MICHAEL CROSTA

***** ******** *****

Midlothian, VA. 23112

804-***-**** Cell

ad4euy@r.postjobfree.com

Career Summary

Corporate Sales Executive with over 20 years in the medical device and pharmaceutical markets. Thrive in competitive markets with a proven sales record exceeding sales and profit goals. Committed to securing strong client relationships and achieving sales forecasts in the OEM. GPO/IDN and GSA markets.

Experience

Dynamic Access (Formerly Dynamic Infusion Therapy), Dallas, TX. 2/2022 to present Area Director of Sales /Northeast Region Company providing vascular access services to hospitals and extended care facilities. Region from Virginia to Maine. National in scope being the largest vascular access service nationally.

Created a strategic sales plan by market.

Identify, manage and cultivated C-Suite clients.

Solid presentation skills remotely or in person.

Secured, managed and closed new accounts resulting in 10 new customers including hospital and extended care facilities.

Achieved revenue of $800K in contracts the first year. On target to exceed $1.5M in year 2.

MEDWAY USA, Atlanta, GA 1/2020-2/2022

Director of Sales

Global medical product manufacturer expanding into the United States. Products focused on disposable wound care components.

Created a comprehensive sales and marketing strategy.

Identify and target specific OEM accounts for wound care therapy.

Identify distributor friendly companies to develop a base of business.

Train support and manage distribution and OEM Sales Representatives to convert business to Medway.

Created $500K in OEM market sales in first year.

Signed agreements with 6 distribution customers resulting in $200 K increase i

n sales and pacing sales at $350K.

GALT MEDICAL, Garland, Texas, 8/2017-12/2019

OEM, IDN and Distribution North America Sales Manager

Global Medical Products is a company focusing on disposable medical devices for patients in Interventional Radiology/Endovascular, Interventional Cardiology/EP, Interventional Oncology, Vascular Access and Pain Management.

Work with partners in the Pharmaceutical, Medical Device, IDN and OEM market space at C Level. Brought business from $1.8M to $2.6M in 2017/2018 with projected sales of $4M in 2019.

122% of budget first year primarily due to Nevro pain management roll out.

Presented Galt Medical pain management plan to senior management and investors resulting in a focused initiative to research, develop and bring to market products in this space.

MYCO MEDICAL, Cary, North Carolina, 3/2015- 2/2017

Distribution and National Account Executive, United States

Myco Medical is a multinational distributor of critical care products distributed through a network of over 200 regional and national distributors in the physician, hospital and government markets

Managed provider national and regional distribution partners throughout United States with hands on sales training and account management.

Created, managed and responsible for IDN, government and OEM sales in the United States.

Provided senior leadership to C-level, sales, marketing, and sales management.

Continuous strategy development by implementing strong action plans resulting in profitability. Successfully created, developed and executed 3 new IDN agreements resulting in $400K of new sales. Focused on marketing needs by providing continuing education, training and tradeshow/ seminar support through live demonstrations, web-based sessions, and field travel with distribution Sales Representatives.

BUSSE HOSPITAL DISPOSABLES, Hauppauge, New York 5/1992-2/2015

Director of Sales, United States

Busse Hospital Disposables is a manufacturer of medical devices for the Operating Room, Anesthesia, ICU/CCU and Emergency Rooms with a national presence inclusive of GPO and IDN contracts. Responsible for directing, managing and leading (team of 9) Territory Managers throughout the United States along with OEM responsibility.

Directive to work through CRM for team forecast and tracking to achieve corporate goals. Identified GPO/IDN opportunities nationally resulting in 6 new agreements resulting in $5M in sales. Managed and trained distribution partners and their sales teams for cross selling with Busse sales team. Worked with GPO Directors to understand, present and execute contracts within respective territories. Participated in GPO/IDN seminars presenting contracted products and programs.

Created McKesson, Cardinal Heath, Owens & Minor and IMCO Private Label Products resulting in $6M in annual sales in a 3-year period

Prospected, proposed, executed and managed first GPO agreement with Sun Health. Awarded “Manufacturer of the Year” with McKesson in 2011, 2012 and 2013 for exceeding forecasted sales and the release of standard and custom pain management procedure trays.

McKesson, Richmond, Virginia, 5/1989-4/1992

Director of Specialty Sales

Recruited, hired, trained and managed 12 Regional Sales Specialists to sell McKesson Branded products through the general line McKesson Acute and Ambulatory Care Representatives.

Created an average of $16M annually at 34% GP that was 4.8% above GP quota.

Successfully lobbied medical device and pharmaceutical manufacturers to participate and fund the RSS program.

Led RSS team in achieving aggressive sales and GP quotas every year for 4 years. The RSS program was awarded the Medical Device Manufacturers Association sales organization of the Year in 1991.

Regional Sales Specialist 1/1986-4/1989

Responsible for selling McKesson Branded Products through 23 McKesson Acute and Primary Care Representatives.

Territory included the NJ, NY and New England area

Product categories of RX, OTC and devices.

Rookie of the Year in 1986 out of 152 newly hired sales representatives.

Identified, planned and executed first GPO agreement with Novation worth $7M in new sales. Promoted to Director of Specialty Sales in 1989.

Pfizer/Marion Labs, NY/NY, 1/1980-12/85

Sales Representative

Created and managed the sales of RX and OTC products in the NY metropolitan area to hospitals, pharmacies and physicians.

Successfully sold Dermatologists, Cardiologists and Gastroenterologists within New Jersey, New York, Pennsylvania, and Delaware resulting in a #1 standing out of 233 sales representatives in 1983. With Dermatology being my focus I was the number 1 sales representative primarily due to sales of Silvadene and topical steroids.

Brought the territory to $1.6 million from $600,000 in four years in an area dominated by the market share leaders in the NYC area.

Awarded the Marion Ring for 5 consecutive years of exceeding sales quotas of Cardizem and Carafate.

EDUCATION

Kean University, Union, New Jersey

Bachelor of Science in Finance

Masters in Business Administration

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