Vice President Medical Device
Resume:
GABE ORTIZ, MBA
LinkedIn.com/GabeOrtiz
Chandler, AZ 85248
*********@*****.***
Offering 20+ years of progressive leadership experience in Medical Device, Biotech, and Pharmaceutical Sales Management. Expertise includes Strategic Planning & Execution, Sales & Marketing Strategy, Relationship Building, and GPO & IDN Contract Negotiations.
Expertise
Sales Leadership
Medical Device Sales
Pharmaceutical Sales
Biotech Sales
Training & Mentorship
Planning & Forecasting
Group Purchasing Organizations (GPOs)
Integrated Delivery Networks (IDNs)
Business Development
C-Suite Sales
Building Relationships with Specialty Physicians
Sales Operations & Integration
Product Demonstrations
Needs Assessments
Consultative Selling
Vice President of Sales
Territory Growth
Increasing Market Share
Key Account Management
Client Retention
National Sales Management
Medical Device / Biotech / Pharmaceutical Sales Executive
Award-winning Executive Vice President of Sales/Marketing with extensive experience growing market shares for organizations from startups to global leaders in Medical Device, Biotech, and Pharmaceutical manufacturing and sales. Expertise in devising and executing strategic sales plans, P&L Management, and Inspiring, leading Large Sales/Marketing Teams. Developing thought leadership, and building relationships with key opinion leaders (KOLs) at large Group Purchasing Organizations (GPOs) and Integrated Delivery Networks (IDNs).
Award-Winning Sales Performance Record: Won Pyramid of Excellence Award, one of the highest honors given in the Sales organization at Medtronic. Also received President’s Club, Top Seller Award, Sales Excellence Award for the highest percent increase, and VP of the Year Award – Southwest Region.
Top-Ranked Performance History: Led West Region to rank #1 in the U.S. and achieve over 100% of quota for 10 straight quarters at Medtronic. Successfully Integrated Depuy with Prosidyan as exclusive distributors of Fibergraft while leading sales efforts and Hospital approvals with major GPO/IDN networks. Have increased sales at Artoss by 120% Year over Year
Dynamic Sales Team Leader: Track record of success building, leading, and inspiring Sales teams to consistently exceed quotas by removing obstacles, aligning resources, and building a Culture of winning at all levels.
Experience
ORTHOFIX, INC. - Phoenix, AZ August 22, 2022 - Present
Western Regional Vice President
Work with the Executive Leadership team to develop sales strategy, set quotas, and secure product approval for Entire Orthofix Biologics Portfolio. Responsible for recruiting Distributors and Direct Sales Team.
Oversee all SW U.S. accounts and led the entire sales operation for Spine and Trauma, with direct responsibility for Distributors and Area VP’s as well as local sales management.
Developed a strategic sales plan, removed barriers, and aligned resources.
Hire, train, supervise, and mentor the Sales team; assign sales territories and establish goals. Hire Distributor network.
Travel extensively as the face of the company to build relationships with high-level key opinion leaders, including Specialty Physicians, C-Suite Hospital Executives, Clinical Managers, and Purchasing Managers of GPOs and IDNs.
Utilize extensive executive leadership experience to build a highly trained sales team in the competitive Biologics Market.
Continue to grow quarter over quarter by 60%
Expanded Orthopedic and Spine footprint by adding 20 New Distributor/sales people first 6 months
ARTOSS, INC. - Phoenix, AZ March 2019 – July 2022
Vice President of Sales
Work with the Executive Leadership team (report directly to CEO) to develop sales strategy, set quotas, and secure product approval for NANOBONE Bone Graft (Nanocrystalline HA and Amorphous Silica Gel) at large GPOs and IDNs. Responsible for recruiting Distributors and Direct Sales Team.
Oversee all Western U.S. accounts and led the entire sales operation for Spine and Trauma, with direct responsibility for Distributors and Regional VP’s as well as local sales management.
Developed a strategic sales plan, removed barriers, and aligned resources.
Hire, train, supervise, and mentor the Sales team; assign sales territories and establish goals. Hire Distributor network.
Travel extensively as the face of the company to build relationships with high-level key opinion leaders, including Specialty Physicians, C-Suite Hospital Executives, Clinical Managers, and Purchasing Managers of GPOs and IDNs.
Utilize extensive executive leadership experience to build a highly trained sales team in the competitive Biologics Market.
Continue to grow quarter over quarter despite current global situation. Led team to 40% increase in sales YofY 2021 vs 2020
PROSIDYAN, INC. — Warren, NJ October 2017 – March 2019
Prosidyan® develops proprietary fiber-based bioactive glass products.
Vice President of Sales
Successfully positioned the company to enter into an exclusive distribution agreement with Depuy Synthes in May 2018 and led the seamless integration of the two organizations. Worked with the Executive Leadership team to develop sales strategy, set quotas, and secure product approvals for Entire Spine/Trauma Portfolio at large GPOs and IDNs.
Oversaw all U.S. accounts and led the entire sales operation for Spine/Trauma with direct responsibility for 40 Distributors and 6 Regional VPs who each supervised 5-7 Sales Managers leading teams of 10-15 Representatives. Led the transition over to Depuy via exclusive distribution agreement working closely with Depuy senior management to ensure an effective transition.
Developed a strategic sales plan, removed barriers, and aligned resources.
Hired, trained, supervised, and mentored the Sales team; assigned sales territories and established goals.
Traveled extensively as the face of the company to build relationships with high-level key opinion leaders, including Specialty Physicians, C-Suite Hospital Executives, Clinical Managers, and Purchasing Managers of GPOs and IDNs.
Key Accomplishments
Grew business to over 6 million first year with company. Led consistent quarter over quarter growth
Achieved 110 % quarter-over-quarter revenue growth.
MEDTRONIC, INC. — Phoenix, AZ September 2007 – September 2017
Medtronic is a global leader in medical technology, services, and solutions.
Regional Vice President - Biologics (2010 – 2017)
Regional Sales Manager (2007 – 2010)
Oversaw the entire West Coast Region (20 states), with responsibility for the OrthoBiologics portfolio of over 150 accounts managed by 12 direct reports in the Spine, Orthopedic, and OMF markets.
Managed a $250 Million book of business; sold the entire Biologics and tissue lines with 150+ different products to KOLs, Surgeons, C-Suite GPO and IDN Executives, Hospital Administrators, and Ancillary OR Managers.
Hired, trained, supervised, and mentored the Spinal/Biologics Sales team; assigned territories and set goals.
Planned and executed a Strategic Biologics business plan, managed the regional budgets, developed new business, negotiated high-level GPO and IDN contracts, and assisted in RFP preparations and pull throughs.
Mentored OrthoTrauma Specialists and served on the Combined Sales Advisory Council (Core Spine/ Biologics).
Key Accomplishments
Led the West Region to rank #1 in the U.S., finishing at 109% to quota for FY2017.
Won Pyramid of Excellence Award (2014, 2015, & 2017), one of the highest honors given within the organization.
Region achieved over 100% of quota for 10 straight quarters under my Leadership
Presidents Club Winner 2011
Won National Set the Bar High Award (2017), Olympus Club (FY2013)
Named Representative of the Year – Southwest Region (2012) and 2nd Place Representative of the Year (2011).
Received Sales Excellence Award for highest percent increase at 160% to plan (2011).
Won Top Seller Award for the highest dollar growth in 2 key product lines for YoY growth (FY2010).
Completed Sales Leadership Training
ÉLAN BIOPHARMACEUTICALS — Phoenix, AZ April 2004 – September 2007
Élan Pharma is a biopharmaceutical company developing drugs for the treatment of a wide range of therapeutic areas.
Regional Sales Manager – Hospital Sales Division
Led sales, marketing, and account management for 2 injectable antibiotics/biologics in the hospital environment.
Called on Surgeons, Physicians, and clinical staff in Infectious Disease, Pulmonology, Critical Care, Emergency Medicine, Hematology/Oncology, and the Clinical Pharmacy at 30 major hospitals in the Phoenix Metro area.
Led multiple district and national meetings in Training and Business Management.
Key Accomplishments
Increased market share of key product from 86% of goal to over 130%.
Ranked #1 for Dollar Volume in the entire region 2005, 2006.
Completed Senior Leadership Training Program
Chairmans Club Award Winner 2006
BRISTOL-MEYERS SQUIBB — Phoenix, AZ March 1999 – April 2004
Bristol-Myers Squibb manufactures prescription pharmaceuticals and biologics in several therapeutic areas.
District Business Manager (Sales Manager)
Led sales and marketing of 4 high-end prescription products to Surgeons, Physicians, and clinical staff in Internal Medicine, Infectious Disease, Cardiology, Nephrology, Pulmonology, Allergy/Immunology, and Endocrinology.
Served as District Sales Trainer for all new Representatives; 2 were named Valedictorian of their classes.
Key Accomplishments
Won Excellence Award every year for increases in market share productivity and leadership.
Won On the Spot award for Leadership (2003) and Rookie of the Year for the Region (1999).
Ranked #1 sales rep of the Year 2002
Completed MBA (Paid for by BMS)
Completed MBA Sales Leadership Corporate Rotation
Education: ARIZONA STATE UNIVERSITY, Tempe, AZ – Bachelor of Science (BS) Degree in Biology
KELLER GRADUATE SCHOOL OF MANAGEMENT, Phoenix, AZ – Master of Business Administration (MBA) Degree
Professional Development: Pangea Leadership Training, Medtronic Management Training, Sandler Sales Training, High Performance Leadership 3-week Seminar (Senior Leadership at Medtronic)
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