Sales Manager

Richard G. Hudson Jr. 203-***-**** ********@*********.***

Greater New York City www.linkedin.com/in/rickhudson1

Senior Executive: Global Business Development & General Management

Medical Device, Life Sciences, Healthcare Industries

Forward-focused business leader with expertise in building organizations that are operationally sound, culturally collaborative, and poised to navigate complex business environments and grow. Expert in bringing together functional areas and people in a supportive environment that encourages creativity and recognizes success. Influential business driver with vast network of long-term industry contacts.

Key Experience

Organizational startup, executive sales, business building, and general management leadership at US Surgical Corporation, Intuitive Surgical, Vivatone Hearing Systems (AudioSync), and most recently Cooper Surgical.

Award-winning experience for outstanding sales, business growth, integrity, persistence, and dedication.

Revenue and growth driver: Grew startup from zero to $22M; grew account sales from $228K to $2.5M.

PROFESSIONAL EXPERIENCE

SUTURE EASE San Jose, CA Jan 2015-Present

Start-up medical device, marketing product for laparoscopic surgery across all specialties, funded by well –known medical device investment group

Vice President, General Manager

Scope: 65 independent sales reps, 6 distributors, 1 international manager.

Hired by Emergent Medical Partners (Palo Alto, Ca) as a consultant in January to assist the VP of Sales at that time in coaching, developing, and evaluating the sales team -- building the Suture Ease brand with KOL’s and to help position the company for success going forward.

Joined the company in July as VP General Manager to replace VP of Sales and assume an interim President role.

Put in place several key distributors and independent reps in strategic markets to help accelerate sales.

Developed improved sales tools and targeting methods.

Improved the compensation plan to align behavior with corporate goals while better motivating the team.

Doubled sales in the second half of 2015 as compared to the first half.

COOPER SURGICAL Trumbull, CT 2010–2014

$300M medical device, diagnostic products & surgical instruments manufacturer for women’s healthcare providers.

Vice President, Surgical Business Unit

Scope: 8 regional sales managers. 150+ direct/independent reps. Full P&L: $100M.

Sparked 60% sales growth in 3 years, building an exceptional, customer-centric sales organization and creating sales and market penetration strategies that enabled rapid expansion by focusing on the economic buyer.

Executed sweeping transformation of underperforming sales organization, creating a supportive frame work that enhanced sales training, clinical competencies, and performance incentives to inspire and engage. Positioned the business unit to more effectively integrate 2 acquisitions, and successfully launched several new products.

Organizational Restructuring & Culture Change

Recruited new sales talent and upgraded 30% of direct/independent sales team in the first year.

Introduced a senior sales program that focused on more tenured sales reps for key projects.

Included Regional Managers and Senior Reps in key planning meetings with marketing team.

Operational Refocus

Added clinical specialist/associate sales team to support full-line reps in major new product introduction.

Created a key-opinion-leader program with key surgeons that included proctoring under physicians.

Developed key industry partnerships to further assist in sales efforts.

COOPER SURGICAL (cont.)

Sales Incentives

Defined new agenda that sparked enthusiasm and interest in annual sales meeting.

Upped sales incentives with award program featuring weekend getaway that included significant others.

Launched quarterly newsletter for the sales team that acknowledged in-the-field successes and new ideas.

Financial Performance

Grew sales from $63M in 2010 to $100M in 2014; EBITA margins exceeded 55%; CAGR 20%.

RGH CONSULTANTS Wilton, CT 2009–2010

Provide expertise on business development and market growth to medical device and healthcare clients.

Notable Clients & Engagements

Large New York commercial developer: to build a marketing team for healthcare Center of Excellence.

Innovative 3D imaging company: to launch a new imaging software to radiology practices in US.

VIVATONE HEARING SYSTEMS, INC. (AUDIOSYNC) Eden Prairie, MN 2003–2009

Worldwide hearing aid manufacturer whose product is #1 in US market; acquired by Starkey Laboratories in 2008.

Vice President & General Manager (2003–2009)

Scope: 30 staff, 36 sales reps & regional managers. International sales team & distributors. Full P&L.

Built startup from the ground up to strategic partnerships and worldwide sales of an innovative technology that grew to be used in more than 50% of all hearing aids in the US and a significant percentage worldwide.

Recruited to by founder of former CEO of U.S., Surgical to launch the business, build operations, assemble and train the sales team, and create business partnerships to market the product worldwide. Steadily grew and positioned the company for acquisition by Starkey Laboratories. Negotiated the sale and retained by new owners as Managing Director to lead transition to the new organization and the launch of a new brand.

Performance & Growth

Closed private label deal with the largest hearing aid company in the US, leading to national sales of $22M.

Negotiated partnership with world’s largest retailer, leading to additional sales in 650 stores across Europe.

Developed relationships with private practice Audiologists in the U.S. who were KOL’s in the industry.

Developed appropriate support materials for all private practices to assist them in highlighting the clinical benefits of the product to their patients, and to support them clinically.

Put in place a solid customer service and technical team to support these private practices at a high level

Exceeded $5M in annual net profit for 2 consecutive years.

Grew sales to in excess of $30M year prior to acquisition by Starkey

INTUITIVE SURGICAL, INC. (NASDAQ: ISRG) Sunnyvale, CA 2002–2003

American manufacturer of robotic surgical systems, most notably the da Vinci Surgical System.

Sales Manager, Northeast Region

Revitalized virtually dormant territory to close 5 da Vinci System sales in 14 months.

Sold 2 systems to Boston Children’s Hospital and established the Intuitive Pediatric Surgery Training Center, used as a resource for sales team to showcase the da Vinci System and generate sales.

UNITED STATES SURGICAL CORPORATION (USSC) Norwalk, CT 1982–2001

Divisional Business Director (1996–2001)

Regional Sales Manager (1992–1996)

Marketing Manager (1987–1992)

Sales Representative (1982–1987)

From Rookie of the Year in first year with USSC to Divisional Business Director of the Year in 1998 and numerous sales management and performance leadership awards in between, repeatedly transformed business development organizations to deliver sales and profitability against stiff competition.

Built relationships with key administrators of major hospitals, initiated business partnerships and joint ventures, established Centers of Excellence at large medical centers, and established sustainable industry relationships that exist to this day.

EDUCATION

Bachelor of Science, Marketing – Southern Massachusetts University, North Dartmouth, MA

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