Michael Petersen Email & Phone Number

New Orleans, La, Us

New Orleans, Louisiana, United States

Chicago, Illinois, United States

Chicago (Lakeshore Region)

Develop new business for 2 hospitals by credentialing new physicians/surgeons into insurance network and medical staff as well as building referral networks. Report to the Growth and Strategy Officer who reports to the CEO. Analyze region monthly procedures/surgeries, and forecast sales growth. Cold call primary care physicians/surgeons to persuade them to join staff. Partner with the CEO and Heads of each service line to lead sales presentations.Demonstrate advantages related to being part of a hospital system, including compensation and bonuses. Drive referrals for surgeons by meeting with primary care doctors. Ensure surgery schedules are optimized. Analyze region qualitative and quantitative data to identify primary care physicians whose patients are aligned with the practice.Organize continuing education events for physicians, and recruit speakers. Train doctors and their staff on the use of Epic. Manage, evaluate, and train 4-5 provider executives. Deliver weekly reports to the CEO. Develop, build, and maintain relationships with specialty physicians.Extensive one-on-one experience in working with specialty physicians in these fields: ENT, Plastic Surgery, Oncology, GI, Psychiatry/Substance Abuse, Dermatology, Urology, Psychiatry, Gynecology, Cardiology, Endocrinology, Orthopedic, Pain, Neurology, and General Surgery. YTD 2017 increase $35.0 million over 2016 in-patient admissions and surgeries and $12.8 million over 2016 out-patient surgery referrals. Increased 2016 in-patient, out-patient surgery referrals & admissions at both hospitals $22 Million over 2015Demonstrated skill in building trust with physicians, specialists, and surgeons.Developed a broad understanding of hospital business structures and healthcare value chains.Region is consistently ranked number one out of 7 Chicago-land regions in Healthcare System

Greater New Orleans Area

Managed key distributor & pharmacy retail accounts analytically, strategically, and within annual timely budgetary guidelines in order to achieve account sales goals. Accountable for $26 million in total annual retail sales with key accounts in 7 state territory.Mentored team of 20 medical sales representatives in LA, MS, OK, AR, MO, TN, KY, and East Texas selling diabetes testing supplies to Pharmacists. Coached and Mentored reps on effective pharmacy calls and managed care pull through strategy programs. Coordinated Pharmacy Continuing Education Programs, Regional and National Account Trade Show Conventions, and retail chain and independent pharmacy training dinner programs.  Demonstrated Team leadership in working within Abbott’s cross-channels to implement pharmacy pull through strategies for regional & national managed care plans Presented “top to the top” sales presentations with key Abbott Senior Management Team and Key Accounts Senior Leadership Teams.  Demonstrated significant knowledge of reimbursement and insurance policies. Orchestrated diabetes advocacy (American Diabetes Association and JDRF organizations) speaker programs as well as Managed Market customer employee health fairs and/support group advocacy programs. • In 2003 – 2013 Consistently Ranked top 5-10% within Consumer Sales Trade Channel as Top Trade Sales Account Manager Performer ($16.3 million - $26.6 million territory sales goal) Three Time President’s Club Winner ***2006 and 2012 Awarded “Best of the Best”***2008 Promoted to Senior Regional Account Manager***2011 Awarded for presenting “The Business of Diabetes: Best Pharmacy Call Practices” to Abbott Diabetes Sales Force at national sales meeting. ***

Baton Rouge, Louisiana Area

• Called on endocrinologists, certified diabetes educators, primary care physicians and retail pharmacies within a territory including South Louisiana and Southern Mississippi to sell Freestyle Brand self-monitoring blood glucose devices (SMBG). • Responsible for working frequently with Trade/DME, Managed Care, Strategic Accounts, and Government channels within Abbott in order to increase market share in key territory areas. • Generated new business through prospecting, qualifying clients, servicing existing accounts; resolves problems to ensure satisfaction, repeat business and build long-term relationships.• Ranked as the Top Performing Professional Medical Representative for 2002 - Number 1 out of 120 Professional Medical Representatives in OVERALL Freestyle meter sales (246% overall sales goal for 2002) and 6th in overall Freestyle Blood Glucose Test Strip Sales (172% overall sales goal for 2002) out of 120 Professional Medical Representatives.• Promoted to Regional Account Manager within only one year as a Diabetes Sales Specialist

Baton Rouge, Louisiana Area

 Recruited and chosen over 250 other applicants to take over underperforming territory that has missed goal for 16 consecutive quarters Territory Area Consisted of Southern Louisiana & Southern Mississippi Responsible for selling One Touch Blood Glucose Monitoring Medical Devices and Hospital One Touch Brand Bed Side Blood Glucose Monitoring Medical Devices and Test Strips Called on Endocrinologists,, Certified Diabetes Educators, Primary Care Physicians, Pharmacists, Hospital Materials Management Generated new business through prospecting, qualifying clients, servicing existing accounts; resolves problems to ensure satisfaction, repeat business and build long-term relationships. Achieved 125% of overall goal, 2000. 160% of $2 million overall goal, 2001. Ranked consecutively in all quarters of 2000 and 2001 as one of the top 20 Professional Sales Specialist Representatives out of 180 overall in 2001 who had a substantial market share increase in sales (30% - 50%) over past year.