MICHAEL MARTELL

ad08i3@r.postjobfree.com 219-***-**** Dyer, IN 46311 (30 min from Chicago)

Summary

Driven and highly motivated individual with over 15 years of success in the Healthcare industry. Currently, Territory Manager with Kestra Medical working with Cardiologists fitting patients with wearable defibrillators. Was with Stryker for over 1 year which Covid conditions cut short after 2 years with Shire Pharmaceuticals. Worked both as a National Account Manager and Surgical Sales Representative at Ecolab Healthcare for nearly 5 years. During that time, I have worked with all major health system in MI, IN, IL, IA, WI, MN. I have managed budgets between $10M and $30M. As a note, in April of 2016 my wife and 5-year-old daughter where in a very bad car accident and we had a 3 and 1 year old. I chose to leave the workforce for some time to take care of them so you will see a gap in my resume of a little more than a year.

Experience

KESTRA MEDICAL TECHNOLOGIES

TERRITORY MANAGER

12/2021 – 6/2023

Hired to launch the Assure Wearable Defibrillator in a market in which there was only 1 company for more than 15 years.

•Opened 5 Territories before hiring representatives for the area.

•1 of 5 Platinum Territory Managers and have never finished lower than 124% to plan in any quarter.

•Finished the latest quarter at 144% and #3 in the country.

•I have taken over 5 hospitals and have 3 different cardiology offices who only use our product.

•Developed our company's first speaker, Dr. Gami, of Midwest Cardiology who previously spoke for the lone competitor.

NESTLE HEALTH SCIENCE

SPECIALTY MANAGER

08/2020 - 12/2021

Hired for the launch of medical sales into Nestle covering their Gastroenterology product line.

•Secured 19 new prescribers in first quarter and finished at 113% to plan after starting Q4 at below 80%.

•Was at 115% to quota YTD when I left in December.

•Grew largest account from 20% share to 44%.

•Converted largest office in territory to our product which drove an increase of 7% in sales.

•Territory won Presidents Club in 2021.

STRYKER

SALES MANAGER

05/2019 - 08/2020

Hired for Sage business unit focusing on Pressure Injury Prevention in ICU.

•Finished in Top 20% in all monthly rankings since starting.

•On pace to qualify Presidents Circle in first full year.

•Closed new business at Community Health and Methodist Health worth over $250k and worked with both accounts at Kestra with my contacts.

•. Saved $1.2M in business with Presence Health System.

SHIRE

SENIOR SALES EXECUTIVE

08/2017 - 05/2019

Member of Neuroscience division focusing on Pediatric ADHD medications and consulting providers on proper usage of medications offered by Shire as well as diagnostic criteria

•Finished #1 for pediatrics on team in 2018 earning Presidents Club.

•Was #1 for pediatrics on team when I left in 2019 and only one above 100%

•Finished in 100% Club in 2018 in multiple measuring points consisting of number of scripts, number of providers writing, and maintaining other product in relation to quota, and activity.

•Started with territory in August 2017 at 96% to quota on main product and brought it to 104% by end of year.

•Launched new product in September of 2017 and finished in top tier of rankings contest earning highest payout in Q4.

ECOLAB/UNIVAR

CORPORATE ACCOUNT MANAGER

12/2014 - 05/2016

Brought to manage Ecolab chemicals divested to Univar to grow their Sales team specifically in the pharmaceutical space.

•Review sales figures, budgets, quotas, and set up strategic plans for Sales Representatives as well as consulting with key accounts.

•Tasked with reducing raw material cost with manufacturers and developing relationships with key national accounts in the pharmaceutical industry.

•Developed Business Plan for Marketing and Sales to Senior Management for Chicago market set to exceed $10M in sales.

•Closed new deals with AbbVie and Fresenius Kabi totaling more than $400k in new business after completing new contracts. .

Ecolab Healthcare

CORPORATE ACCOUNT MANAGER/SURGICAL ACCOUNT EXECUTIVE

12/2009 – 12/2014

Responsible for consulting, direct contracting, and growing sales in Ecolab's Strategic Accounts across all 3 Healthcare divisions.

•Lead multiple sales representatives and territory managers throughout Midwestern states.

•Responsible for over $30M in business and maintaining relationships with the C-Suite, Supply Chain, Quality, Infection Control, as well as clinicians.

•Worked with various Value Analysis Teams to construct the best product with the best outcome.

•Finished as #1 Corporate Account Manager to quota in 2014, #1 in new sales in Hand Hygiene, Surgical Drapes, and Normothermia.

•Won Winners Circle as Corporate Account Manager in first year, finishing above quota in all 3 categories earning a trip to Dubai with CEO.

•Won “Grow to Win” as top selling Corporate Account Manager globally for new business closes in Q4, 2012, and Q2, 2013.

•Signed multi-million-dollar contracts with Mayo Clinic, Advocate Health Care, Presence Health, and Allina Health Care winning sole source awards.

•Earned award of “Top Performer” in 2010 and 2011 for sales achievements and was promoted to Corporate Account Manager.

•Finished #1 in Midwest Region in 2011 and was only Account Executive above quota in all 3 categories across Operating Room, CCL, Robotics, and Ultrasound.

•Named member of Mentoring Team for new Territory Managers (National Sales Trainer).

SANOFI PASTEUR

BIOLOGICAL PRODUCT SPECIALIST

11/2005 - 11/2009

Hired to sell infant and adult vaccines to pediatric offices, health departments, and hospitals

•Achieved quota in 4 consecutive years in all 4 targeted areas.

•Finished #1 out of 14 in state in Public Sector which measured Vaccines for Children at a Health Department level.

•Won division challenge in 2008 surrounding our most strategic product for the year growing Flu Shot sales by over 30%.

•Led division in 2008 and 2009 in measured activity including speaker programs, in-services, physician visits.

Education and Training

Indiana University

M.B.A.

01/2012

•Selected to Betta Gamma Sigma organization for outstanding achievement in Business Academics and Leadership.

•Graduated with GPA of 4.0.

Indiana University

B.S. in Business, Accounting

01/2005

•Made Dean's List multiple times and given an award for Outstanding Academic Achievement.

•Published article in Journal for Retailing and Consumer Services with Associate Professor of Marketing as an Undergraduate that still is cited today.

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