Sales Manager

Robert Michael Gruber

West Palm Beach, Florida **411 • **********@*****.*** • 561-***-****

linkedin.com/in/bob-gruber-9aa4b46

Medical Device Senior Leadership

Tenured Cross-Functional Medical Device Leader having held multifarious roles in Sales, Business Development, Product Development, and Marketing. Proven track record of success in large Fortune 500 companies as well as startup concept-to-commercialization experience.

Areas of Expertise

Sales

Marketing

Business Development

Built Direct Sales Teams

Indirect Distributorship

Sales/Clinical Training

Sales Process - CRM Integrated Sales Planning

Turnaround

Product Launch

Product Management

Upstream/Downstream

KOL/Physician Advisory Board

Branding

Market Analysis

National Contracts

Product Development

Class III Clinical Trials

Strategic Partners

Budget & Forecasting

Merger/Acquisition

Professional Experience

Ra Medical – Laser Vascular Intervention (Company halted operations) 2018-Present

Director of Sales, East

Rapidly built Sales/Clinical Team and grew sales integration of DABRA Laser Excimer System in to over 75 outpatient centers in just 10 months.

Lead Eastern Sales Team consisting of 3 District Sales Managers, 17 Territory Sales Representatives, and 8 Clinical Specialists.

Oversaw complete overhaul of Commercial Sales Strategy, Process, and Marketing Plan.

US Sales Q4 2018-117%, Q1 2019-105%, Q2 2019-98.4%

Biotronik – Vascular Intervention (Left in good standing, successfully setup distribution agreement) 2016-2018

Vice President of Sales - Zero Gravity

International Director of Business Development – Vascular Intervention Division

Established first ever US Distribution channel for coronary and peripheral products in preparation for Q1, 2019 approval of a Drug Eluting Stent. Left in good standing having positioned coronary ramp-up and dissolved peripheral activities.

Led US Direct Coronary Hybrid Sales Team of 3 Area VPs, 11 Regional Managers &150 Sales Representatives

Orchestrated and managed Peripheral Vascular Distribution agreement with Getinge.

Negotiated all Coronary and Peripheral GPO, IDN, and Governmental Contracts.

Global Physician Advisory Board Director.

TriVascular Inc. – Aortic Endovascular Stent-Grafts (Acquired by Endologix) 2013-2016

Southeastern Director of Sales

Led Southeastern Sales and Clinical Team to explosive 72% growth and $16.8M in annual revenue. *Company merged with Endologix in October 2015.

#1 Region 2014, 2015

Managed 11 Sales Representatives a 4 Clinical Specialists.

Negotiated GPO & IDN contracts

Redesigned and led National Sales Training Program.

Led 4-person team to develop and implement salesforce.com CRM.

Bob Gruber Consulting, LLC - During my tenure at TriVascular, I had an open agreement to pursue the following consulting activities:

Ascyrus Medical – Co-founded company which developed technologies to treat complex disease of the aortic abdominal and thoracic aorta.

THD – Served as Interim Global Vice President of Sales and Marketing for manufacturer of Colo-Rectal Surgical and Diagnostic products based in Correggio, Italy.

Electrochem Solutions (Now Integer) – Sold three major design and manufacturing contracts in excess of $6.7M to Orthopaedic companies including DePuy Synthes, Arthrex, ConMed. Worked and traveled closely with US and European R& D Teams.

Spirit Healthcare – Developed HeartCaring™, $85K Marketing program focused on educating women on cardiovascular disease and helping them navigate to specialists for treatment. Led sales force of 4 representatives selling over $3.2M in first year.

Bolton Medical, Inc. – Aortic Endovascular Stent-Grafts (Acquired by Terumo) 2008-2013

Global Vice President of Sales, Marketing, & Business Development

Brought in to develop new marketing and sales strategy to revitalize struggling endovascular start-up division and poise it for acquisition. Directly reported to the Board of Directors of The Werfen Group, a $1.6B Privately Owned International Healthcare Organization based in Barcelona, Spain.

Transitioned company from a -$7.5M deficit in 2007 to annual revenue in excess of $18M with 17% market share.

Managed US Sales Team of 3 Area Sales Directors, 18 Sales Reps & 4 Clinical Specialists, European Sales Force of 23 Sales Reps and 5 Clinical Specialists, and 9 International Distribution Partners.

Developed Go-to-Market Launch Plan of AAA & TAA Platforms.

Managed Phase I & II Endovascular Stent-Graft Clinical Trials.

Negotiated all GPO, IDN, Government, & IRB contract negotiations.

MicroVention – Neuroendovascular Implants, Wires, & Catheters (Acquired by Terumo) 2007-2008 Southeast Regional Sales Manager

#1 Region in the Nation in BOTH Sales Volume ($27.8M) & Percentage Increase (348%).

Managed Team of 4 Sales Representatives and 2 Clinical Specialists.

Established and managed National Animal Lab Physician Training Center at Emory University Hospital.

Abbott Vascular – Peripheral Vascular (RIF due to Guidant acquisition) 2005-2007

Senior Territory Manager, Sales Trainer – AL, FL Panhandle

#1 Territory Carotid Stent Sales in Nation.

Hired and relocated to become Southeastern Regional Manager prior to GUIDANT acquisition.

Established 1st Hospital Based Sales/Clinical Training Center. Co-led all New Hire Sales/Clinical Training.

WL Gore & Associates – Aortic Endovascular & Surgical Grafts (Resigned in good standing) 2003-2005

Senior Endovascular Territory Manager – VA, WV

#1 Territory in the Nation ($4.2M).

Hand selected to support Dr. Michael M. Dake, creator of TAG, the first FDA approved thoracic stent-graft.

Established first US hospital based endovascular physician training center for TAA at The University of Virginia.

Boston Scientific – Peripheral Vascular Division (Resigned in good standing) 1998-2003

Sr. Territory Sales Manager – VA, WV

President’s Club 2000, 2001.

#1 Sales in product categories; IVUS Ultrasound Machine, Covered Stents, & Vena Cava Filters.

New Hire Sales/Clinical Training Manager.

Established first ever hospital based new training center. All new hires attended for 1-week training at The University of Virginia.

Synthes Spine – Surgical Spine Implants & Hardware (Acquired by J&J) 1993-1998 Regional Sales Manager (97’-98’) – NC, SC, GA

O/ASIF Spine Sales Consultant (93’-97’) – NC

Eagle Summit Club 94’, 96’, 97’.

1994 Rookie Award.

Education

Kennesaw State University, Kennesaw, GA. 1993

Coles College of Business, B.B.A. - Dual Majors in Marketing & Professional Sales

Pi Sigma Epsilon – President, Professional Fraternity for Students and Industry Professionals in Sales and Marketing. Responsible for initiating professional members including Chick-Fil-A founder Truett Cathy and Wolf Camera founder Chuck Wolf.

Student Government – Vice President, Newman Club – President, Rugby – Captain.

*Worked Full-Time for The Atlanta Committee for the Olympic Games.

Testimonials

“When the company was struggling with turnovers, morale and connecting with key physicians, Mr. Gruber was able to build the necessary relationships through his integrity and character, knowledge and experience in the space, and most of all his unrelenting work ethic. Mr. Gruber leads by example and is a living proof of the so called “3 A’s of success” – Availability, Affability, Ability.”

W. Anthony Lee, MD, FACS

Christine E. Lynn Heart and Vascular Institute, Director of Vascular & Endovascular Surgery.

“He is very devoted to his profession and acts as a resource not only to the people that he works with but also to the physicians that very much rely on his in-depth knowledge. I have witnessed his unique leadership skills and style, leading by education and example. He is very open-minded and has the ability to see the multiple dimensions that each challenge presents. He is not only a beacon of reference to his coworkers and colleagues under his management, but his unique and approachable personality makes these qualities seamless for him.”

Ali Shahriari, MD

The Aortic Institute, TENET Healthcare Florida, Director of Cardiac, Vascular, and Endovascular Surgery. Founder & CEO – Ascyrus Medical.

“Companies seek to hire reps mentored by Bob Gruber, including me.”

Timur Sarac, MD

The Ohio State Wexner Medical Center, Chief, Division of Vascular Diseases and Surgery; Director Aortic Center. Founder – PeriTec Biosciences Ltd.

“Bob led the charge to get Neurologists trained to do Interventional procedures and we love him for it.”

Camilo Gomez, MD

Director of Neurology, University of Missouri, Pioneer of Interventional Neurology.

“I’ve never worked with someone as well versed in all aspects of the business, from a napkin drawing to finally implanting in a patient, Bob has the know how and drive to do everything in between.”

Tom Fernandez

CCO, Ascyrus Medical, Former colleague and VP of Operations at Bolton Medical.

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