Erik A. Thomas Email & Phone Number

Sarasota, Florida, United States

Established healthcare sales and marketing advisory firm. Currently open to short term advisory opportunities.

Chicago, Illinois, United States

Advancing the adoption of Artificial Intelligence in health care workflows with IANN BART technology.

Greater Chicago Area

Lead global sales, marketing and channel teams during transition from privately held to private equity owned firm. Advanced sales and marketing capabilities to deliver 25% annualized growth and achieving greater than 75% share in key markets. Reorganized sales teams from product to solutions orientation, delivery improvements in customer perceptions of the organization.

Greater Chicago Area

Post spin-off & strategic restructuring, I assumed leadership of national accounts sales operations team supporting specialty pharmacy, biological distributor, GPO and payer organizations in expanded market access organization. Primary focus was dedicated to organizational development and commercial effectiveness programs to support field directors calling on our top 30 US channel partners. Initial focus areas include; Baxalta spin-off branding, CRM strategy, launch management, executive… Show more Post spin-off & strategic restructuring, I assumed leadership of national accounts sales operations team supporting specialty pharmacy, biological distributor, GPO and payer organizations in expanded market access organization. Primary focus was dedicated to organizational development and commercial effectiveness programs to support field directors calling on our top 30 US channel partners. Initial focus areas include; Baxalta spin-off branding, CRM strategy, launch management, executive liaison to product divisions, forecasting, score-boarding and training & development. Lead implementation of Franklin Covey 4Dx system in US national accounts, serving on corporate advisory panel and as national account coach. National Account 4Dx implementation and utilization rated as best in class across the corporation. Conceptualized and led development of Executive-to-Executive conference designed to bring together C-Suite executives of key channel partners with new Baxalta executive team to introduce new company, leadership and collaborate on industry and patient challenges. Lead highly successful US sales and marketing integration of Oncaspar oncology asset acquisition from Sigma-Tau. Served on core integration team with primary responsibility for sales and marketing work stream. Our integration team was recognized with Baxalta’s highest honor – 2016 Spark Award. Show less

Greater Chicago Area

A member of US senior leadership team awarded Baxter’s 2012 Chairman’s Award, company’s highest award, recognizing excellence in commercial organization performance. I was responsibility for a 24-person sales training, sales operations, and digital initiatives department responsible for enhancing effectiveness of 800+ US Hemophilia, Immunology and Biosurgery sales, marketing and support teams. Lead the redesign, development and implementation of the new US training curriculum. Redesigned… Show more A member of US senior leadership team awarded Baxter’s 2012 Chairman’s Award, company’s highest award, recognizing excellence in commercial organization performance. I was responsibility for a 24-person sales training, sales operations, and digital initiatives department responsible for enhancing effectiveness of 800+ US Hemophilia, Immunology and Biosurgery sales, marketing and support teams. Lead the redesign, development and implementation of the new US training curriculum. Redesigned national sales meeting planning and content delivery, improving sales force perception of national meeting effectiveness and experience, as evidenced by ‘exceeding expectations’ ratings increasing from 12% to 96% of survey respondents over 3 years. Successfully integrated innovative learning design to support the launch of 8 new products and indications, including HyQvia, the company’s most important new product in a decade, significantly enhancing sales rep preparedness for launch execution. Launched iPads, sales force.com & associated digital promotional material to 4 major sales teams representing 500 sales representatives. Training team successfully planned, trained and integrated SPIN selling model in 300-person Biosurgery sales & marketing team. Evaluated coaching models and gained support for selection and implementation of Situational Leadership across US teams. Designed, developed and implemented a highly effective, 2-year long, Emerging Leader Development program incorporating senior leaders in program design. Integrated the $300M Synovis acquisition and associated 100-person S&M team into the existing Biosurgery organization, achieving all key integration and sales milestones. Show less

Greater Chicago Area

Promoted to the Group Director, National Accounts with responsibility for marketing $1.8B of US Bioscience products (Hemophilia, Biosurgery and Immunology franchises) to all major group purchasing organizations (hospital, alternate site & oncology) and biological distributors. Managed all accounts personally while sourcing and hiring a 4-director national accounts acute care team over first 12 months in the role. Develop training program for new directors, provided personal introductions to key… Show more Promoted to the Group Director, National Accounts with responsibility for marketing $1.8B of US Bioscience products (Hemophilia, Biosurgery and Immunology franchises) to all major group purchasing organizations (hospital, alternate site & oncology) and biological distributors. Managed all accounts personally while sourcing and hiring a 4-director national accounts acute care team over first 12 months in the role. Develop training program for new directors, provided personal introductions to key customers while providing collaborative coaching through contract negotiations. Revised GPO contracting strategy, accelerating annual business growth to 5% YOY, reversing historical negative growth trends in the hospital channel by leveraging customize-contracting approach with biological distributer channel to align incentives with Baxter & Baxter customer priorities. Show less

Greater Chicago Area

Responsible for 15 major integrated delivery networks in the western United States. I was responsible for building relationships with hospital executives and purchasing administrators to accelerate sales growth by advancing contracting initiatives. Represented Biosurgery (hemostasis), Immunology (IVIG) and hemophilia products in the institutional space. Collaborated with Biosurgery sales teams to deliver 16% year-over-year growth in target accounts. Signed the first Biosurgery IDN agreement… Show more Responsible for 15 major integrated delivery networks in the western United States. I was responsible for building relationships with hospital executives and purchasing administrators to accelerate sales growth by advancing contracting initiatives. Represented Biosurgery (hemostasis), Immunology (IVIG) and hemophilia products in the institutional space. Collaborated with Biosurgery sales teams to deliver 16% year-over-year growth in target accounts. Signed the first Biosurgery IDN agreement with the University of California, delivering 25% annual growth over 2-year contract term. Consistently contributed innovative insights to strategic planning and training sessions for the business alliances team, which includes national accounts, payer accounts, and reimbursement & customer advocacy teams. Show less

Recruited to work directly for the Interventional Cardiology & Surgery President as the business leader of an organic and acquisition-based diversification initiative. Leveraged innate understanding of neurosciences, interventional medicine and diagnostics to capitalize on emerging growth opportunities that complement GE Healthcare’s core products and markets. As regulatory and reimbursement market forces stalled growth initiatives and culminated in top-down executive leadership changes… Show more Recruited to work directly for the Interventional Cardiology & Surgery President as the business leader of an organic and acquisition-based diversification initiative. Leveraged innate understanding of neurosciences, interventional medicine and diagnostics to capitalize on emerging growth opportunities that complement GE Healthcare’s core products and markets. As regulatory and reimbursement market forces stalled growth initiatives and culminated in top-down executive leadership changes, migrated into business unit reorganization and turnaround leadership positions. Given sequential P&L oversight for the Interventional Radiology and Interventional IT businesses during business segmentation intiatives. Show less

Recruited to Neuroscience Specialty Account Executive team to support the integration and performance elevation of two institution-based sales forces promoting Depakote. Responsibilities included the management of 7 specialty sales managers and 55 representatives, which promote in Neurology and Psychiatry markets in 15 Midwestern and Southeastern states. Ranked #1 in quota performance, call activity and year-to-year sales growth during 2.5 years in assignment. Lead the integration and… Show more Recruited to Neuroscience Specialty Account Executive team to support the integration and performance elevation of two institution-based sales forces promoting Depakote. Responsibilities included the management of 7 specialty sales managers and 55 representatives, which promote in Neurology and Psychiatry markets in 15 Midwestern and Southeastern states. Ranked #1 in quota performance, call activity and year-to-year sales growth during 2.5 years in assignment. Lead the integration and segmentation processes for establishing account based sales team. Designed training programs and planning processes to facilitate the organizational launch. Served as Chairperson for Neuroscience Strategy and Tactics Task Force, which collaborated, with marketing team to develop key strategies, tactics and sales tool development. Show less

A reorganization of the Cardiovascular, Endocrine and Primary Care sales forces resulting in Michigan region assignment. Led the integration of 5 anti-infective, 3 cardiovascular, 1 endocrine and 1 lipid oriented team into a 9-district geographic based region with responsibility for in Michigan and Western Ohio. Responsibilities included the management of 9 sales managers and 89 primary care representatives promoting 9 products across 5 therapeutic classes. Ranked 5/25 regions in aggregate… Show more A reorganization of the Cardiovascular, Endocrine and Primary Care sales forces resulting in Michigan region assignment. Led the integration of 5 anti-infective, 3 cardiovascular, 1 endocrine and 1 lipid oriented team into a 9-district geographic based region with responsibility for in Michigan and Western Ohio. Responsibilities included the management of 9 sales managers and 89 primary care representatives promoting 9 products across 5 therapeutic classes. Ranked 5/25 regions in aggregate quota performance across 9 products for 9-month transition period. Show less

Leader of a high performing sales region including management of 10 managers and 100 sales representatives, which promoted hypertension products acquired from Knoll pharmaceuticals for 2 years years in Midwestern states. Achieved top level sales performance.

P&L leader role to turnaround and reposition a $110M, independently run medical device business through collaborative partnerships with R&D, regulatory, medical affairs and manufacturing.

As part of senior leadership career development, named the director of sales operations, reporting to VP of Sales of a $2B, 600-person sales organization. Managed Hospital Product Division sales training, sales incentive plans, telemarketing, sales administration, meeting planning, and serving as de facto head of sales during VP’s 14-month medical leave until a successor was named.

Led Contract Marketing department, working directly with sales and marketing VPs to develop contracting strategies. Directed the efforts of contract analysts and administrators in defining new pricing and proposal strategies for inhalation and imaging agents and proprietary and generic injectable drugs for GPOs and Integrated Delivery Networks.

Introduce a fresh perspective to jumpstart growth through synergistic sales and marketing strategies targeting group purchasing organizations (GPOs) and major health care system accounts. Organized and facilitated national accounts strategic planning processes, collaborated with marketing and contracting to design customer specific integrated delivery network contract offerings.

Selected as 1 of 8 representatives nation¬ally to develop CXO-level decision-maker relationships at major hospitals and health systems, and build front-of-mind brand aware¬ness for all Abbott diagnostics, pharmaceutical, hospital products, nutritional, critical care and alternate site products. Developed executive relationships with major metro New York hospitals and established regional health system corporate contracts through ROI-focused marketing and sales programs. Closed $55M in business.… Show more Selected as 1 of 8 representatives nation¬ally to develop CXO-level decision-maker relationships at major hospitals and health systems, and build front-of-mind brand aware¬ness for all Abbott diagnostics, pharmaceutical, hospital products, nutritional, critical care and alternate site products. Developed executive relationships with major metro New York hospitals and established regional health system corporate contracts through ROI-focused marketing and sales programs. Closed $55M in business. Forged a “win-win” alliance with National Association of Health Service Executives (NAHSE) with Abbott and J&J becoming major corporate sponsors of educational and outreach initiatives. Received NAHSE President’s Award for outstanding service. Show less

Consistently ranked among the Top 10% of peer group, and received numerous accolades for outstanding management discipline, personnel development and sales performance. Promoted to lead the turnaround of a $7M, 14-member New York district , elevating performance, to one of the best out of 50 districts, including beating regional and divisional records for sales and contribution margin performance. Deviated from the national model and common sales practices to develop and execute customer and… Show more Consistently ranked among the Top 10% of peer group, and received numerous accolades for outstanding management discipline, personnel development and sales performance. Promoted to lead the turnaround of a $7M, 14-member New York district , elevating performance, to one of the best out of 50 districts, including beating regional and divisional records for sales and contribution margin performance. Deviated from the national model and common sales practices to develop and execute customer and market specific sales strate¬gies that opened the door to business with major hospitals, health systems and private laboratories. Show less

Designed and delivered product, sales and development training programs to upwards of 200 new hires, earning recognition as the “Best Trainer” for sharing personal successes, market insights and practical knowledge.

Selected as 1 of 5 representatives to market the Abbott Spectrum chemistry analyzer. Communicated customer needs and concerns to marketing managers and development engineers during final phases of product development and re-design. Prospected and, advanced sales cycle to close twelve $125,000 systems during twelve-month tenure. Trained and managed 6 regional specialists that assumed sales and marketing responsibilities.

Marketed chemistry, therapeutic and abused drug testing systems. Selected as “Most Valuable Participant” in initial sales training class and earned 1983 Presidents Club Award, ranking 5th of 50 sales representatives in instrument and reagent sales.

Mba, Management

Bs, Business Administration

Activities and Societies: Varsity Soccer - 4 Years, ROTC Who's Who in Colleges and Universities