Medical Device Sales Expert Witness

VICE PRESIDENT OF SALES

Turns Teams & Programs Around, Propels Mutual Growth, & Secures Notable Channel Partnerships
Customer-centric sales executive who delivers award-winning results both as an individual contributor and team leader, quadrupling sales quickly for a high-profile organization and delivering record-breaking results for Fortune 500s in the healthcare space. Thought leader in devising data-driven sales, business development, and GTM plans and forming trust quickly with executive decision makers, promoting disruptive SaaS technical solutions and closing on multi-million-dollar deals. Dedicated people manager when hiring and developing top talent and turning teams around to achieve unprecedented results.

CORE COMPETENCIES

Strategic Sales Planning | Business Development | Regional & Global Territory Growth | People Management
P&L Budgeting | C-suite Engagement | Negotiations | Consultative & Solutions-Selling | SaaS Implementation

PROFESSIONAL EXPERIENCE

Axon Ivy | Exton, PA
Vice President of Strategic Accounts, Healthcare & Lifesciences 09/2023 – Present:
Selling Software and Professional Services. Appointed to build data-driven business development and sales strategies to propel growth across the US region, promoting SaaS product lines in the healthcare and life sciences verticals, generating $100M in sales annually. Form trust with C-suite at high-profile customer accounts, present compelling sales pitches promoting disruptive innovation, and negotiate win-win agreements. Manage and develop top-performing team of 8 client executives, 3 managers, and 30 second-line representatives. Prepare and present progress/results to the management team. Hold budgeting and P&L responsibility.

• Delivered 5% organic growth (FY23) after joining the team in Q3 and rolling out a detailed new sales process.
• Built portfolio of high-net-worth accounts, forming and managing agreements with Cigna, LabCorp, Common Spirit, Ascension, Cardinal Health, and more.

 

Thermo Fisher Scientific | USA
Commercial Director of the US, Canada & LATAM 05/2021 – 09/2023
Grew US, Canadian, and LATAM regions managing sales cycle, channel partnerships, and distribution programs selling game-changing laboratory automation imaging software in life science and material science space, generating upwards of $44M annually. Drove microscopy image analysis SaaS based platform with professional services. Devised targeted Go-to-Market (GTM) initiatives and sales plans. Managed high-ranking sales force of 6 professionals working across the US responsible for entire sales cycle from lead generation and relationship building to compelling sales pitches and close. Presented data-driven analysis and forecasting and controlled budgets.

• Grew business from $27M in 2021 to $44M in just 2 years by spearheading the launch of a new professional services business and a transition from perpetual to a SaaS framework.
• Rebuilt the sales team from the ground up by leveraging a long-term network of connections to pinpoint and recruit top sales talent that quickly propelled results to a top year.
• Outpaced on goals annually at 122% (2022) and 102% (2021), growing high-profile accounts such as Pfizer, Eli Lilly, Regeneron, BMS, Vertex, and Amgen. Won Circle of Excellence Award by surpassing goals.

Elsevier Clinical Solutions | Eastern USA
Director of Strategic Accounts 06/2017 – 05/2021
Promoted from individual contributor to sales leader in under a year to direct a talented team of 50 across 5 sales divisions with second-line responsibility for sales executives. Worked closely with C-suite in setting the vision for generating new sales growth, solidifying large agreements with notable healthcare providers and payors division. Promoted Epic and Cerner cloud technology, serving as the point of contact to executive team and key decision makers within the healthcare industry.

• Closed on the largest deals in the history of the company with Common Spirit.
• Lifted average deal revenue from $50K to $350K, negotiating and closing on sales agreements exceeding $5M.
• Amplified contract expansions by building a new strategy promoting evidence-based clinical oncology decision support and population health solutions, employing upselling and consultative sales approaches.
• Ranked #1 nationwide with entire team overachieving plan (2020), #2 nationwide with the entire team hitting plan (2019), #1 nationwide (2018), and #2 nationwide (2017).
• Received President’s Club Award 3x, reaching 166% (2020), 201% (2019), 214% (2018), and 164% (2017).

Becton Dickinson | Philadelphia, PA
Strategic Sales Executive 05/2011 – 06/2017
Built 6-state territory, managing end-to-end sales cycle while navigating complex health systems in competitive capital sales landscape. Secured multi-million-dollar agreements for medication management, infusion pumps, and surgical supply cabinet product lines. Fostered strong working relationships quickly with C-suite decision makers, demonstrating a deep commitment to customer success and a broad knowledge of products and service delivery.

• Solidified large hospital conversion of Medstar, an MD/DC-based hospital system, negotiating $35M medication management solution featuring both Alaris and Pyxis products.
• Signed the first new Master License Agreement in 20 years with NYCHHC, leading to an expansion of additional software and equipment across the health system, including an agreement for Riker’s Island, impacting 340B customers.
• Locked in a deal with UMMS, the region’s largest Pyxis health system spanning 8 hospitals and numerous others such as Medstar, NYCHHC, Bon Secours, Jefferson, Shady Grove Adventist, Johns Hopkins, and Main Line Health.
• Praised as #1 company-wide and winner of the Rising Star and President’s Club Awards (2016); #1 in Northeast (2015); #1 nationwide and President’s Club Award (2013); and #4 nationwide for growing territory 20% (2012).
• Exceeded goal 185% (2016); 133% (2015); 100% (2014); 142% (2013; and 110% (2012).

  Medtronic | Philadelphia, PA
  Operating Room Sales 07/2008 – 12/2010
  Complete territory turnaround with 121% growth over target in the first 2 quarters by selling newly launched portfolio items. Drove strategy on high value deals and cross sales.

• IDN Win: Captured $675K sale for the region’s first IDN wide purchasing agreement for a system wide upgrade and conversion of a new cardiology product.
• Million Dollar Club: first to 1M dollar mark on new product sales launch
• Exceeded goal 106% Presidents Club(2010); 100% (2009); 102% (2008).

EDUCATION

• Master of Business Administration (MBA), Accounting
  University of Phoenix | 2002-2004
• Bachelor of Science (BS), Pre-Law
  Penn State University | University Park, PA 1994-1998

CERTIFICATIONS | PROFESSIONAL DEVELOPMENT

• Certification: ProSci Change Management Certification
• Sales Training: Franklin Covey, Sprint Selling, Miller Heiman