Sales Manager

C H A R L E S L. V E S E L I T S

***** ***** ***** ******, ************, Ohio 44136

Linkedln - www.linkedin.com/pub/chuck-veselits/26/7a3/888

Mobile: 216-***-**** Email: **********@***.***

PROVEN MEDICAL DEVICE/CAPITAL EQUIPMENT SALES PROFESSIONAL

To continue my successful medical device/capital equipment career selling to customers in hospitals, clinics,

physician groups and other medical facilities.

SUMMARY

Consistently met deadlines, aggressive selling objectives and project challenges

Led sales and representative teams to meet sales & profit goals

Developed three underperforming territories into sales successes

Consistently ranked in top 10% of national markets while achieving the highest possible profit ratios

PROFESSIONAL EXPERIENCE

SpineFrontier October 2014 to Present

Founded in 2006, SpineFrontier is a leading, global provider of LES technologies & instruments. Headquartered in Boston,

the company has launched 35 products focused on spine care.

Regional Sales Manager – Great Lakes Region

Manage Sales Representatives, Distributors, and Hospital Accounts accounting for nearly 30% of total

company sales

Lead team to manage 20 accounts in Ohio, Indiana, New York, Wisconsin, and Michigan

Maintain relationships with current surgeon accounts

Execute on sales plan to drive significant sales growth

Identifying prospective surgeons to introduce SpineFrontier technology and company value

Developed a newly generated $1.1 million account in April 2015

March 2014 – October 2014

Baxano Surgical is a medical device company focused on designing, developing and marketing products to treat

degenerative conditions of the spine affecting the lumbar region.

Territory Sales Manager - Midwest

Sold MIS lower lumbar fusion and decompression products in a territory that included Wisconsin, Ohio,

West Virginia, Virginia and Tennessee

Managed 8 distributors including education & training

Met all sales goals & budgets prior to company filing for Chapter 11 Bankruptcy

October 2011 - March 2014

Biomet, Inc. and its subsidiaries design, manufacture, and market products used primarily by musculoskeletal medical

specialists in both surgical and non-surgical therapy.

Sales Representative – Northeast Ohio

Sold Biomet external & implantable bone growth stimulators to surgeon accounts and hospitals

Continued to sell reimbursable Trans1 products and Biomet’s spinal braces, spinal hardware,

osteobiologics, and orthopedics, both directly, and through distributors

Consistently met all sales & profit goals

Trans1 July 2008 - October 2011

Trans1 was a medical device company focused on designing, developing and marketing products to treat degenerative

conditions of the spine affecting the lumbar region. Now Baxano Surgical.

Clinical Sales Manager – Northeast Ohio

Sold minimally invasive lower lumbar fusions in NE Ohio direct to Surgeon and Hospital Accounts

Sales Ranked consistently in top 10% nationally

Cases per quarter ranked consistently in top 10% nationally

Assisted in developing a new laparoscopic approach for the Trans1 procedure

March 1998 - July 2008

Stryker is one of the world’s leading medical technology companies offering a diverse array of innovative medical

technologies, including reconstructive, medical and surgical, and neurotechnology and spine products to help people lead

more active and more satisfying lives. Stryker products and services are available in over 100 c ountries around the world

Sales Representative – Northeast Ohio

Inherited an insignificant market with minimal capital and disposables market share

Successfully replaced competitor in the two major hospital systems in 2nd year

Grew sales by 20% year over year starting from $750,000 and developing to $3.2 million annual sales.

Disposable sales grew from $19,000 per month to averaging $150,000 per month.

Converted major sports team physicians with the Cleveland Browns, Cleveland Cavaliers & Cleveland

Indians to Stryker Endoscopy

Partnered with company and clinic installation teams to sell 46 Stryker Integrated Operating Rooms.

Consistently met aggressive sales goals

The Burrows Company June 1988 - March 1998

Owens & Minor, Inc., a Fortune 500 company, is a leading distributor of national name-brand medical and surgical supplies,

the company serves its 4,500 healthcare provider customers from 48 distribution centers located strategically throughout

the United States. They purchased the Burrows Company in 2008

Sales Manager – Northern Ohio

Promoted to Sales Manager based on strong sales performances

Relocated to new territory overseeing non-productive branch

Hired and trained five direct sales representatives

Increased branch sales performance from $1.9 million to $20 million

EDUCATION

Bachelor of Science; Marketing Millikin University Decatur, IL

Four-year Letterman – Baseball

STRENGTHS AND SKILLS

HEALTHCARE: highly experienced in the sale of medical equipment/medical surgical supplies, I offer exceptional

selling abilities, working with full independence to build expanding sales revenues

MEDICAL EQUIPMENT: lead installations partnering with company and clinical installation teams

PROFESSIONALISM: effectively sell and communicate with senior level decision makers

RELATIONSHIPS: proven ability to develop genuine long-term business relationships with clients

GOAL SETTING: develop aggressive sales goals for myself and team; assist team in territory management, sales

leads and challenges to continually meet and exceed sales goals

LEAD DEVELOPMENT: skilled with profiling and networking to consistently develop new leads

SALES PRESENTATIONS: strong communicator; prepare and execute effective sales presentations

CUSTOMER AWARENESS: strong demographic and customer awareness; competent with market research

functions; evaluate competitive stance; adjust selling strategies with teams as needed

MANAGEMENT: recruit, hire, train, mentor & develop sales representatives

CREATIVITY: responsible for implementing sound marketing strategies to my customers

NEGOTIATION: communicate and skillfully negotiate terms and conditions for sales contracts and warranty

contracts with key economic and clinical decision makers.

EDUCATION: a very strong and dedicated product educator with customers and sales teams

CLOSING ABILITIES: success in closing an agreement, securing contracts, gaining credit approvals

EXISTING ACCOUNTS: oversee and expand upon sales for my existing customers by proactively learning about

future expansion plans, new services and securing business in a timely manner

REVIEW AND FOLLOW-UP: continually and thoroughly follow through after the sale is finalized

COMPUTERS: proficient with Windows applications, Saleforce.com and reporting software

EXPANSION: procure customer referrals in order to build new sales revenues for my employer

RECORDS: prepare detailed work orders, documentation and sales reports

ORIENTATION: able to assist in the orientation and training of new sales representatives

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