Territory Manager Medical Devices, EMS & Pre-Hospital Markets

MICHAEL STILWELL

Territory Manager – Medical Devices EMS, Military & Pre-Hospital Markets Distribution Channel Sales

+1-519-***-**** **********@*****.*** linkedin.com/in/mjstilwell Clinton, ON PROFESSIONAL SUMMARY

Results-driven medical device sales professional with 20+ years of experience spanning emergency medicine, pre-hospital care, EMS, and healthcare technology. Direct experience selling specialty medical devices into EMS agencies and acute care hospitals, with a proven track record of partnering with major medical distributors (Stevens Medical, Medical Mart, Cardinal Health) to grow territory revenue. Demonstrated ability to negotiate large institutional contracts — including a $600K agreement with Alberta Health Services — and consistently exceed sales targets across diverse healthcare markets. Combines deep clinical credibility with consultative selling expertise ideally suited to Teleflex's EMS, Military, and First Responder distribution channels.

CORE COMPETENCIES

EMS & Pre-Hospital Medical Device Sales • First Responder & Defence Market Development • Distributor Channel Management

Key & Large Account Management • Government & Institutional Contract Negotiation • Cold Territory Development Clinical Credibility (RMT, IPAC Certified) • Healthcare Procurement (RFP/RFI/RFQ, GPO) • Health Canada MDEL Compliance PROFESSIONAL EXPERIENCE

Territory Manager O-Two Medical Technologies Apr 2002 – Mar 2006 Products: Respiratory & Emergency Medical Devices Markets: EMS, Acute Care & Pre-Hospital Territory: Canada

• Sold specialty emergency medical devices directly to EMS services, acute care hospitals, and first responder organizations across Canada — directly parallel to Teleflex's EMS and pre-hospital channels.

• Secured a $600K annual contract with Alberta Health Services, demonstrating ability to navigate large government institutional procurement processes and deliver on enterprise-level agreements.

• Built and managed distribution partnerships with Stevens Medical, Medical Mart, and Cardinal Health — driving sell- through, training distributor reps, and ensuring adequate product emphasis in the field.

• Developed and executed territory sales plans against annual financial targets, consistently achieving quota through a combination of direct customer engagement and distributor channel activation.

• Established trusted clinical relationships with paramedics, EMS directors, and acute care clinicians — building the credibility required to position technical emergency medicine products. Director, Technology Service & Sales DFX Nov 2015 – May 2020 Market: Dental Technology & Equipment Territory: Ontario

• Built a regulated medical service and device business from concept to profitability, obtaining Health Canada MDEL accreditation and generating $1.2M+ in combined equipment sales and service revenue over 4 years.

• Managed the full sales cycle for capital medical equipment, including complex procurement, regulatory compliance, customer training, and ongoing account management for 150+ healthcare practices.

• Served as a trusted advisor to practice owners and procurement decision-makers on product selection, compliance requirements, and lifecycle management.

Account Manager, Advanced Care Specialty Sales State Chemical Oct 2022 – Feb 2026 Territory: Ontario Market: Specialty Industrial & Healthcare Chemicals

• Built a cold territory from zero, generating $200K+ in first-year sales through disciplined prospecting, relationship development, and consultative selling in a highly technical market.

• Earned 'Rookie of the Month' recognition three times in the first six months, demonstrating rapid market penetration and performance consistency.

Sr. Manager, Solutions Delivery & Technology Sales VTRAC Corporation Jun 2020 – Jul 2021 Territory: North America & Australia Products: Robotic & Automation Systems

• Led international market entry strategy for advanced technologies; negotiated exclusive distribution agreement with Australian partner, including KPIs for sole distributorship.

• Developed sales enablement materials and coached the inside sales team on technical demonstrations and consultative selling methodology.

Sr. Health Technology Sales Executive Merck Canada Dec 2012 – Oct 2015 Product: ePHR SaaS & Cognitive Assessment Tools Territory: Ontario

• Achieved 120% of quota in 2014, closing $800K+ in new SaaS subscriptions across primary and acute care; developed KOL and C-suite relationships across Ontario health systems.

• Led successful product launch of ePHR platform including full implementation at Bayshore Health Ontario locations. Sr. Technology Sales Executive PatientWay Inc. May 2011 – Nov 2012 Product: Patient Registration & Wayfinding SaaS Territory: Canada & United States

• Delivered $2.4M in booked sales within 18 months, exceeding annual quota by 35%; secured the company's first U.S. hospital sale and closed landmark reference accounts including Sunnybrook Health Sciences Centre and Southlake Regional Health Centre.

Large Accounts Manager Acklands-Grainger Jun 2009 – May 2011 Product: MRO & Safety Equipment Territory: Ontario

• Managed Ontario's largest single-site account at $2.5M annually. When the National Accounts team secured a new national account rollout, grew the local territory location from $0 to $250K in year one — the fastest and largest growth of any territory across Canada. The account portfolio included a Canadian Forces Base, providing an introductory experience with military procurement requirements. President's Club qualifier all three years; exceeded annual budgets by 18–30%.

Sr. Technology Sales Executive Practice Solutions Software Mar 2006 – Jun 2009 Product: Electronic Medical Records Market: Primary Care & Specialty

• Led EMR sales across Ontario physician practices; managed complex multi-site RFP/RFQ processes; achieved 100% of KPIs by Q1 2009.

CERTIFICATIONS, LICENSURE & PROFESSIONAL DEVELOPMENT

• Registered Massage Therapist (RMT), Ret. — Formerly registered under the Regulated Health Professions Act, 1991 & Massage Therapy Act, 1991, Ontario; clinical background in musculoskeletal anatomy and patient assessment

• Founded and operated an accredited WSIB/MVA Rehabilitation Clinic — managing regulatory compliance, insurer relationships, and clinical service delivery in a regulated healthcare environment

• IPAC Certified — Infection Prevention and Control

• Certified Dental Service & Repair Technician — Sterilizer, vacuum, air compressor, chair, and handpiece installation, maintenance, validation

• Health Canada MDEL Accreditation — Medical Device Establishment Licence for regulated device distribution

• Rx&D / CCPE Certified CAMSC Supplier Diversity Training WHMIS / TDG Certified KEY ACHIEVEMENTS

• $600K annual government contract secured with Alberta Health Services through complex institutional sales process

• $2.4M in booked SaaS sales within 18 months at PatientWay; opened U.S. market with first hospital sale

• $20M+ in career sales across medical devices, healthcare technology, and capital equipment

• Consistently exceeded quotas by 18–35% throughout a 20-year career; multiple President's Club qualifications

• Built and managed distributor partnerships with Stevens Medical, Medical Mart, and Cardinal Health in EMS/acute care market

• Health Canada MDEL licensed — authorized to sell and distribute regulated medical devices

Contact this candidate