TODD E. BUTTERFIELD
, 817-975-3182 (call or text) / Fort Worth, TX 76133
http://www.linkedin.com/in/butterfieldtodd
Business Development|Strategic Marketing|Sales –
Executive Leader | Management Consultant
Business Development/Marketing/Sales Executive and Management Consultant who built a consulting practice which made a vital contribution to over $1B of incremental revenue growth at
20+ F100 product teams over twelve years. As a national accounts executive, drove over $80m/yr. incremental sales growth within five years. As an executive negotiator, generated $100m+ annual benefit for organizations on $850M of annual revenue through deals.
Wins the trust and respect of others through a strong sense of integrity. Innovative thinker who leads brainstorming to develop initiatives which drive value. Leverages a wide network of contacts. Maximizes impact by developing understanding, identifying opportunities and resources, designing creative approaches, analyzing alternatives, planning initiatives, setting goals, executing plan, and monitoring results.
Princeton B.A., Boston University M.S. Management.
Experience
RTI Surgical, Marketer of Surgical Implants, Fort Worth TX (field office)
Director Corporate Accounts, 2015-2017
New business development & maximize value of relationships with key accounts
Novation, Purchasing Organization for Hospitals (GPO), Irving, TX
Portfolio Executive, 2012-2015
Negotiate contracts and drive revenue for >$750m sales in seven categories of orthopedic devices
Stryker Corporation, Marketer of Surgical Implants, Mahwah NJ
Director, Strategic Accounts, 2011
National Accounts Manager, 2007-2011
New business development & maximize value of relationships with key accounts
Butterfield & Company, Marketing Consultant, Philadelphia PA
President and Founder, 1996—2007
Marketing consulting to Fortune 100 companies
· DBA “MedReports,” “Butterfield Research Consultants”
Additional Relevant Experience
Strategic Marketing Corporation, Marketing Research Consultant, Bala Cynwyd PA
Princeton Carpet and Futons, Partner and Founder, Princeton NJ
Functions
Executive Leadership to Maximize Revenue Growth
· At Stryker, built National Accounts Function for $350m Trauma Business Unit. We built a team of ten sales execs.
Ø Started and built C-level relationships that included GPOs, IDNs, Academic Medical Centers, and ASC Companies. These relationships added $9m incremental growth to 2008 sales, and grew to account for $84m of $350m sales in 2011. Our growth provided rationale for my supervisor, a regional sales director, to become VP of National and Strategic Accounts, and for my promotion to Strategic Accounts Director.
Ø Drove turn-around for National Accounts function across our division: GPO revenue grew faster than local contracts for the first time at Stryker Orthopaedics. “First person to successfully design and carry out a National Accounts Sales Contest” (supervisor). Produced a national field force training on National Accounts and Conversions, wherein we swap out competitive implants for Stryker devices. Developed Stryker Trauma sales presentations to communicate value proposition of conversion offering to CFOs and trained sales managers on C-suite selling. As momentum grew, we obtained a $20m company investment into kitted sets for this program. By the end of 2011, 234 hospital CFOs and other decision makers agreed to remove competitive inventory in exchange for Stryker sets. Conversions program continues to be a strategic initiative at Stryker to this day.
· At Butterfield & Company, built a marketing consulting practice which made a vital contribution to over $1B of incremental revenue growth at 20+ product teams over twelve years.
Ø Delivered over one hundred consulting engagements, developing more customer-centric operations at Pfizer, Synthes, GlaxoSmithKline, Schering-Plough, Novartis, SanofiAventis, Abbott, Bank of America, CitiBank, and Hewlett Packard.
Ø Hired and developed a staff to manage projects and conduct marketing research and analysis, and
we managed 20+ vendors providing a variety of outsourced functions.
· At RTI Surgical, developed a system to win more bids. Upon arriving in 8/15, we won very few bids because of low market share. In 2016, we used this system to win 15 contracts out of 25 sourcing events, including multiple dual-source awards.
Marketing & Sales Planning: Creative Insight to Formulate Winning Strategies
· At Butterfield & Company, assignments included:
Market potential of novel agents
Innovate new services, other ideation projects
Feedback on device design
Positioning (qualitative + quantitative)
Pricing (choice analysis, MD + MCO)
Brand personality and product naming
Segmentation
Campaign storyboarding and wargames
Ad testing: print + web-based
Campaign ROI
Valuation of prospect segments for targeting
Optimizing call frequency
Territory design/sales force structure
Win-loss analysis post sales meeting
Sales tactics
· Pharmaceutical client wanted to understand why their DSM offering was not helping their MCO relationships. Qualitative research with MCO decision makers led to a quantitative study using multivariate statistical analysis to determine key drivers for strength or weakness of relationship between a pharmaceutical company and an MCO. Based on findings, built plan to restructure the DSM resource to support a broader offering of services that could be customized by empowered national account reps to help clients reach their unique goals. Influenced senior V.P. to restructure division, which improved MCO customer relationships as determined by an 18-month quarterly tracking study, causing its ratings by MCOs to pull ahead of three competitors.
· In multi-year consulting with a pharmaceutical product team, they adopted recommendations on market potential, product positioning, response to competitive messaging, and DTC campaign, which helped put brand surpass >$1B annual sales vs. initial revenue forecast of $100m/yr.
· Moderated focus groups/led in-depth interviews with 1,000+ decision makers to understand perceptions.
Top Producer Selling to Executives
· At Stryker, our call points for hospital organizations were the Chief Supply Officer, the Chief Financial Officer (for competitive inventory exchange), and the CEO and Chief Medical Officer (to engage surgeons to standardize in a physicians’ preference category).
Ø During 2012 only, we received commissions. Achieved highest percent-to-quota among my ten peers. My quota was to drive a total of $3.7m incremental growth through assigned accounts (only revenue over and above prior year counted toward quota); drove $10.2m incremental growth.
· At Novation, enhanced a $500m/year orthopedic trauma contract with DePuy Synthes. Members saved $46.5M through increased discount and enhanced inventory exchange program.
Ø At Stryker, negotiated for 26% increase in access-tier pricing with Broadlane from 2/2008 to 2/2013, leading to a $100m+ deal with average annual growth of 18% through this period.
Business Development, Deal Making, and Entrepreneurship
· At Butterfield & Company, 30+ opportunity assessment projects sold to help clients evaluate the market potential of IP that could be licensed or developed, or businesses that could be acquired;
· At Novation, enhanced a $500m/year orthopedic trauma contract with DePuy Synthes. Members saved $46.5M through increased discount and enhanced inventory exchange program.
Ø At Stryker, negotiated for 26% increase in access-tier pricing with Broadlane from 2/2008 to 2/2013, leading to a $100m+ deal with average annual growth of 18% through this period.
· Started three successful businesses including Butterfield & Company (F100 clientele),
MedReports (marketing research clientele), and Princeton Carpet and Futons.
Other Background
Gallup Strengths
Strategic ∙ Ideation ∙ Achiever ∙ Maximizer ∙ Individualization
Education
Boston University, M.S. in Management, Boston, MA
· International Business concentration included three semesters’ study abroad
Princeton University, B.A., Public Administration and International Affairs, Princeton, NJ
· Molecular Biology
· Woodrow Wilson School (Public Administration & International Affairs)
Rocky Mountain High School, Fort Collins, CO
· Co-Valedictorian (1/464)
· Leadership: Student Council President, Football Co-Captain, Eagle Scout
Volunteer Leadership
Mission Arlington/Mission Metroplex, Fort Worth TX, 2008-2013
· As volunteer leader, started and developed southwest Fort Worth ministry at five apartment properties.
· From 2008-2013 program grew to help over 1,000 people.
· Nine committed volunteers and over 50 camp volunteers helped in community service that included
Bible study, school supply program, ESL, providing donated furniture, sports camps, summer camps,
classes on parenting and marriage, Thanksgiving turkey dinners, and Christmas gift program.
Personal
Married. Five children.
Enjoys hiking, playing recreational sports, and reading.
Over one year of international travel including Israel, Mexico, Bolivia, Brazil, and India.
Keywords
sales training
sales operations
national accounts
corporate accounts
strategic marketing
product management
market development
business development
corporate strategy
designing & building new commercial divisions
turnaround
lead change
pioneering new corporate functions
entrepreneurship
intrapreneurship
initiating & driving organizational change
leading C-suite negotiations
deal making
negotiations
pharmaceuticals
medical devices
biotech
healthcare
hospitals
IT
cybersecurity
software
financial
investment