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Sales and MArketing Director

Sales and MArketing Director

Work Experience

1998- Present Associates

Nature of Business Recruitment Consultancy

Position Founding Partner

Responsibilities
Development of sound customer base and ongoing relationship building at senior management level within medical devices and biotechnology organisations
Management of administration and outsourced telesales function
Development of retained senior assignment in line with annual plan
Ongoing development of ‘e’ business strategy and medical job portal
Achievements
Profitability achieved within year one of trading and growth year on year
Development and retention of key customer base throughout the UK
Opening of Glasgow offices to target growing sector within Scotland


1996 – 1998 Invacare UK Ltd S Wales

Nature of Business Manufacture and supply of mobility products
Position Sales and Marketing Director
Responsibilities
Board member of UK company manufacturing and supplying a range of mobility and disability aids to the Private/Retail, Community, NHS and Social Services sectors.
Sales responsibility for £25m within UK and Ireland.
Sales, marketing, customer services and technical support group of 35 personnel.
Full P+L responsibility and accountable to US main board.

Achievements

Management of organisational and cultural change within a traditional. manufacturing company to ensure customer focus – team of 35.
Development of focussed sales groups targeting Primary and Secondary care.
Developed 3 year strategy to exploit NHS changes within Wheelchair services.
Development of new business within the NHS sector through product development and sales force direction and acquisition.
Managed the development and launch of a new power chair to exploit Govt. Wheelchair voucher system - £1m turnover in first 9 months.
Member of BAHS industry group.
Introduction of company training schemes to address deficits in sales, marketing and customer service skills.
Introduction of dealer training programme to raise standards within dealer and retail outlets.
Active in raising company profile within disabled users sector to develop brand awareness and loyalty e.g. Whizz Kids, Wheelchair Basketball.


1991 – 1996 Bard Ltd Sussex

Nature of business Medical Device Manufacturer

Position Sales and Marketing Director

Responsibilities
Initially responsible as Marketing Manager for range of Cardiovascular products - Interventional Cardiology, Vascular and Cardiac Surgery, Intravenous Oncology.
Promoted to S+M Director and given sales force and marketing group for Interventional Cardiology and Electro physiology (EP) products.
Sales force of 9 and marketing team of two along with product support.
Acquisition of Interventional Radiology company – Angiomed -and development of new UK Radiology Division.
Promoted S+M Director – Bard Urology – Community and Hospital products with sales force of 35 .

Achievements
Growth of sales year on year and initial sales responsibility of £6 m.
Launch of Interventional Radiology Company, ‘ Angiomed’, in the UK and sales achievement of £1.25 m in first year.
Development of the Bard Electrophysiology brand in the UK with a specialist sales force and the domination of the high value (£70k/unit) EP lab market .
Growth of sales and customer loyalty through close contact with key Cardiologist and Int: Radiologists within the UK and Europe, using customer programmes.
Introduction of Pan UK sales and marketing training programmes.
Member of UK/European/US task groups and various product development groups .
Responsible for £25 m sales of Community and Hospital Urology Sales.




1986 – 1991 BOC ( Viggo- Spectramed , Medical Div)
Nature of Business Anaesthetic Medical Devices

Position Regional Sales Manager Cheshire

Responsibilities
Field Sales Manager of Northern sales team of 6 reps selling to Hospitals
Achievements
Sales Manager of the Year 3 years running.
Sales person of the Year from Northern Team 3 years running.
Year on Year sales growth and target achievement.
Development of sale personnel into management roles.

Position Senior Product Manager – Export Berks

Responsibilities/Achievements
· The development of profitable business group selling to dealer outlets in Asia/Africa/S and E Europe.
· Marketing Capital Equipment and High Volume Disposable ITU products.
· Training and development of sales group and distributors throughout territory.

1981 –1986 Schering Healthcare Sussex
Position Product Manager - Dermatology

Responsibilities/Achievements
Marketing of ethical pharmaceuticals to GP’s, hospitals and Pharmacies.
Launch of various dermatology products to Hospitals and GP’s .
Chair of Dermatology NPD group liasing with Schering AG Berlin.

1979-1981 Brocades GB Ltd
Position Medical Representative



Education

EDUCATION/TRAINING
1969– 1975 St Mungo’s Academy 4 ‘Highers’ 1 ‘A’ Level
1975-1979 Glasgow University BSc. Zoology/Marine Science
1981 ABPI Med Rep Exam
1992 Chartered Institute of Marketing Diploma in Marketing
Presently Open University BA Hons. Psychology – second year

Memberships Member of The Chartered Institute of Marketing (MCIM)



Skills

I have a strong track record in medical devices, both high value and volume disposable, with the ability to grow businesses organically and through acquisition and integration. My expertise lies within Sales, Marketing and General Management within a UK and European setting with specific experience in Cardiology, Cardiovascular, Radiology and Dermatology. I have the ability to initiate new projects and organisations within timescales and budgets and am experienced in managing change and developing customer focussed organisations. Having established my own organisation I have demonstrated entrepreneurial flair and the ability to develop a loyal customer base.

Languages

English

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