STEVEN A. TOBIAS
East Meadow, NY 11554
516-***-**** home 516-***-**** cell email:
abmrst@r.postjobfree.com
SUMMARY
Significant medical marketplace experience marketing and selling products
for surgery, sterilization, anesthesia, washing and decontamination,
flexible endoscopy and physical and occupational therapy equipment. Proven
ability to drive product development from initial concept through design,
field evaluation, production and successful market introduction. Expertise
in marketing management, capital sales, increasing product line
profitability, effective forecasting and creating sales campaigns.
PROFESSIONAL EXPERIENCE
ZUCHELLI & JOHNSON HEALTHCARE COMMUNICATIONS, Seaford, NY 2009 -
present
Project Consultant
Part time position working on specialized market research projects,
investigate emerging medical technologies, perform competitive research and
assist with corporate presentations to established and potential clients.
VYCOR MEDICAL INC., Bohemia, NY
2008 - 2009
Director of Marketing
Launched company's first and only product line of specialty brain access
systems in 12 sizes in September 2008 to the worldwide neurosurgeon market.
Responsible for all marketing and sales activities, developing new clinical
applications of product in cranial surgery and research of potential
products for development for spinal surgery applications.
( Developed a network of 19 independent neurosurgical distributors
comprising 70
representatives to sell company's product line to hospitals, medical
teaching centers and
specialty clinics nationwide.
( Created successful marketing and sampling programs that resulted in
repeat end user sales
and a new standard of care for specialized surgical applications.
( Successfully developed relationships with leading neurosurgeons to
create white papers on
their clinical results using company's products for publishing in peer
reviewed medical journals.
( Developed SOP training program for domestic and international
distributors that includes
clinical limitations with current brain retraction methods, clinical
benefits of the company's
product, competitive analysis, surgical applications of the device,
field questions and
responses on the device and review of marketing support tools
available.
( Created multi-page, detailed website consisting of important product
information, clinical
videos, surgeon testimonials, national distributor locator by state,
press releases, news and
events and other pertinent data for use by prospective clients and
investors.
MEDICAL ACTION INDUSTRIES, Hauppauge, NY
2006 - 2008
Marketing Manager, Operating Room, Sterilization and Clinical Support
Products
Managed sixty-two million dollars in sales of disposable Operating Room
products, Sterilization products, Protective Apparel and Wound Care
products. Responsible for product line profitability, all pricing
applications, product development for new clinical applications, product
line expansion and forecasting of 1,100 sku products.
( Exceeded yearly sales goals by 102, 104, 111 and 116% on each of four
product categories.
( Successfully integrated new products (branded and private label) into
the Operating Room,
Sterilization and Protective Apparel categories at reduced costs and
higher profits resulting in
multiyear sales agreements.
( Created group purchasing organization (GPO) pricing on all product
categories that are used in
sole, dual and multiple vendor contracts.
( Successfully supported 60 member direct sales force with select pricing
strategies, product
training modules, competitive product analysis and customer site
meetings.
( Created unique program to reduce regulated medical waste costs and
medical landfill waste of
disposable surgical towels while providing revenue to the hospital.
Program received full
approval from company's senior management.
( Successfully researched new technology for use in the reduction of
retained foreign bodies and
have leading hospitals committed to conducting clinical trials using
this technology.
MISONIX INCORPORATED, Farmingdale, NY
2004 - 2006
Group Product Manager, Medical Division
Managed seven million dollars in sales of specialized therapeutic
ultrasonic surgical equipment to exclusive medical
manufacturers/distributors. Responsible for product development, clinical
applications and trials, competitive market analysis and creating sales
campaigns.
( Exceeded yearly sales goals by 118, 124 and 134% on each of three
product lines.
( Increased yearly unit sales in capital equipment systems by 177%.
( Successfully founded two clinical applications for products. Assisted in
providing
information and documentation that lead to filing and receiving FDA
510k concurrence. The
Company has committed to the manufacturing of both products.
( Created medical advisory boards and clinical trials which resulted in
submission to peer review
approved journals and poster sessions at leading industry congresses.
( Created successful sales and warranty programs for distributor's rollout
to their customer base.
SAMMONS PRESTON ROLYAN, Bolingbrook, IL 2001 - 2004
Rehabilitation Sales Consultant
Emphasis on selling new and established capital and supply technologies to
the rehabilitation marketplace in hospitals, clinics, nursing homes and to
private practice. Territory consisted of Manhattan, Brooklyn and Staten
Island.
( Attained highest presentation/test scores in training class of fourteen
representatives.
( Led region of thirteen sales representatives in sales growth of 118% for
2003.
( Consistently achieved over quota results in capital equipment sales.
( Trained current and new sales staff on key product lines.
( Created dynamic sales tool need, concept and copy for senior management
review and
approval for roll out to national sales force.
DATEX-OHMEDA, INC., Madison, WI
2000 - 2001
Account Sales Representative
Areas of responsibilities included sales of anesthesia machines,
hemodynamic monitors and accessories to hospitals in New York City and
eastern New Jersey.
( Exceeded territory sales quota in first year achieving 110%.
( Created sales opportunities in territory for Fiscal 2001 that totaled
270% of forecast.
STERIS CORPORATION, New York, New York 1996 -
2000
Capital Sales Representative, Healthcare Division
Met and exceeded sales revenue and product specific sales volumes of
capital equipment to 60% of New York City hospitals and clinics. Exercised
full clinical knowledge in surgical arena of patient support products as
well as sterilization and decontamination processes to related departments.
( Consistently ranked in top representatives in sales of flagship product
and leading region for
four sales quarters.
( Exceeded sales quota for every month in Fiscal 1999.
( Surpassed quota on flagship product for three straight quarters.
( Finished in top ten STERIS brand product sales in Fiscal 1998 out of 150
representatives.
STERIS CORPORATION, Mentor, Ohio
Marketing Manager, Liquid Chemical Sterilization Systems
Managed forty million dollars in sales of specialized sterilization system
and related accessories. Researched new clinical applications, product line
expansion to alternative markets, development of sales programs and worked
with device manufacturers for product endorsement.
( Exceeded national unit quota by 136% first year.
( Increased sales of flagship product 129% by creating innovative sales
promotion.
( First market manager to successfully complete full interactive intranet
module of product line.
( Successfully researched and established two alternative markets for
product line expansion
that resulted in additional sales.
OLYMPUS AMERICA, INC., Melville, NY
1992 - 1996
Marketing Manager, Medical Instrument Division
Managed fifty million dollars in sales of flexible endoscopy equipment and
bronchoscopes. Responsible for profit and loss, product development and
clinical knowledge of current and newly developed applications.
( Successfully increased sales 111% in each of four sales periods while
maintaining most
profitable product line in division.
( Reduced back orders by 70% through introduction of specialized ordering
programs and
effective product specific forecasting.
( Educated 100 member sales force and Registered Nurses on feature and
benefit clinical
application of full product line, resulting in consistently exceeding
sales goals by 9 to 17%.
( Created profitable list, promotional pricing and gross profit targets
for all equipment and
endoscopy support accessories.
EDUCATION
Master's Courses in Finance and Marketing
Adelphi University, Huntington, NY
B.B.A., Marketing and Management
Hofstra University, Hempstead, NY