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Anonymous
Clinical Product Specialist, Owens & Minor - Hospital Sales
New Jersey
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71 INTERNATIONAL DRIVE SOUTH # 232 BUDD LAKE, NJ 07828-4400 908-333-7500 michaelpuppo4@gmail.com
MEDICAL SALES PROFESSIONAL
RESULTS DRIVEN * HOSPITAL ACCOUNT MANAGEMENT * BUSINESS AND MARKET DEVELOPMENT
A highly motivated sales professional with a strong 24 years of record-setting Medical Device sales roles. Team-oriented contributor with strong interpersonal skills and the ability to manage numerous hospital accounts, negotiate with various departments and identify new business development opportunities. Works effectively within internal and customer organizations. Results-driven and consistently exceeds sales plan and is recognized as a top performer. Highly effective written and verbal communication, presentation and negotiation skills.
Key strengths and competencies
• Consistently meets and exceeds sales plan
• Identifies and grows market share through innovative strategies
• Skilled relationship builder and collaborator
• Effective manager of company resources
• Cross functional account penetration
• Identified as a top sales performer every year of my career
PROFESSIONAL EXPERIENCE
3M HEALTHCARE – MEDICAL SOLUTIONS DIVISION
SENIOR ACCOUNT MANAGER, ACUTE PATIENT CARE – NYC/NORTHERN NJ
NOVEMBER, 2013 – PRESENT
Responsible for managing a sales territory of vascular solutions and wound care products. Call points include: Nursing Education, Infection Prevention Clinicians, Epidemiologists, Oncologists and WOCN’s Product solutions include: 3M Tegaderm IV Transparent Dressings, CUROS Disinfectant Port Protectors, 3M Medical Adhesive Tapes, 3M Tegaderm Skin & Wound Care Products, Coban2 Compression Therapy. Call points include: Vascular access, Nursing Education, Infection Control, WOCN, OR, ICU, Cath Lab, IR, Vascular Suite, C-Suite, Purchasing/Materials Management
• Territory growth from $4m to over $6m in less than 5 years
• 2019 Sales - $6.2m – 113% to forecast
• 2018 Sales - $6.0m – 104% to forecast
• Top 10% of all Acute Sales Account Managers – 2017, 2018, 2019
• President of the 3MTM New York/New Jersey Sales Leadership Council
CARDIOVASCULAR SYSTEMS, INC. (CSI) TERRITORY SALES REPRESENTATIVE– CENTRAL/NORTHERN NJ
FEBRUARY, 2012 – NOVEMBER, 2013
Responsible for managing a territory that sells an orbital atherectomy device called
STEALTH. Call points include: Interventional Cardiologists, Interventional Radiologists and Vascular Surgeons that treat peripheral arterial disease and critical limb ischemia.
• Expansion territory presently at 114% to plan.
•
Vascular closure device called MYNX and a radial compression band called BENGAL. Call points include Interventional Cardiologists, Interventional Radiologists, Neuroradiologists and Vascular Surgeons. Responsible for new account launches and product training.
• Quota buster award winner for 2011 at 106% to plan. Annual sales of $2.4 million.
• Territory ranked #2 of 65 territories for 2011 with sales of $573,000.
• Account launch team member for Mt. Sinai and Columbia Presbyterian. •
Ranked #25 out of 125 territories – Q2 and Q3, 2012.
ACCESS CLOSURE, INC. VASCULAR CLOSURE JANUARY, 2011 – FEBRUARY, 2012
Q1 2012 territory ranked #8 out of 65.
PLESSER’S APPLIANCES/PLESSER’S.COM SALES ASSOCIATE – BABYLON, NY SEPTEMBER, 2009 – JANUARY, 2011
Representing the direct business-to-business, telephone and on-line sales of home appliances and electronics nationwide. Responsible for working with consumers, home builders, interior designers and buying clubs throughout the United States for the sales of both residential and commercial kitchen appliances, as well as home electronics and custom home theatre systems.
• Top internet sales production with sales of $3,125,000.
• Trained and certified by all major home appliance brands.
FOX HOLLOW TECHNOLOGIES / EV3 (COVIDIEN CO.) TERRITORY MANAGER – SHREVEPORT, LA
SEPTEMBER, 2004 – SEPTEMBER, 2009
Represent a sales territory that sells a directional atherectomy device called SILVERHAWK. Additionally, representing a full line of Ev3 products including stents, balloons, embolic protection and guidewires. Call points include Interventional Cardiologists, Interventional Radiologists, General and Vascular Surgeons.
• Increased sales from $360,000 to over $1.2 million in 3 years.
• Created a new market for the procedure of Atherectomy.
• Ranked in the top 10% of 110 sales representatives – 2005, 2006, 2007
• Project Save-a-Limb Award Recipient for most limbs saved – 2006 and 2007.
• Million Dollar Club – 2006 •
Quota Buster Award Winner – 2005, 2006, 2007, 2008.
CORDIS ENDOVASCULAR (JOHNSON & JOHNSON CO.) SALES REPRESENTATIVE – SHREVEPORT, LA
JANUARY, 2003 – SEPTEMBER, 2004
Represent a sales territory that sells full line interventional products for the treatment of peripheral arterial disease such as stents, balloons, vena cava filters, catheters and guidewires. Call points include Interventional Cardiology, Interventional Radiology and Vascular Surgery.
Increased sales from $1.2 million to over $2.1 million in 1 year. Ranked in the top 10% of 100 sales representatives – 2003 and 2004. Quota Buster Award Winner – 2003 and 2004.
Summit Society (President’s Club) Member and 1st Runner-up Rookie of the Year – 2004.
WALTER LORENZ SURGICAL (BIOMET CO.) SALES REPRESENTATIVE – SHREVEPORT, LA
FEBRUARY, 2001 – JANUARY, 2003
Represent a sales territory that sells trauma and reconstructive titanium and bone replacement products to Oral Surgeons. Call points include Oral/Maxillofacial Surgery, Neurosurgery and ENT Surgery.
• Increased sales from $200,000 to over $525,000 in 1 year.
• Leveraged relationships in Oral Surgery and ENT Residency to use Lorenz
exclusively.
• Trained and in-serviced Asian Distributors in Bangkok, Thailand – 2002.
• Ranked #1 in territory growth of 75 territories and #8 of 75 in overall sales – 2002.
EBI MEDICAL SYSTEMS (BIOMET CO.) SALES ASSOCIATE – SHREVEPORT, LA OCTOBER, 1999 – FEBRUARY, 2001
Represent a sales territory that sells trauma and reconstructive products to Orthopedic and Spine Surgeons. Products include Bone Growth Stimulators, External Fixation, Spinal Fixation, Bracing Products and Casting Tape. Call points include Orthopedic, Spine and Neurosurgery.
Territory sales of $1.4 million.
• Increased sales from $500,000 to over $1.1 million in 1 year.
• Quota Buster Award Winner – 2000 and 2001.
• Launched the new Omega 21® Spinal Fixation System to spine surgeons.
EDUCATION
BACHELOR OF SCIENCE – MARKETING FASHION INSTITUTE OF TECHNOLOGY – NY MAY, 1987
•
•
•
•
INTERNATIONAL STUDENT EXCHANGE – LONDON, UK MAY, 1985
MEDICAL SALES PROFESSIONAL
RESULTS DRIVEN * HOSPITAL ACCOUNT MANAGEMENT * BUSINESS AND MARKET DEVELOPMENT
A highly motivated sales professional with a strong 24 years of record-setting Medical Device sales roles. Team-oriented contributor with strong interpersonal skills and the ability to manage numerous hospital accounts, negotiate with various departments and identify new business development opportunities. Works effectively within internal and customer organizations. Results-driven and consistently exceeds sales plan and is recognized as a top performer. Highly effective written and verbal communication, presentation and negotiation skills.
Key strengths and competencies
• Consistently meets and exceeds sales plan
• Identifies and grows market share through innovative strategies
• Skilled relationship builder and collaborator
• Effective manager of company resources
• Cross functional account penetration
• Identified as a top sales performer every year of my career
PROFESSIONAL EXPERIENCE
3M HEALTHCARE – MEDICAL SOLUTIONS DIVISION
SENIOR ACCOUNT MANAGER, ACUTE PATIENT CARE – NYC/NORTHERN NJ
NOVEMBER, 2013 – PRESENT
Responsible for managing a sales territory of vascular solutions and wound care products. Call points include: Nursing Education, Infection Prevention Clinicians, Epidemiologists, Oncologists and WOCN’s Product solutions include: 3M Tegaderm IV Transparent Dressings, CUROS Disinfectant Port Protectors, 3M Medical Adhesive Tapes, 3M Tegaderm Skin & Wound Care Products, Coban2 Compression Therapy. Call points include: Vascular access, Nursing Education, Infection Control, WOCN, OR, ICU, Cath Lab, IR, Vascular Suite, C-Suite, Purchasing/Materials Management
• Territory growth from $4m to over $6m in less than 5 years
• 2019 Sales - $6.2m – 113% to forecast
• 2018 Sales - $6.0m – 104% to forecast
• Top 10% of all Acute Sales Account Managers – 2017, 2018, 2019
• President of the 3MTM New York/New Jersey Sales Leadership Council
CARDIOVASCULAR SYSTEMS, INC. (CSI) TERRITORY SALES REPRESENTATIVE– CENTRAL/NORTHERN NJ
FEBRUARY, 2012 – NOVEMBER, 2013
Responsible for managing a territory that sells an orbital atherectomy device called
STEALTH. Call points include: Interventional Cardiologists, Interventional Radiologists and Vascular Surgeons that treat peripheral arterial disease and critical limb ischemia.
• Expansion territory presently at 114% to plan.
•
Vascular closure device called MYNX and a radial compression band called BENGAL. Call points include Interventional Cardiologists, Interventional Radiologists, Neuroradiologists and Vascular Surgeons. Responsible for new account launches and product training.
• Quota buster award winner for 2011 at 106% to plan. Annual sales of $2.4 million.
• Territory ranked #2 of 65 territories for 2011 with sales of $573,000.
• Account launch team member for Mt. Sinai and Columbia Presbyterian. •
Ranked #25 out of 125 territories – Q2 and Q3, 2012.
ACCESS CLOSURE, INC. VASCULAR CLOSURE JANUARY, 2011 – FEBRUARY, 2012
Q1 2012 territory ranked #8 out of 65.
PLESSER’S APPLIANCES/PLESSER’S.COM SALES ASSOCIATE – BABYLON, NY SEPTEMBER, 2009 – JANUARY, 2011
Representing the direct business-to-business, telephone and on-line sales of home appliances and electronics nationwide. Responsible for working with consumers, home builders, interior designers and buying clubs throughout the United States for the sales of both residential and commercial kitchen appliances, as well as home electronics and custom home theatre systems.
• Top internet sales production with sales of $3,125,000.
• Trained and certified by all major home appliance brands.
FOX HOLLOW TECHNOLOGIES / EV3 (COVIDIEN CO.) TERRITORY MANAGER – SHREVEPORT, LA
SEPTEMBER, 2004 – SEPTEMBER, 2009
Represent a sales territory that sells a directional atherectomy device called SILVERHAWK. Additionally, representing a full line of Ev3 products including stents, balloons, embolic protection and guidewires. Call points include Interventional Cardiologists, Interventional Radiologists, General and Vascular Surgeons.
• Increased sales from $360,000 to over $1.2 million in 3 years.
• Created a new market for the procedure of Atherectomy.
• Ranked in the top 10% of 110 sales representatives – 2005, 2006, 2007
• Project Save-a-Limb Award Recipient for most limbs saved – 2006 and 2007.
• Million Dollar Club – 2006 •
Quota Buster Award Winner – 2005, 2006, 2007, 2008.
CORDIS ENDOVASCULAR (JOHNSON & JOHNSON CO.) SALES REPRESENTATIVE – SHREVEPORT, LA
JANUARY, 2003 – SEPTEMBER, 2004
Represent a sales territory that sells full line interventional products for the treatment of peripheral arterial disease such as stents, balloons, vena cava filters, catheters and guidewires. Call points include Interventional Cardiology, Interventional Radiology and Vascular Surgery.
Increased sales from $1.2 million to over $2.1 million in 1 year. Ranked in the top 10% of 100 sales representatives – 2003 and 2004. Quota Buster Award Winner – 2003 and 2004.
Summit Society (President’s Club) Member and 1st Runner-up Rookie of the Year – 2004.
WALTER LORENZ SURGICAL (BIOMET CO.) SALES REPRESENTATIVE – SHREVEPORT, LA
FEBRUARY, 2001 – JANUARY, 2003
Represent a sales territory that sells trauma and reconstructive titanium and bone replacement products to Oral Surgeons. Call points include Oral/Maxillofacial Surgery, Neurosurgery and ENT Surgery.
• Increased sales from $200,000 to over $525,000 in 1 year.
• Leveraged relationships in Oral Surgery and ENT Residency to use Lorenz
exclusively.
• Trained and in-serviced Asian Distributors in Bangkok, Thailand – 2002.
• Ranked #1 in territory growth of 75 territories and #8 of 75 in overall sales – 2002.
EBI MEDICAL SYSTEMS (BIOMET CO.) SALES ASSOCIATE – SHREVEPORT, LA OCTOBER, 1999 – FEBRUARY, 2001
Represent a sales territory that sells trauma and reconstructive products to Orthopedic and Spine Surgeons. Products include Bone Growth Stimulators, External Fixation, Spinal Fixation, Bracing Products and Casting Tape. Call points include Orthopedic, Spine and Neurosurgery.
Territory sales of $1.4 million.
• Increased sales from $500,000 to over $1.1 million in 1 year.
• Quota Buster Award Winner – 2000 and 2001.
• Launched the new Omega 21® Spinal Fixation System to spine surgeons.
EDUCATION
BACHELOR OF SCIENCE – MARKETING FASHION INSTITUTE OF TECHNOLOGY – NY MAY, 1987
•
•
•
•
INTERNATIONAL STUDENT EXCHANGE – LONDON, UK MAY, 1985
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