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Medical Device Sales Director in Nashville TN Resume William Bishop

Medical Device Sales Director in Nashville TN Resume William Bishop

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Published by WilliamBishop
William Bishop is a medical device sales and management professional that is self disciplined and self motivated with 25 plus years of producing excellent results. He is 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.
William Bishop is a medical device sales and management professional that is self disciplined and self motivated with 25 plus years of producing excellent results. He is 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.

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Published by: WilliamBishop on Sep 06, 2011
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William Bishop Resume Page 1
WILLIAM H. BISHOP
(931) 486-3090 Home(931) 486-2693 Fax(931) 797-4421 MobileSpring Hill, TN 37174Email: 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 producingexcellent results. An individual with strong communication, negotiation, and presentation skills; who also excels in motivatingteam members in accomplishing goals within their respective territories and overall company objectives. In addition otherattributes that are important to note are my abilities at building relationships with key opinion leaders to influence the adoptionand 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 company’s 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 standardpharmacological 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 importanceand 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 topharmacies.
 
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 obesityintervention.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
 
01/2009
 – 
11/2010
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.
 
William Bishop Resume Page 2
Allergan Health,
Irvine CA 04/2007
 – 
01/2009
 BPA Field Director
 – 
SESC (15 states
 – 
8 direct reports)
Recognized for sales accomplishments by senior staff and promoted from field to lead new division tasked with implementingprogram to assist Allergan surgeons in providing the best possible care to their patients through a subscription based programof advisory tools
 Allergan Access®
for Bariatrics.Demonstrated the ability to multi-task and compartmentalize 2 different job functions. Started in position March 1,
,
2007while still maintaining sales responsibilities for territory. Continued to recruit, hire and manage the BPA team and drive salesin 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 2007Allergan fiscal year.Assisted in the development of curriculum with BSM Consulting for Phase II Training for BPA workforce, in additionresponsible for logistics of meeting. (24 BPA, 2 Field Directors, 4 Corporate Representatives, 4 Consultants, 1 RegionalDirector and 1 Vice President)Developed and implemented two major programs to increase/improve the learning curve of my BPA team. Those twoprograms were
 – 
weekly case study review (via online collaborative software) and mentoring program (teaming 2 BPAstogether 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 AdvisorsAwards bestowed to members I developed and managed
o
 
2007 BPA of the Year
 – 
Tom Mason
o
 
2008 BPA of the Year
 – 
Mike ThomasPromotions of personnel I hired and trained
o
 
Northeast Great Lakes Regional Director
 – 
 Matt Lustig
Executive Director’s Council 2008
 
Allergan HealthINAMED HEALTH / BIOENTERICS,
Santa Barbara, CA
Bioenterics Corporation
01/2002
 – 
03/2007
 Regional Sales Representative
 – 
(Alabama, Arkansas, Louisiana, Mississippi & Tennessee)
Recruited, trained - surgeons and developed practices with new visionary product (LAP-BAND
®
) for Obesity surgery in fivestate area. Started with small base of surgeons 14 and grew surgeon population doing procedure to 141. In first year took aterritory that was billing $414,058 in LAP-BAND sales to $1,656,235 a 400% increase. Have consistently exceeded forecastwith sales in 2003 - $3,594,000 131%, 2004 - $4,578,435 117% , 2005
 – 
6,296,578 109%, 2006 - $6,332,490 118% (territoryreduced 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 theirterritories.Member of F.I.T. (Field Input Team) Team selected by upper management to assist in determining sales and marketingdirectionTwo time member of U.S. Sales CouncilHelped 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 theHospital Guide and the Getting Started Guide for new practices
Accomplishments
190% Forecast Award - 2002227% Forecast Award
 – 
2003Forecast Achievement Award
 – 
2003Sales Representative of the Year
 – 
2003Practice Builder Program Metrics Award
 – 
2003Sales Council
 – 
2003Sales Council - 2004Forecast Achievement Award
 – 
2004Named Member of F.I.T. - 2005Forecast Achievement Award
 – 
2005Outstanding Performance Award Americas/Asia Division
 – 
 2005Forecast Achievement Award
 – 
2006Named Member of F.I.T.
 – 
2006Participated on committee to develop sales training coursefor future sales and marketing hires - 2007
 
William Bishop Resume Page 3
BLUESTAR.NET A COVAD COMPANY,
Memphis, TN 08/2000
 – 
11/2001
 Regional Director
 – 
South Central / West Region
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 2001Sales teams achieved quota in all Texas operations in first month of existence. Consistent growth was realized in all but oneoperation (El Paso) during tenure. Texas overall exceeded quota in 2000 by 41% in 2001 Texas was fastest growing state incompany 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 02/2000
 – 
08/2000
 Indirect Channel Manager
 – 
South Central / West Region
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+ circuitswith 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 waseventually adopted and modified for entire company.
SMITH & NEPHEW, INC.,
Memphis, TN 02/1998
 – 
02/2000
 Manager National Healthcare Systems, Corporate Managed Care Accounts - Memphis
Negotiated large dollar contracts between six Smith & Nephew Healthcare divisions and Group Purchasing Organizationssuch 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 & Nephewfield sales force (distributors) for KOL and new product development.
Successfully negotiated first pricing arrangement between Smith & Nephew’s six divisions and Cons
orta.
Selected to participate in Orthopaedics division’s Key Account Initiative to determine Critical Performance Drivers for 
acquiring new business.
 
ETHICON ENDO-SURGERY, INC.,
Memphis, TN 08/1989
 – 
01/1998
Senior Sales Representative / Field Sales Trainer
Enhanced surgeon’s 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 RegionSold 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 primevendor 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
 – 
1992Forecast Achievement Award
 – 
1993Forecast Achievement Award
 – 
1994Forecast Achievement Award
 – 
1995$1,000, 0000 Club
 – 
1995Glamour Prize
 – 
1995Regional Teamwork Award
 – 
1996Forecast Achievement Award
 – 
1996Key Products Participation Award
 – 
1996Forecast Achievement Award
 – 
1997Forecast Achievement Award
 – 
1998$1,500,000 Club - 1998

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