Professional Life

Sales, Marketing and Business Development Executive

25+ years of aggressive business leadership in both entrepreneurial start-ups and Fortune 500 global businesses operating in highly competitive environments. Primary experience in medical devices industry.

Professional Experience

Zimmer

Worldwide leader in musculoskeletal health care for over 80 years with over $4 billion in worldwide revenue based in Warsaw, Indiana

Vice President of Sales and Marketing, Zimmer Biologics (2012)

 

Thompson Cain Consulting

Founded consulting firm, solicited clients and completed projects while restricted from full-time employment inspecific markets due to non-compete clauses in employment agreements. Major Engagements and Projects (2004 – 2012)

  •  Engaged by investment banking firm to serve as Senior Vice President, Sales and Marketing for portfolio technology company involved in development of software and related services for manufacturers and distributors of medical devices. Developed new business plan, formulated marketing and sales strategy, and implemented tactics to reinvigorate stagnant company and drive double-digit growth rate within 6 months. (2007 – 2008)
  •  Engaged by start-up biotechnology company involved in commercializing hydrogel sealant technology for neurosurgery. Performed market research study and developed international distribution strategy/tactics. Company was subsequently acquired by prominent medical devices multinational. (2006)
  •  Partnered with private investors to acquire, finance, lease, and manage commercial and residential real estate properties with value in excess of $5M. Obtained financing, hired property management/maintenance staff, identified suitable occupants, executed leases. Raised average lease rates from $15/sq.ft. to $20/sq.ft. and increased occupancy rates from 55% to 85%. (2004 – 2008)

Spectranetics Corporation $100M manufacturer and marketer of catheter-based interventional cardiology devices for coronary and peripheral endovascular applications. Proprietary technologies include catheter-based excimer laser atherectomy and mechanical thrombectomy devices. Based in Colorado Springs, Colorado.

Vice President of Marketing for Vascular Interventions (2009)

  • Recruited by General Manager to rebuild and reinvigorate a marketing department disrupted by FDA and DOJ investigations in 2008-2009, and develop a competent department capable of all core marketing and product management functions.
  • Managed staff of 6 in marketing and product management with $60M in VI revenue and $3M operating budget.
  • Led corporate initiative to develop mission, strategic plan and product road map. Developed and implemented new marketing plan and strategy incorporating rapid product development, effective product launches, reimbursement protection, clinical research, expansion of indications, global marketing integration, sales support and education, KOL development, and direct-to-patient public relations outreach.
  • Integrated product managers into R&D for seamless transition from product development to launch.
  • Developed controlled launch SOP to evaluate customer acceptance of new products before full-market launch.
  • Launched 5 new products in US, and 2 new products in EU, almost doubling existing product portfolio.
  • Instituted efficiency initiatives to cut costs, including digital distribution of sales collateral and clinical data, web-based market research surveys, electronic CRM/MI systems, and consolidation of agencies and vendors.
  • Programs resulted in 2009 VI revenue growth of 9%, while maintaining gross margin of 71% in difficult economic climate.

Osteotech Inc.

$100M biotechnology and biomaterials company producing allograft tissue-based implants primarily used in orthopaedic and spinal surgery. Based in Eatontown, NJ.

Senior Director, National Sales (2004)

  • Led national sales team as company shifted strategic direction to osteobiologics focus.
  • Managed staff of 24 in sales, professional education, sales planning and national accounts with $30M operating budget.
  • Also managed field sales organization consisting of independent sales agencies (40), distributors (5) and sales representatives (200+).
  • Developed new strategy to focus sales force and distributors on key account conversion/solidification.
  •  Recruited and trained new distributors and sales specialists to replace 30% of existing network.
  • Developed new compensation, promotional, motivational, and educational programs to gain distributor focus and loyalty.
  • Reversed previous downward sales trends and established competitive foothold vs. larger orthopaedics companies.
  • Grew annual revenue 15% in 9 months to reach $80M run rate. Achieved 10% increase in profit margin. Senior Director, Sales and Marketing for Traditional Allograft Products (2003 – 2004)
  • Took initiative to exploit market opportunity for by-products of engineered spinal graft production.
  • Developed strategy to market and distribute new branded product line for multiple orthopaedic applications in the highly competitive market for undifferentiated allografts, while concurrently increasing sales of Grafton® Demineralized Bone Matrix.
  • Built and managed a marketing and sales team of 10 to execute strategy.  Delivered 3-fold increase in sales from 2003-2004 and exceeded profit targets in all product groups. 2004 sales were $3M against forecast of $1M. Senior Director, Client Services (2000 – 2003)
  • Created and led new client services organization with staff of 20 in Marketing, Client Management, Technical Services and Quality Assurance with $5M operating budget.
  •  Developed and executed sales, marketing and PR strategy to position company as viable partner to tissue recovery organizations.
  • Increased sourcing contracts from 3 to 12 and tissue supply lots from 2,800 to 4,650, allowing Osteotech to gain complete control over direct marketing/distribution channel for first time in company’s history.
  • Leveraged supply surplus to drive sales of Osteotech branded products from $50M in 2000 to $75M in 2003. Director of Corporate Accounts (1999 – 2000)
  • Managed all aspects of company-client business relationships, including strategic planning, marketing, sales, product development, operations, quality, regulatory and legal.
  • Developed partnership agreement with competitive manufacturer/distributor to provide Osteotech with exclusive sales/distribution rights for additional proprietary products.
  • New products contributed 50% of company revenue and 60% of profit in 2003.

ANZ Surgical Pty. Ltd.

Entrepreneurial venture to develop and deliver innovative, cost-effective laparoscopic surgical devices to the Asia- Pacific market by adapting existing reusable device technology for disposable applications. Based in Sydney, Australia.

Founder and General Manager (1994 – 1999)

  • Launched new business by raising $3.5M in private equity seed capital.
  • Led business planning, capitalization, organizational development and staffing.
  • Negotiated and secured contract manufacturing in China.
  • Obtained product importation licenses and brought to market 15 new products.  Established strong relationships among influential physicians to gain product placement at prestigious accounts.
  • By 3rd year business was generating $1M+ in annual revenue at 20%+ operating margins.
  • Change in reimbursement law forced closure of company. Sold assets and fully reimbursed shareholders upon exiting the market.

Johnson & Johnson Ethicon Endo-Surgery Inc. (1991 – 1994)

$2B global leader in medical devices and tissue repair products for minimally invasive and laparoscopic applications across multiple surgical specialties. Based in Cincinnati, Ohio.

Manager, Divisional Sales for South Florida and Puerto Rico (1993 – 1994)

  • Planned and executed the turnaround of US sales division while preparing for next international assignment.
  • Realigned staff, territories, compensation and market focus for team of 5 sales representatives in order to capture contracts with major hospitals and GPOs.  Doubled revenue to $5M, increased market share by 15%, and restored profitability after 5 years of losses.
  • Market share and revenue losses forced the dominant competitive distributor to withdraw from South Florida market.

President (Shacho), Ethicon Endo-Surgery Japan (1992 – 1993)

  •  Established and led new $20M operating company in Japan with responsibility for general management and P&L.
  • Recruited and managed staff of 120 in Sales, Marketing Professional Education and Administration, and led team through new business plan development and operational start-up.
  • Developed innovative new business model which challenged traditional SOP for J&J Japan. New model included JIT supply chain improvements, rapid product launch logistics, distribution and marketing alliances, aggressive compensation incentives and targeted marketing programs.
  • Quickly improved top-line using unconventional compensation incentives and targeted marketing programs to launch and promote 6 major new products.  Dramatically improved bottom-line through aggressive cost containment, cutting operating expenses 20% and reducing finished goods inventory 50%.
  • Exceeded key performance targets by 30%. Increased revenue 64% to $21M, and gained 7 points of market share. Surpassed Q4 forecasts in targeted products by 50% and net income goals by 37%.
  • Turned over leadership to pre-appointed successor with company well-positioned for future growth. Director, Endo-Surgery Procedure Marketing for Australia and New Zealand (1991 – 1992)
  • Established and led new $10M, 40-employee endosurgery division in Australia.
  • Recruited and managed senior management team in marketing and professional education.
  •  Personally managed product marketing for key laparoscopic specialties of colorectal, thoracic, urology and gynecology.
  • Led cross-function team working with McKinsey & Company to create 5-year strategic and 3-year tactical business plans focused on building market share through effective product launches, increased sales presence and productivity, and customer education/loyalty programs.
  • Trained 1,200+ surgeons in new MIS techniques to effectively launch 15+/- new product codes per month.
  • Achieved rapid growth and market share gains at the expense of entrenched, dominant competitor.
  • Tripled revenue to ~$11M and increased market share from 8% to 28%. Attained aggressive net income forecast.
  • Generated highest growth rate among all J&J subsidiaries, and positioned the division to deliver 50%+ revenue growth in 1993.

Johnson & Johnson Ethicon Inc

. $2B global leader in wound-healing and tissue fixation products, and J&J’s highest profit and revenue-generating medical device company. Based in Somerville, New Jersey.

Product Director (1991)

  • Responsible for product development project transforming “shelved” bioresorbable polymer technology into commercially viable tissue fastener designed for laparoscopic hysterectomy.
  • Led 12-person cross-functional team with $20M budget. Performed all marketing functions for team.
  • Developed marketing, sales, manufacturing and regulatory strategies to migrate the technology into J&J’s core product offering globally.

Manager, International Marketing (1988 – 1991)

  • Developed and led global sales, marketing, clinical research, professional education and physician development programs focused on surgical stapling and laparoscopic devices.
  • Programs educated and influenced 200+ sales representatives and 300+ leading physicians in 30+ countries.
  • Provided marketing support for independent J&J operating subsidiaries worldwide, with focus on Japan, Asia-Pacific and emerging markets in Latin America, Europe and Africa.
  • Developed marketing plan for global launch of new disposable trocar product line for laparoscopic access. Revenue for launch exceeded $75M in first year.
  • Drove total international sales from $30M to $250M, achieving revenue parity with US and increasing international market share 30% faster than US.
  • Delivered double-digit revenue and profit growth in strategically important Japanese market

Additional Positions (1980 – 1988)

  •  Manager, Sales Training for Ethicon Inc. (1986 – 1988)
  • Field Sales Trainer for Ethicon Inc. (1985 – 1986)
  • Senior Sales Representative for Ethicon Inc. (1984 – 1985)
  • Sales Representative for Ethicon Inc. (1983 – 1984)
  • Sales Representative for Milliken & Company (1980 – 1982)

Education

University of Delaware Bachelor of Arts Degree in Biological Sciences (1980)

Academic honors included Dean’s List, Mortar Board National Honor Society, Who’s Who in American Universities.