Alejandro Rivero
Jupiter
Summary
Results-driven medical device commercial leader with 10+ years of success driving growth across hospital systems, Integrated Delivery Networks (IDNs), and enterprise accounts. Proven track record of exceeding quota (130% of plan most recent year) while expanding contract pull-through within complex health systems. Expertise in GPO navigation, corporate-level negotiations, capital equipment strategy, and cross-functional collaboration with clinical, supply chain, and C-suite stakeholders. Recognized for building long-term enterprise relationships, accelerating sales cycles, and translating national contracts into measurable regional revenue growth.
Experienced with territory management and market expansion strategies, ensuring consistent growth and client retention. Utilizes strong analytical skills and market insights to develop effective sales plans. Track record of building robust client relationships and leading teams to exceed performance goals.
Overview
11
11
years of professional experience
Work History
Territory Manager II
AMBU
01.2023 - Current
- Consistently exceeded annual quota since joining AMBU, finishing most recent fiscal year at 130% of plan.
- Spearheaded a local system-wide agreement with Jackson Health System, converting to the A5 platform and building a $1.2M enterprise account.
- Led agreement strategy for UHealth A5 adoption, generating $200K in new business.
- Currently partnering cross-functionally (Corporate Accounts, Marketing, Clinical, Finance, Supply Chain) to secure expanded UHealth agreement projected to drive $1M in annual revenue.
- Drove enterprise contract pull-through within IDNs and GPO-aligned systems by engaging Value Analysis Committees and C-suite stakeholders.
- Converted competitive capital platforms to AMBU’s single-use ecosystem through ROI modeling and system-level cost containment positioning.
- Expanded share of wallet across multi-site health systems through structured account mapping and executive relationship development.
Regional Sales Manager
Exosome Diagnostics (Bio-Techne)
11.2020 - 12.2022
- Launched a novel exosomal RNA urine test targeting urology practices, oncologists, and hospital labs across the Southeast.
- Spearheaded provider education and clinical data integration to drive precision diagnostic adoption.
- Navigated payer policies, billing codes, and formulary access while coordinating with medical affairs and lab operations.
- Expanded territory penetration through structured prospecting and strategic account development.
Urology/GYN Sales Executive
Karl Storz Endoscopy
04.2015 - 11.2020
- Managed full-cycle B2B medical device sales to hospitals and IDNs, executing capital equipment procurement and contract implementation.
- Built and managed a $8.1M capital equipment/disposable pipeline using Salesforce and AcuityMD.
- Increased transactional repair revenue by 30% ($2.2M annually) through targeted upsell strategy.
- Boosted contractual repair revenue by 20% ($1.6M annually) via consultative selling and contract optimization.
- Drove $5.2M in new revenue through video upgrade campaigns and laparoscopic instrumentation adoption, and disposable implementation agreements.
Education
Bachelor of Science - Biology
University of North Carolina
01.2013
Associate of Science - Exercise Science
University of North Carolina
01.2013
Skills
- Corporate Account Strategy
- IDN Expansion
- Enterprise Account Planning
- Value Analysis Committee (VAC) Navigation
- Capital Equipment Negotiation
- C-Suite Engagement
- Cross-Functional Leadership
- Contract Pull-Through Strategy
- Market Share Expansion
- Strategic Forecasting
- Salesforce
- Power BI
- Definitive Healthcare
LANGUAGES
Spanish – C2 Proficient
Portuguese – A1 Professional
Timeline
Territory Manager II
AMBU
01.2023 - Current
Regional Sales Manager
Exosome Diagnostics (Bio-Techne)
11.2020 - 12.2022
Urology/GYN Sales Executive
Karl Storz Endoscopy
04.2015 - 11.2020
Associate of Science - Exercise Science
University of North Carolina
Bachelor of Science - Biology
University of North Carolina
Presidents Club
ExosomeDx- 2021