Tom Fry
Pittsburgh, PA
(858) 229-7090, E Mail:
Summary
Top-performing sales and sales management executive with progressive experience in selling, training, developing, managing and leading sales teams to success. Versatile and experienced in working with a wide range of client profiles: small to large companies, local to national coverage, distributor to manufacturer, service to product sales. Recognized for leadership in personnel development, mentoring and consistent overachievement of sales objectives
St Jude Medical, Austin, TX
Territory Director AF Capital Sales______January 2007- August 2009
Responsible for creation of strategic direction of capital equipment sales in a multi-state territory in the Northeast
*Worked with 7 Sales Representatives, coordinating all aspects of capital sales process and delegated follow up activities
*Coached and mentored selling activities in region
*Worked with Corporate Partners at Philips Healthcare for combined system sales
*Participated in pre-acquisition planning/guidance meetings
*Assimilated all customers into master database for follow up and continuity
*Sold first integrated offering package featuring St Jude Medical and EP MedSystems combined offerings
*Closed $2.1mm 1st Half 2009
EP MedSystems, West Berlin, NJ
Director of Sales ICE Division(acquired by St. Jude Medical)
Recruited by CEO and built national sales organization from scratch for high tech, disposable cardiac catheters. Managed sales process of capital into interventional and electrophysiology labs
*Hired and led national field sales organization
*Implemented new sales regions and compensation plans
*Increased sales 1st year 400%
*Introduced new demo delivery system and protocols
*Work with Philips Medical executives to facilitate inter-company cooperation of OEM system manufacturer
Siemens Medical Solutions, Acuson AcuNav Intracardiac Catheter Division
Regional Sales Manager for AcuNav______January 2005-January 2007
Transformed West team into cohesive, customer focused, unit to focus on company goals and professional needs.
Managed sales efforts of 11 cardiology sales executives and 8 clinical representatives. Opened and developed new electrophysiology and invasive cardiology accounts in Western and Eastern U.S.
* Support strategic joint sales calls with cardiac PSE’s and distributor representatives
* 55 New AcuNav accounts, 64 new system sales, catheter sales increase by 216%
* 196% (Siemens) Sales Increase FY05-06
GE Healthcare, Milwaukee, WI
Micro Customer Team Leader, Southern California, Field Sales Trainer
Cardiovascular Ultrasound Account Executive______July 2001- January 2005
Managed joint selling efforts of multidisciplinary ultrasound team of 19, sales/clinical/service for OB, Specialty, Cardiology and Radiology. Sales of cardiac ultrasound scanners and networks in Southern California.
*Best in the West 1st Year Performance 2001, Management Award - Development and Mentoring 2002
*221% Sales Increase 2001-2002
*130% Sales Increase 2002-2003
Instromedix a subsidiary of Card Guard, San Diego, CA
Account Consultant/ Field Sales Trainer______November 2000-June 2001
Sold cardiac event monitors, holter, EKG, stress testing and trans-telephonic devices and software to cardiologists, electrophysiologists and cardio pulmonary departments in hospitals covering 9 Western states.
* Ranked #2 in booked orders for the first three months of 2001
Coloplast-Sween Corporation-Marietta, GA
Senior Territory Manager / Field Sales Trainer______September 1993- October 2000
Managed distribution channels and direct sales of medical and skin care disposables sales to hospitals, skilled nursing facilities, home care agencies, institutions.
* Number 2 in U.S. 1997-1998, increase new business $150,000
* Trained 15 new hires for field sales positions
Shield Healthcare Centers-Valencia/San Diego, California.
Territory Representative______May 1991-August 1993
Medical Service sales to hospitals, medical clinics, home health agencies
Awards:
Crest Award for AcuNav Sales 2006, 2005 President’s Circle of Excellence (Siemens)
APEX Award 2005, Sales Representative of the Year (Siemens)
Inner Circle 1998 (Coloplast)
Honor Council 1995, 1996 (Coloplast)
Salesman of the Year 1992 (Shield Healthcare)
President's Club 1991, 1992 (Shield Healthcare)
Rookie of the Year 1991 (Shield Healthcare)
Education: San Diego State University-San Diego, California
Bachelor of Science in Business Administration-Marketing
Certificates: Advanced Closing, Right Question, Listening to Understand –Brennan Sales Institute 10-2006
Six Sigma - Green Belt Certification