Sales Manager

DIRECTOR OF INTERNATIONAL SALES

SURGICAL DIAGNOSTIC NON-INVASIVE

PROFILE

A seasoned professional and effectual leader with a proven ability to exceed sales goals:

•Proficient in ophthalmology, OBGYN, dermatology, laser surgical devices and procedures.

•Highly effective leader with track record of continuous success driving sales and profitability growth in both domestic and international markets.

•Extensive international sales and business development experience through the creation of new sales channels.

•Trusted long-term relationships with key global distributors.

EMPLOYMENT

2013 - Present

Independent International Sales Consultant, FMSI

Consultant for U.S. companies manufacturing implantable device products for human and veterinary procedures. Develop, direct, manage and support existing international distributor networks, establish new channels of distribution in emerging countries, and support distributors at international trade shows and conduct product training.

2010 – 2012

Director of International Sales, Ophthalmic Imaging Systems

Established a network of 22 distribution points for the OIS EyeScan™ and OIS Symphony™ product line, including countries such as India, Russia, Saudi Arabia, as well as other Asian, Central American and South American countries. Introduced OIS at major trade shows including American Academy of Ophthalmology, American Society of Cataract and Refractive Surgeons, American Society of Retina Specialists, Macula Society, Retina Society.

•Directed the placement of the EMR System valued at $500K at Cleveland Clinic in Abu Dhabi (UEA), and ten EMR sites at the Social Security Eye Hospital in Singapore valued at $350K.

•Expanded market share in India through distributor signing initial $300K contract for 20 Funduis cameras (EyeScan).

2002 – 2010

Director of International Sales, Clarity Medical Systems

Directed sales and marketing for European and Middle Eastern, South and Central American network by adding new distribution channels with a company sales target of $8.9 million. In first quarter 2008 exceeded 150% of $5M sales quota. In 2007, achieved 200% of quota in 2007 which contributed to 70% of total company sales. Implemented new sales strategies for the retinal imaging field which resulted in the dramatic increase of sales achieved. Achieved 150% of quota in 2006, and doubled international sales in 2006 to $2.5M from $1.25M in 2005. Increased unit sales by 300% in the first two quarters of 2004; finished 2004 at 110% of quota.

•Established a new distribution channel in Peoples Republic of China, Taiwan, and Indonesia that resulted in 25 RetCam sales for China and Taiwan. Cemented very positive relationship with the top distributor in the region. Broke company’s sales record in second year selling $1.2 - $1.5 Million in revenue each year.

•Established sales network in Spain, replaced a non-optimum distributor in the UK, and set up an effective distributor in Germany.

•Expanded customer base resulting from early successes with key thought leaders within the pediatric neonatology, ophthalmology and retinal surgery markets.

2001 – 2002

Director of International Sales & Marketing, Medtronic/Xomed/Solan

Solan acquired Mentor Ophthalmic Division. Transferred to Solan in Jacksonville, Florida and assumed same responsibilities held at Mentor without loss of seniority. Solan acquired the Mentor Posterior Segment products and retained the same distribution partners. First year 2001 increased global sales by 25% from previous year and achieved 35% in 2002.

1995 – 2000

Director of International Sales,Mentor Corporation

Directed sales and marketing operations for network of 45 distributors in 30 countries. Administered $200K departmental expense budget. Increased sales by $2M to $12M between1995 and 2000 while consistently containing expenses. Conducted comprehensive analyses and market reviews contributing significantly to sales growth and product positioning; tailored individualized marketing programs for numerous countries worldwide. Created a program sponsoring international seminars and trade shows spotlighting surgeons’ expertise; cultivated and developed product champions worldwide. Participated in international congresses, conventions, and workshops. Organized semi-annual sales and product training for international distributors. Initiated and supervised distributors’ minimum yearly contract commitment.

•Successfully introduced a new line of foldable, implantable lenses for cataract surgery and contributed to the European CE mark.

1991 – 1995

International Sales Manager, Surgin, Inc.

•Established network of worldwide ophthalmic distributors.

•Introduced new lines of surgical and disposable ophthalmic obstetrical/gynecological and endoscopic products totaling $100K sales the first year, $200K the second, $490K the third.

•Penetrated the Japanese market after extensive negotiation and established two exclusive distributorships and a European network of ophthalmic, surgical, endoscopic distributors.

1988 – 1991

Independent Manufacturing Representative/Consultant

Sharplan(lasers)/Trimedyne(cardiology)/Wisap(endoscopy)/Summit(XimerLaser)

•Introduced new lines of surgical and disposable ophthalmic obstetrical/gynecological and endoscopic products and grew sales to $490K by 1991.

1985 – 1988

Domestic/International Sales Manager, HGM, Inc.

•Managed 12 domestic and 16 international networks of dealers in surgical and ophthalmic lasers, obstetrical, general surgery, and dermatology.

•Achieved 300% quota over 3-year period.

•Rekindled Japanese market and generated $2 million dollar contract with Japanese dealer the first year.

1979 – 1985

Domestic/International Sales Manager, Cavitron/Cooper Vision Surgical

•Relocated to Brussels, Belgium and established European office and international network of 19 independent ophthalmic dealers.

•Surpassed sales quotas annually by 25-30% and received numerous recognition awards, trips and bonuses.

•Introduced Dr. Kelman Phaco Emulsification device for cataract surgery in the European ophthalmic community.

EDUCATION

Bachelor of History & Literature & Coursework in Law, La Sapienza Università di Roma, Rome, Italy.

Bachelor of English (BA), University of Utah, Salt Lake City, Utah

LANGUAGES

English, French, Italian, Spanish

Willing to Relocate

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