Sales Manager

Manuel Mauro Aceves

** ***** ****

Branford, CT *6405. USA

Tel/fax: 203-***-****

Cell: 203-***-****

E-mail: *****.******@*******.***

SUMMARY

• Talented strategic product management individual with proven ability to manage product

development of medical devices from concept/feasibility to release/launch phase.

• Sales, marketing, and business development experience in US, Latin America, EMEA, and Asia

Pacific. Excellent evaluating new customers and negotiating contracts with new dealers and

partners.

• Experience leading and working with cross functional teams.

• Capable to establish and maintain relationships with key opinion leaders (KOL), decision making

authorities, clinical champions, sales personnel and suppliers.

• 100% fluency in Spanish and English and 60% fluency in Portuguese

EDUCATION

Master of Business Administration. Quinnipiac University. Hamden, CT. USA

Concentration in International Business. Awarded with Distinction October 2000

Bachelor's degree in Biomedical Engineering. Universidad Iberoamericana. Mexico City, Mexico

Concentration in Clinical Engineering. Awarded August 1996.

Seminars

“Pricing Strategies”. American Management Association. March 2008

“Presenting Data and Information”. Eduard Tufte. September 2008

PROFESSIONAL EXPERIENCE

Philips Respironics, Inc. based in Wallingford, CT. Manufacturer of CO2 sensors and sampling lines.

November 2007 to January 2009

• Product Manager (Supervised by VP of OEM Monitoring Division and OEM Marketing Manager)

Accountable for the P&L, market analysis, global pricing, forecast, sales and clinical training, promotion

strategies of the accessories (25 different types of CO2 sampling lines and airway adapters) that

generated $5 million annually representing 20% of the total revenue.

Responsible for the new product development, new product specifications, market intelligence, marketing

material, clinical literature, business cases and launch plans. Close interaction with key opinion leaders

(KOL), sales and clinical teams to gain market insight and competition analysis; develop pricing

strategies, product positioning, and new product proposals.

In charge of the business development activities in Latin America (LATAM), evaluating potential new

OEM partners/distributors, attending to local trade shows and conferences, and preparing/conducting

training for international sales associates.

• Co-managed a marketing campaign to increase the awareness of capnography in the market

resulting in a 12% revenue growth of the accessory line.

• Initiated the CO2 sampling lines enhancement project which added color identification to each line

for ease of selection. The project was expected to increase the number of sampling lines 30%

(50,000 lines) and add $500K to the revenue during CY2009 and $1.2 million in CY2010.

• Led a cross-functional team (engineering, clinical, manufacturing, quality, and purchasing) in a cost

reduction effort to capture $255K savings.

• Proposed a new distribution channel for the line of accessories to increase the gross margin from

45% to 55%.

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• Structured a launch/released plan for a new product with a potential in revenue of $2 million for the

first year and $5-6 million per year thereafter.

• Provided marketing support to two ongoing product development projects. The estimated impact of

the projects to the revenue was $3-5 million.

• Signed four new OEM partnerships in Brazil which together could generate $2-3 million in sales per

year.

• Established a business relationship with each of the main OEM’s LATAM Sales/Marketing

manager.

• Developed a Sales/Clinical Training for LATAM sales and clinical specialists to increase market

penetration in the region.

Ivy Biomedical Systems, Inc. based in Branford, CT. Designs and manufactures multiparameters

patient monitors and Cardiac Trigger (R wave-Gating) monitors.

May 1996 to November 2007

• Product Manager (supervised by VP of Sales and Marketing) – June 2000 to November 2007

Managed the line of multiparameter patient monitors and cardiac trigger monitors that together accounted

for $10 million in sales. Developed sales forecast, marketing strategies, cost and price structures, and

launch plans for new products. Provided training, marketing and technical support to the CT scanner and

Nuclear Medicine divisions of the company’s OEM partners.

• Designed the launch plan for two cardiac trigger devices that added more than $6 million in revenue

and solidified the company as the market leader in synchronization devices with 85% market share.

• Supervised international sales agents and dealers in Latin America, Asia, and Middle East. The

international operation contributed 8 to 10% ($1 million) of the total sales.

• Supplied marketing information, trends, product specifications, and customer’s feedback to the

product development team.

• Responsible for the Exhibits at the key trade shows and conferences (RSNA, SNM, and ACC).

Most of the strategic alliances were conceived at these trade shows.

• Assisted the Director of Regulatory preparing the FDA 510K submissions of three devices.

• Internal ISO Quality System auditor.

• Manufacturing Engineer (supervised by Production Manager and Hardware Engineer Manager) – May

1996 to June 2000

Responsible for the manufacturing line of multiparameter patient monitors which represented $2.5 million

of the total sales. Developed and reviewed test procedures to increase the efficiency and output of the

production line of the main patient monitor. Designed and conducted training for the technicians.

Implemented the Kanban and MRP system in the production floor. Liaison between the Sales department

and the company's Latin American dealers.

Electronics for Medicine de México S.A. de C.V. Mexico City, Mexico

January 1994 to May 1996

• Technical Support Engineer (supervised by Service Manager).

Planned and conducted training sessions for Medical Staff located in different hospitals around the

Mexican territory. Developed maintenance schedules for medical equipment, troubleshoots and repaired

medical devices.

COMPUTER SKILLS

Computer software: Microsoft Windows XP, Microsoft Office (Word, Excel, PowerPoint, Access, and

Outlook), Microsoft Publisher, Microsoft Project, Adobe Photoshop, Adobe In design, Adobe Illustrator,

and Corel Draw (among others). MRP Software: SAP and MACOLA

Computer Languages: Assembly, Pascal, and C++

May 2009 Page 2 of 2

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