Sales Manager

Stephen Newell

501-***-**** *********@*****.*** www.linkedin.com/in/stephen-newell-938187196/

MEDICAL SALES PROFESSIONAL

Strategic Partnerships / New Business Development / Relationship Management / Clinical Education New Product Launch / Sales Logistics & Pipeline / Solution, Consultative Sales / Contract Negotiation Revenue Accelerator / Key Account Development / Medical Devices / Competitive Strategies / Sales Operations Account Management / Strategic Planning / Training / OR Consultation / Territory Management Medical Sales Professional adept at building and developing solid partnerships, earning key accounts, expanding clientele, and solving complex challenges that increase profitability. Successful history identifying growth areas, securing product placement, and driving projects to optimize results. Exceptional communicator, excels at converting business from competitors and managing multi-state territories. SELECTED ACCOMPLISHMENTS

Shortened sales cycle 50% by identifying need and implementing synchronous training. Medtronic required stakeholder alignment to acquire multiple surgeon advocates for robotic technology. Created surgeon interest in multi-million-dollar robotics system through utilization of regional trainings with cadavers, and spinal implant systems. Partnered with marketing, presented ROI and outcome advantages; sales cycle completion time shortened.

Aligned stakeholders and logistics for $1.4M deal. Medtronic sought opportunity to increase navigation technology capabilities for academic center’s neurosurgery department while decreasing surgery revisions and operational costs. Planned, scheduled, and aligned stakeholders to conduct live laboratory training; obtained C- Suite buy-in using economic model. Created large scale trial, defeated significant competitor presence. Increased revenue $150K by researching and identifying case-specific economies of scale benefits. Medtronic desired to overtake laser ablation account from competition. Built strategic relationships and obtained scheduled case reports. Built case by working with facility administration to make bulk purchases of materials and strategically leverage capital equipment, hindering competition’s efforts. Saved $1M account by enhancing customer experience and providing superior technical support. Competitor sought to obviate Medtronic technology pain points to gain large account. Partnered with surgeons to identify issues, and with hospital administration to purchase new equipment to upgrade surgeons’ technical capabilities. Provided superior technical support across departments; enhanced relationships barred competition. Leveraged relationships and demonstrated economic value through operational costs analysis resulting in generation of $244k in revenue. Medtronic required capital equipment sales to achieve territory revenue growth. Identified opportunities while using internal and external resources to gather data. Demonstrated future operational costs savings to customers through adoption of multiyear service agreement and an increase in their capital equipment inventory.

PROFESSIONAL EXPERIENCE

MEDTRONIC 2016 to 2019

The world’s largest medical device and healthcare solutions company. Area Sales Manager, Surgical Technologies, 2016 to 2019 Selected to drive product sales to surgeons, specialty physicians, and healthcare systems by developing key relationships to build advocacy and maintain capital service agreements, ensuring growth within capital equipment pipeline.

• Managed value analysis process for multiple products, gained approval for product trials, secured hospital placement, and blocked competitor products in key accounts, producing 42% growth and $1.2M capital sales. Stephen Newell Page Two

• Coordinated educational training programs for residents and attending surgeons in large teaching hospitals.

• Served as operating room clinical consultant to support positive outcomes.

• Launched multiple new devices into hospital accounts; achieved 108% to plan with 61.7% YTD growth.

• Attained 141% to plan for capital equipment with 189.5% YTD growth.

• Accomplished 104% to plan for disposables with 14.2% YTD growth. Sales Development Program Representative, 2016

Sold disposable products and devices to hospitals, surgeons, ENTs and primary care physicians (PCPs) across five- state region. Planned and executed therapy awareness programs for PCPs for product education to increase referrals to ENT surgeons. Provided in-servicing, clinical support, and technical services to surgeons and support staff in the OR and clinical environments.

• Strategically developed pipeline for capital equipment; produced over $1M in sales.

• Selected from national applicant pool of former Junior Military Officers into highly selective 18-month Sales and Leadership Development Program.

• Completed advanced Challenger Methodology sales training, healthcare economics training, and product training in Surgical Navigation / Robotics, Neurological Technologies, ENT, Spinal, and Biologics.

• Recognized as top-performer; first candidate in program selected to convert to area sales manager role. TRENT CAPITAL MANAGEMENT 2015 to 2016

A registered investment advisory firm.

Associate

Developed high net worth clientele relationships including business owners, executives, physicians, and legal professionals to grow wealth management services sales.

• Evaluated prospects’ short and long term financial goals and presented best aligned programs.

• Opened $2M in new client accounts.

UNITED STATES AIRFORCE 2011 to 2014

The aerial and space warfare branch of the United States Armed Forces. Program Manager, 2013 to 2014

Officer in modernization and sustainment branch, supported fleet of 397 aircraft. Managed all facets of five critical safety and modernization programs including integrating engineering, program control, production and manufacturing, quality assurance, and logistics support with $50M budget.

• Selected by Branch Commander to perform root cause analysis of failed program. Coordinated and executed cross-organizational field testing; diagnosed and provided alternative solution entailing coordination of manpower and personnel across continental United States. Project Manager, Acquisitions, 2011 to 2013

Modernization and sustainment branch officer, supported fleet of 60 aircraft. Planned, executed, monitored, controlled, and sustained multiple projects throughout product lifecycles with cross-functional team of 12 government and contractor personnel. Accountable for $27M project budgets.

• Ranked by leadership as #1 of 43 company grade officers and employees. EDUCATION

Bachelor of Science, Social Sciences, United States Air Force Academy

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