Medical Device Sales Leader

Paul Clark

Charlotte, North Carolina Telephone: 410-***-****

Email: ad5cvo@r.postjobfree.com Linkedin: https://www.linkedin.com/in/paul-clark-43309a11/

TOP PERFORMING SALES LEADER and COACH

MBA, BS (Psychology), Transformational, award-winning sales leader and coach: hiring and developing teams of successful sales managers in distributor and direct sales environments with 20+years of experience driving innovative sales and revenue growth through creative (ABM) Account-based Marketing strategies.

Creatively revitalized enterprise sales teams in global MedTech, Medical Device, SaaS and healthcare sales. Demonstrating success with skills in leadership, strategic selling, negotiating, presentation and financial/business acumen. Proven ability to solve difficult problems by balancing the optimization of business financials, the business opportunity, the company strategy, and the external environment.

Achieved double digit revenue growth YOY: 32%, 23%, 21% in 2022, 2018 & 2017 respectively. Awarded 'Sales Vice President of-The-Year' at OrthoPediatrics Corporation in 2011, 2013 and 2016. Recognized for exceeding revenue growth YOY at 60%, 52% and 33% over each prior year.

Championed the establishment of a thriving East coast market for an early-stage medical device company from $250k to $19.85M in sales in 11 years, resulting in a successful IPO in 2017 by creating a synergistic environment and collaborative culture connecting broad vision for future success with breakthrough sales goals while establishing long-standing relationships with key opinion leaders (KOLs).

Embracing a Strong Work Ethic: Earned and self-funded an MBA from Samford University in Birmingham, Alabama, in continuous effort to improve myself and grow in my business acumen while simultaneously working as a 1099 medical/trauma sales representative on a 100% commission basis.

PROFESSIONAL EXPERIENCE & ACHIEVEMENTS

RQI Partners, LLC Ú Charlotte, NC Ú 3/2021 to 07/2023

(Early-stage SaaS MedTech company creating digital solutions for hospital education & training)

Director of Sales (Customer Impact) - Transformational SaaS enterprise sales leader and coach of 16-person sales team, overseeing 4 regional managers and 12 territory managers targeting new hospital sales for Software as a Service (SaaS) and equipment for cardiopulmonary resuscitation training, quality analytics solutions and integration through learning management systems.

Closed contracts ranging from $1M to $6M and securing contracts with 18 top 100 US hospital health systems.

Achieved 32% growth and exceeded YOY growth sales target 2022/2023 with new hospital sales of $26M.

Coached, led and developed 4 regional managers who led their teams into breakthrough sales results, outperforming annual sales targets, created sales strategies and enhanced selling competencies while fostering collaborative culture.

Enabled consultative selling and breakthrough thinking using critical skills from GAP International Executive Mastery Courses to achieve large goals/targets, setting division wide accountability measurements for revenue, growth, budgeting and strategic vision and planning.

First RQI leader to be certified in account-based marketing curriculum for creating new sales and marketing strategies to work together, focusing on targeted customer needs and crafting a value proposition that drives customer engagement.

Developed and fostered relationships with key leaders in hospital C-suite, negotiating creative ways to help solve financial and staffing issues that are being felt by providers in the post-covid era.

Conventus Orthopaedics, Inc. Ú Charlotte, NC Ú 4/2019 to 2/2020

(Early-stage Medical Device company delivering a new standard of care for orthopedic extremity fracture treatment)

Vice President Sales – Innovative Medical Device Sales leader - leading hybrid U.S. sales team consisting of 3 regional managers, 11 area sales managers and 36 distributors.

New business development – Part of executive team that successfully negotiated purchase of Flex-Tread IM Nailing device for very successful integration into existing extremity trauma portfolio.

Led go to market strategy for company restructuring, resetting sales organization to support new surgeon customer acquisition and new distributor support.

oReleased 12 underperforming distributors and 2 direct area managers.

oRecruited 15 new focused distributors across the US.

Led sales team that secured 35 new surgeons as product users in 6 months.

Successfully built relationships with key surgeons to enlarge referral networks with current customers. Trained account representatives on competitive pricing VAC approvals, surgeon speaking engagements and resident sawbones, cadaver labs, and grand rounds.

OrthoPediatrics, Corp Ú Charlotte, NC Ú 2008 to 4/2019

(A Medical Device company developing, manufacturing, and distributing orthopedic implants/instruments for pediatric issues)

Senior Sales Vice President - East Region (2017-4/2019); Sales Vice President - East Region (2008-2017) –Medical Device Servant leader charged with creating and developing a new market from the ground up, leading all aspects of sales, distribution, regional operations, training, finance, inventory, and medical education for distributor and direct East coast sales team. Promoted to Senior Sales Vice President after outstanding performance as Sales Vice President.

Delivered revenue growth from $250K in 2008 to $19.85M in 2019.

Awarded “Sales Vice President of the year” 3 years for consistently achieving double-digit revenue growth:

o2011 for exceeding 60% revenue growth.

o2013 for exceeding 52% revenue growth.

o2016 for exceeding 33% revenue growth.

oThis honor was only awarded 2 other years during my 11-year tenure with OrthoPediatrics.

Grew East region sales 23% in 2018 over the previous year revenue.

Hired, mentored, and subsequently promoted 4 direct sales representatives into 4 of the most successful independent product distributors in OrthoPediatrics company history. (all 4 are still in place as of 1/2024)

Created culture of breakthrough thinking that enabled consultative selling using critical skills from GAP International Executive Challenge Course to achieve large goals/targets.

Set East coast regional accountability measurements for revenue, growth, budgeting and strategic vision and planning.

Assisted in high-level sales projects for company, closing large sales & developing relationships with high profile surgeon customers. Represented product lines across multiple specialties, including pediatric spine (scoliosis), pediatric trauma, pediatric deformity, and pediatric sports medicine.

Zimmer Mid-Atlantic Inc. Ú Baltimore, Maryland Ú 2003 to 2008

(A Medical Device company developing, manufacturing, and distributing orthopedic implants/instruments)

Vice President Sales (2004-2008); Regional Sales Manager (2003-2004) – Medical Device Sales Leader responsible for recruiting, coaching, leading, and developing medical Device direct 25-person sales team, including regional sales manager, sales associates & service associates - growing direct sales team from 11 to 25 sales professionals. Promoted to VP of Sales after outstanding performance in 2003 as Regional Sales Manager

Revenue Generation - Demonstrated track record of increasing sales as Mid-Atlantic VP of Sales from $29.9 million to $52.6 million (76%) over a 4-year Period (2004-2008).

2003 as regional sales manager grew sales from $25.6 million to $29.9 million (17%).

Zimmer Inc. Ú Warsaw, Indiana Ú 2000 to 2003

(A Medical Device company developing, manufacturing, and distributing orthopedic implants/instruments)

U.S. Marketing - Product Manager – Marketing product manager and leader with strategic and tactical responsibility for one third of U.S. hip market. Specifically focused on cementless and revision hip stems and procedures. Responsible for creation of value propositions, collaterals, and sales support communications for field sales team.

Responsible for new product development, market analysis, field sales support, product forecasting, price negotiations and field sales training.

Led KOL relationship development and key surgeon communication and difficult interoperative case support.

PRIOR 2000 PROFESSIONAL EXPERIENCE

MobileNet, Inc. Ú Atlanta, Georgia Ú Vice President Sales & Marketing Ú 1999 to 2000

Zimmer Colbourne, Inc. Ú Birmingham, Alabama Ú Ortopaedic Sales Associate Ú 1997 to 1999

DePuy Orthopaedics, Inc. Ú Birmingham, Alabama Ú Orthopaedic Sales Associate Ú 1995 to 1997

Joint Venture, Inc. Ú Birmingham, Alabama Ú Orthopaedic Sales Associate Ú 1991 to 1995

ACADEMIC CREDENTIALS & PROFESSIONAL DEVELOPMENT

Master of Business Administration, Samford University, Birmingham, Alabama

Bachelor of Science, Psychology, Wofford College, Spartanburg, South Carolina

Executive Challenge Course, GAP International, Philadelphia, Pennsylvania

Executive Mastery Courses, GAP International, Philadelphia, Pennsylvania

ABM – Account-based Marketing – Certification

ENDORSEMENTS

"I first met Paul in 2008 when I joined OrthoPediatrics after being the Chief Medical Officer for the 22 Shriners Hospitals for 12 years. The very first word I would use to define Paul’s character would be “Integrity”. It became very clear to me that he was a man of his word and could be trusted. He was representing a company for which “Integrity” is an important part of the DNA. Another critically important character was his knowledge and experience in the orthopaedic realm. You could also see his integrity in the way he managed and treated those he recruited to work with him. There was nothing he expected of them that he didn’t expect of himself. He truly was a role model, particularly to the more junior people he recruited. All of us in Senior Leadership of the company have the highest respect for him.

...Peter F. Armstrong, MD, FRCSC, FAOA, FACS, FAAP, Chief Medical Officer Chairman,

Clinical Education Medical Advisory Board, Chief Medical at Emeritus Shriners Hospital for Children

“I have had the pleasure of working with/for Paul Clark over a period of almost ten years. Over that course of time, we were faced with numerous challenges that Paul managed with the utmost composure, steadiness and confidence. His leadership was paramount to the success of our company and to my own personal accomplishments. As a leader and as a friend Paul is someone that will always have a lasting impact on me as a professional and as a person.”

...Tim Hinspeter, President at Trauma Recon

"Paul has an easy-going manner which enables him to build rapport quickly with customers and colleagues alike. This coupled with his extensive experience in the Orthopedic field makes him a very credible and valuable team member. His strategic approach is very deliberate in assessing the issues and opportunities to make the best decisions for action. As a leader, Paul is comfortable making decisions on his own but also knows the value and importance of soliciting the ideas of others."

...Mike Mazzio, Vice President, R&D & Operations at Conventus Orthopedics

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