Regional Sales Director

Developed and executed comprehensive global launch strategy for CONMED's new Edge, Bipolar Arthroscopic Radiofrequency System. • Managed execution of global User Preference Evaluations defining market expectations and unmet surgeon/clinical needs within the Orthopedic bipolar RF market segment • Created Edge product launch kits and field training material utilizing compelling brand messaging and targeted value statements • Provided sales consulting presentations supporting large scale initiatives in US, Australia, and Europe • Marketing lead for Monopolar and Bipolar product portfolios ensuring product compliance with global regulatory requirements • Principal marketing representative for validation labs and surgeon consultant activities related to soft tissue ablation

Responsible for overseeing and managing the entire product life cycle from development through commercialization for the patient simulation product portfolio (8 products representing over half of company’s $90M dollar annual revenue). Develop and execute product marketing plans and competitive analyses; translate customer needs, analyze market data (accounting for geographic, cultural and market condition factors), build financial models and develop/maintain/present business cases for product road maps, new product and service introductions and end-of-life phase-outs. • Achieved record success with the launch of Lucina - obstetric patient simulator - in 2013 • Conducted market research to define competitive weaknesses for products in the “decline stage” of the product life cycle, utilized information to develop targeted campaigns ) • Promote company values, image and reputation at dozens of national and international events; created customer touch points, communicated product positioning statements and delivered company message• Conduct regular webinars to ensure direct sales channels are kept up-to-date on marketing messages and campaigns, competitor intelligence, upcoming events and product improvements• Work regularly with global network of international distribution partners to analyze recent wins and to collect data on changing market conditions, competition, market needs

Established the Professional Training and Development department, integrating sales strategies into product training and motivating the sales organization by engaging global distribution partners and sales managers. • Coordinated the integration and consolidation of the global sales staff into a single sales organization upon the acquisition of METI by CAE Healthcare, leveraging cross functional teams to enhanced sales productivity and streamlining sales processes • Created educational content for new hire onboarding (production of educational videos, product books, onboarding curriculum) reducing overall training expense by 20% in North America by implementing a learning management system supporting virtual training• Transformed internal sales organization with 13 direct reports covering all aspects of account and asset management

Responsible for on-boarding and continuing education for direct sales managers as well as delivering product training for global distribution partners. Developed training programs focused on solution based selling designed to enable sales managers to position CAE Healthcare as the partner of choice for medical simulation. • Acquired by CAE Healthcare in 2010 METI was the world leader in high fidelity human patient simulation technology and related educational software for health care education. • Directly responsibility for creating the design and implementation of sales training programs, assisted in the development of content for national meetings and implemented a train-the-trainer program for the sales force. • Collaborated with other departments with in the organization to develop consistent processes, introduce best practices and identify opportunities to enhance training programs.

Delivered above expected revenues for territory selling into health care professionals including; Hospitals, Medical Schools, Nursing Schools, Allied Health Programs and Emergency Medical Services Agencies.• Increased overall territory market share by 58% (NC, VA, TN, WV, and KY) • Built customer intimacy resulting in 68% repeat customer rate (company average 52%) • Exceeded territory quota by 30% + annually (average quote between $2M - $3M) • Represented company at regional and national trade shows • Managed daily calls, emails, product demonstrations and site visits using corporate CRM (Netsuite) • Responsible for forecasting a rolling four-month STF using weekly financial reports and corporate CRM• Appointed by the VP of Sales to participate in a specialized committee created to improve company wide sales strategies

Served as an expert in market positioning for patient simulation portfolio, contributing to the sales force by support regional Trade Shows and key customer demonstrations. • Served as an inside sales point of contact for accounts within the southern sales division• Responsible for targeted market research for Regional Sales Managers• Regional territory was 20% above quota for the year at time of promotion • Promoted to Regional sales manager in less than 12 months by demonstrating drive ability to close business

Responsible for logistics associated with sales demo assets supporting dozens of events per month. • Utilized relevant/prior work experience to transform event management within the company • Reduced overall shipping expense by 33% by implementing new policies and procedures • Worked directly with Regional Sales Managers to coordinate equipment logistics • Developed and implemented processes to streamline product request and shipping schedules

Directly accountable for sales of Tour and Travel/Student Youth Market, represented sales division at nation and International trade shows, drive business results with a higher than 90% forecast accuracy. • Exceeded 2005 sales numbers by 68% overall and 37% for school district business • Transitioned from company at 58% to goal with a 30% increase for school district business • Represented all sales divisions of the company at national and international trade shows • Solicited new business through cold calls, soft calls, sales presentations and site visits • Managed operations team performance to ensure success of group events

Responsible for the oversight of tour and travel contracts, retention, and financial reports with direct interaction with national travel organizations. • Recognized opportunity for new revenue stream by partnering with travel agencies • Strengthen existing customer relationships leading to promotion within the first year • Worked directly with clients on a daily basis, handling all bookings and payments • Created all daily and weekly financial reports and evaluations for the Tour and Travel division