Vince Distefano, Mba Email & Phone Number

Florida, United States

South Florida

Appointed to initiate the go-to-market processes of a pioneering and disruptive Peripheral Nerve Stimulation therapy (SPRINT PNS) device into the neurostimulation space, selling into the Interventional Pain space. I rapidly garnered knowledge in the new interventional pain sector and product portfolio, to enable consultative selling. I expedited productivity increasing annual sales from zero to over one-million dollars in my first year. This rapid sales escalation resulted in the hiring of two Field Clinical Representatives to support rapid territory growth. I provided training and mentoring of both Field Clinical Representatives and newly hired Regional Sales Managers and also assisted Area Sales Manager during the interviewing and hiring phases. As a key member of SPR Voice of Rep Committee, I facilitated the sharing of marketing and sales ideas plus feedback on the sales marketing field interface with internal departments. Additionally, I successfully introduced a new device into value analysis processes in all major hospital systems and medical centers in Southeast Florida by developing Key Opinion Leaders (KOLs) and thought leaders. Successfully navigated value analysis at Cleveland Clinic Florida, Memorial Health System, Cleveland Clinic Martin Health, and University of Miami Hospital and Clinics.

South Florida

I was recruited by a medical innovation company pre-IPO that developed the first and only FDA-approved neuromodulation device for treating obstructive sleep apnea to identify and engage with potential clients across Dade, Broward and Palm Beach Counties. I place significant focus on leveraging the industry contacts / relationships that I’ve accumulated in prior roles to gain an audience with influencers and decision-makers (clinical and administrative) at high-profile healthcare providers. My annual goals include maximizing new business revenue generation and building a referral network for patients that meet strict payer criteria while consulting with surgeons on the planning and execution of complex procedures.By employing advanced consultative and solution selling techniques, I achieved 119.1% of my revenue and 120% of my patient referral targets in 2020, and 106.6% of my revenue and 116.1% of my patient referral goals in 2021. Furthermore, I have secured new technology approvals by navigating through the value analysis process at Memorial Health System, Baptist Health System, Cleveland Clinic Florida, North Broward Hospital District, and Mercy Hospital Miami, and have increased the number of active hospital system accounts from three to nine (+200%), as well as the number of physicians using the device from three to 14 (+366%). My consistently high sales production enabled two splits of my territory and the expansion of personnel to include two additional Territory Managers and one Field Clinical Representative. To help perpetuate our forward momentum, I conceptualized and implemented a long-term business plan aimed at driving aggressive growth rates that involved the utilization of Definitive Healthcare’s analytics suite to identify potentially high-volume referral sources.Lastly, I was selected by regional leadership to support regional clinical training operations for new sales personnel due to my comprehensive product knowledge and industry expertise.

South Florida

In my previous position, I performed high-volume outbound prospecting to uncover and win new business opportunities with ENT surgeons across South Florida for a developer and manufacturer of surgical devices, instruments, and implants (ArthroCare) and subsequently for a global medical technology business (Smith & Nephew). I was responsible for producing $2M+ in yearly sales of a next-generation ENT surgery system, hand pieces, and sinus dressings / packages, and maintaining a 97% account retention rate.During my tenure, I exceeded 100% of seven annual new business revenue goals and met each client retention target by cultivating relationships with C-level executives and surgeons, and expertly managing each value analysis process. Additional claims to fame include earning Smith & Nephew’s Pinnacle Award in 2016 for outstanding sales achievement in the ENT business unit, and winning ArthroCare’s President’s Club distinction in 2009, 2012, and 2013 for ranking in the top-five out of 50 Territory Managers in the ENT division.I was also recognized as one of only two Territory Managers to ever receive ArthroCare’s Chairman’s Award in 2013 for exceeding annual revenues for three consecutive years in a row, as well as most years above quota after winning ArthroCare’s Top Gun Award in 2012 for ranking #1 in division and their Summit Award in 2014 for increasing sinus products revenues to $1.1M and in-office sinus procedures to 1.8k, as well as having the most years above quota.In an attempt to equip all new hires and struggling peers with the prospecting, presentation, and closing techniques required to be successful, I was designated as our Regional Field Sales Trainer in 2013, and served on the Field Advisory Committee that assisted with the design of marketing strategies that led to more rapid penetration of in-office sinus procedures.

South Florida And Puerto Rico

In this role, I managed an account portfolio consisting of anesthesiologists, cardiologists, neurologists, and respiratory therapists across South Florida and Puerto Rico at the leading provider of single-use devices. My production targets included growing portfolio revenues by $180k+ YoY.I was immediately successful and finished in third place for the 2005 Rookie of the Year Award for hitting 175% of my yearly growth goals. In 2006, I ranked #4 (out of 27) in 2006 for achieving 108% of my annual growth target, and established a #1 divisional ranking (out of nine) and a #5 companywide ranking (out of 27) through Q2 2007 for increasing portfolio revenues by $181.5k+ (168% of goal). My success led to being chosen by management as our Division Sales Trainer, so that I could educate all new Territory Managers and Regional Managers on operating room-based anesthesia sales best practices.

Master Of Business Administration - Mba, Healthcare Management And Policy Major, 4.0 Gpa Award Of Academic Merit - Valedictorian

Mastering Sales

Operations

Bba, International Finance / Finance