Medical Sales Representative
Resume:
KEITH M. BRIGHT
*** *** ** **, **** #* Atlanta, GA 30308
Phone 770-***-****
*********@*******.***
OBJECTIVE MEDICAL SALES PROFESSIONAL
Accomplished sales professional who is currently selling a medical/surgical device and peripherals for a curative procedure performed in an operating room setting. Expert in clinical presentations, relationship building, direct sales, and reimbursement. Experienced in selling to specialty physicians, hospitals, reference laboratories, teaching institutions, and VA/DoD accounts. Also experienced in negotiating contracts with Key Hospital personnel (C-Suite level, Material Managers, and Purchasing Departments). Demonstrated achievements in:
Key Account Relationship Management
Strategic Sales and Market Planning
Competitive New Product Launch
Diagnostic equipment and Lab test Sales Sales Training and Development
Large Territory Management
Implant and Surgical Training
Key Objective: To become an important part of a growth-oriented company where advancement is based upon performance and achievement.
EXPERIENCE Galil Medical, Plymouth Meeting, PA 10/2007 - Present
CRYOTHERAPY SPECIALIST (Medical Device/OR Sales)
Aggressively detailed and sold a renal and prostate cancer treatment to urologists, interventional radiologists, hospitals, OR staff, C-Level personnel, and patients. Responsibilities include selling this modality as a first-line treatment versus radical (open and robotic) prostatectomy, radiation treatment options, partial nephrectomies, and HIFU, and also as a salvage treatment. Responsibilities also include overseeing the operation of the equipment throughout procedures, along with guiding the physician (and staff) with effective treatment protocol, and decision-making that ensured patient safety, minimized morbidity to created successful outcomes. Completed contract negotiations with hospital personnel (CEOs, CFOs, attorneys, CNORs, Materials Managers, Purchasing Departments) and ambulatory surgery centers.
Accomplishments:
209% increase in the number of physicians offering cryoablation (23 new physicians added). *Prior to taking over the territory, there were ONLY 11 physicians offering cryoablation. (Currently there are 33 physician offering cryoablation as a treatment).
15 newly trained physicians.
8 physician conversions (from the competitor’s product).
11 new physicians have agreed to attend a training course to begin offering cryoablation.
*(No courses available to-date).
Successfully negotiated 9 new hospital contracts; 2 surgery center contracts.
Received recognition and awards for sales accomplishments and goal achievement.
Completed all operating room requirements. (RepTrax, Status Blue, VendorMate)
Revitalized the Georgia territory with a strategic routing schedule, aggressive action plans for each account, a belief in the product, and a conviction that my day-to-day activities would make a difference in a patient’s life.
.
Family Leave, Virginia Beach, VA 11/2006 – 8/2007
Assisted family in providing and finding care for recently paralyzed family member (mother).
Researched second opinions, additional surgical options, enrollment in clinical trials,
stem cell protocols, rehabilitation facilities, etc.
Oversaw the modifications, adjustments, and additions needed for the living space, and coordinated purchased needs (beds, transportation, chairs, lifts, etc.).
Cytyc Corporation, Marlborough, MA 8/2005 – 10/2006
*(2-year sales contract with Cytyc through inVentiv Health contract sales. Contract ended with the announced acquisition of Cytyc Corporation by Hologics, Inc.)
PROFESSIONAL MEDICAL REPRESENTATIVE (CYTYC Corporation)
Achieved the company’s and personal goals in selling the company’s diagnostic test for cancer detection along with its state-of-the-art IGP (image-guided technology), and introduced Novasure (bipolar endometrial ablation surgical product) to territory accounts, which included gynecologist, gynecologic oncologist, clinical reference labs, and teaching institutions
Accomplishments:
Captured and converted 16 of 18 accounts that were lost to a competitive product, gaining 94% marketshare in the gynecology market.
Increased IGP usage from 44.7% to 73. 9% within territory.
117% goal accomplishment for Q1 2006.
128% goal accomplishment for Q2 2006.
123% goal accomplishment for Q3 2006.
105% goal accomplishments for Q4 2006
President’s Club territory for 2006
Valera, Inc., Cranbury, NJ 10/2004 – 6/2005
PRODUCT SPECIALIST
Part of the start-up company’s first sales force that launched and sold a new implant product for the palliative treatment of prostate cancer, covering the states of Georgia, South Carolina, and Alabama. Trained physicians and surgical staff on the implantation procedure and taught the proper reimbursement procedural and surgical coding for insurance claims submissions (and denials). Sold product directly to physicians, teaching institutions, and hospitals.
Accomplishments:
Goal accomplishment > 100% from January through May 2005. (goals based on selling through of allotted units).
Successful in selling the most expensive product* in a highly competitive, overcrowded marketplace without Medicare reimbursement in South Carolina and Alabama. Product sales are dependent upon the ability to collect reimbursement.
o * ($3,000/per implant).
Successful in selling to private practice physicians, teaching institutions, and capturing business from the market leaders.
TAP Pharmaceuticals, Inc. Lake Forest, IL 3/1992 – 10/2004
SENIOR SPECIALTY SALES REPRESENTATIVE
12-year track record of successfully selling injectibles for the palliative treatment of prostate cancer and injectibles for treating gynecologic disorders directly to physician offices, managed care organizations, hospital pharmacies, teaching institutions, VA hospitals, and long-term care facilities. Assisted physicians during surgery in identifying diseases and abnormalities. Launched new products in urology, gynecology, gastroenterology (Prevacid), radiation and hematology oncology.
Accomplishments:
2002-2003 Excalibur Guild Award Winner (President’s Club).
2002-2003 Key West Trip Winner (Regional Award).
2002-2003 Achieved and maintained over 92% marketshare in territory while working within an environment of pricing and reimbursement disadvantages that were offered by competitive products (excluding VA hospital/DoD national contract ).
2002 –Winner’s Circle Award*, Level 2 (14-carat gold ring with sapphire stone)
o (*Winner’s Circle Award , Level 2 equals 48 quarters of goal accomplishment of 100% or greater.)
2002 – Promotion to Senior Specialty Sales Representative.
2001-2003 District Computer Trainer.
2000-2001 Excalibur Guild Award Winner (President’s Club).
2000 – Promotion to Specialty Sales Representative.
1998 – 2000 District Trainer.
1998 – Winner’s Circle Award, Level 1 ( 14-carat gold ring award for 24 quarters of goal accomplishment of 100% or greater).
1996 – 1998 Prevacid Launch Team (Top 50 reps)
1992-1998 Ranked in Top 20 nationally in dollar sales in urology (#13/300+ representatives).
1995-1996 District Trainer.
1994-1995 Ranked #3/343 nationally in MetroGel-Vaginal sales.
1992-1993 *Saiyushu Award Winner. (Award for representative with the best combined rankings for all products sold. One winner per district nationally.)
TAP Pharmaceuticals, Lake Forest, IL
Senior Specialty Sales Representative 2002-2004, Atlanta, GA
Specialty Sales Representative 1998-2002, Atlanta, GA
Sales Representative 1992-1997, Gainesville, FL
EDUCATION CYTYC Corporation Sales Training Programs.
TAP Pharmaceutical Sales Training Programs.
• Advanced Sales Training Programs 1-4.
• Executive Presentation Skills.
• Clinical Presentation Skills.
• Professional Selling Skills (Multilayered Questions/Probes).
• Personality Assessments (I & II).
University of South Carolina, Columbia, South Carolina
• B.A., Economics
• University of South Carolina Basketball
INTEREST Tennis, Golf, Basketball, Small business development, Guitar
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