Medical Device Sales Manager in Chicago IL Resume John Consigny
John Consigny is a results-focused medical device sales manager with diverse cross-functional experience and proven success within the medical device and consulting arena. John is widely recognized for principled sales leadership, ability to navigate complex selling environments, quick identification of customer value drivers, and mobilizing change in collaboration with applied resources.
JOHN R. CONSIGNY ACHIEVING SUPERIOR RESULTS THROUGH INSPIRATIONAL LEADERSHIP firstname.lastname@example.org (267) 980-9745 Batavia, IL 60510 CAREER S UMMARY Results-focused medical device sales manager with diverse cross-functional experience and proven success within the medical device and consulting arena. Provides organizational value by consistently overachieving sales revenue goals, leveraging experience to realize innovative & impactful value-based solutions, and leading the thorough execution of high-value sales initiatives with diverse teams. Widely recognized for principled sales leadership, ability to navigate complex selling environments, quick identification of customer value drivers, and mobilizing change in collaboration with applied resources. Acknowledged for strategic intellect, accomplished business acumen, emotional intelligence, articulate communication style, and creativity. Driven by genuine passion for winning within competitive environments, achieving the greater organizational vision, and continuous development of self and others. A R E A S O F E XP E R T I S E SALES MANAGEMENT (REGION & MATRIX) STRATEGIC ACCOUNTS MANAGEMENT MARKETING / BRAND MANAGEMENT STRATEGIC BUSINESS & ACCOUNT PLANNING CONSULTATIVE SELLING AT ALL LEVELS NEW PRODUCT & MARKET INTRODUCTION PERFORMANCE COACHING & TRAINING FULL CONTINUUM OF CARE SELLING NATIONAL GPO & IDN MANAGEMENT TALENT IDENTIFICATION & DEVELOPMENT NEW BUSINESS ACQUISITION & INTEGRATION BUSINESS ANALYSIS & PROCESS IMPROVEMENT P ROFESSIONAL E XPERIENCE CONVATEC, INC. (FORMERLY A BRISTOL-MYERS SQUIBB CO.) – FEBRUARY 2000 – JULY 2012 CONVATEC IS A GLOBAL MARKET LEADER IN PROVIDING COMPREHENSIVE SOLUTIONS FOR ADVANCED WOUND THERAPEUTICS, CRITICAL CARE, CONTINENCE, AND OSTOMY ACROSS THE CONTINUUM OF CARE STRATEGIC ACCOUNTS MANAGER, CONVATEC HEALTHCARE SOLUTIONS™, FEBRUARY 2010 – JULY 2012 (CHICAGO, IL) Selected by the Vice President of Strategic Accounts to help develop and be a key contributor in a new fee-for-service consulting division, ConvaTec Healthcare Solutions™ (CHS), a key growth strategy for the U.S. executive leadership team. Leveraged the standardization of all ConvaTec product portfolios, proprietary treatment methodologies, and outpatient wound and hyperbaric consulting services with senior level client leadership to improve the scale and relevance of ConvaTec value propositions resulting in significant new revenue growth. Realized 120.5% YTD budget performance in assigned account book of business ($2.1MM annually) vs. U.S. performance of 99%. Led the sales integration of a new strategic partnership with Telemedicine Solutions WoundRounds® electronic wound assessment and management software/hardware solution. Cultivated 27 validated accounts to drive $300K in targeted growth. Managed the Amerinet GPO account in 2012 ($4.9MM annually) resulting in a new post-acute contract targeting 30% annual growth from a base of $762K annually encompassing patient skin care, advanced wound care, and ostomy portfolios. NATIONAL CORPORATE ACCOUNTS EXECUTIVE, CENTRAL AREA, FEBRUARY 2009 – JANUARY 2010 (CHICAGO, IL) Led all aspects in managing assigned key IDN accounts and identified emerging opportunities directly impacting the U.S. Central Area revenue goals. Effectively collaborated with the Area Vice President and Region Sales Managers on Central Area strategy development, key account selection, senior level key account interactions, strategic targeting initiatives, custom contracting, and financial analysis to retain, expand, and grow business across 4 business units including Wound Therapeutics, Critical Care, Ostomy, and Negative Pressure Therapy. VHA Upper Midwest CSC - Proactively developed and implemented a “Contract Fence” strategy with 8 influential system members that secured $850K of $1.2MM annual sales under severe competitive threat within this GPO Collaborative. A sole source 3-year bowel management contract position was subsequently awarded to ConvaTec in 2010 worth over $3MM. Franciscan Alliance – Realized +22.17% growth from a base of $640K through effective contract compliance management and field sales execution of product initiatives within this Indiana based IDN affiliated with the Novation GPO. ASSOCIATE PRODUCT MANAGER, WOUND THERAPEUTICS MARKETING, AUGUST 2007 – JANUARY 2009 (PRINCETON, NJ) Managed and achieved the U.S. direct sales attainment for the DuoDERM® Hydrocolloid brand ($26MM Annual Sales) and Foundation product portfolio of compression bandages, wound cleansers, and wound gels ($20MM Annual Sales). Key marketing responsibilities included strategic brand planning, utilization of marketing analytics, new product & market development, strategic pricing, brand promotion, global branding input, KOL development, e-commerce development, national sales meeting leadership, and national symposia management. Achieved 105% to 2008 Budget for DuoDERM® brand and 105% to 2008 Budget in Foundation brands. Kaiser Permanente – Realized $680K of new brand revenue by leading an innovative collaboration with Corporate Accounts and inVentiv Health professional education. Recognized by Global Marketing for best practice success. Led and managed all aspects of sponsorship for the 2008 Clinical Symposium of Advances in Skin and Wound Care (CSASWC) resulting in 225 highly qualified leads related to new product growth and implementation of ConvaTec Solutions ® Algorithms. JOHN R. CONSIGNY ACHIEVING SUPERIOR RESULTS THROUGH INSPIRATIONAL LEADERSHIP REGION SALES MANAGER, GREAT LAKES REGION, MAY 2004 – JULY 2007 (INDIANAPOLIS, IN) Led and inspired the turnaround performance and activities of 8 Territory Managers to achieve ConvaTec sales and business objectives through the application of situational leadership and core behaviors. Deliverables included attainment of regional sales budget, development and execution of key account strategies, skills development, performance coaching, talent acquisition, and management of operational budget. Responsible for increasing revenue within all ConvaTec product lines (skin care, wound care, fecal management, ostomy) utilized throughout the continuum of care (OR, ICU, PEDS, ONC, IR, ED, PT, Outpatient Clinics, Long Term Care, Home Care, DME). 2005 ~ Achieved 103% to Overall Budget of $6.7MM, Flexi-Seal® FMS 155.6%, Ostomy 105% to Budget. 2006 ~ Achieved 111% to Overall Budget of $7.9MM, Flexi-Seal® FMS 194.9%, Franchise Business 100% to Budget. 2007 (June YTD) ~ Flexi-Seal® FMS 115.6%, Hydrofiber® 104%, Foundation 104% to Budget (Region finished 103% to Budget). ASSOCIATE MANAGER, SALES LEARNING & DEVELOPMENT, NOVEMBER 2003 – APRIL 2004 (PRINCETON, NJ) SALES LEARNING ASSOCIATE, SALES LEARNING & DEVELOPMENT, JANUARY 2003 – OCTOBER 2003 Fully responsible for impacting organizational productivity and profitability by leading the sales training and leadership development programing for the U.S. field sales organization with support to Latin America, and Canada. Successfully progressed through management development track initiatives including RMI “Performance Leadership” programs, Miller Heiman Client Associate certification, Vital Learning Coach certification, Experience Based Interviewing, and other various ConvaTec leadership & sales effectiveness training. KEY PROGRAM RESPONSIBILITIES U.S. FIELD SALES TRAINING CONTINUUM NEW MANAGER TRAINING SELLING TO THE SURGEON TRAINING U.S. FIELD SALES TRAINERS TEAM NEW PRODUCT & MARKET TRAINING MILLER HEIMAN STRATEGIC SELLING SALES ASSOCIATE DEVELOPMENT PROGRAM DISTANCE LEARNING PLATFORM VITAL LEARNING CUSTOMER ORIENTED SELLING TERRITORY MANAGER, CENTRAL IL, FEBRUARY 2000 – DECEMBER 2002 (PEORIA, IL) Effectively sold and marketed three product lines and related services encompassing ostomy, patient skin care, and advanced wound care to the Central IL acute care, long-term care, home care, and retail markets. Earned and executed additional responsibilities within the region and area encompassing interviewing, training, distribution partnership initiatives, and various symposia representation. 2001 ~ Achieved 103% to Overall Budget of $1.3MM, Area Skin SOP 111%, Ostomy DME 102%, Contracted 105% to Budget. 2002 ~ Achieved 101% to Overall Budget of $1.5MM, National GPO Contracted 105%, Skin Care SOP 102% to Budget. Planned, developed, and implemented a comprehensive Central Area marketing program for HYALOFILL® biopolymeric wound dressing. Recognized by V.P. of Sales for leadership excellence and awarded a $5,000 bonus as a result of program effectiveness. JANSSEN PHARMACEUTICA (A JOHNSON & JOHNSON CO.) JANSSEN IS A PHARMACEUTICAL COMPANY OF JOHNSON & JOHNSON THAT PROVIDES MEDICINES FOR AN ARRAY OF THERAPEUTIC AREAS INCLUDING GASTROENTEROLOGY AND DERMATOLOGY AREA SALES REPRESENTATIVE, CENTRAL IL, NOVEMBER 1997 – JANUARY 2000 (PEORIA, IL) Successfully drove incremental revenue with gastrointestinal and oral anti-fungal products by utilizing various sales competencies including objective based business planning, strategic partnering product knowledge, and selling skills. Market included gastroenterology, dermatology, and podiatry. Selected as District Training Coordinator for the Aciphex® new product launch resulting in accelerated sales. Aciphex® market share district leader 3.79% (territory) vs. 2.34% (district) #1 of 10. Aciphex® market penetration district leader 7.29% (territory) vs. 4.05% (district) #1 of 10. Achieved resource utilization award for CME presentations in the first and second quarters of 1999. Achieved Central Area recognition for identification of managed care opportunities 09/99. PITNEY BOWES, INC. PITNEY BOWES IS A LEADING PROVIDER OF SOFTWARE, HARDWARE, AND SERVICES TO HELP COMPANIES ENGAGE CUSTOMERS, GAIN BUSINESS INSIGHT, MANAGE DOCUMENT WORKFLOW AND IMPROVE MAIL PERFORMANCE AREA SALES EXECUTIVE, EASTERN IL, DECEMBER 1995 – OCTOBER 1997 (PEORIA, IL) Effectively consulted new and existing accounts in software, hardware, and training solutions related to mailing, multi-carrier shipping, and document processing. Advanced through an accelerated training program that required higher than average sales quotas and condensed product training. Utilized consultative selling approach and effective targeting to realize consistent high sales performance. 105% to Quota (YTD July 1996), promoted to Associate Area Sales Executive. 109% to Quota (1996), First Honors Club sales award winner, promoted to Area Sales Executive position. 108% to Quota (YTD Oct 1997), district leader in mailing and shipping products sales. E DUCATION AND T RAINING Bachelor of Science in Marketing, Bradley University, Peoria, IL Marketing Excellence Certification by Impact Planning Group | Miller Heiman Strategic Selling Client Associate | Vital Learning Customer Oriented Selling Coach | RMI Leadership Development | Behavioral Based Interviewing | AORN Certification Proficient in Web Conferencing, Word, Excel, PowerPoint, Outlook, and COGNOS