Vice President Business Development

Steve Lamb

901-***-**** Memphis, TN *********@*******.*** linkedin.com/in/Stephen-lamb2

CAREER SUMMARY

• Well-rounded executive Commercial leader who excels in sales & marketing execution, employee development, and optimizing business operations to drive high- percentage organizational growth

• Restructured & led Commercial team of medtech company funded with $120M. Quick, dramatic results in 6 months: DOUBLED new prescribers and total prescriptions, and TRIPLED quarterly sales from $3M in 4Q22 to $9M in 2Q23

• Served as Fractional VP Sales, providing marketing and sales execution leadership to several small to mid-sized businesses, resulting in rapid growth

• Led and restructured a Sales Development department that drove sales growth expansion and resulted in growth from $700M to $900M within 2 years

• Utilized expertise to provide strategic sales and marketing consulting services, assisting payers, hospitals, and medical device companies.

• Turned around startup company by completely restructuring Sales & Marketing, driving company sales growth 10-fold and acquisition at 20X sales

• Promoted rapidly over 15 yrs with Merck, becoming youngest manager & winning every award

PROFESSIONAL WORK EXPERIENCE

ENGINEERED MEDICAL SYSTEMS

Vice President, Business Development 2023 – Present

• Constructed new Sales Plan, including a new sales process for finding and advancing new customers

• Created new Prospect Tool, which allowed EMS to focus better on customers with the best fit

• Designed and implemented new CRM that better focuses BD, Engineers, Quality, Account Managers ROM TECHNOLOGIES, INC.

Vice President, Sales & Marketing 2022 – 2023

• Grew Sales from a relatively flat trend and $3M in 4Q22 to rapidly growing $9M in 2Q23

• Created new marketing messaging and material, including launch of newly published clinical data

• Doubled new prescribers and grew total prescribers by 50%

• Doubled total prescriptions, despite company-wide service and reimbursement problems and chaos

• Engineered & executed Commercial expansion of Outside Sales, Inside Sales, Marketing, and Sales Ops

• Created new sales process followed by Commercial team, increasing leading measure activities by 1100%

• Began new indirect Distributor network, growing from 1 to 20 Commercial partners, accounting for 25% of Sales CONSULTING / SELF-EMPLOYED

Vice President Sales, Sales Xceleration 2021 – 2022

- Started business as an Outsourced VP Sales, providing leadership to companies with marketing & sales execution

- Built sales infrastructure in several small and midsized businesses (strategy, process, organization, analysis)

- Acquired a total of 3 new contracts for one company, serving as General Manager and driving 26% Sales increase

- Restructured sales focus & strategy with $50M company, increasing quarterly gross profit 13% vs. previous year

• Sales & Marketing Leadership

• Organizational Development

• Product Launch

• Operational Excellence

• Strategic Planning

• Training & Development

• Sales Enablement

• IDN & Systems Relationships

• Profit & Loss Management

• Topline Due Diligence

• Employee Engagement

• Med Device & Pharma

WRIGHT MEDICAL / STRYKER

Senior Director Sales Development 2017 – 2021

• Responsible for Sales Development, driving sales growth from $700M to $900M within 2 years; Stryker re-org

• Overhauled the Sales training amid a significant organizational expansion, creating the industry-leading sales training department and modernizing e-learning

• Led company-wide project for employee satisfaction & retention, creating an improvement in WTR from 68% - 88%

• Successfully led the National Sales Meeting, receiving high ratings and recognition from Executive Team

• Led a Vital Few HPMS team, exploring new clinical applications for acquired product

• Built and oversaw a new business planning program, sales competencies for hiring, training, and coaching, a sales management system, and a sales leadership development program CONSULTING / SELF-EMPLOYED

Sales & Marketing, Amnos LLC 2016 – 2017

- Provided strategic consulting services, advising device companies on disruptive strategies, payers, & hospitals

- Served as outsourced VP Sales leading new instrument inventory group within huge orthopedic company client

- Created new Distributorship selling orthopedic implants by selling a new hospital CEO and surgeon, negotiating contracts, covering cases, and growing product sales to a $500,000 run rate in a matter of months

- Sold balance sheet solutions to community bankers, passing series 7 & 63 examinations with no prior financial experience and leading all peers in sales and commissions WRIGHT MEDICAL / MICROPORT ORTHOPEDICS

Vice President & General Manager 2013 – 2016

• Directly responsible for the 1st value model in orthopedics: directing strategy, process, headcount, and P&L

• Grew from a project to a successful franchise, propelling sales from $250K to a run rate of $3M within 24 months

• Responsible for sales, operations, PR, prospecting, branding, website, marketing, forecasting, contracting, and strategy, overcoming inadequate funding and headcount to achieve success

• Established relationships within industry, forming innovative partnerships with IDNs, ASCs, Payers, Conveners, etc.

• Med device thought leader on orthopedic value models at industry meetings and in various journals CONSULTING

Partner, Mulberry Ventures LLC 2011 - 2012

- Founded 3-person partnership, starting a company to invest in – and provide expertise for - startups

- Managed business development & due diligence, evaluating products, leaders, companies, & markets

- Provided Sales/Marketing guidance to startups, mentoring the city-sponsored “Zero to 510K” entrepreneurs

- Led midsized pharma company New Product Launch and new patient access program EXTRAORTHO, INC.

Vice President, Sales and Marketing 2010 – 2011

• Restructured Sales and Marketing, directly resulting in the company acquisition by Zimmer at 20X sales

• Increased Sales from $200K to $2M/yr, adding 2 huge Level 1 Trauma Center accounts at time of acquisition

• Established KOLs, negotiated contracts, drove staff training and O.R. cases, and onboarded Distributors

• Overhauled promotional strategy, including messaging, materials, website - even product appearance MEDTRONIC

Marketing Principle 2010 – 2010

• Led downstream marketing efforts for $400M lumbar spine devices GTX, INC.

Senior Director, Sales Training 2008 – 2010

• Created department for large oncology startup, developing Sales competencies, hiring, training, and culture

• Proactively developed innovative “Belief Continuum” which was a guiding roadmap for product and company MERCK & CO., INC.

Region Specialty Sales Manager, Vaccine Division 2004 – 2008

• National Sales Leader for launch of new division and 3 new vaccines SMITH & NEPHEW

Senior Product Manager, Hip Marketing 2002 – 2004

• Led Marketing for Revision hips, launching several products and driving company joint revenue to $500M

• Created first direct-to-patient marketing campaign for company MERCK & CO., INC.

District Business Manager, Human Health Division 1996 – 2002

• #1 District in Nation (of 200+ Districts) in market shares for 3 different products over 5-year period

• Set new National strategy based on personal pilot launch success for a $2.5B product

• Masters’ Club Award, Region Leadership awards, Winners Fund awards Marketing Communications Coordinator, Human Health Division 1995 – 1996

• Responsible for coordinating communications and launch meetings/activities for several brands

• Won Vice President Club Award

Region Long-Term Care Specialist, Human Health Division 1994 – 1995

• Launched new division, selling business solutions to long-term care pharmacy providers Hospital Specialty Sales Representative, Human Health Division 1991 – 1994

• Exceeded quota each year, selling critical care products and vaccines to teaching & community hospitals EDUCATION & CERTIFICATIONS

SAMFORD UNIVERSITY – Bachelor of Arts, Psychology and Business

- Presidential and Psychology Scholarship Winner, Student Leader, Fraternity Officer. Graduated Cum Laude

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