EXCELERANT CONSULTING is a medical device consulting firm that partners with innovative and collaborative med-tech companies vying for market position for their products and services. Excelerant advisors are deep domain experts in contract acquisition, new product launches, and GPO/IDN/RPC negotiations. The firm, which maintains offices in Los Angeles, California, and Phoenix, Arizona, was listed among the Top 10 Healthcare Consulting Firms in 2021 by MedTech Innovators.

The definition of insanity is doing things the same way and expecting different results. S.T.O.P. doing things the same way, and you will help your organization become more effective and profitable. That is where I can help you with Strategies To Optimize Profitability.I have been involved in sales training and development for many years and have had the pleasure of giving over 400 sales training presentations in my career. These presentations range from keynote presentations at a national sales meeting to weeklong training courses designed to get someone with no sales or management experience ready to immediately contribute to your sales goals.The Pyramid for Selling Effectiveness I have developed is a series of philosophies that have helped my teams exceed expectations and have fun along the way to creating best in class sales organizations. Order your copy of the book today at Amazon: https://lnkd.in/gPcC5TAMWhether you lead a sales organization, or consult with those who do, give me a call or send me an email to start a dialogue and see how working together can help you S.T.O.P. doing things the same way and get better results. Robbahna1@gmail.com847-668-2743"Life is Too Short To Dance With Ugly Men" Mae West

Hired to turn around a low performing region and support infrastructure in preparation of distribution changes and taking sales and agreements direct in 15 states in the Midwest. Market leading capital equipment product for high-level disinfection of ultrasound probes, supporting consumables, service agreements and cloud-based SaaS documentation solution. Primary call points are Radiology, Women’s Care, Cardiology, Bio-Med, Supply Chain and C-Suite Product is used in Acute Care Hospitals, Imaging Centers, Surgery Centers, Fertility Centers and Office-Based Women’s Care. Hired, trained, coached and managed 8 Field Account Managers, 1 Strategic Accounts Manager, 3 Inside Sales Representatives, 3 Clinical Specialists. Responsible for P&L, budget, forecasting, incentive compensation, quota setting, onboarding, distribution partners, and negotiating and securing local and national pricing and enterprise agreements with IDNs and GPOs. • Replaced 75% of regional team to experience YOY revenue growth of 35% + to $45 million in capital equipment, disposables, service and SaaS documentation solutions. • Negotiated and Secured 300 local hospital price contracts and 30 IDN contracts in 15-month period.

Hand-picked by the board to lead sales and marketing, U.S. and international distribution, contract negotiation, business partnerships and provide guidance on all areas of this start-up medical device company. Directly involved and managed outsourcing for product development, design, manufacturing, clinical testing in the cardiology space, and ongoing regulatory compliance for a mechanical chest compression device (CPR) sold to Emergency Medical Services, Acute Care Hospitals and Entertainment Venues. Reported directly to investors, participated in board meetings, and provided business direction to streamline operational processes, manufacturing partnerships, and sales strategies implementing cost-efficient measures that reduced expenses without compromising quality or productivity. Hired, trained, managed, and coached U.S. direct sales and marketing team of 3 Regional Directors, 2 Inside Sales Representatives, Director of Marketing and numerous outsourced partners. Traveled 85% of the time domestically and internationally. Managed distribution relationships with 300+ partner salespeople, managers, and directed marketing collaboration. Achieved FDA and CE mark approval for 510k medical device.• Negotiated and closed high-value contracts with key distribution partners in the U.S. market, resulting in $2.5 million in sales in year one of product availability.• Set up world-wide distribution, trained, and managed partners resulting in product representation in EMEA and APAC with revenue growth of $1 million.

Developed a high performing professional sales team for $400 million dollar specialty distribution company selling Respiratory, Anesthesia and the full line of Emergency Medical Services products. Call points included EMS Medical Directors, Fire and EMS Chiefs, Training Officers, Logistics and Supply Chain. Hired, trained, and coached 20 inside sales representatives during the first 2 years, then added the Field Sales Organization consisting of 3 Regional Managers and 40 account managers to my responsibilities. Established and maintained strong relationships with key clients and over 300 manufacturers to become the go-to-specialty distributor of choice for new product introduction and approval in the market. • Surpassed sales revenue expectations by 50% within the first year by implementing innovative sales strategies and driving team motivation. Inside sales growth from $0 to $7.5 Million.• Developed and executed comprehensive sales plans and strategies, resulting in a 36%+ growth in market share YOY for 3 years and positioning the company as a distribution leader in the industry.• Implemented sales training programs and provided ongoing coaching and mentorship to the sales team of 4 regional managers and 65 account managers, resulting in growth from $19 to $36 M in 2 years.• Established and maintained strong relationships with key clients and manufacturing partners to become the go-to specialty distributor of choice in emergency medical sales.

Hired to start and develop a high performing inside sales team for Acute Care, Long-Term Care, Ancillary Healthcare Facilities and Businesses for and $800 million dollar company. Sold consumable products including sharps containers, patient cleansing and hygiene products, personal protective equipment, high-end oral care products to help prevent ventilator associated pneumonia and other infection prevention solutions. Primary calls points were Infection Prevention, Nurse Managers, Risk, Supply Chain, Value-Analysis, C-Suite, ICU, Tertiary care, and Central Sterile. Hired, trained, coached, inspired, and empowered 20 Inside Salespeople and 2 Managers. Responsible for P&L, budget, forecasting, incentive compensation, quota setting, onboarding, training, and developing relationships with distribution partners, operations, and leadership of the division. • Developed and implemented strategic clinical sales plans, resulting in achievement of 102%+ of increase goal for 5 years. • Hired, trained, and coached sales representatives on effective sales techniques and objection handling resulting in improved conversion rates and 75% market share. • Collaborated with field sales, product management and marketing to devise and execute targeted sales campaigns, resulting in a 40% increase in lead generation and GPO contract conversion rates.• Surpassed revenue growth targets by $3 million+ in 1998, 1999, 2000, 2001, 2002 to $50 million.• President’s Club winner in 1999, 2000, 2001, 2002