Brian Farr Email & Phone Number

Carlsbad, Ca, Us

West Region

ITS. Orthopedic ImplantsITS. stands for Implants for Trauma Surgery. At ITS., we stand for long-term, trusting relationships with our customers, suppliers, and development partners. Through our dedication to innovation and development, we continuously seek to improve and optimize products and techniques for trauma surgery.

Regional Business Director 04/2022 – Present• Promoted to Regional Business Director• Region completed Q1 (2022) at 100% of quota• Steadily increased the Southwest Regions sales revenue during Q2 (2022) by over $148K in comparison to Q1 (2022)• Developed, managed, and monitored the West and Southwest regions sales strategies to ensure profitability and revenue growth withinthe region• Successfully boosted sales in the region to $68M• Managed and directed a high caliber team of 24 Distributor Agents, 10 Direct Representatives and 4 Area Managers• Educated sales teams on products and guided them throughout the sales process as needed

California, United States

• Achieved sales goals in assigned territory by developing, implementing, and executing an integrated territory business plan • Finished 2021 strong with 108% to quota (2021)• Managed 14 distributors and 6 direct sales representatives throughout 11 states (HI, AK, WA, CA, OR, ID, MT, MN, NV, WY, and NE)• Managed territory budget to support sales and marketing activities • Managed territory with over $30 million sales annually• Continuously monitors information on competition, market and industry trends and discern how this could impact the business and adapt to changing conditions

Southern California

• Managed sales in the western region for a startup company that focused on pain management solutions• Launched a 1st in class drug that gives other options for pain management besides opioids (possible solution to the opioid epidemic)• Impacted business profits by creating new business opportunities and earning over $350K in new business growth• Ranked #1 nationally (2019) • Awarded for high performance in “New Account Growth” (2019), “New Business Contracts” (2019), “Overall Sales” (2019), and “Sales Performance” (2019) • Created new accounts by reaching out to potential customers, attending trade shows and networking with other professionals• Evaluated other possible uses of products and extended market into other specialty areas of healthcare, including ortho, oral, ASC, ENT, and plastics• Drove sales to create more interest which ultimately led to acquisition

California, United States

• Promoted and launched iovera cryoneurolysis nerve block device• Recommended and launched new product that improved revenue by introducing utilization of device into orthopaedic market • Directed 8 distributors and 3 direct sales force within the CA, AZ, NM, CO region• Increased sales by an additional $400K in new business (2018)• Partnered with Dr. Jamie Caillouette, Chief of Staff, and the Hoag Education & Research Department to develop a clinical study site known as Hoag Orthopaedic Institute• Designed training programs to enhance territory sales and built business plans to meet goals• Strategically built business relationships resulting in successfully negotiating and signing contracts with 4 major healthcare facilities within the region• Achieved goal that provided substantial sales growth which created an attractive environment for company to be acquired by another organization (Pacira Inc.)

California To Chicago, Il

• Assisted in the reorganizing, rebuilding, and restructuring of the national sales team to improve sales performance and continued company growth• Drove sales to $1.5M in growth in a new market of otolaryngology (2017)• Ranked #1 Region (2017)• Designed corporate sales training initiative to align sales goals with company goals• Planned and relaunched Ciprofloxacin Otic Suspension• Due to issues with clinical trials, the company decided to focus on research and discontinued their sales force until further notice• Managed 12 representatives and 3 regional managers

Greater San Diego Area, Palm Springs, Yuma, Az

• Launched 1st in class liposomal bupivacaine used for pain management• Identified, established, and developed new and existing referral networks within the craniomaxillofacial industry• Created, redesigned, and hired 5 new sales representatives for the western region • Designed corporate product technique guide, directed, and produced a corporate video outlining proper techniques for using Orthopaedic TKA products • Nominated by the executive committee for the “CEO Award” which led in my ability to participate in the NY Stock Exchange Bell Ringing Ceremony (2016)• Served on the VP Sales Advisory Committee (2015, 2016, 2017)• Received the “Circle of Excellence” Award (2016)• Successfully trained an underperforming sales team from last place in total sales to 2nd place (2015) and 1st place (2016, 2017) • Ensured sales team is equipped with the tools and resources to drive profitable revenue growth

• Gained valuable experience working side by side with the founder of this startup company and successfully launched the first patient specific total knee implant and reconstructive joint products to the market • Created new accounts by reaching out to potential customers, attending trade shows and networking with other professionals• Named “Rookie of the Year” (2012)• Generated over $300K of sales growth (2012)• Developed new relationships with surgeons that resulted in converting them to customers which generated over $440K in additional growth (2013)• Developed a program called “Center of Excellence” for the western region which focused on providing training and live labs to surgeons using highly specialized joint and knee reconstruction products• Created a microsite marketing program which highlights and promotes a variety of surgeons that have expertise using Conformis knee/joint implant products

San Diego, Ca/Yuma, Az

• Launched the Intertan troch nail system, Variable Locking Plate (VLP) system, SupraPateller, technique and SureShot distal locking targeter• Managed a high producing trauma sales team of 7 by creating sales plans for the territory that reflected national objectives and initiatives that ensure profitability and continued business development • Built and developed a new sales team for the California region, leading them from #4 ranking to #2 ranking • Led sales team to produce over $4M within a 3-year time period (2012)• Created new accounts by reaching out to potential customers, attending trade shows and networking with other professionals• Recognized as “Rookie of the Year” (2008)• “Presidents Club” Award recipient (2009, 2010)• Served as the “Senior Regional Trainer” (2009)• Promoted to Trauma Manager for the San Diego and Arizona area (2009)• Awarded “Quota Buster” for reaching 109% to goal (2009) • Achieved 116% to goal (2011) • “Million Dollar Club” recipient (2011)• Awarded “Region of the year” (2011)

• Launched the Intertan troch nail system, Variable Locking Plate (VLP) system, SupraPateller, technique and SureShot distal locking targeter• Managed a high producing trauma sales team of 7 by creating sales plans for the territory that reflected national objectives and initiatives that ensure profitability and continued business development • Built and developed a new sales team for the California region, leading them from #4 ranking to #2 ranking • Led sales team to produce over $4M within a 3-year time period (2012)• Created new accounts by reaching out to potential customers, attending trade shows and networking with other professionals• Recognized as “Rookie of the Year” (2008)• “Presidents Club” Award recipient (2009, 2010)• Served as the “Senior Regional Trainer” (2009)• Promoted to Trauma Manager for the San Diego and Arizona area (2009)• Awarded “Quota Buster” for reaching 109% to goal (2009) • Achieved 116% to goal (2011) • “Million Dollar Club” recipient (2011)• Awarded “Region of the year” (2011)

• Launched the Intertan troch nail system, Variable Locking Plate (VLP) system, SupraPateller, technique and SureShot distal locking targeter• Managed a high producing trauma sales team of 7 by creating sales plans for the territory that reflected national objectives and initiatives that ensure profitability and continued business development • Built and developed a new sales team for the California region, leading them from #4 ranking to #2 ranking • Led sales team to produce over $4M within a 3-year time period (2012)• Created new accounts by reaching out to potential customers, attending trade shows and networking with other professionals• Recognized as “Rookie of the Year” (2008)• “Presidents Club” Award recipient (2009, 2010)• Served as the “Senior Regional Trainer” (2009)• Promoted to Trauma Manager for the San Diego and Arizona area (2009)• Awarded “Quota Buster” for reaching 109% to goal (2009) • Achieved 116% to goal (2011) • “Million Dollar Club” recipient (2011)• Awarded “Region of the year” (2011)

• Provided sales and clinical support to two Trauma Sales Representative within in two different territories• Managed a $5M territory after only 3 months of employment• Assisted surgeons in the OR by providing strong product and technical knowledge along with proven surgical techniques for trauma products• Built strong relationships with customers by ensuring excellent customer service• Conducted product evaluations in operating room and office settings, persuasively demonstrating the value of our products

• Effectively launched Hand Innovations DVR, Proximal Humerus Plates, and Tornier Reverse Shoulder products• Managed sales team of 6 to develop strategies and approaches to maximize sales• Interviewed, hired, and mentored highly effective and driven sales representatives to ensure success with proper sales training, product knowledge and best practices• Successfully led sales team to #1 national ranking (2006, 2007)• Osteo-West Surgical was acquired by Johnson & Johnson (2007)