Experience

Fidelis Sustainability Distribution LLC

• United States
• Hospitals and Health Care
• 1 - 100 Employee

• President & GM

  • Feb 2021 - Present

• VP, Sales & Marketing

  • Jan 2013 - Feb 2021

  Cofounded an exclusive government distributorship. Responsible for developing and implementing new sales channels with disruptive marketing strategy within the Med-Tech industry. Monitor and analyze sales trends and marketing activity against company growth targets. Negotiate, implement, and manage national contract opportunities with manufacturing partners and government customers.* In 2022, expanded NX contract to include non-invasive liver diagnostic imaging device (FibroScan) valued at $15M and eclipsed $20M in sales* In 2021, expanded ECAT to include Med-Surg products (cardiothoracic implants).* In 2020, awarded our NX contract valued at $6.6M, expanded products on our FSS 65IIA contract by 1,400 products, and were awarded our ECAT contract valued at $45M.* In 2019, awarded our Federal Supply Schedule contract 65IIA Medical Equipment valued at $5M* In 2018, generated $16M+ government sales, our 5th year of business* In 2017, awarded a direct sole-source $47M IDIQ, 5 year VA SAC contract * In 2016, awarded a direct sole-course $1.7M Equipment Bulk Buy in VISN 6* In 2015, awarded a direct sole-source $4.5M DoD World Wide Blanket Purchase to all the Army Medical Facilities * Highlighted as one of the top SDVOSB/ SB 2018 contractors in 2018 by the VA SAC team on their presentation at the 2017 National Veterans Small Business Engagement* Daily management of Wide Range of Government Customers: VA, DoD, CDC, BoIA, etc. * Created our own customized ERP software system Show less



NuVasive

• United States
• Medical Device
• 700 & Above Employee

• Sr. Group Manager

  • Sep 2012 - Feb 2018

  Responsible for growing the Anterior Lumbar Interbody Fusion (ALIF) business by managing the marketing and product development efforts for existing and new strategic growth opportunities. * Drove +90% revenue growth in 4.5 years by uncovering unmet clinical needs and developing disruptive product / procedural launches while managing existing business requirements. * Received the 2016 “Innovation Award” for ALIF ACR and BASE * Launched – 2017 Lateral ALIF * Launched - 2016 BASE Interfixated Ti, Disc Prep Ins, Buttress Plate * On site for BASE launch Australia (April ’17) * Launched - 2014 ALIF ACR; First 20°, 30° lordotic interfixated implant for restoring spinal alignment * Reestablished messaging behind legacy lines * Brigade Standalone, Dual Chamber allograft, Brigade ALIF Plate * Managed and mentored direct reports in fundamentals of medical product marketing * Assist in new line extensions / trimming, forecasts, budgeting, pricing strategies, sales support, manufacturing, and operations. * Entered the organization in a promoted role Show less



Medtronic Spine & Biologics

• Medical Device
• 100 - 200 Employee

• Biologic Sales Representative

  • Jun 2005 - Jul 2012

  Responsible for sales revenue of biologic material (bone grafting) for ortho/neuro spine, general/specialized orthopedic surgeons, and craniofacial surgeon in San Diego County. Primary objectives included monthly, quarterly, yearly sales-to-quota, hospital staff and physician in-servicing, perioperative planning, and weekly/quarterly reporting. Accomplishments: * Achieved first year sales growth of 19% over prior year without new indications for use. * Exceeded first year sales quota. * Grown territory in focus area products year over year for 5 consecutive years. * Highest % growth in FY10 for the southwest region * Finished Q4 FY12 #1 overall ranking, including highest % growth over Q3 for focus area products. * Enrolled 30+ of local thought leading surgeons in educational courses * Facilitated deeper understanding of depth and breadth of product mix. * Organized and coordinated multiple surgeon education programs for local orthopaedic trauma and oral & maxillofacial surgeons, featuring surgeon speakers highlighting features and benefits of our products. Show less



Medtronic Spinal & Biologics

• Medical Equipment Manufacturing
• 100 - 200 Employee

• Product Manager

  • Mar 2004 - Jun 2005

  Developed a second-generation tubular retractor system for minimally invasive spine surgery while managing existing product line. Primary objectives included defining new project direction, key surgeon / faculty development, sales support and training, and all aspects of new product launches. Accomplishments: * Grew existing product line 14% by managing new line extensions / trimming, forecasts, pricing strategies, marketing media support, manufacturing, and operations. * Moderated focus group meetings for 40+ opinion leading surgeons to evaluate redesign efforts and managed expectations throughout development phase, including clinical evaluations. * Created product ownership within a large surgeon group to better enable future upgrades * Created a business plan that included adherence to project timeline, objectives, cost/revenue projections, and a comprehensive upgrade program for existing accounts. Show less



MAST Biosurgery

• United States
• Medical Equipment Manufacturing
• 1 - 100 Employee

• Product Manager

  • Jun 2002 - Feb 2004

  Developed and managed the marketing support and product development efforts for a new business unit that penetrated both the domestic and international adhesion barrier markets. Primary objectives included the completion of product development, marketing material, and all aspects of new product launches. Accomplishments: * Managed product development effort that adhered to a comprehensive design control process beginning with project initiation and ending with the DHF transferred to production * Developed a marketing campaign designed not only for the promotion of SurgiWrap Bioresorbable Adhesion Barrier Film, but also to create a brand awareness for MacroPore Biosurgery including literature, advertising, and tradeshow presence * Developed and managed competitive intelligence files of key players in the adhesion barrier market and trained domestic and international sales personnel on strategic selling points * Communicated market needs from the operating room to the Research & Technology group to assisting in the development of next generation products * Achieved first year sales of $1 million * This product line was limited to non-specific 510K clearance * There were no clinical or pre-clinical results, publications, or white papers * No specific applications for advertising * Field sales team had no prior sales Show less



MacroPore Biosurgery

• United States
• Biotechnology Research

• Product Manager

  • Dec 1999 - Jun 2002

  Developed and managed the marketing/sales support for a global craniomaxillofacial and neurosurgical bone fixation product line. Primary objectives included the development of new products and line extensions focused on bone healing. Position required the observation of surgical procedures and subsequent relay of information to R&D, sales, and engineering. Accomplishments: * Developed strategic plan for and launched the Mandibular Fracture Fixation (MX) System * The world's first bioresorbable plating system cleared to treat mandibular fractures * Managed product portfolio of over 500 products valued at $21 million * Created a comprehensive 25-page product catalog that integrated all five implant systems, instrument to implant color-coded flow charts, and surgical technique * Trained and educated approximately 65 sales reps on the key selling points and technical aspects of implant systems designed for Pediatric Craniofacial, Plastic and Reconstructive, ENT, Neuro, and * Oral and Maxillofacial surgeons * Entire CMF & Neuro product line was sold to our distribution partner at 7x earnings * Part of the transition team that led marketing transfer Show less