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Summary

a highly versatile and capable individual with a strong entrepreneurial drive, a sales Director with extensive and successful experience managing all aspects of Forecasting, p&l Sales Management and company strategic development within the Medical Device sector from start up scenarios to major blue chip corporations. proven ability to create and lead sales and Marketing teams to high levels of achievement. specialties: ptca, stents: cardiac and peripheral, Vascular grafts, iapb, cardiac pacing, radiology, specimen x-ray cabinets, Capital Equipment

Experiences

Current Experience

  • Director of Business Development EMEAA


    Since January 2013
    kubtec is a manufacturer of compact, digital x-ray inspection systems for radiography, science and Research, forensics and Pathology. Kubtec is a manufacturer of compact, digital x-ray inspection systems for radiography, science and research, forensics and pathology.

Past Experience

  • Various Europe

    April 1994 --- April 2015

    having worked within the european markets since 1995, i have gained extensive knowledge of the markets from turkey to scandinavia. i have been actively involved with Interventional Cardiology and Vascular radiology and Surgery for many years and have extensive, hands on experience with distribution outlets and direct sales forces alike.

    as a driven individual, my main focus has, and will always be, within the field. i have a natural affinity towards sales and enjoy being in front of customers, not confined to a desk ‘shuffling paper’

    i enjoy travel and working with distribution teams across the european community.

    working chronologically:

    from january 2013 to date i have been working with kubtec, a small, independent manufacture of specialized, self contained x-ray specimen cabinets. i have successfully set up a comprehensive distribution network ous covering all of europe, middle east, india, pakistan, china, australia and new zealand. since joining, i have added $4,000,000 to the company turnover from an area which turned over, in 2012, $175,000. careful evaluation of potential partners has meet that the right companies have been signed with staff, working and Selling into the customer base required.

    from 2005 to 2008 i was responsible for the uk-ireland-france- benelux –italy for orbusneich. i worked extensively with the teams in country on a product that had limited Clinical data to substantiate its patient benefits. as such, we experienced difficulties convincing kol’s to become engaged with the product. as 2b3a drugs featured highly in the after care of patients receiving a des, we had a distinct advantage (yet to be proven) that natural healing with our coronary stent occurred within weeks rather than years and, as such, negated prolonged 2b3a intervention. thereby saving the countries Health Care system many millions of euro’s in cost. skepticism still held back sales and i investigated a new Hypothesis that 25-30% of all recipients of des stents were non-responders to 2b3a Treatment and was therefore at a high risk of sat’s. as such, i worked closely with a company with a bedside test kit that clinically showed if a patient responded or not to the drug. by utilising this system with the distributors and kol’s, we quickly gained sales and became involved in valuable Research for the Clinical aspect of the product. 

     

    from 2001 to 2005 i worked with sorin biomedica covering uk -benelux-nordics. we had some interesting, but poorly marketed products, namely coronary and Vascular stents. by focusing attention via the distribution team in the initial stages, we changed the perspective of the end user away from a bms to a coated stent which had very distinct advantages in long term survival and restenosis and increased sales by a factor of 5.

     

    from 1995 until 2001 i worked with ave (then medtronic after acquisition). during my initial time with ave, i worked with distributors across europe, working closely with the teams to build self-belief in the product and the company, spending many hours with individual members in theatre and in-house, Training, mentoring and above all enabling them to sell confidently to their respective markets. i utilised this practice from here on, as it proved so successful.

    my top four key achievements that encapsulate my Career highlights with quantifiable bullet points

     

    during my time at sorin biomedica, i spearheaded the rapid transformation and revitalisation of a £1.45m division of a major corporation by leading a six fold increase in revenue growth rates, stimulating the development of new and innovative product offerings and redefining a strategic and profitable vision for the business. the company achieved 60%+ margins, 20% ahead of competitive industry peers. from may 2001 until may 2005 my team increased sales from £1, 450,000 in 2001 to £8.4m achieved in 2005(target 2005 - £6.8m). i recruited sales staff within the uk-dutch and nordic areas and created two divisions for Interventional Cardiology and radiology. i re-focused and re-structured the entire northern european set up within sorin and successfully established a new category of implantable stent. 

    2. whilst working for ave, i lead a transformation of a multinational into a c. £66m business within the emea region, encompassing leading medical technology portfolios in a number of highly competitive markets and market segments. upon joining the company we had sales of $12m, all secured via distribution partnerships, during the next 4 years, sales increased to $66m within the european market as i took key countries into direct Operations. sales increased in the uk during those 4 years from £1.1m to £11.3m, germany increased from €1.6m to €16.7m and france from €1.3m to €13.7. i took ave to the no.1 position in cardiology within emea, with 55% market share within 2 years across europe.

    3. at datascope i surpassed sales targets of £5.0m for 2008 for companies iapb capital & disposable equipment by 20% to achieve £6.0m. i increased overall sales revenue on the territory by £1.7m within 1 year by utilising graft technology to increase sales from a target of £1.0m to £1.7m revenue to an overall £7.7m.  in 10 months, i turned the company into an effective and efficient unit via strong Leadership and managerial control. i reorganised the entire division, allowing engineers to participate far more in the Sales Process. i changed the structure of the sales side of the business, recognising the buying process negated the sales side and that the business would benefit far more by focusing in on the Clinical support side to achieve increased revenue from the disposable aspect of the iapb business.

    4. during my time at orbusneich, i took sales from a base of $950,000 to $8.85m in 18 months with no Clinical data against a $7.0m target. during that period, i recruited Sales Management professionals within the respective markets taking the product from distribution to direct Operations in key european markets. i set up the uk, French & dutch sales teams, and also the Clinical registries, for continued sales growth and Clinical feedback. as Clinical data was lacking, the product was largely sold on a conceptual basis and the product was marketed into a highly competitive arena via strong management focus and vision. due to this lack of data i was ‘forced’ to bypass Clinical data issues with a series of innovative market approaches focused around the current competitors technology and the relationship between the materials used and the human bodies reactions to these elements.

    my top four key achievements that encapsulate my Career highlights with quantifiable bullet points

     

    during my time at sorin biomedica, i spearheaded the rapid transformation and revitalisation of a £1.45m division of a major corporation by leading a six fold increase in revenue growth rates, stimulating the development of new and innovative product offerings and redefining a strategic and profitable vision for the business. the company achieved 60%+ margins, 20% ahead of competitive industry peers. from may 2001 until may 2005 my team increased sales from £1, 450,000 in 2001 to £8.4m achieved in 2005(target 2005 - £6.8m). i recruited sales staff within the uk-dutch and nordic areas and created two divisions for Interventional Cardiology and radiology. i re-focused and re-structured the entire northern european set up within sorin and successfully established a new category of implantable stent. 

    2. whilst working for ave, i lead a transformation of a multinational into a c. £66m business within the emea region, encompassing leading medical technology portfolios in a number of highly competitive markets and market segments. upon joining the company we had sales of $12m, all secured via distribution partnerships, during the next 4 years, sales increased to $66m within the european market as i took key countries into direct Operations. sales increased in the uk during those 4 years from £1.1m to £11.3m, germany increased from €1.6m to €16.7m and france from €1.3m to €13.7. i took ave to the no.1 position in cardiology within emea, with 55% market share within 2 years across europe.

    3. at datascope i surpassed sales targets of £5.0m for 2008 for companies iapb capital & disposable equipment by 20% to achieve £6.0m. i increased overall sales revenue on the territory by £1.7m within 1 year by utilising graft technology to increase sales from a target of £1.0m to £1.7m revenue to an overall £7.7m.  in 10 months, i turned the company into an effective and efficient unit via strong Leadership and managerial control. i reorganised the entire division, allowing engineers to participate far more in the Sales Process. i changed the structure of the sales side of the business, recognising the buying process negated the sales side and that the business would benefit far more by focusing in on the Clinical support side to achieve increased revenue from the disposable aspect of the iapb business.

    4. during my time at orbusneich, i took sales from a base of $950,000 to $8.85m in 18 months with no Clinical data against a $7.0m target. during that period, i recruited Sales Management professionals within the respective markets taking the product from distribution to direct Operations in key european markets. i set up the uk, French & dutch sales teams, and also the Clinical registries, for continued sales growth and Clinical feedback. as Clinical data was lacking, the product was largely sold on a conceptual basis and the product was marketed into a highly competitive arena via strong management focus and vision. due to this lack of data i was ‘forced’ to bypass Clinical data issues with a series of innovative market approaches focused around the current competitors technology and the relationship between the materials used and the human bodies reactions to these elements.

    my top four key achievements that encapsulate my Career highlights with quantifiable bullet points

     

    during my time at sorin biomedica, i spearheaded the rapid transformation and revitalisation of a £1.45m division of a major corporation by leading a six fold increase in revenue growth rates, stimulating the development of new and innovative product offerings and redefining a strategic and profitable vision for the business. the company achieved 60%+ margins, 20% ahead of competitive industry peers. from may 2001 until may 2005 my team increased sales from £1, 450,000 in 2001 to £8.4m achieved in 2005(target 2005 - £6.8m). i recruited sales staff within the uk-dutch and nordic areas and created two divisions for Interventional Cardiology and radiology. i re-focused and re-structured the entire northern european set up within sorin and successfully established a new category of implantable stent. 

    2. whilst working for ave, i lead a transformation of a multinational into a c. £66m business within the emea region, encompassing leading medical technology portfolios in a number of highly competitive markets and market segments. upon joining the company we had sales of $12m, all secured via distribution partnerships, during the next 4 years, sales increased to $66m within the european market as i took key countries into direct Operations. sales increased in the uk during those 4 years from £1.1m to £11.3m, germany increased from €1.6m to €16.7m and france from €1.3m to €13.7. i took ave to the no.1 position in cardiology within emea, with 55% market share within 2 years across europe.

    3. at datascope i surpassed sales targets of £5.0m for 2008 for companies iapb capital & disposable equipment by 20% to achieve £6.0m. i increased overall sales revenue on the territory by £1.7m within 1 year by utilising graft technology to increase sales from a target of £1.0m to £1.7m revenue to an overall £7.7m.  in 10 months, i turned the company into an effective and efficient unit via strong Leadership and managerial control. i reorganised the entire division, allowing engineers to participate far more in the Sales Process. i changed the structure of the sales side of the business, recognising the buying process negated the sales side and that the business would benefit far more by focusing in on the Clinical support side to achieve increased revenue from the disposable aspect of the iapb business.

    4. during my time at orbusneich, i took sales from a base of $950,000 to $8.85m in 18 months with no Clinical data against a $7.0m target. during that period, i recruited Sales Management professionals within the respective markets taking the product from distribution to direct Operations in key european markets. i set up the uk, French & dutch sales teams, and also the Clinical registries, for continued sales growth and Clinical feedback. as Clinical data was lacking, the product was largely sold on a conceptual basis and the product was marketed into a highly competitive arena via strong management focus and vision. due to this lack of data i was ‘forced’ to bypass Clinical data issues with a series of innovative market approaches focused around the current competitors technology and the relationship between the materials used and the human bodies reactions to these elements.

    my top four key achievements that encapsulate my Career highlights with quantifiable bullet points

     

    during my time at sorin biomedica, i spearheaded the rapid transformation and revitalisation of a £1.45m division of a major corporation by leading a six fold increase in revenue growth rates, stimulating the development of new and innovative product offerings and redefining a strategic and profitable vision for the business. the company achieved 60%+ margins, 20% ahead of competitive industry peers. from may 2001 until may 2005 my team increased sales from £1, 450,000 in 2001 to £8.4m achieved in 2005(target 2005 - £6.8m). i recruited sales staff within the uk-dutch and nordic areas and created two divisions for Interventional Cardiology and radiology. i re-focused and re-structured the entire northern european set up within sorin and successfully established a new category of implantable stent. 

    2. whilst working for ave, i lead a transformation of a multinational into a c. £66m business within the emea region, encompassing leading medical technology portfolios in a number of highly competitive markets and market segments. upon joining the company we had sales of $12m, all secured via distribution partnerships, during the next 4 years, sales increased to $66m within the european market as i took key countries into direct Operations. sales increased in the uk during those 4 years from £1.1m to £11.3m, germany increased from €1.6m to €16.7m and france from €1.3m to €13.7. i took ave to the no.1 position in cardiology within emea, with 55% market share within 2 years across europe.

    3. at datascope i surpassed sales targets of £5.0m for 2008 for companies iapb capital & disposable equipment by 20% to achieve £6.0m. i increased overall sales revenue on the territory by £1.7m within 1 year by utilising graft technology to increase sales from a target of £1.0m to £1.7m revenue to an overall £7.7m.  in 10 months, i turned the company into an effective and efficient unit via strong Leadership and managerial control. i reorganised the entire division, allowing engineers to participate far more in the Sales Process. i changed the structure of the sales side of the business, recognising the buying process negated the sales side and that the business would benefit far more by focusing in on the Clinical support side to achieve increased revenue from the disposable aspect of the iapb business.

    4. during my time at orbusneich, i took sales from a base of $950,000 to $8.85m in 18 months with no Clinical data against a $7.0m target. during that period, i recruited Sales Management professionals within the respective markets taking the product from distribution to direct Operations in key european markets. i set up the uk, French & dutch sales teams, and also the Clinical registries, for continued sales growth and Clinical feedback. as Clinical data was lacking, the product was largely sold on a conceptual basis and the product was marketed into a highly competitive arena via strong management focus and vision. due to this lack of data i was ‘forced’ to bypass Clinical data issues with a series of innovative market approaches focused around the current competitors technology and the relationship between the materials used and the human bodies reactions to these elements.

     

     

  • Unit Business Director

    July 2009 --- September 2012

  • UK & Ireland General Manager

    June 2008 --- April 2009

  • Sales Director

    September 2005 --- May 2008

  • Sales Director

    January 2001 --- January 2005

  • European Sales Manager

    January 1995 --- January 2001

  • Senior Technician

    January 1979 --- January 1982

Personality

Self Assessment :
AdaptabilityInterest in knowledgeOptimismProactivityProblem solvingSelf-confidenceStrategic thinkingService orientedSociabilityStrivingInnovative thinkingIndependenceFlexibilityApproachabilityAnalytical thinkingCompetitivenessCollaborationCoordinationCreative thinkingCuriosityDependabilityEfficiencyTrust

Knowledge

Self Assessment :
Medical devicesCardiologyCardiovascular diseasesDiagnostic radiologyDiagnosticsInterventional RadiologyMicrosoft ExcelUnderstand how results translate to practiceUnderstand levels of research evidenceVascular surgeryEnglish
LinkedIn Assessment :
Medical DevicesSales ManagementVascularStart-upsForecastingCardiologyISO 13485Regulatory affairsBiotechnologyCapital EquipmentBiomedical EngineeringMarket developmentProduct developmentFDAProduct launchClinical researchOrthopedicBusiness StrategymanagementRadiologyCommercializationSalesSales EffectivenessHardware DiagnosticsInterventional CardiologyMedical ImagingDisposablesPharmaceutical IndustryLifesciencesGlobal MarketingoncologyPharmaceutical salesInterventional RadiologyUrologyOperating RoomSurgical InstrumentsSurgeonsSales Force DevelopmentSelling SkillsSurgeryHealthcareMedical SalesSales OperationsSpineHospitalsPACSHealthcare industryMedical DiagnosticsOrthopedicsLife Sciences

Skills and Expertise

Self Assessment :
Analyze data Interact with nurses Interact with physicians Interpret data Monitor a clinical study Use content management systemsAdjust methodsAdjust processes Administer logisticsAdministrative supportAttend investigator meetingAttend steering committeeCoachCoach staffCollaborate with medical teamCollaborate with principal investigatorCommunicate with investigatorCommunicate with sponsorFinancial administrationFinancial reportsInteract with physiciansNegotiate budget Negotiate payment schedules

Education

  • BSc Hons in Human Biology from Kings College in 1985
  • BSc Hons in Human Biology from King's College London in 1985

Languages

BrightOwl Assessment:
Self Assessment:
English
Native

Work Preferences

  • Notice Period:
    1 week
  • Work From Home:
    Yes, 0 to 2 days per week
  • Work Regime:
    Permanent position
  • International:
    Yes

Area / Region

Goffs Oak, United Kingdom

Others

Driving License
  • No

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