I am a charismatic executive sales leader with over 20 years of experience delivering organic and inorganic growth in the medical device, biologic, and patient monitoring spaces. As a strategic thinker, I make data-informed decisions, quickly diagnose and resolve problems, and find innovative ways to build brand awareness. My communication and relationship-building skills enable me to create, train, motivate, and lead high-performance teams that overachieve goals. Over my career, I have hired, coached, and developed over 300 sales leaders. The strategic and tactical plans that I design and operationalize consistently align with business objectives, fuel customer acquisition, support rapid commercialization of new products, grow market share, and drive profitabilityKey Accomplishments· While at Smith+Nephew, led team to expand portfolio with a $75M pipeline, resulting in 11% growth in 2019 (3.5X company objective) and 13% growth in 2020 (2.5X company objective).· Directed planning, forecasting, budgeting, professional development, compliance, and daily operations for 2 sales teams with a total of 250+ staff. Together, these teams generated $170M in annual sales.· At Reapplix, led U.S. commercialization of a PRP patch to accelerate wound healing, developing a sales strategy, building a sales force, and establishing accounts that grew pre-reimbursement sales to $1M.· For HealthPoint, steered merger and realignment of hospital and nursing home sales forces into one division. Designed interview guides, training programs, and compensation plans that enabled rapid team expansion from 45 to 177 and limited turnover to <8% with a 36% CAGR over 5 years.
Self-Employed
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Independent ConsultantSelf-Employed Feb 2023 - Present• Working with several commercial clients on business functions, such as sales force expansion/optimization, sales and contracting strategy for new and mature products, staff training and development, and portfolio-based compensation programs
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Vice President Of SalesReapplix Aug 2021 - Jan 2023United StatesSales Management, Medical Devices, Commercialization, and Driving Results: Led the U.S. commercialization of Reapplix (a PRP patch to accelerate wound healing), developing a sales strategy, building a sales force, and establishing accounts that grew pre-reimbursement sales to $1M.Sales Force Development and Team Building: Formed, trained, developed, motivated, and engaged a new 6-person sales organization and team of 2 director-level staff. Designed structure, job roles, compensation and awards programs, benefits packages, promotional levels, and performance metrics that aligned with business strategy.Strategic Planning, Forecasting, Resource Planning, and Budgeting: As member of commercial leadership team, participated in corporate strategic planning, forecasting, resource planning, and budgeting. Consistently managed sales expenses within budget.Go-to-Market Strategy and Product Launch: Leveraged market insights to develop and deploy the go-to-market strategy, introducing the new technology to customers, partners in the diabetic community, and outpatient centers -
Vice President Of Strategic AccountsSmith & Nephew Jan 2018 - Feb 2021United StatesSales Growth, Sales Pipeline Development, and Team Leadership: Led team to expand portfolio with a $75M pipeline, resulting in 11% growth in 2019 (3.5X company objective) and 13% growth in 2020 (2.5X company objective). Relaunched Burn Center initiative delivering $850K in growth VS. $500K target.Identifying New Opportunities, C-Suite Selling, and IDNs: Headed new division focused on seizing opportunities for growth within the top 60 integrated delivery networks (IDNs). Targeted C-suite executives to secure portfolio adoption across all hospital departments.Product Introduction, Program Design, and Value Selling: Oversaw initiative to create and introduce product warranty and risk share models, working closely with internal stakeholders to design programs that increased product value and market exposure.Acquisition Integration, Strategy Alignment, and New Business Development: Directed sales organization through acquisition and commercialization of a new patient monitoring system, streamlining resources and processes to align with business strategy. Drove $4.5M in business during integration.Regulatory Compliance and Compliance Reporting: Served as the division’s compliance ambassador, partnering with regulatory team to ensure sales staff completed yearly compliance courses and had a venue for reporting non-compliant situations. -
Vice President Sales, Device And Extended CareSmith & Nephew Jan 2014 - Dec 2017Vice President of Device and Extended Care, Smith+Nephew, Fort Worth, TX, 2014–2017Sales Leadership, Sales Planning, Staff Development, and Operations Management: Directed planning, forecasting, budgeting, professional development, compliance, and daily operations for 2 sales teams with a total of 250+ staff. Together, these teams generated $220M in annual sales with 3 year 28% CAGRPerformance Turnaround and Exceeding Quotas: Turned around inherited multi-year negative sales trend for EC business by revamping strategy and sales force profile to produce 3 year 10% CAGR.People Development and Talent Development: As a developer of people, led programs to prepare staff for senior positions and build a rich bench of talent.KPI Implementation, Metric Development, and Sales Forecasting: Created KPIs, tools, and metrics for forecasting sales and manufacturing.Change Management, Executive Leadership, Team Restructuring, and Compensation Structures: Steered executive team in change initiative to restructure the sales force and compensation programs, improving company-wide alignment and streamlining sales approaches.Sales Strategy Development, Training Program Development, and Rapid Revenue Growth: Revised device sales strategy, reducing the number of targets and implementing a training program for surgeons to align with the evolving marketplace. This resulted in a 400% increase in sales.
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Vice President Of SalesHealthpoint - Biotherapeutics Oct 2010 - Dec 2013Fort Worth, Texas, United StatesBuilt multi-level sales force of 110 to grow advanced therapeutics business. First to launch Skin substitutes into Operating RoomTalent Management, Training, Mentoring, and Revenue Generation: Attracted, acquired, trained, developed, mentored, and led team that generated $60M in revenue over 3 years and sold more units than industry leader.Goal Setting, Long Range Planning, Sales Strategy, and Tactical Sales Planning: Developed 5-year strategic and tactical implementation plans that aligned with business objectives, the annual operating plan, budget constraints, and overall growth goals.Sales Organization Leadership, Compensation Planning, Performance Management, and Competitive Advantage: Designed the sales organization—including compensation plans, training programs, performance management processes, and objectives—to fuel competitive advantage in the marketplace.Retention Strategies, Career Path Planning, and Culture Development: Prioritized staff development and career pathing, resulting in 10 leadership promotions and 95% employee retention.
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Director Of National AccountsHealthpoint Jan 2008 - Dec 2010Fort Worth, Texas, United StatesAccount Management, Medical Sales, and Team Organization: Created 8-person team to drive sales of a new wound care product (Santyl) across nursing homes, hospitals, wound care centers, and medical/surgical distributors. Within 3 years, fully integrated the product into 2,500 nursing homes and their closed-door pharmacies.Market Analysis and Organizational Strategy: Gathered market insights that contributed to the evolution of the organizational strategy.Launch Strategies and Channel Strategy: Launched 2 new medical devices into distribution channels, including Department of Veterans Affairs (VA) hospitals. This increased VA sales by 20% year-over-year.Action Plan Creation, Marketing Messaging, and Pricing Strategy: Led the development of pull-through strategies, action plans, marketing messaging, pricing strategies, and contract opportunities that contributed to $90M in sales -
Acute And Extended Care Market Segment DirectorHealthpoint Jan 2006 - Dec 2007Fort Worth, Texas, United StatesMarketing Strategy and Market Segmentation: Collaborated with brand managers and commercial leadership team to establish marketing strategy for hospital and nursing home segments.Development of Strategy and Growth Strategies: Developed strategy for acute care outpatient market, leading to 30% growth in Santyl sales.New Market Growth and Nursing Homes: Grew the nursing home market by 30% by creating an initiative that capitalized on CMS F-tag citations.
Kevin Mccann Education Details
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Marketing / Psychology
Frequently Asked Questions about Kevin Mccann
What company does Kevin Mccann work for?
Kevin Mccann works for Self-Employed
What is Kevin Mccann's role at the current company?
Kevin Mccann's current role is Proven Vice President of Sales and Commercialization: Biologics, Medical Device industries..
What schools did Kevin Mccann attend?
Kevin Mccann attended Philadelphia University.
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