Sales Representative

Tony N. Rukab

**** ****** **** **** *.

Jacksonville, FL 32224

Home: 904-***-**** Cell: 904-***-****

****.*****@**********.*** ******@*********.***

Professional Summary

Customer-focused, results-oriented and highly driven business professional

with over 19 years of experience in the healthcare industry across

business-to-business, business-to-customer and business-to-partner areas.

Key experiences include strategic planning, sales leadership, competitive

analysis, technical training and new product design and development. By

gaining exposure to a multitude of procedures and due to great attention

to detail, has honed skills to become the primary clinical sales

consultant in the Interventional Specialties division of CareFusion

(Cardinal Health).

Skilled at identifying growth opportunities and optimizing existing

resources to achieve ambitious corporate objectives. Proven sales record,

very strong customer relationships, leadership and problem-solving skills.

Operates effectively in varied business settings and blends industry

knowledge, leadership skills and business acumen to cultivate successful

business relationships and produce concrete results.

Significant Accomplishments

CareFusion (formerly Cardinal Health)

- Ranked # 1 in FY2009 (July 1, 2008 - June 30, 2009) contributing over

325K in growth over prior year (38%) finishing at 99% to quota.

- Ranked # 2 in FY2007 (July 1, 2006 - June 30, 2007) contributing over

500K in growth over prior year (26%)

- Ranked # 1 in FY2006 (July 1, 2005 - June 30, 2006) in both GP$ (635K)

and GP% growth over prior year (80.37%) finishing at 103% to quota.

Sales Incentive Trip winner.

- Ranked # 1 in FY2003 in $ growth contributing an incremental $1

million in sales (9.4% growth).

- Ranked # 1 in FY2002 in % and $ growth (5.4% which represents an

incremental $1 million in sales).

- Ranked # 1 Region Manager in FY2001.

- Ranked # 1 of 20 in 1999 achieving 110% to quota.

- Exceeded Quota in the years 1997, 1998, 1999, 2000, 2001, and 2006.

- Received Rising Star Award for 1998.

- Received Sales Excellence Award for 1998 for achieving GP$ in excess

of 105% to quota.

Becton Dickinson

- Received Superior Sales Performance Award for fiscal year 1993 (sales

responsibility of $800k)

Physician Sales and Service (PSS)

- Increased revenues from $1,000 to $46,000/month with first year sales

of $250,000.

- Awards include salesperson of the month, highest sales $ billed in one

month, and highest GP$ billed in a month.

Experience

CareFusion (formerly Cardinal Health & Allegiance) July 1997 - present

Strategic Account Manager - Interventional Specialties July 2004 - present

Responsible for growing CareFusion's Vertebral Augmentation market share

through direct sales, rep training and marketing tools. Responsible for 25

states.

- Markets include Interventional Neuroradiologists, Orthopedists,

Neurosurgeons and Interventional Pain Anesthesiologists.

- Identified and converted strategic, large volume competitive accounts.

Identified existing Vertebroplasty users with significant growth

potential and capacity and implemented detailed plans to achieve that

growth.

- Assigned as the sole representative of Sales on several new product and

future technology task forces. Assisted R&D, marketing and Cardinal

physician consultants in the technical design and functionality of new

products and enhancements to existing products. Delivered detailed

product testing feedback, scrutinized competitive products and evolving

trends.

- Continuously train and develop the sales force in vertebral augmentation

and spine intervention using consultative selling techniques combined

with product and procedural expertise.

- Developed training aids for the sales force in collaboration with

marketing. Produced an "A-Z" AVAflex product training video. Developed

and implemented Webcast clinical and procedural training for new and

existing products.

- Developed educational materials on technical variations to competitive

products and ways to effectively sell using that knowledge.

- Built and managed key Thought Leader relationships and developed them

into Cardinal advocates and/or consultants.

- Developed hands-on vertebroplasty cadaver workshops for physician

training in association with leaders in the field.

- Developed reimbursement tools, trained staff on vertebral augmentation

reimbursement and continue to maintain yearly reimbursement guides.

- Assist Region Managers with the recruitment and interviewing of

potential sales representatives.

Region Manager - Special Procedures/Thermal January 2001 - June 2004

- Responsible for managing, developing and coaching 12 sales reps and 1

Biopsy Specialist in 26 states (Southeast/Southwest/West) and delivering

profitable sales growth of minimally invasive diagnostic trays and

biopsy devices.

- Significantly expanded existing markets, entered new markets,

realigned geographies, recruited and trained a new sales team.

- Management of OPEX budget, sales product mix, compensation planning.

- Quota setting, sales forecasting and implementing strategies to

meet/exceed established goals.

- Develop, negotiate, implement and drive compliance of GPO contracts.

- Coordinate marketing, customer promotions and communications.

- Assist in development and implementation of SBU's strategic vision

(Thermal transition, market trends, sales rep focus)

Sales Specialist - Special Procedures July 2000 - December

2000

- Supported 5 sales reps in 9 states within the Southeast region to

increase sales of diagnostic trays and biopsy products.

- Provided technical training, coaching and mentoring to the sales

representatives.

- Assisted Region Managers with the recruitment and interviewing of

potential sales representatives.

- Mediated between engineering, marketing and customers on new products

and enhancements to the existing line.

Sales Representative - Special Procedures/Thermal July 1997 - July 2000

- Responsible for sales of diagnostic trays, biopsy needles and trays,

and disposable thermal packs in Florida and S. Georgia.

Rukab Medical, Inc March 1995 - July 1997

Owner - Manufacturer Representative and Independent Distributor

- Market included Orthopedics

- Successfully started and later sold company that generated over $500k

in annual revenues.

- Provided orthopedic rehabilitation equipment to hospitals (O.R.,

recovery, & P.T. departments) and physical therapy clinics.

o Custom bracing products, Continuous Passive motion (CPM), Orthopedic

soft goods, Cryotherapy

Becton Dickinson Dec. 1992 - Dec. 1994

Manufacturer Representative - Primary Care Diagnostics

- Responsible for sales of laboratory capital equipment (hematology &

immunochemistry) and diagnostic tests to hospitals, clinical

laboratories and physicians' offices through distribution networks.

Physician Sales and Service (PSS) Sept. 1990 - Jun 1992

Sales Representative / Alternate Care

- Responsible for selling medical supplies, laboratory supplies and

capital equipment to over 400 accounts in Arizona with an average of 30-

40 sales calls/presentations per day. Worked with many manufacturers to

deliver commitment contracts.

Education

University of Florida, Gainesville, Florida: B.S.B.A. in Marketing 1989.

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