Medical Surgical and Medical Device Sales Professional
Resume:
Confidential Resume of
Steven M. Wallace
Wilbraham, MA
[address, phone #’s, e-mail address all deleted for security reasons]
Profile:
Successful, self-starter with more than 30 years experience in the healthcare medical/surgical supplies industry. In depth, broad-based, knowledge of disposable surgical supplies, procedural equipment/instrument repair, and supply-chain delivery systems. Expertise in negotiating and implementing multi-year procurement contracts as single-source supplier. Broad experience with hospitals, surgery centers, group purchasing organizations, physicians, third-party payers, IHN’s, IDN’s, as well as distributors, (local, regional and national) throughout New England.
Professional Experience:
January 2007 – present
Product Specialist
Professional Hospital Supply, Inc.
Managing the custom sterile surgical procedure pack business for various hospital, surgery center, IDN, IHN, healthcare provider networks, and distributors in a Connecticut, Rhode Island, and western, central and southeastern Massachusetts territory. Implementation of various GPO pricing programs, and performing regular Utilization Reviews and business reviews with the intent to continuously identify, contain and reduce procedural costs and expenses. In-servicing custom procedure packs in the OR, Cath Labs, and special procedures departments, interfacing with the materials management department, and networking with product suppliers for the best possible pricing of all component products included in the custom packs.
**[Closed and grew the largest PHS account east of the Mississippi River, Yale-New Haven Health System.]
May 2004 – January 2007
Account Manager
Quest Diagnostics, Inc.
Selling to the physician market, the most complete menu of laboratory tests, including: standard, genomic, and esoteric testing, as well as laboratory services, and laboratory management systems. Experience with electronic ordering, EMR’s, custom testing protocols, managed-care programs/contracts, and compliance monitoring. Quest is the largest supplier of laboratory testing services, and laboratory information management systems, for physicians and hospitals in the world.
**[Managed one of the largest and most profitable corporate customers for Quest, Canyon Ranch.]
2001 – 2004
Clinical Support Resources
Independent Manufacturer’s Representative
Self-employed
Represented:
> Northfield Instrument Services (instrument, equipment repair)
> Northfield Manufacturing, Inc., (canister solidification products)
> AlphaProTech, Inc. (protective apparel, patient comfort items)
> Advance Medical Designs, Inc. (sterile, disposable equip.covers)
> Care Line, Inc., (patient admission kits, maternity kits, etc.)
> Sparco, Inc., (flash sterilization containers)
Duties:
Selling, primarily to hospitals, and the IDN, IHN customer base, using multi-year, sole-source strategies. Developed support programs for dealers and distributors for promotion of these products. Prepared spreadsheet proposals, contract documents, and various presentations. Interfaced daily with production management, customer service personnel, contract administration personnel, to monitor and direct action on pending matters. Networked daily with distributors, customers, contacts, and other independents, to insure quality, and deliver customer expectations. Utilized consultative sales approach to maximize role as resource to customers and distributors providing ethical problem-solving, financially responsible options, clinical reliability, and dependability. Increased customer base, and maximized account penetration. Negotiated, regularly for representation opportunities, contract provisions, and product line expansion.
**[Built successful volume with accounts in MA, ME, VT and CT.]
1996 – 2001
Independent Contractor
Contract Employee
Represented:
> Isolyser, Inc., (Microtek, MedSurg, Safety, and Precept lines)
> SRI – Surgical Express, (procedure-based delivery systems)
> Medi-Tech, Inc., (bandaging products, oncology patient items
> B.E.C. (customized procedure trays)
Duties:
Implemented sole source strategy via group purchasing agreements, (i.e., Premier, Novation, Consorta, etc.). Developed, and serviced custom procedure packs. Capitalized on key account relationships to participate in new product development projects, and coordinated beta sites for market tests. Served in consulting role to identify and develop market opportunities. Participated in forecasting business growth, and tracking sales/profit objectives. Represented companies at trade shows and conferences.
**[Independent Rep of the Year, President’s Club for Sales/Profit Attainment.]
(1977- 2001 inclusive)
1986 - 1996
White Knight Healthcare, Inc.
Div. of Paine-Webber Venture Capital
Territory Manager
Selling disposable surgical drapes, gowns, facemasks, and protective apparel.Reported directly to the V.P. of sales. Managed sales territory within company established budgetary (expense control) and profit guidelines. Called on hospitals, surgery centers, distributors, and specialty dealers. Consistently performed in the top 10% of the sales force. Attended AORN Congresses, as well as local, regional, and specialty trade shows.
**[Salesperson of the Year, perennial President’s Club Award winner.]
1981 - 1986
Mars/White Knight Healthcare
Div. of Work Wear Corporation
Regional Sales Manager
Managed 12 sales people within the 21 states from Maine to Virginia, to South Dakota. Established sales quotas, expense budgeting, and training. Reported to the National Sales Manager, collaborated with marketing department. Coordinated activities with the company nurse consultant to maximize both her effectiveness within the region and that of the sales people. Traveled extensively throughout the region, on a regular basis. Attended national AORN Congresses, and numerous local, or specialty vendor conferences.
** [Only regional manager to earn annual performance bonus every year.]
1977 - 1981
G.D.Searle - Will Ross/White Knight Healthcare Division
Territory Manager
Selling reusable and disposable OR drapes, gowns, face masks, gauze sponges, scrub apparel, packs, and sterilization wrappers to end-users in operating rooms, maternity/delivery rooms, out-patient surgery centers, and central supply/sterile processing departments.
**[Consistent Monthly and Quarterly Sales Awards winner].
1975 - 1977
Professional Tape Company – Time Labels, Inc.
Territory Manager
Selling pressure-sensitive tapes, labels, sterilization pouches, heat-sealing machines, and labeling systems, to virtually all departments of hospitals. Sold both directly, to end-users, and to healthcare distribution networks.
**[Rookie of the Year winner, consistent monthly sales award and sales contest winner.]
1973 - 1975
Fidelity Union Life Insurance Company
Sales Representative/Sales Supervisor
Selling life insurance policies to college seniors, and managing the sales efforts of other sales representatives.
**[Became sales trainer and sales supervisor, after 6 months with company.]
Education:
1973 American International College – Springfield, MA
BA – Sociology, double minor in Psychology/Political Science
GPA 3.87
15 credits towards MBA degree - AIC - (1974)
GPA 3.95
**[“Who’s Who Among Students” winner, Ivy Orator, Varsity golf, Student Government officer, Dean’s List, Model Congress Chairman.]
References: Available upon request.
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