You are on page 1of 2

Peter J.

Otto
St. Paul, MN 55115 651-983-1205 pjotto69@hotmail.com

http://www.linkedin.com/in/peterotto1/ Objective: Account Executive Medical Device Sales | Open to New Opportunities Greater Minneapolis-St. Paul Area Achievements:
Haemonetics, Braintree, MA 2012- 2012 Account Manager (Haemonetics acquired Pall Medical blood filter product line; my position transferred to Haemonetics, please refer to Pall Medical for detailed summary). * Filter systems, medical device sales to blood centers and hospitals. * Account Management, medical device sales. * Exceeded FY13Q2 sales target 118% vs. goal. Pall Medical, Port Washington, NY 2000-2012 Account Manager * Responsible for overall territory account management, sales, and profitability for my product portfolio within my territory. * Secured new business at blood bank and hospital accounts through cold calling, business analysis, new product launches, and demonstration of products and value added support services. * Developed and executed a comprehensive territory plan by account to increase revenue and secure new business. Called on C-suite, Medical Directors, Physicians, Laboratory Managers, QA Directors, Nursing Directors and others. * Oversaw major increase in ARC region filter business resulting in $2.2M in new annual revenue. * Converted major independent hospital to Pall filter systems resulting in $825K in new annual revenue. * Developed professional relationships with key opinion leaders. Established a credible professional rapport by speaking knowledgeably about products, medical studies, and related issues. Resulted in $175K in new annual revenue. * Successfully sold 98 blood mixer/scales in FY12 for $201K. * Consistently exceeded sales goals for blood bank and hospital accounts sales territory with annual revenue of more than $12 million. * Received President Award in Q2 FY12 and Q4 FY09 for recognition of my contribution to Pall Life Sciences Team. * Proficient with Word, Outlook, PowerPoint, Excel, CRM, SAP and Lotus. Draeger S.E.A. PTE LTD, Singapore 1996-2000 Product Application Specialist, Intensive, Neonatal Care Systems * Assisted with new product launch of multiple product lines. Coordinated efforts of Singapore regional office with European corporate office to maximize results. Produced strategic business plan, and built awareness of products in the region to develop demand and surpass customers expectations. * Coordinated companys sales efforts of key product lines for regional sales office. Planned and allocated the distribution of demonstration units for maximum clinical exposure. Increased products sales more than 800% over three years.

* Initiated new business development in hospitals in assigned territory. Created a network of contacts and focused on building long-term relationships through solution based selling. Resulted in Company establishing and maintaining a strong presence in the region. * Managed international tender projects and distributors for regional sales office. Negotiated pricing, provided detailed technical input to specification queries, and solved logistical problems. Through prompt initiatives project requirements were always met in a timely manner. * Demonstrated complex medical devices to physicians as a prerequisite of tender participation for clinical trials. Created product familiarity with customers that prevented errors or misunderstanding of equipment application. As a result company won new business and established first local reference site. * Trained anesthesiologists, intensivists, pediatricians, neonatologists, and surgeons on new mechanical ventilation techniques previously not widely used in the region that were the result of the companys advanced technology. Hospital based ventilator sales increased from zero to market leader in less than three years in my territory. * Managed international seminar projects for the company. Organized, formulated plans, analyzed needs, and recruited physician speakers. Success of projects enhanced companys reputation in the region. Tan Tock Seng Hospital, Singapore Senior Respiratory Therapist 1993-1996

* Key staff member of the first Respiratory Care department in a Singapore hospital. Collaborated with the Anesthesia and Nursing departments in Medical, Surgical and Neuro ICU units to establish patient goals, evaluate patient care, plan educational programs and provide professional support. * Trained physicians, nurses and therapists on effective lung ventilation strategy. Researched, analyzed and presented strategies to prevent lung damage during continuous mechanical ventilator support. Resulted in enhancing the medical staffs skill level. * Provided coordination in the day-to-day operation of the respiratory care departments clinical, educational and administrative functions. Commended by medical director for management and clinical skills.

Education:
St. Marys Dominican College, New Orleans, LA Bachelor of Science in Respiratory Care 1980-1982 St. Catherine University, Minneapolis, MN Associate of Science in Respiratory Therapy 1975-1977 University of MN, St. Paul, MN Forestry 1973-1975 Registered Respiratory Therapist RRT, National Board for Respiratory Care

Publications:
Co-authored Mechanical Ventilation RT International Fall 1997 Co-authored Mechanical Ventilation in Acute Lung Injury RT International Fall 1998