Sales Manager

STEVEN ROSS

***** ****** ***, ****** **** CA ****7; **********@*******.***; phone 408-***-****

Marketing & Sales Manager with extensive Global and US Experience

Held multiple Global Management positions within Sales, Marketing, Business Units and Sales Excellence. A twenty two year career in the medical device and pharmaceutical industries from multiple countries including: The US, Denmark, Sweden, The Netherlands, and France. Exceled within environments from headquarters to subsidiaries, and spanning start-ups to fortune 500 companies.

Involved in the establishment of more than one Start-up company that resulted in successful acquisitions from 2000 to 2004. Contributed to or launched business units, divisions and products across multiple markets and medical specialities. Business models including direct and distributor channels have been utilized for disposable, implantable and capital equipment sales or marketing.

Professional Experience

SIEMENS HEALTHCARE, USA June 2015 to present

Global Channel Manager,

A new role to bring greater focus and support to channel efforts globally. To drive more effective communication, management and oversight within the channel, country and Partner structures.

Commercially responsible for global business partners that account for more than half of global equipment revenue. Including both sales and marketing efforts, commercial launches and optimization of channel performance. To disseminate best practices within Partner management and Business Partner performance. Expand coverage and programs to drive recruitment.

Results: Created a Launch Package to drive efficiencies for global product launches, a Sales Dashboard to provide insight and analytics previously not available and a global pilot for other modalities, and an On boarding roadmap with toolkit

PREMIER GUARD, Sweden & USA Jan. 2014 to Jan. 2015

Contracted Consultant- Director of Commercial Operations EU, Director of Sales & Marketing US

All aspects of Sales and Marketing management, engaging in projects centered on business development and market launches. Projects have been of an international and domestic focus, including the launch of a new region and the development of business partners within the Nordics. Recently, optimizing national contracts and developing IDN partnerships in the US.

Results: Established and optimized numerous partnerships within Europe. Closed the first IDN contract in company’s history within first quarter for the US market.

AMERICAN MEDICAL SYSTEMS, Sweden & Holland Jan. 2010 to Dec. 2012

Contracted Consultant-European Marketing Manager Men’s Health & Regional Manager Nordics

Provided marketing management for Europe initially, later to establish a region within the Nordic markets to optimize performance and develop direct markets. Reports: A direct sales team and Distributor network. Focus: Urology & Gynaecology

(Marketing) European strategic planning and implementation within all levels of affiliate organizations; product launches; business and product development; sales analysis; pricing policy; resource allocation; creation of promotional campaigns and materials; publication planning; KOL management; Professional Education program and Centers of Excellence; patient and referral outreach; and clinical program development. (Nordics) P&L; General Management for direct and distributor markets; optimize region between direct and distributor markets; and launch additional direct resources.

Results: (Marketing) Only franchise globally that generated double digit growth and to meet annual forecast

(Nordics)Exceeded budget 2011 & 2012, Front Runner for ‘President’s Club Geography Leader’

LUNDBECK, Denmark (Reorganization, dept. closed) Mar. 2008 to Jan. 2010

International Sales Excellence Manager

Newly established department required Sales & Marketing management experience as part of the optimization team, department was subsequently eliminated in one of multiple reorganizations. Focus: CNS; Psychiatry, Neurology & Gerontology

To optimize the global performance of sales and marketing functions in affiliates through international programs, and local assessments. Provide regional support & training within Europe, Asia and the Middle East for sales functions and annual business planning. Launch a global Sales Model initiative across multiple affiliates; pilot network mapping; develop resource allocation; develop KPI’s; optimize electronic detail aid and patient outreach programs; and establish CRM standardization.

Results: Global ‘turnkey’ Sales Model created with support material, affiliate sales optimized

NYCOMED, Denmark (HQ reolcated to Switzerland) Nov 2004 - Feb. 2008

International Marketing Manager

Brought into the new hospital speciality division to globally manage a biological surgery product. To launch across newly established subsidiaries, markets and distributor partners. Further to engage in Life Cycle management of portfolio and Business Development. Focus: Hepato-Biliary, General Surgery, Urology, Cardio-Thoracic, Neuro-Surgery, Vascular

Marketing of one of two strategic products on a global basis; strategic planning; budgetary management; direction to affiliate/partner marketing and sales; product development; create and implement health economics; promotional activities and multi-media material; develop KOL’s and Professional Education; market and competitive intelligence; create stakeholder network programs; Publication Plan; create professional Society relationship; resource allocation; strategic recommendations to board; and business cases

Results: 2005 101% of budget, representing 48% growth.; 2006 99% of budget representing 41% growth

COOK, Denmark (Division acquired by Boston Scientific) Aug 2003 to Sept. 2004

Director of European Sales & Marketing, Cardiology

Launch a European business unit with all functional management responsibilities on very limited resources with the intent to make it an acquisition target or commercially viable. Managed a direct sales force and second line sales management. Provide strategic direction for the business unit. Subsequently the business unit was purchased by largest competitor. Reports: Managed a direct sales team and Distributor network Focus: Interventional Cardiology

Establish and manage a business unit, train and support European sales force; provide marketing and sales support; solicit support and resources from other divisions to forward cardiology efforts; Develop promotional activities; provide direction for product development and clinical studies efforts; interact with KOLs and clinical sites.

Results: Started with zero sales, profitable within a year. 2004 First quarter grew 50% quarter on quarter.

COMPUTER MOTION, France & Denmark (Acquired by Intuitive Surgical) June 2001 to July 2003

Director of European Sales

To join a start-up surgical robotics company and provide increased professionalism in Sales Management to a team that was experiencing high turnover and contracting revenue. Engaged in all aspects of management leading to the eventual acquisition by only competitor. Reports: Managed a direct sales team and distributor network Focus: Cardio-Thoracic, General Surgery, Urology, Gynaecology, Fetal, Vascular, Neuro-Surgery

All aspects of commercial and project management in Europe; manage sales of distributors and Area Sales Managers on projects; the implementation of a clinical development and financial programs for perspective customers, engage KOLs and Centers of Excellence; eventually sales management of complete product line in Europe. Generate business, product and procedure development. Limited resources dictated involvement in almost all aspects of business.

Results: Prior to acquisition in 2003 mid-year sales were twice that of previous 12 months.

FOCAL INC, USA (Acquired by Genzyme) Aug 2000 to May 2001

Western Regional Sales Manager

A start-up medical device company requiring a distributor manager and sales effort to launch a new product class in the western US. Company was acquired by distributor within a year of launching the product. Focus: Cardio-Thoracic

To manage a distributor network of four sales representatives; establish Centers of Excellence and clinical trial; optimize ROI for the Region; all sales, marketing and educational activity in the western region.

Results: Prior to acquisition increased sales 150% by establishing new accounts with leading institutions

ETHICON ENDO-SURGERY, USA May 1995 to May 2000

Sales Representative: Senior Sales Exec. & Field Trainer: Team Leader

Initially to manage a declining territory, as result of turn around awarded in the field promotions and multiple awards. Reports: Managed a local sales team. Focus: General Surgery, Gynaecology, Urology, Cardio-Thoracic

To manage a territory of $3.4 million in the sales; mentored four other sales representatives; coordinated strategic activities with divisional management; procedure development; developed internal sales aids and training on new procedures ; administering physician training courses and developing regional preceptors.

Results: Winner and subsequent multiple candidate of Glamour Prize, member of 500,000, 1,000,000 and 1,500,000 sales club, representative of the division, divisional leadership award, field trainer;

Education

Masters in International Management, May 1995

American Graduate School of International Management (Thunderbird)

Bachelors of Arts International Relations/Political Science, May 1988

University of Southern California

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