Vice President Sales Marketing in Boston MA Resume Will Shain by WillShain


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									WILL SHAIN
           Plymouth, MA 02360                508-746-0947        

                         PRESIDENT-CEO / VP OF SALES & MARKETING
                     Growth Strategies / Strategic Planning / Turnarounds / P&L
        New Product Development & Launch / Training & Team Building / Channel Development
I have a strong background and many personal accomplishments in general management, sales & marketing for
top firms in medical devices and consumables including Covidien, ConMed Corporation and STERIS. My
early stage experience is a transferable skill for other start-up companies. Combining early scientific/technical
experience with quantifiable results in sales, marketing and general management roles, I will leverage my
extensive healthcare industry experience to contribute to your organization by:
        Developing and executing strategic growth and development plans
        Building value through development of effective business teams
        Strategically managing new product development through to successful launch
        Downstream marketing strategies, teaming, selling, pricing and promotion
        Expanding market penetration through development of effective distribution channels and
         creative incentive programs

With all the skills and experience to lead sales and marketing in a variety of industries, my strengths include:
leading, planning, analysis, execution, communicating and persuading the acceptance of new technologies to
customers and sales professionals. I have consistently made contributions that assured successful product
launches, achieved market penetration goals, increased sales rates and improved financial returns.
Described by others as a polished and confident communicator, I have a straightforward management style. I
hold a BS degree in Microbiology with a minor in Chemistry from the University of Rhode Island and completed
the coursework required for a Masters in Clinical Immunology at Quinnipiac University.

                                  CAREER HISTORY & ACCOMPLISHMENTS

President & CEO - Non-invasive Glucose Monitoring, DIRAmed LLC, 2009-Current. Leading the discovery of
non-invasive glucose monitoring technology for use in the diabetes testing market. Product and business
development involving both strategic and tactical implementation of an early stage company.

     Restructured company for effective product development with a virtual staff from across North America.
     Built a team of full-time and part-time professionals and consultants focused on key product development

     Currently directing basic research and IP portfolio development for core technology.

     Directed the raising of over $600K in working capital in past year from angel investors, and currently
     engaged with institutional investors to lead a new round of investment.

VP Marketing - Monitoring & Operating Room Products, Covidien, 2007-2009. Managed extensive $285M
portfolio of medical supplies for Surgery, Cardiology, Perinatal/Obstetrics and Chemotherapy Safety. Directed
14-member team in sales support, GPO/IDN contracts, pricing, product development, channel marketing and
sales training. 20% travel U.S., Canada and Mexico.

    Established key Covidien product line as market leader. Implemented market segmented pricing
    practices after analysis of price waterfalls to improve profitability by over $8M. Worked with
    manufacturing to reduce manufacturing costs $2M, and leveraged Covidien brand in GPO marketing.
    Closed nine GPO contract opportunities, attaining #1 position as US market leader.

    Prevented new high potential product from derailing. Covidien senior management was about to
    drop funding for new infection prevention product. Rationally used market research from over 500
    clinicians, advised more aggressive pricing based on new customer inputs and increased confidence
    in proforma to save development. Sales exceeded first year quota and second year run-rate.

    Contributed to infection control initiative within Corporate Covidien. Teamed on corporate
    initiative to highlight products and services for the infection prevention market. Collaborated on
    development of worldwide efforts to build Covidien into a major strategic partner of APIC and IFIC.

Managing Director, Patient Care, ConMed Corporation, 2004-2007. Recruited as Director of Marketing,
promoted to manage upstream and downstream marketing for this $78M division of this $650M medical
device/supplies manufacturer. 40% travel U.S.

    Rebuilt marketing department. Integrated Marketing, OEM Specialty Sales and R&D to improve
    financial returns. Managed integrated team of direct and independent sales agents and strengthened
    relationships with international subsidiaries. Optimized growth through comprehensive market
    planning and strategies.
    Improved gross margins at ConMed. Developed new pricing/market segmentation model. Stabilized
    GPO pricing and implemented raw materials price increases, sacrificing low margin sales to
    strengthen business. Improved divisional pre-tax profits by over $4M.

VP Sales, STERIS, $42M Applied Infection Control Div., 2000-2004. $1B medical device and supplies
manufacturer. Recruited new, 35-member sales and marketing team, collaborated with GPO/IDN sales and
developed new five-year strategic plan. 50% travel in U.S. and Canada.
    Built an effective business team to reverse product sales decline. Reversed multi-year decline in
    revenues and negative profits for hand hygiene with a new five-year plan that recruited an entirely new
    marketing and direct sales team. The high performance team turned sales around to book 9+% annual
    growth producing $8.5M EBIT in a commodity market.
    Regained #1 market position. Addressed aggressive competitor tactics with increased customer
    visibility to products and service, streamlined product line, introduced new marketing collateral and
    sales support to build the STERIS brand. Improved and consistent performance led to integration of
    other STERIS consumable products into hand hygiene division portfolio.

Director of Marketing, Neoprobe Corporation, $8M Surgical Oncology business, 1997-2000. $10M early stage
company. Contributions in new product development, building the Neoprobe brand, integrated sales and
marketing team sales including surgical caseload and professional education. 50% travel including international.
    Increased ASP 60% while gaining market share. Neoprobe’s investment in new instrument system
    warranted higher ROI. Identified true price-value relationship. Created instrument sales packages,
    expanded professional training and field support to raise ASP. Established brand and increased sales
    by 165% in 24 months.

Director of Marketing, MEDEX, 1994-1997. $104M manufacturer of medical devices and supplies. Managed
product marketing, distributor relations, clinical and technical services, marketing communications and market
research. 20% travel including international.

    Engineered turnaround at Medex. Implemented cost reductions and forecasting in manufacturing
    resulting in 50% reduction in backorders, 35% cut in time-to-market for new products and 2%
    improvement in gross margins. Established one national marketing team, introduced formal sales
    training and improved brand image leading up to sale of company at premium price.

Earlier Positions: Group Marketing Manager at Medtronic Andover Medical/ConMed and Sales & Marketing
Manager at GENE-TRAK Systems. Began career with Travenol-Genentech and Coulter Electronics.

Personal: Current Vice President of the Simes House Foundation, a 501(c)(3) non-profit founded in 2010 to
restore the historic, 1863 Joseph Simes House in Plymouth, MA ( Sat on the
Board of Trustees for the Association for Professionals in Infection Control (APIC) Scientific Research Council
for six years. Active in numerous civic functions including election to School Board, and chairing of Municipal
Long Range Capital Planning and Community Road Safety Committees. Enjoys reading, music, theater, home
improvement projects, fishing, travel and politics.

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