Michael Ware Email & Phone Number

Newburyport, Ma, Us

Greater Boston

Boston, Massachusetts, United States

As a strategic leader, I directed a high-level account management team to increase organizational revenue. My responsibilities included overseeing market development, sales management, inventory control, resource distribution, customer relations, budget management, expansion planning, sales forecasts, and revenue strategies. I steered channel revenue performance through strategic partnerships, enforcing accountability for key performance metrics, selling personal & professional software and operational execution. Additionally, I guided and collaborated on strategic direction for reimbursement and channel access to patients (Distribution, Pharmacy, and DME), developing and executing disruptive strategic partnerships. I coordinated cross-functional initiatives to position new and current technologies successfully, reinforcing relationships with distributor, wholesale, and pharmacy customers.- Led sales region encompassing 5 districts with 90-110 sales and clinical personnel, consistently generating $40-45M in annual revenue.- Generated $42M in revenue in FY23, 93% AOP.- FY23, the number one region with retaining install base at 105% (+1.3M in revenue) and transmitter revenue at 103%(+$223K).- Achieved the number one region in Q4FY23 in total revenue, retaining install base, standalone CGM, and InPen to QOP.- Drove patient access and utilization by implementing 3 strategic, direct agreements with local pharmacies

Boston, Massachusetts, United States

As a sales & operations supervisor for the Distribution Channel, I led the account management team to generate $350,000,000+ in annual revenue. I collaborated on strategic direction for reimbursement, supply chain management, electronic health records, and channel access to patients (Distribution, Pharmacy, and DME). I developed and executed disruptive strategic partnerships in alignment with strategic direction. I coordinated cross-functional initiatives to position new and current technologies successfully, reinforcing relationships with distributor, wholesale, and pharmacy customers. Additionally, I cultivated and sustained robust relationships with Regional Vice Presidents, supporting selling, service, and market development efforts.- Achieved an average of $350M in annual revenue for the channel through sales, pharmacy, and operations teams’ leadership. - Awarded President's Club distinction in FY 2019 and 2021 for exceptional leadership.

Boston, Massachusetts, United States

I led and coached 6 Regional Corporate Account Managers and 1 National Account Manager, accountable for generating $850M+ in annual revenue. I guided pricing integrity, increased market access, ensured collectability, and enhanced operational efficiencies. Additionally, I collaborated on strategic direction for reimbursement and channels servicing payer patients. I managed the account management team to achieve business results with payers and integrated delivery networks through relationship development, and collaborative solutions. I coordinated initiatives to create value-added programs, electronic health records, and sales tools for new/current technologies, reinforcing partnerships with managed care organizations. I also resolved channel conflicts and addressed concerns of Distribution and Field Sales partners.- Led team accountable for DME access, contributing to the organization's impressive $1.1-1.2b annual revenue average.

Boston, Massachusetts, United States

I oversaw 4 Regional Corporate Account Managers and 1 National Account Manager, accountable for generating $650M+ in annual revenue. I managed pricing integrity, increased access, ensured collectability, and enhanced operational efficiencies. I also led cross-functional teams to deliver strategic solutions for payers and integrated delivery networks. Furthermore, I coordinated initiatives to create value-added programs, electronic health records, and sales tools for new/current technologies, reinforcing partnerships with managed care organizations.- Received President's Club Award in FY2016 for outstanding performance.- Honored as Regional Manager of the Year in FY2016.- Implemented and executed a value-based program with United Health Care and CDPHP.- Executed an exclusive agreement with Geisinger Health System.

Seattle, Washington, United States

As a Regional Sales Director, I oversaw 23 direct reports including 14 Territory Managers and 9 Clinical Specialists, covering Northern California, Oregon, Washington, and Alaska, with annual sales exceeding $16M.- Achieved double-digit YOY growth in three out of eight territories year-to-date.- Ranked 3rd out of 21 Regional Sales Directors with 99.4% performance as of YTD (September FY14) and inducted into the Circle of Excellence; ranked 4th out of 21 Regional Sales Directors with 94% performance as of YTD (November FY14).- Outperformed all other Regional Sales Directors (April FY14) with the highest number of Protégé implants; recognized as the 2nd ranked Regional Sales Director (April FY14) for the successful launch of Protégé.- Improved ranking from 18th out of 22 in FY13 to 3rd out of 21 by September FY14.- Led a Territory Manager to President's Club status and top-producing revenue territory in FY13.- Successfully negotiated access for Protégé at a premium price with major health systems.- Selected to attend St. Jude Medical's prestigious Strategic Leadership Development Course.

Seattle, Washington, United States

Steered efforts in managing 19 direct reports, including 9 Sales Representatives, 9 Clinical Managers, and a Diabetes Clinical Supervisor, as well as ten indirect reports, covering Washington, Oregon, Hawaii, and Alaska. The team’s responsibilities included sales and clinical support for various products, such as insulin pumps, Continuous Glucose Monitoring (CGM) systems, and personal & professional software. - Attained the prestigious Senior District Manager role in January FY13.- Ranked as the number 1 District Manager out of 28 YTD (November FY13) with a CGM % to AOP of 105.3%.- Received President's Club Award in FY2012 for outstanding performance.- Received District Manager Exceptional Achiever Award for FY2012.- Ranked as the number 2 District Manager out of 28 YTD in FY12, improving from 25th out of 28 in just nine months- Recognized as District Manager of Quarter for Q2FY12 and received the West Region Competitive Greatness Award for same quarter.- Awarded CGM and Prospect Account Growth Contest in Q1 and Q2FY12.- Exceeded Pump AOP in 2 out of 3 Quarters in FY11 with 104.6% in Q2FY11 and 101.7% in Q3FY11.- Appointed as a coach for the Management Development Program.

Denver, Colorado, United States

- Exceeded all metrics and achieved the 8th rank out of 196 Territory Managers in FY10. - Ranked in the top 10% of Presidents Club in FY10, securing the 19th position out of 196. - Awarded the West Region's Competitive Greatness Award for Q3FY10, recognizing outstanding performance and competitive spirit.