Brian Kilway
Medical Sales Representative
Akron
Summary
Highly-motivated Senior Sales Representative with reputation for meeting and exceeding sales goals. Offering over seven years of medical sales industry experience and collaboration with surgeons in Northeastern Ohio.
Overview
10
10
years of professional experience
4
4
years of post-secondary education
Work History
Territory Manager
OrganOx
12.2023 - Current
- FY '24 achieved 108.3% PTQ (708 kits/654 kits).
- Generated $26,944,200 worth of Gross Revenue in FY '24, previous year $16,677,500.
- FY '24 sold 708 kits (previous year 438 kits).
- Grew adoption in existing accounts from 37.2% in Q1 to 47.4% in Q4.
- Call points: hospital C-suite, transplant directors and surgeons
- Covered 12 accounts in the Central, US region (added two new accounts throughout the year).
Territory Manager
Rock Medical - Agency Of Arthrex
09.2021 - 12.2023
- Paced for '23 is 112.4% to quota (national average 102.1%); sales totaling 2,201,839.
- Achieved previous FY '22 sales of $2,185,151/$1,806,500.
- Earned area of the year in FY 2022.
- Managed a portfolio of seven different product categories, including capital equipment.
- Provided expertise knowledge and support to 20 hospitals and 40 surgeons.
- Converted multiple competitive surgeons in different product divisions.
Senior Sales Representative
Medtronic Spine & Biologics
01.2018 - 08.2021
- Successfully completed sales strategies in clinical spaces, OR environments, and demonstration labs to new and existing hospital care providers.
- Achieved quota at $4.12 million for the FY20 while experiencing hospital shutdowns and case cancellations (Q1 - $912,820 117%; Q2 - $1,146,167 106%; Q3 - $822,564 %71; Q4 - $1,238,426 108%)
- Used sales processes with new company acquisitions and product technology to convert five competitive surgeons, three full conversions and two partial conversion resulting in $50,000 growth per month.
- Collaborated with "surgeon champions," value analysis committees, and purchasing at two hospitals to clear and place new products within the hospitals.
- Assisted and synergized with partnering Medtronic divisions to place capital equipment within the hospitals, placing three stealth stations.
- Organized and conducted cadaver and sawbones labs every quarter with hospital administration, faculty, and residents to further educate and train the use of Medtronic products, leading to greater follow-up and sales growth through trauma surgeries.
Associate Sales Representative
Bahler Medical - A Distributor Of Medtronic
01.2016 - 01.2018
- Completed rigorous sales and spine anatomy training, including: anatomy review testing, product demonstration courses, Pangea sales, and technology trainings.
- Assisted team in day-to-day surgical coverage and setup to achieve quota for northern Ohio territory for both fiscal years.
- Helped Ohio West achieve President's Club by conducting successful surgeries, tray setup, and product demonstrations.
- Collaborated with three different territory locations over northern Ohio, working in over 25 different accounts alongside 45 spine surgeons.
Outside Sales Representative
Fastenal
10.2014 - 12.2015
- Managed over 50 active accounts, while providing superior customer service.
- Grew sales of accounts by 20% since accounts were taken over, with $420,000 in sales annually.
- Signed three National Accounts and two vending Agreements.
- Completed sales and product training in half the allotted time given.
- Supervised associates to maximize service to customers and increase sales revenue.
Education
Bachelor of Science - Biology/Pre-medicine
Lake Erie College
Painesville, OH 08.2010 - 05.2014
Skills
Communication: Excellent communication with an enthusiastic delivery
Technology: Expert in technologies used in operating rooms
References
- Tom Durbin, Former Bahler Medical Manager (216) 924-3413
- Kristen Bockmore, Orthofix Regional Manager (440) 552-9147
- Ryan Rowland, Medtronic Representative (440) 382-4425
Timeline
Territory Manager
OrganOx
12.2023 - Current
Territory Manager
Rock Medical - Agency Of Arthrex
09.2021 - 12.2023
Senior Sales Representative
Medtronic Spine & Biologics
01.2018 - 08.2021
Associate Sales Representative
Bahler Medical - A Distributor Of Medtronic
01.2016 - 01.2018
Outside Sales Representative
Fastenal
10.2014 - 12.2015
Bachelor of Science - Biology/Pre-medicine
Lake Erie College
08.2010 - 05.2014
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