Medical Equipment & Disposables Sales Representative
Content
JERRY D. BUNCH, RN, BSN 1238 Elmwood Blvd. Dallas, TX 75224 (214) 842-1055 [email protected] MEDICAL EQUIPMENT & DISPOSABLES SALES REPRESENTATIVE * * * * * * Hospital & Medical Facility Account Management Contract Negotiations Start Up Territory Development Equipment Evaluation Approvals Clinical Champion Program Proctor Published Surgical Competency Author
Medical Sales Representative with a unique background of sales and clinical education experience selling technologically advanced surgical equipment, disposables, and other medical supplies. Experience building relationships with and selling to multiple surgical specialties, including gynecology, gynecological oncology, thoracic, urological, plastics, colorectal, and general. Proven experience developing new markets, launching new products, and creating marketing materials as well as operating and procedure instructions. Extensive operating room (OR) experience covering cases and answering questions about surgical procedure and product applications. Distinctions include: securing commitments with surgeons and hospital personnel for product evaluations; developing and implementing surgeon training programs in large national markets; facilitating medical center conversions from competitor products by providing critical surgical product/instrument education; and building relationships with C-level hospital executives, OR/Surgery Department Directors, and Materials Managers. PROFESSIONAL EXPERIENCE PLASMA SURGICAL, INC., Dallas, TX, April 2010 - Present Medical Equipment Sales Representative (internal title: Clinical Education Specialist) Continue to drive sales growth for this surgical technology company by marketing the PlasmaJet system, a high tech, pure plasma energy surgical device used primarily for open and laparoscopic surgical procedures to cut and coagulate tissue and bone. Assigned to a large start-up territory covering all of Texas, New Mexico, Colorado, Kansas, Arkansas, and Louisiana. * Call on multiple surgical specialties (gynecology, gynecological oncology, thoracic, general) to sell the value and sophisticated technological advantages of the equipment and disposables. * Secure commitments with surgeons for product evaluations; lead surgeon/staff in-services to provide education on equipment set up and applications; and attend cases to advise and train surgeons on proper product use.
* Cold call surgeons to schedule appointments and lunch programs to gain access to highly influential surgeons. * Follow each deal through the long selling cycle to gain approval for capital equipment sale with all departments, hospital administration, and purchasing directors. * Build strong relationships with Surgery Department Directors to initiate and set up equipment evaluation process. * Generated immediate territory impact by securing approval for evaluations; evaluations are currently underway at MD Anderson (Houston), Texas Regional Medical Center, University of Texas Southwest Parkland. * Closed a $44,550 sale with Seton Medical Center Austin; increased PlasmaJet hand piece usage from one to eight surgeons at Seton Medical and from one to three surgeons at Parkland. COVIDIEN, Dallas, TX, April 2007 - April 2010 Clinical Nurse Educator & Sales Support Specialist Developed and administered clinical education and training programs for hospital and surgical clients of this $10 billion global healthcare products leader providing medical devices, diagnostic imaging agents, and pharmaceuticals. Traveled across the U.S. to administer clinical education programs for the surgical device, hernia repair, and wound closure divisions. * Increased Sales 23.62% to $68,000 with Englewood Community Hospital, increased sales 39.619% with Chinese Hospital in San Francisco to $46,000 and other accounts in TX, CA and FL by 37.23% for the year. * Provided the sales support that contributed to approximately $7.9 million during product conversions at: * * * * * * * * Fairview, Minneapolis, MN, $3M Cleveland Clinic, Cleveland, OH, $1.5M St. Francis, Tulsa, OK, $1.2M Children's Memorial, Chicago, IL, $100K Central Valley, CA, $700K Mission, Asheville, NC, $800K White River, Batesville, AR, $500K KRMC, Kingman, AZ, $250K
* Worked with nursing team and two leading healthcare learning solution companies (HealthStream and Pfiedler) to design modules used for Nursing Seminars and Clinical Champion Programs. * Created Operating Room nursing competencies for devices used for stapling, laparoscopic, and hernia procedures. * Worked with a range of surgical specialties (general, thoracic, urological, plastic, colorectal) in a lab environment to provide procedural instruction (i.e., tissue block preparation). * Developed and launched Single Incision Laparoscopic Surgery
(SILS) Clinical Immersion Program (comprehensive surgeon training program) at four sites (Los Angeles, New York, Austin, Tampa) for both didactic and lab segments. * Provided procedural and educational product support to sales team during conversions at major medical facilities from competitor products to Covidien by conducting large group presentations and surgical in-services. * Met with C-level hospital executives, OR Directors, and Materials Managers to facilitate product transition during conversion and promote education, inventory, and other value-added company services. * Attended cases to train surgeons and staff on product use and application to ensure positive outcomes. CHILDREN'S MEDICAL CENTER, Dallas, TX, 2000 - April 2007 Evening Shift Charge Nurse - Operating Room Managed a team of circulating and scrub nurses, surgical technologist, respiratory therapist, and patient/surgical assistants at one of the largest pediatric medical centers in the nation. * Served as Team Leader in the Ear, Nose and Throat Surgery and Urology Departments. * Scheduled procedures and nurse staffing to ensure adequate shift coverage based on patient load. * Maintained materials management inventory and departmental financial presentations. * Served as a Preceptor to new operating room nurses, surgical technicians, and nurse aids. * Ensured unit-wide compliance with applicable procedures, quality control standards, and regulations. * Designed and led PowerPoint presentations at staff meetings. Additional Experience: Travel Nursing Contracts - Emerald Health Services / American Mobile Healthcare, 1998 - 2005 * Marion Medical Center (Santa Maria, CA, 2005) * Sharp Healthcare (San Diego, CA, 2002-2005) * New York Presbyterian Hospital / Cornell Hospital (New York, NY, 2004) * Oklahoma Spine Hospital (Oklahoma City, OK, 2000) * Integris-Baptist Hospital (Oklahoma City, OK, 1999) * Northwestern Memorial Hospital (Chicago, IL, 1998-1999) * Presbyterian Hospital of Dallas (Dallas, TX, 1996-1998) EDUCATION
OKLAHOMA CITY UNIVERSITY, Oklahoma City, OK Bachelor of Science, Nursing (1996) Professional Licensure / Affiliations: * Registered Nurse (RN) #603958 (current), CA Board of Registered Nursing * Registered Nurse (RN) #637219 (current), Board of Nurse Examiners for the State of TX * Member, Association of Operating Room Nurses, Inc. Keywords: Sales Representative
Medical Sales Representative with a unique background of sales and clinical education experience selling technologically advanced surgical equipment, disposables, and other medical supplies. Experience building relationships with and selling to multiple surgical specialties, including gynecology, gynecological oncology, thoracic, urological, plastics, colorectal, and general. Proven experience developing new markets, launching new products, and creating marketing materials as well as operating and procedure instructions. Extensive operating room (OR) experience covering cases and answering questions about surgical procedure and product applications. Distinctions include: securing commitments with surgeons and hospital personnel for product evaluations; developing and implementing surgeon training programs in large national markets; facilitating medical center conversions from competitor products by providing critical surgical product/instrument education; and building relationships with C-level hospital executives, OR/Surgery Department Directors, and Materials Managers. PROFESSIONAL EXPERIENCE PLASMA SURGICAL, INC., Dallas, TX, April 2010 - Present Medical Equipment Sales Representative (internal title: Clinical Education Specialist) Continue to drive sales growth for this surgical technology company by marketing the PlasmaJet system, a high tech, pure plasma energy surgical device used primarily for open and laparoscopic surgical procedures to cut and coagulate tissue and bone. Assigned to a large start-up territory covering all of Texas, New Mexico, Colorado, Kansas, Arkansas, and Louisiana. * Call on multiple surgical specialties (gynecology, gynecological oncology, thoracic, general) to sell the value and sophisticated technological advantages of the equipment and disposables. * Secure commitments with surgeons for product evaluations; lead surgeon/staff in-services to provide education on equipment set up and applications; and attend cases to advise and train surgeons on proper product use.
* Cold call surgeons to schedule appointments and lunch programs to gain access to highly influential surgeons. * Follow each deal through the long selling cycle to gain approval for capital equipment sale with all departments, hospital administration, and purchasing directors. * Build strong relationships with Surgery Department Directors to initiate and set up equipment evaluation process. * Generated immediate territory impact by securing approval for evaluations; evaluations are currently underway at MD Anderson (Houston), Texas Regional Medical Center, University of Texas Southwest Parkland. * Closed a $44,550 sale with Seton Medical Center Austin; increased PlasmaJet hand piece usage from one to eight surgeons at Seton Medical and from one to three surgeons at Parkland. COVIDIEN, Dallas, TX, April 2007 - April 2010 Clinical Nurse Educator & Sales Support Specialist Developed and administered clinical education and training programs for hospital and surgical clients of this $10 billion global healthcare products leader providing medical devices, diagnostic imaging agents, and pharmaceuticals. Traveled across the U.S. to administer clinical education programs for the surgical device, hernia repair, and wound closure divisions. * Increased Sales 23.62% to $68,000 with Englewood Community Hospital, increased sales 39.619% with Chinese Hospital in San Francisco to $46,000 and other accounts in TX, CA and FL by 37.23% for the year. * Provided the sales support that contributed to approximately $7.9 million during product conversions at: * * * * * * * * Fairview, Minneapolis, MN, $3M Cleveland Clinic, Cleveland, OH, $1.5M St. Francis, Tulsa, OK, $1.2M Children's Memorial, Chicago, IL, $100K Central Valley, CA, $700K Mission, Asheville, NC, $800K White River, Batesville, AR, $500K KRMC, Kingman, AZ, $250K
* Worked with nursing team and two leading healthcare learning solution companies (HealthStream and Pfiedler) to design modules used for Nursing Seminars and Clinical Champion Programs. * Created Operating Room nursing competencies for devices used for stapling, laparoscopic, and hernia procedures. * Worked with a range of surgical specialties (general, thoracic, urological, plastic, colorectal) in a lab environment to provide procedural instruction (i.e., tissue block preparation). * Developed and launched Single Incision Laparoscopic Surgery
(SILS) Clinical Immersion Program (comprehensive surgeon training program) at four sites (Los Angeles, New York, Austin, Tampa) for both didactic and lab segments. * Provided procedural and educational product support to sales team during conversions at major medical facilities from competitor products to Covidien by conducting large group presentations and surgical in-services. * Met with C-level hospital executives, OR Directors, and Materials Managers to facilitate product transition during conversion and promote education, inventory, and other value-added company services. * Attended cases to train surgeons and staff on product use and application to ensure positive outcomes. CHILDREN'S MEDICAL CENTER, Dallas, TX, 2000 - April 2007 Evening Shift Charge Nurse - Operating Room Managed a team of circulating and scrub nurses, surgical technologist, respiratory therapist, and patient/surgical assistants at one of the largest pediatric medical centers in the nation. * Served as Team Leader in the Ear, Nose and Throat Surgery and Urology Departments. * Scheduled procedures and nurse staffing to ensure adequate shift coverage based on patient load. * Maintained materials management inventory and departmental financial presentations. * Served as a Preceptor to new operating room nurses, surgical technicians, and nurse aids. * Ensured unit-wide compliance with applicable procedures, quality control standards, and regulations. * Designed and led PowerPoint presentations at staff meetings. Additional Experience: Travel Nursing Contracts - Emerald Health Services / American Mobile Healthcare, 1998 - 2005 * Marion Medical Center (Santa Maria, CA, 2005) * Sharp Healthcare (San Diego, CA, 2002-2005) * New York Presbyterian Hospital / Cornell Hospital (New York, NY, 2004) * Oklahoma Spine Hospital (Oklahoma City, OK, 2000) * Integris-Baptist Hospital (Oklahoma City, OK, 1999) * Northwestern Memorial Hospital (Chicago, IL, 1998-1999) * Presbyterian Hospital of Dallas (Dallas, TX, 1996-1998) EDUCATION
OKLAHOMA CITY UNIVERSITY, Oklahoma City, OK Bachelor of Science, Nursing (1996) Professional Licensure / Affiliations: * Registered Nurse (RN) #603958 (current), CA Board of Registered Nursing * Registered Nurse (RN) #637219 (current), Board of Nurse Examiners for the State of TX * Member, Association of Operating Room Nurses, Inc. Keywords: Sales Representative
