Speakers Bureau
. Set up Clinical Case Studies at Hospitals and Cancer Centers
. Oncology Field Sales Trainer for the Mid Atlantic Region
. Ranked Number 1 in sales in the Nation, 2007
. President's Club, 2007
. Highest sales growth in the nation, 1st quarter vs. 2nd quarter, 2007
. Only representative to have positive sales growth by more than 50%,
each quarter consecutively, 2007
Cephalon, Inc.
2001 - 2006
CNS Specialist
Responsible for biotechnology pharmaceuticals sales to specialty physicians
and hospitals in the Mid-Atlantic region.
. Raked 1 out of 435 in the nation for Actiq, 3rd quarter 2005
. Ranked 4 out of 435 in the nation for Actiq, 2005
. Gabitril highest sales in the region contest winner, 4th quarter 2001,
3rd and 4th quarter, 2002
Ortho-McNeil Pharmaceutical, Inc.
1998 - 2001
Senior Professional Sales Representative
Responsible for sales of recombinant DNA growth factor, centrally acting
analgesic and anti-infective antibiotics in the Mid-Atlantic region.
Responsible for physician and hospital sales including, Teaching,
Community, DoD, MCO's VA and Government Institutions. Liaison for managed
care issues and reimbursement guidelines.
. Number 2 in district, 1998
. Number 3 in region, 1998
. Fast-Start Award, 1998
. Regional Business Directors Award, 1999, 2000
. Representative of the Cycle Award, 1999, 2000
. Levaquin "Go For the Gold" Award, 2000
. Ranked 19th in the Nation out of 469 Representatives, 2001
. Completed Management Development and Leadership Program
Medical Management Consultant
1994 - 1997
. Created and directed sales, marketing, business development and
communication strategies.
. Developed physician specialty networks and physicians acquisitions for
insurance and managed care contracts.
. Responsible for training and development of key opinion leaders for
speaker's bureau, case studies and clinical trial investigators.
. Established personnel management and employee development policies
. Physician practice development and marketing including: managed care
and capitated contract sales, staffing and budget assessments,
purchasing, inventory controls, established centralized billing and
insurance procedures.
. Initiated join venture and business development opportunities between
hospitals and physician practices to increase revenue.
MICHAEL GARSON Page 3
Oncology Services Corporation
1991 - 1994
Regional Administrator
Responsible for sales of Oncology services and the management of 5 Cancer
Centers in the Mid-Atlantic Region.
. Designed, developed and implemented sales, marketing and communication
strategies.
. Directed new business development programs and implemented sales with
hospital and physician groups.
. Managed, developed and directed a staff of 40.
. Chairman's Club, 1991, 1992, 1993
. Increased daily patient census by 88%
. Responsible $350K budget and P&L
. Established Community Cancer Screening Programs for early detection
and prevention
Capitol Hill Hospital
1988 - 1991
Director Sports Medicine and Business Development
. Managed the Sports Medicine, Orthopedic and Wellness Programs for an
Acute Care Medical Center and supervised, managed and directed a staff
of 15.
. Negotiated sales contracts to major corporate accounts and MCO's.
. Created marketing and business development programs and expanded media
exposure
. Managed $150K budget and P&L for the program
. Negotiated exclusive Radiology contracts for members of managed care
organization.
. 120% increase in sales revenue
. 75% Increase in new patient clinic visits
Data Source
1981 - 1988
Marketing and Sales Director
Developed and implemented sales and marketing strategies in acquisition and
retention of major B2B accounts.
. Managed and developed sales force of 8 representatives
. Created collateral advertising and marketing literature
. Responsible for all financial reporting and budgeting
. 50% increase in new business accounts
. Distinguished Sales Award, 1981, 1982, 1983
. Sales Representative of the Year, 1984, 1985
Education
University of Maryland College Park
Bachelor of Science
College of Journalism