Gary Holder Email & Phone Number

Huntington Beach, CA, US

London, England, GB

Malmö, Skane, SE

• Responsible for overall U.S. Arjo contracting strategy and leading $230M Corporate Accounts & National Accounts Team - 5 Executive Directors (GPOs & IDNs) and 8 Corporate Accounts Directors (IDNs). Developed Executive.
• Created IDN segmentation and 'selling solutions' strategies via detailed research/account planning (CRM & Power BI), C-suite presentations, contract compliance, closing 41 sole/dual source IDN contracts in 2023 worth.
• Negotiated sole source multi-million dollar contracts with 7 of the Top 10 health systems, growing market share 20+%.
• Secured 12 new GPO category contract positions from 2020 – 2023, resulting in $54M ARR.
• Implemented a new vision and empowering cultures of trust, focus, accountability, and tight collaboration with Marketing/Field Sales, producing a best-in-class Med Device Corporate Accounts team and scaling the team.
• 2020 Denali Award – top US Salesperson at Arjo.

Malmö, Skane, SE

• Managed 4 Regional Sales Directors (8 direct reports each) and Government Accounts Director (4 direct reports) to develop and grow $90M Western U.S. area. Responsibilities included all IDN C-suite & VP-level contract.
• Built new account management structure targeting low revenue accounts, closing 50 new accounts within 3 months.
• Created new RFP process and information repository, increasing win rate by over 60%.

Malmö, Skane, SE

• Managed 8 Sales Representatives in the Western U.S. and responsible for $23M in various medical device categories, selling to physicians, supply chain/sourcing, and key clinical stakeholders. Responsible for developing.
• Orchestrated a complete turnaround of the West Region through strategic planning, governance, CRM focus and enhanced field interaction with customers, earning 3 consecutive Sales Director of the Year awards (2014.
• Identified new reprocessing vertical and built commercial model, establishing sales of $10M within 3 years.
• Assisted the VP Sales in combining two sales teams and designed various sales operations (comp plan, territory realignment, account management), driving sales growth of 15% in first year.

Alachua, FL, US

• Responsible for hiring, training, and managing a team of 4 direct sales representatives and 8 distributors in the Western US in the general surgery / plastic surgery biologics market for a new direct sales division..
• Designed national health system contracting strategy, achieving sales growth of $5M over a 12-month period.

• Responsible for building and managing network of spine distributors and direct sales in California market for VC-backed startup spine company selling an implantable device as an alternative to spinal fusion.
• Aggressively targeted niche market of surgeons focused on outpatient market, elevating users by 180%.

Deerfield, Illinois, US

• Managed 8 sales representatives, 2 regional sales specialists, and $27M Southern California market. Responsible for preparing and delivering administrative contract presentations for hospitals and health systems with a.
• Led contract negotiations with top Southern CA health systems, growing sales 10% in key accounts.

Deerfield, Illinois, US

• Responsible for the sale of biological hemostatic agents and sealants in all surgical specialties by effectively working with surgeons, nurses, key hospital stakeholders, value analysis committees, and supply chain in.
• Developed unique clinical story revolutionizing the sale of Baxter’s flagship product, producing highest sales volume in company history and earning Sales Rep of the Year award (#1 out of 95).
• Converted competitive business at three largest medical centers within 24 months, winning three consecutive President’s Club awards and incentive trips.
• President's Club, Incentive Trip Award Winner & National Field Sales Trainer – 2007, 2008, 2009

Minneapolis, MN, US

Provided clinical and technical sales support for spinal implants during surgery with orthopedic spine surgeons, neurosurgeons, and O.R. staff while helping to manage asset management programs and consignment inventory.

Bloomington, MN, US

• Responsible for sale of industrial air filtration products and systems to end-user accounts and development of a profitable and strategic dealer network. Provided technical sales presentations to senior management.
• President’s Club – 1998, 1999, 2001, 2002

Bs, Biochemistry

Anderson School Of Business Executive Program

Management And Leadership Training

Management And Leadership Training

Education record