Sales Manager

Todd Charles Steele

***** ******* **** ****, ****** Niguel CA. 92677

949-***-**** ********@*****.***

SUMMARY:

Entrepreneurial medical device Sales Manager with a proven record of exceeding district sales quota, driving clinical outcomes, and managing a high-performance sales team.

Adept at driving sales revenue growth, increasing gross margins, maintaining regional budget and expenses, and improving overall team performance to include contract compliance.

Extensive experience with negotiating local hospital agreements and implementing GPO contracts with Premier, Vizient, HPG, HCA, Intalere, and Kaiser Permanente.

C-Suite experience to include, developing key relationships with director level healthcare professionals, product presentations, cost analysis, vendor consolidation programs, distribution programs, product conversions, complex contract negotiations and full hospital conversions.

Competencies include team building, solution selling, client retention, contract negotiation, clinical training and in-servicing, account management and development to include deep relationships with Key Opinion Leaders at academic teaching hospitals.

IDN experience to include Kaiser, Sutter, Providence, Dignity Healthcare, Banner, Abrazo Healthcare, Valley Healthcare System Las Vegas, Mayo Clinic, Adventist, Sharp HealthCare, Scripps HealthCare, Sutter, and Intermountain Healthcare

Experience to include complex capital sales to the acute care market, with a focus on implantable metallic stents, disposable medical device conversions in the operating room, endoscopy, and pulmonary function lab.

Managed the hiring, measuring and monitoring, supervision, and career development of up to twelve territory managers, with revenues up to eighteen million dollars annually.

EXPERIENCE:

DeRoyal Medical Products Powell TN.

West Region Sales Director November 2017 - Present

DeRoyal Industries is a vertically integrated manufacturer and marketer of health care products and services, with 2000 employees and revenue of 450 million dollars. The region includes Idaho

Alaska, Oregon, Washington, Montana, California and Hawaii. Managing a team of seven, six territory managers, and one clinical educator with total revenue exceeding 15 million dollars. IDN as well as GPO responsibility included growing and protecting market share at the COO / CFO level

2019 Finished 105% to plan six of seven territories finished at or over plan, 1.2 million dollar close in general surgical devices at PeaceHealth, Portland Oregon.

2018 Finished 110% to plan, five of seven territories finished at or over plan, significant

wins to include 400k in new orthopedic bracing at PeaceHealth, 100k within Kaiser, 250k

in growth at UC Davis.

2017 Finished 100% to plan four of seven territories finished over plan, significant wins to include 200k growth in surgical products,100k new within the Kaiser system 300k

in new business at Providence Health, 150k in growth at LA County.

Aspen Medical Products Irvine, Ca.

West Region Sales Manager July 2014- November 2017

Aspen Medical Products is a leading manufacturer of spinal bracing devices with 320 employees and annual revenue of 85 million dollars. The region includes California, Hawaii, Arizona, Alaska,

Washington, Oregon and Nevada. Managing a team of six territory managers selling spinal bracing devices to neurosurgeons, spine surgeons, critical care doctors, pain centers, third party distributors, chiropractors, as well as to level one trauma centers.

2017 Region finished at 100% to plan, three of 5 territories exceeded plan, finished

#2 in new product sales, 65 new accounts.

2016 Region finished at 100% to plan, three of 5 territories exceeded plan, finished

#1 in new product sales, 50 new accounts.

2015 Finished at 115% to plan, five of six territories finished over plan, significant wins

include adding six new third part distributors, 20% increase in revenue at Hanger

Clinics, 12% increase in lower spine braces, and 15% growth in upper spine bracing.

2014 Finished 85% to plan, inherited a floundering region a rebuilding year.

ConMed Endoscopic Technologies / BARD Utica, New York.

West Coast District Manager February 2004 – June 2014

ConMed Endoscopic Technologies is a leading manufacturer of GI/Pulmonary medical devices including argon electrosurgery generator systems, with 100 employees, and annual revenues of 65 million. The region included the states of CA, AZ, NV, CO, MT, ID, WY, MT, OR, WA, AK, HI, calling on the acute care hospital market as well as outpatient endoscopy centers and surgery centers. The region had seven territory managers with revenues of eight million dollars with growth expectations at or above 12% per year. Coached 2009 “rep of the year," 2012 “rookie of the year," multiple “product champions," promoted two TM’s to “sales trainer” roles, San Diego TM promoted to senior territory manager / district sales specialist in 2008.

2014 100% to plan, increased biliary stents +68%, increased energy products +48%, increased feeding products +42%, capital sales totaled 275k.

2013 Finished #1 Region 108% to plan, increased biliary stents +62%, increased energy products +45%, increased hemostasis products +42%, capital sales totaled $320k.

2012 Finished #2 Region 107% to plan, increased biliary stents +48%, increased energy. products +35%, capital sales totaled $285k, feeding devices grew +40%.

2011 Finished #2 Region 100% to plan, increased pulmonary products+42%, increased accessories +20%, increased biliary stent sales 65%, capital sales totaled $180k.

2010 Finished #1. Co District of the Year finished 105% to plan, Los Angeles and Denver finished in Presidents Club, 64% increase in stent sales, total capital sales 100k.

2009 #2 Region finished 101% to plan, Seattle, San Diego, Phoenix, Portland all 100%. Club finishes, 40% growth in biliary products, 50% growth in metal stents, capital +75%.

2008 Finished 100% to plan closed St Joseph’s Health System Orange, Ca. growth in excess of 200k, increased metal stents 40%, accessories 25%, and feeding devices 30%.

2007 Finished at 95% to plan HCA growth 30% Novation 18% Premier 15% Kaiser 15%.

2005/2006 100% to plan, over +250k in new business, closed Memorial Health System Long Beach +120k in new revenue, Kaiser system grew at 200%.

Bard Endoscopic Technologies Billerica, MA.

Territory Manager / Senior Territory Manager / Sales Trainer Nov 1996-Feb 2004

Bard Endoscopic Technologies was a leading manufacturer of GI medical devices with 200 employees worldwide with revenues of 85 million, I managed the three-million-dollar south Los Angeles/Orange County territory selling to the acute care hospital, outpatient endoscopy and surgical center markets.

2004 Promoted to West Coast District Manager at Bard national sales meeting.

2003 Finished in 100% club, +85K in new business, increased metal stent sales 50%, pulmonary products 35% and accessories 30%.

2002 Finished at 105% to plan +125k in new business.

2001 Finished in President’s Club, 140% to plan, +385k in new business, promoted to senior territory manager.

2000 Presidents Club Finish, 135% to plan, +200k in new business, promoted to division sales specialist.

1999 Finished in President’s Club 125% to plan, +150k in new business.

1998 Finished 100% to plan +115K in new business.

1997 Finished 95% to plan, + 95k in new business.

Stuart Medical / Owens & Minor City of Industry, Ca.

Territory Manager / Senior Territory Manager / Sales Trainer June 1984-October 1996

Owens & Minor is a leading National Medical Device Distributor with 3500 employees and annual sales revenue of 3.5 billion. I managed a territory in the greater Los Angeles/Orange County area selling medical and surgical distribution services in the acute care market

Multiple vendor performance awards from 3M, Kendall, and Johnson and Johnson.

First one million dollar per month sales territory.

Negotiated Los Angeles County Healthcare System contract, worth 500k.

1994 Owens and Minor Sales Excellence award winner “Rep of the Year “.

Converted seven novation accounts to just in time programs.

Negotiated Kaiser distribution agreement, worth 1.5 million.

EDUCATION: California State University, Long Beach California, BS Marketing. Cypress College, Cypress California, Associate of Arts.

PROFESSIONAL TRAINING:

Miller Heiman “Strategic Selling” and “Consultative Selling” certified.

Wilson Counselor Selling certified.

HIPAA Certified, Vendor Credentialed.

Graduate of the CR Bard Sales Management Training program.

Graduate of the Owens&Minor Sales Management / Clinical Trainer program.

Vendor credentialed, SalesForce.com, OS, Microsoft, Power point, Outlook, Word, Excel

proficient.

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