KEVIN W. RAFALSKI
*** ***** ******, *** ******, CT 06840
Entrepreneurial executive with more than 25 years of sales and sales management experience at the Regional, Director, and Vice –President level for both start-up and established medical device companies. Motivational management style with a record of building and retaining highly motivated sales teams, distribution networks, and manufacturer’s representatives. Successful in identifying opportunities for accelerated growth.
Sales and Sales Management qualifications:
P/L management Contract/Price negotiations
Key account management/growth KOL and faculty development
Sales and business development Center of Excellence/training
AttendingDR- Area Vice-President-Sales Present
CorindusVascularRobotics Regional Sales Manager 2013 – 2015
The CorPath System is the only FDA-cleared vascular robotic system for percutaneous coronary intervention enabling precise sub-millimeter measurement and 1mm advancement. By optimizing stent selection and positioning, CorPath provides the tools to use fewer stents per lesion which improves procedural outcomes.
Flexible Stenting Solutions Regional Sales Manager-Eastern (Acquired by J&J) 2012
Peripheral Vascular Stenting Systems for arterial vascular disease.
Cardiovascular Systems Inc. (CSI) District Sales Manager 2009 – 2012
CSI is a leader in providing clinically proven, safe and effective vascular solutions to patients suffering from PVD. The Diamondback 360 system is a percutaneous orbital atherectomy system indicated for use in patients with PVD.
Coach, manage, develop, and hire a team of sales specialist’s
Highest growth 3 consecutive quarters- 45%,75% and 35% respectively
114% to plan since joining company (top10%) out of 100 reps
#1 in highest asp’s nationally 3,100/unit
#1 in productivity; number of devices per account (12)
#1 in Asahi wire sales nationally
#1 in ancillary products (viper track, viper wires, viper slide)
VasoNova Inc Eastern Sales Director (Acquired by Arrow/Teleflex) 2009
VasoNova Inc is a privately held company that has created, developed and commercialized an innovative (VPS) vascular positioning system for the placement of peripherally inserted central catheters. The VPS utilizes Doppler ultrasound and ECG technology for real time positioning of picc catheter tip’s in the caval atrial junction.
Manages from Maine to Florida
Strategic Accounts- Columbia, Cornell, Maine Medical, Mass Gen, Florida
Kol and faculty development
Develop clinical and marketing for VPS customers
Picc catheter/ kit- worked on design and development
DeepBreeze, Ltd. Vice President of Sales- US (Distribution/GE) 2007 – 2009
DeepBreeze is an Israeli based, venture-back company which has developed a non-invasive, radiation free technology, known as Vibration Response Imaging. VRI is a portable pulmonary imaging device to aid in the monitoring and diagnosis of Asthma, COPD, CHF, and Pneumonia.
Created the Reference Center Program; increasing unit placement sales 200% 1st year
Manage and development of strategic Centers of Excellence, faculty development, KOL programs throughout the USA:
Cooper Medical Center-Dr. Phil Dellinger
Barnes-Jewish MC- Dr. Dan Theodoro
National Jewish- Dr. Ali Musani
John Hopkins-Dr. Rex Yung
Hiring and developing Director of Education and CAS (clinical application specialist) program. Drive and develop key clinical messages, training support programs, and Center of Excellence program
Assist in the creation of key interventional pulmonary and ER studies/trials
Responsible for the overall coordination, functional management, and leadership of all sales activities within the USA
FoxHollow Technologies (Acquired by EV3) 2003 – 2007
Director of Sales-NE (2006 – 2007)
Responsible for managing sales to hospital and surgeons from Maine to Virginia area. Managed 50+ person team consisting of 6 Regional managers, 40 district sales managers, and 5 Peripheral Vascular Consultants.
Grew area sales from $7 Million n Q3, 2005 to $9.6 Million in 2006 Q3 (vs. prior year)
#1 Area in Q2 2006 with $8.7M in sales revenue 101%
#1 Area in Q3 2006 with $9.6 M in sales revenue 106%
#1 Area in ASP’s and growth consistently from quarter to quarter (ASP-$2,975)
Total P/L responsibility for all Northeast personnel
Regional Sales Manager-NE (2003 – 2006)
One of the original Regional managers at FHT, a start-up medical device company that finished 2004 with $38.5 M in sales revenue. Greatest start-up in medical device history for 1st year.
Consistently top regional Manager at FHT in growth, ASP’s, productivity(average revenue per DSM) and reorder rates
Finished #1 in National Regional Manager’s contest 2 consecutive quarters (Q2/Q3 2005) for top growth and highest ASP’s within FHT organization
Hired & developed original 16 DSM’s, from NE Region. (14 still on board)
Hired, developed and promoted 5 DSM’s to Regional Manager’s (all 5 still on board)
Created the PVC position within FHT-business development position to support DSM sales efforts and drive referrals to key opinion leaders (KOL’s) within their respective Center’s of Excellence.
Created, developed & managed the top Center’s of Excellence within FHT organization
LuMend, Inc. Regional Manager (Acquired by J&J) 2001 – 2003
Medical Device Start-up Company that marketed the front runner catheter; device for chronic total occlusion in the coronaries and periphery.
Developed and managed one of the 1st CTO Courses in USA at Lenox Hill Hospital with program director, Dr. Jeff Moses. Live course to teach Cardiologists the challenges of CTO’s and how treat them effectively with the LuMend device.
Interventional Technologies Account Manager (Acquired by BSX ) 1999 – 2001
Responsible for marketing and introducing Cutting Balloon Technology for entire Northeast Region.
Opened 42 hospital accounts from Manhattan to Maine.
Clinically responsible for training all cath lab personnel and proctoring 125 plus interventional Cardiologists on cutting balloon.
#1 overall nationally in number of accounts opened with cutting balloon
#2 overall nationally in total dollar volume for cutting balloon
#2 overall nationally for total units sold for cutting balloon
SciMed Life Sytems.Inc District Sales Mgr (Acquired by BSX) 1992 – 1999
Managed direct sales to Cardiac Cath Lab
1992 Rookie Man of the Year
1995 ranked 3rd in devices, 9th in balloons out of 94 reps.
Olympus Corporation Medical Instruments Div. $2.6 M Territory 1988 – 1992
American Edwards Labs Territory Manager $2.0 M Territory 1982 – 1988