Brian Shay
Nashville,TN
Summary
Professional leader with strong experience in team management and operational excellence. Proven track record in driving performance and fostering collaboration to achieve strategic goals. Highly adaptable with skills in conflict resolution, project planning, and resource allocation. Recognized for reliability and effective communication in fast-paced environments.
Overview
21
21
years of professional experience
Work History
Area Lead
Arthrex
04.2022 - Current
- 109% PTQ First Year
- 101% PTQ 2024
- Negotiated with C-Suite members to develop local contracts enabling the use of product previously deemed unusable per national contract
- Developed strong relationships with clients, ensuring high levels of satisfaction and repeat business.
- Oversaw daily operations, delegating tasks appropriately and monitoring progress to ensure timely completion.
- Facilitated meetings with stakeholders to discuss project updates, challenges, and solutions.
- Grew Arthroplasty Sales in Territory from $100K to $700K in under 2 years
- Trained, mentored, and developed new hires, as well as, mid level sales representatives
- Grew area sales 80% in under 3 years
Territory Manager
Stryker
04.2021 - 04.2022
- Recruited by competitor to lead sales expansion, successfully merging two markets and increasing territory revenue by 45% within the first year
- Rapidly acquired in-depth product expertise and implemented innovative sales strategies, leading to a 30% growth in new client acquisition
- Mentored associate new to medical device through coaching and hands-on training, facilitating their career advancement to territory manager
Territory Manager
Arthrex
09.2009 - 04.2021
- 7 Consecutive years of quota achievement
- Cultivated relationships with key accounts in territory and provided support to drive customer satisfaction.
- Over 100% PTQ in 10/12 years with multi-million dollar quotas
- Developed plans for sales associates, provided mentorship and training to foster team growth
- Top 5 Nominee position for Arthrex Territory of the Year (2017-2018) among 100+ territories
- Achieved #1 ranking in Central region for quota performance, exceeding target by 67.5% and generating $2.5M in additional revenue through strategic account management
Trauma Consultant
DePuy/Synthes
07.2004 - 09.2009
- Demonstrated exceptional sales performance, securing a position in the top 12 out of 600 national Biomaterial Sales representatives
- Led North Chicago Region in Locking Technology Implementation, achieving #1 ranking and improving operational efficiency
- Implemented innovative strategies to drive 14% growth in a near-saturated market, enhancing customer retention and acquisition
- Led North Central Region as #1 performer among 70 professionals, achieving 51% growth and exceeding quota by 107%
- Developed and executed persuasive product presentations, resulting in the conversion of key surgeons from competitors to Synthes users
Education
Bachelor of Science - Business Administration and Management
Southern Illinois University
Carbondale, IL12.2001
Skills
- Account Management
- Client Relationship Management
- Territory Management
- Customer relationship management
- Training and Development
- Business Growth Strategies
- Sales Strategy Development
- Account Acquisition
- Team leadership & development
- Team collaboration and leadership
Timeline
Area Lead
Arthrex
04.2022 - Current
Territory Manager
Stryker
04.2021 - 04.2022
Territory Manager
Arthrex
09.2009 - 04.2021
Trauma Consultant
DePuy/Synthes
07.2004 - 09.2009
Bachelor of Science - Business Administration and Management
Southern Illinois University
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