WILLIAM H.

BISHOP
(931) 486-3090 Home (931) 486-2693 Fax (931) 797-4421 Mobile Spring Hill, TN 37174 Email: http://www.wbishop56@gmail.com

PROFILE
A medical device sales and management professional that is self disciplined and self motivated with 25 plus years of producing excellent results. An individual with strong communication, negotiation, and presentation skills; who also excels in motivating team members in accomplishing goals within their respective territories and overall company objectives. In addition other attributes that are important to note are my abilities at building relationships with key opinion leaders to influence the adoption and coverage of new medical technologies.

STRENGTHS
Systematic approach to analyzing market and opportunities for success. Creative in developing paths of action around obstacles. Strategic vision and implementation of short and long term company objectives. Extensive project management experience with large volume accounts. Thorough understanding of reimbursement process for medical devices. Expertise with all Microsoft Business Applications. Leveraged relations in National Accounts (Health Systems/ASC) to increase companys overall business. New Technology Adoption for institutional and academic centers

EXPERIENCE
Neurowave Medical Technologies, Chicago, IL Senior Sales Manager (5 state territory TN, AL, MS, AR, LA ) 11/2010 06/2011

Startup Company. Introduced transdermal neuromodulation device for nausea and vomiting as an alternative to standard pharmacological approach. Performed multi-disciplinary assessment focusing on competitor analyses and pricing strategies. Developed a strategic business plan that identified prospects, previous customers and prioritized them according to importance and ability to provide results. This generated new accounts ordering product and past customers becoming reengaged. Sold first Physician Dispensing Program to sell product direct to patients and developed sales plan to market and sell to pharmacies.

USGI, San Clemente, CA Territory Manager (7 state territory IN, OH, KY, TN, MS, AR, LA)

12/2009 11/2010

Introduced and developed incisionless surgery platform for startup Device Company in 7 state territory. Identified and convinced prospects and their respective hospitals to perform and market the new transoral approach for obesity intervention. Changed traditional obesity surgery approach with existing bariatric surgeons to a less invasive transoral procedure. Successfully involved multiple parties within institutions to adopt, perform and bill for new less invasive endoscopic / transoral procedures. Utilized marketing and sales data using (excel databases, CRM and contact databases) to produce results described above.

BT2M, LLC, Jackson, MS / Spring Hill, TN Partner

Approached by Smartforme to launch nutritional products in obesity market. Prepared initial business plan focusing on private label strategies for large bariatric practices. Developed marketing materials, diet books and revised online ordering website. Resulted in increased sales by attracting large bariatric practices.

01/2009 11/2010

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Allergan Health, Irvine CA BPA Field Director SESC (15 states 8 direct reports)

04/2007 01/2009

Recognized for sales accomplishments by senior staff and promoted from field to lead new division tasked with implementing program to assist Allergan surgeons in providing the best possible care to their patients through a subscription based program of advisory tools Allergan Access for Bariatrics. Demonstrated the ability to multi-task and compartmentalize 2 different job functions. Started in position March 1,, 2007 while still maintaining sales responsibilities for territory. Continued to recruit, hire and manage the BPA team and drive sales in my territory until my sales replacement was hired in June of 2007. Recruited, interviewed and hired 1/3 of current BPA workforce. Managed and trained 2/3 of nation for remainder of 2007 Allergan fiscal year. Assisted in the development of curriculum with BSM Consulting for Phase II Training for BPA workforce, in addition responsible for logistics of meeting. (24 BPA, 2 Field Directors, 4 Corporate Representatives, 4 Consultants, 1 Regional Director and 1 Vice President) Developed and implemented two major programs to increase/improve the learning curve of my BPA team. Those two programs were weekly case study review (via online collaborative software) and mentoring program (teaming 2 BPAs together to leverage opposite strengths). Designed first set of MBOs to measure and reward performers within the BPA group.

Accomplishments
Built original National Team of Bariatric Practice Advisors Awards bestowed to members I developed and managed o 2007 BPA of the Year Tom Mason o 2008 BPA of the Year Mike Thomas Promotions of personnel I hired and trained o Northeast Great Lakes Regional Director Matt Lustig Executive Directors Council 2008

Allergan Health INAMED HEALTH / BIOENTERICS, Santa Barbara, CA Bioenterics Corporation Regional Sales Representative (Alabama, Arkansas, Louisiana, Mississippi & Tennessee)

01/2002 03/2007

Recruited, trained - surgeons and developed practices with new visionary product (LAP-BAND) for Obesity surgery in five state area. Started with small base of surgeons 14 and grew surgeon population doing procedure to 141. In first year took a territory that was billing $414,058 in LAP-BAND sales to $1,656,235 a 400% increase. Have consistently exceeded forecast with sales in 2003 - $3,594,000 131%, 2004 - $4,578,435 117% , 2005 6,296,578 109%, 2006 - $6,332,490 118% (territory reduced due to expansion AL, MS, TN) Developed 6 surgeon champions/thought leaders throughout 5 state region. These surgeons sit on internal boards (CAB & MAB); participate in educational forums, proctor new surgeons on procedure and present at national conventions of ACS, ASBS, SAGES and other professional organizations. Interviewed/Trained new sales hires in region and worked with representatives who were struggling to help them grow their territories. Member of F.I.T. (Field Input Team) Team selected by upper management to assist in determining sales and marketing direction Two time member of U.S. Sales Council Helped develop Practice Builder Program (Series of programs and manuals to assist surgeon/practice/hospital in areas of patient acquisition, patient management, procedure reimbursement and procedure reference) by creating and assembling the Hospital Guide and the Getting Started Guide for new practices

Accomplishments
190% Forecast Award - 2002 227% Forecast Award 2003 Forecast Achievement Award 2003 Sales Representative of the Year 2003 Practice Builder Program Metrics Award 2003 Sales Council 2003 Sales Council - 2004 Forecast Achievement Award 2004 Named Member of F.I.T. - 2005 Forecast Achievement Award 2005 Outstanding Performance Award Americas/Asia Division 2005 Forecast Achievement Award 2006 Named Member of F.I.T. 2006 Participated on committee to develop sales training course for future sales and marketing hires - 2007

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BLUESTAR.NET A COVAD COMPANY, Memphis, TN Regional Director South Central / West Region

08/2000 11/2001

Responsible for all aspects of opening sales offices in South Central / West Region Austin (2), San Antonio, El Paso, Dallas (2) and Houston (1). Sales went from $0 TCV, 0 circuits September 2000 to $567,560 TCV, 109 circuits. Promoted and assigned additional responsibility to lead management teams in existing offices in Louisiana (New Orleans, Baton Rouge, and Shreveport) and West Tennessee (Memphis) December 1, 2000. Sales increased in Louisiana by 37% and West Tennessee by 29% which were previously stagnant operations in 2001 Sales teams achieved quota in all Texas operations in first month of existence. Consistent growth was realized in all but one operation (El Paso) during tenure. Texas overall exceeded quota in 2000 by 41% in 2001 Texas was fastest growing state in company 217% quota. Developed and implemented strategic sales plans to achieve/exceed quota. Developed sales forecasting model and directed sales forecasting activity by setting performance goals accordingly. Assisted in development of Sales Manager training module conducted at corporate headquarters.

BLUESTAR COMMUNICATIONS, INC., Memphis, TN Indirect Channel Manager South Central / West Region

02/2000 08/2000

Created new distribution channels for the Memphis market. Consistently exceeded quota. In final month in position negotiated with channel partner to close a deal for 1,000+ circuits with an average monthly TCV of $428,400 ($5,140,800 annual billing). Initial order was for 300 circuits. Negotiated and managed contracts for partner program in Memphis consistent with company goals and objectives. Developed program for lead and revenue sharing between direct and indirect channels for Memphis market that was eventually adopted and modified for entire company.

SMITH & NEPHEW, INC., Memphis, TN Manager National Healthcare Systems, Corporate Managed Care Accounts - Memphis

02/1998 02/2000

Negotiated large dollar contracts between six Smith & Nephew Healthcare divisions and Group Purchasing Organizations such as Premier Hospital Group, Consorta (Largest Catholic Hospital Consortium in the U.S.) Department of Veteran Affairs, Premier (Largest Not for Profit Hospital Consortium in the U.S.) and Health Services Corporation of America (HSCA). Designed and managed rollouts of Premier Corporate Program to drive contract compliance and increase product sales. Liaison between Smith & Nephew executives, customer executives, independent distributor network and Smith & Nephew field sales force (distributors) for KOL and new product development. Successfully negotiated first pricing arrangement between Smith & Nephews six divisions and Consorta. Selected to participate in Orthopaedics divisions Key Account Initiative to determine Critical Performance Drivers for acquiring new business.

ETHICON ENDO-SURGERY, INC., Memphis, TN Senior Sales Representative / Field Sales Trainer

08/1989 01/1998

Enhanced surgeons use of products and demonstrated alternative user techniques to enhance patient care and reduce surgical trauma. Worked directly with surgeons in O.R. teaching them the most effective use of equipment sold. Responsible for evaluating and training potential new hires for territorial sales positions within Mid South Region Sold and serviced laparoscopic surgical needs of largest Integrated Delivery Network in Western Tennessee. Nine (9) hospitals throughout west Tennessee Methodist Health Systems. Developed and maintained relationships with board of Methodist Hospital Foundation for positioning and procuring prime vendor recognition for ETHICON Endo-Surgical products at M.E.R.I. (Medical Education and Research Institute). Planned, promoted, recruited and conducted series of 10 national courses at M.E.R.I. during two week period in October 1995. Managed lab techs and S.E.R.s sent from Cincinnati (corporate) to assist in courses. Initiated and coordinated Mechanical and Endoscopic Product Conversion for 15 hospital system (Methodist Health System)

Accomplishments
Forecast Achievement Award 1992 Forecast Achievement Award 1993 Forecast Achievement Award 1994 Forecast Achievement Award 1995 $1,000, 0000 Club 1995 Glamour Prize 1995 Regional Teamwork Award 1996 Forecast Achievement Award 1996 Key Products Participation Award 1996 Forecast Achievement Award 1997 Forecast Achievement Award 1998 $1,500,000 Club - 1998

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XL/DATACOMP, INC., Memphis, TN Branch Manager

07/1985 05/1989

Established branch and geographical representation in area where XL/Datacomp had no presence and effectively gained market share from the companys largest competitor in their own backyard (Econocom was headquartered in Memphis). Cold called, prospected, sold and serviced 89 accounts in Arkansas, west Tennessee and north Mississippi before being promoted. Directed 2 person internal sales support and administrative staff. Managed and directed 3 outbound salesmen. Managed and subcontracted software installation and modification personnel. Increased business through consultative sales approach. Recruited and trained 5 telemarketers for lead generation.

Accomplishments
Prospected and closed sales contracts up to $2 million Region Award for Sales and Service Contracts - 1986 Presidents Club -1986 (125% sales to quota) Presidents Club 1987 (162% sales to quota) Presidents Club 1988 (144% sales to quota) Presidents Club 1990 (131% sales to quota) #1 Small Branch Sales 1987, 1988, 1990 #1 Software Sales in 1987

ARKANSAS SYSTEMS, INC., Little Rock, AR Sales Representative

04/1983 06/1985

EDUCATION
GEORGETOWN COLLEGE, Georgetown, KY
Attended on Noel L. Silas Grant and Academic Scholarship

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