Sales Manager

Anthony L. Decker, M.S

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

Punta Gorda, FL 33950 Cellular: 918-***-****

SENIOR LEVEL SALES MANAGEMENT

An accomplished Medical Device Sales Professional with diverse experience in business development, clinical and technical selling; as well as supervisory expertise in medical device sales, sales training, and sales management. Qualifications include leading multidisciplinary teams defining new products, setting project goals, timelines, budgets and labor requirements to deliver products to market in a timely manner through a respected management style, with successful training abilities and strong sales documentation.

Areas of Expertise

C-Suite Negotiations

Relationship Development

Process Improvement

Delivery Organizations

Lean Six Sigma Training

Account Management

Solution Based Sales

Operations Management

Project Management

P/L Responsibilities

Organizational Development

Change Management

Professional Experience

American Cancer Society Florida Division

Health Systems, Senior Manager October 2013 – Present

Responsible for overseeing the relationship management of large hospital systems and institutions, such as American College of Surgeons, Commission on Cancer (CoC) accredited facilities, Integrated HMOs (e.g. Kaiser), Veteran’s Administration (VA), as well as 24 Medical Oncology practices and 26 Radiation Oncology practices for the Florida Division. Specialty physician call points include, Thoracic Oncology,

Hematology/Oncology, Radiation Oncology, Breast surgery, Gynecological surgery, Pain management, GI and Colorectal surgery.

Leads Account Managers to develop strategy for hospital partners, prioritizing target accounts, establishing ownership, and assessing the competitive environment for hospital partnerships in assigned geographical locations, developing and implementing account-based plan of action to achieve ACS goals.

Manages, coaches, develops, and trains hospital systems Account Managers to meet Division and enterprise mission and income goals; ensures that responsibilities and accountabilities of all direct reports are well-defined.

Works within and across Divisions to achieve high recruiting levels and retention rates for hospitals, delivering against mission and income strategies by meeting/exceeding recruiting and revenue goals.

Assures compliance with all governmental regulations and organizational policies which impact health initiatives and constituent privacy, e.g., HIPPA

Aligns hospital systems affinities and needs with ACS program of work to achieve individual income and program performance metrics, support enterprise goals, and to further our impact to mission programs and services.

Assures compliance with all governmental regulations and organizational policies which impact health initiatives and constituent privacy, e.g., HIPPA.

Promotes the adoption and implementation of an aggressive agenda of cancer control policies, practices and programs with hospitals.

Anthony L. Decker Page 2

Spine Energy, Inc.

Director of Sales and Business Development, Mid-South U.S. May 2012 – October 2013

Responsible for full P&L accountability for sales operations through direct training, leadership, and supervision of an independent sales organization across the Southeast U.S. Generation of new business through networking efforts and execution of creative sales and business development plans implemented within strict budgetary guidelines. Accountable for new business acquisition through strategic negotiation with regional and national IDN’s, GPO’s and Healthcare Systems.

Built sales team within Southeast U.S., managing growth from $6 million to $11 million in revenue.

Surpassed sales goals by 114% in 2012 and 119% in 2013.

Perform monthly sales forecasting and competitive analyses to determine product performance levels and the need for new product developments and modifications on a monthly and quarterly basis.

Responsible for the recruitment and training the managers and advisors.

Planning and execution of sales training courses to improve value of sales and marketing team.

Released "stranglehold" of several vendors with long-relationships with competing medical device manufacturers, within 6 months of establishing trust and optimizing service delivery on volume of sales, achieved preferred supplier status.

CareFusion, Inc.

Strategic Sales Manager, Mid-South U.S. August 2006 – May 2012

Management of all revenue streams generated from Vertebral Augmentation and Biopsy procedures, as identified by effective top-down/bottom-up sales process including the “C suite”; as well as specifically targeted GPO/IDN’s throughout the Southeast U.S. Specific call points included: Interventional Radiology, Orthopedic and Neurological Surgery, and Anesthesia Pain Management. Performed managerial responsibilities including hiring talent, evaluating employees, terminating employment, conducting sales meetings, and short/long term goal setting for Direct Sales Representative’s as well as an Independent Spine Distributor network.

Successfully developed and executed strategic sales plan, achieving 112% to plan on $5MM quota, FY 2007.

Recognized as Southwest Strategic Sales Manager of the year, Interventional Specialties, 2007.

Exceeded sales forecast for FY 2009, achieving 107% to plan on $6.5MM quota.

Achieved Sales Quota of 105% to plan on $8MM quota, FY 2010.

Achieved Sales Quota of 101% to plan, FY 2011.

Ranked #1 Strategic Sales manager Q1-Q3, FY 2012.

Managed senior level IDN relationships in contract negotiation, product deployment and follow up strategies.

Suros Surgical Systems, LLC.

Regional Sales Manager, Mid-South U.S. May 2005 – August 2006

Suros Surgical Systems, Inc. develops, manufactures, and sells minimally invasive interventional breast biopsy devices and associated products for biopsy, tissue removal, and biopsy site marking. Managed hiring and training of all representatives of the Suros Automated Tissue Excision and Collection (ATEC)

Anthony L. Decker Page 3

Surgical Systems, LLC.

Regional Sales Manager, Mid-South U.S. May 2005 – August 2006

systems; with special emphasis in Interventional Radiology breast biopsy procedures under Ultrasound, Stereotactic and MRI modalities; with secondary emphasis in the areas of General Surgery, ENT, Neurosurgery and Breast Surgery.

Sold new technology in an expansion territory, surpassing all sales goals with no regional reference sites.

Achieved sales quota of 118% to plan, FY 2005.

Assisted Regional V.P. with the development of individual sales plans, territory budgets and performance evaluations.

Successfully trained eight specialty sales representatives with emphasis in minimally invasive biopsy procedures.

Precision Surgical, LLC.

Director of Sales, Tulsa, OK June 2002 – May 2005

Director of Sales/ Distributor Principal responsible for sales of neurosurgical, orthopedic spine and capital-related products into the hospital setting. Created sales and marketing plans for direct and independent distributor representatives, for all facets of medical products.

Managed network of 50+ selling distributors, including direct accountability for results.

Achieved top two distributor representative in nation for Valleylab Cusa, 2002.

Ranked top 3 distributor representative in nation, Kirwan Surgical Instruments, 2003.

Named # 2 distributor representative in nation, Kirwan Surgical Instruments, 2004

Recognized as top distributor representative in nation, Kirwan Surgical Instruments, 2005.

Selected as U.S. distributor sales trainer for Sophysa neurosurgical implants, Sophysa, USA.

Codman/Johnson & Johnson,

Neurosurgical Sales Specialist, Tulsa, OK March 2000 – June 2002

Sold Codman Neurosurgical products to neurosurgeons, nurses and other health professionals in the hospital departments of Surgery, ICU, NICU, and Materials Management. Direct sales of neurotrauma, spine, hydrocephalus, electrosurgery, disposables, and neuroclosure products and devices to neurosurgeons.

Ranked second out of 55 sales representatives, Neuro Base @ 155.975% of quota, FY 2001.

Placed second out of 55 sales representatives, Electro surgery @ 183% of quota, Q1 2002.

Named top 10 out of 55 sales representatives, Neuro Implants. Increased territory from 66% to 102% of quota in one year.

Achieved a 40% increase in New Incremental Direct Business in 2001, increasing sales by $480,503 over a $1.2 million base

Education

Master of Science (MS): Sports Medicine

U.S. SPORTS ACADEMY

Daphne, AL

Bachelor of Science (BS): Biology/Physics

PITTSBURG STATE UNIVERSITY

Pittsburg, KS

Contact this candidate