Charles S. Kennedy
Leawood
Summary
Sales professional with extensive experience in territory management and client relations. Known for delivering consistent revenue growth and exceeding targets. Highly collaborative, adaptable, and results-driven with strong negotiation and communication skills.
Overview
36
36
years of professional experience
Work History
Senior Territory Sales Manager
BD Medical/Venclose
05.2021 - Current
- Responsible for revenue growth in current accounts, bringing on new accounts, market development, developing new users
- - Promoted to Field Sales Trainer 10/21/22
- - RFA technology for Venous Insufficiency
- - Education and procedures for Perforator Veins
- - Venovo for venous stenting
Sr. Coronary Sales Rep
Medtronic, Inc.
07.2017 - 05.2021
- Responsible for entire coronary portfolio of an $8M annual revenue, including stents, angioplasty balloons, catheters.
- Also Responsible for all physician and staff training, case coverage, inventory control and contracts.
- - Achieved SR3 promotion
- - Achieved Sales Rep of the Quarter Q4 FY19 (159.9% to plan)
National Director of Sales
IntelligeneCG (Cancer Genomics)
11.2016 - 07.2017
- Responsible for hiring and contracting with 1099 distributor groups, training on compliance and sales process, work in the field with distributors, make sales calls, presentations to physicians, and implementing testing into the clinics, hospitals.
- Also for contracting with insurance payors to become in-network as a provider.
- Investors have backed out and lab has lost funding
Area Sales Manager
Avinger, Inc.
11.2015 - 11.2016
- Responsible for launching Lumivascular technology into the marketplace for CTO’s and Atherectomy procedures.
- Sales process included gaining physician support for technology, securing executive level meetings, helping hospitals find solutions to invest in the capital component, market development of the program, training lab staff, case coverage and development of new physician users.
- Call points include vascular surgery, interventional cardiology, interventional radiology C level executives, market development, supply chain, cath lab and OR’s.
- - achieved quota 3 of 4 quarters, including 133% to plan my first full quarter (qtr missed was 88%)
- - placed 2 capital sales (Research Medical and VA Columbia)
- - brought on 5 new physician users
- - developed ER algorithm protocol at University of Missouri Hospital
- - took University of Missouri from 2 cases per month to 10 per month
- Reduction in force at end of November; DM took over and has also since been let go
General Manager, VP of Oncology
Novus HealthCare
11.2012 - 11.2015
- 1099 Independent Distributorship for hereditary cancer testing, Prosigna breast tumor testing and solid tumor testing.
- I am responsible for growing revenue for myself, the distributor sales representatives that I hire, and also to train all other distributor GM’s and sales rep teams on how to position, sell and implement into clinics and hospital systems.
- I also sold pharmacogenetics, spine tumor ablation (STAR), varithena for varicose veins (Varithena), SelectOrthoDME, AllerygyWorx and Pain Management injection kits.
- Achieved commitments from Olathe Medical System, Hays Medical System, University of Kansas, Stormont Vail and Shawnee Mission Medical Center in first 6 months.
- #1 Distributor team for hereditary cancer testing within Novus across the country
- Launched the University of Kansas STAR program with Interventional Pain Management(COE)
- Launched Varithena for varicose vein treatment
Vascular Intervention Specialist
Covidien Vascular Intervention
06.2010 - 10.2012
- Responsible for selling and market development of Trellis Peripheral Infusion System and Wholey Wire to Vascular Surgeons, CT Surgeons, Interventional Cardiology, Interventional Radiology, Cardiac cath labs, Specials labs, CVOR’s, OR’s, Ultrasound, Emergency Medicine.
- Lost position due to consolidation.
- Exceeded Quota, 2011, 2012 YTD
- # 6 of 45 reps, 2011
- # 6 of 35 reps, 2012 YTD
- Trellis was approved and stocked in 18 hospitals during tenure
- Brought on 25 new physician users
- Developed 11 Hospital ED protocols that increased procedures 3-5 times current volumes
Sales Representative
Spectranetics Lead Management
10.2007 - 05.2010
- Responsible for selling and market development of Laser capital equipment and laser sheaths to Electrophysiologists, Interventional Cardiology, CT Surgeons, Cardiac Cath Labs, CVOR’s, OR’s, ICD device clinics.
- Exceeded Quota, 2009, 2010
- Placed 3 capital lasers in first 9 months
- University of Kansas volume tripled with market development efforts
Therapy Sales Representative
Medtronic,Inc. - Cardiac Rhythm Disease Management
05.2003 - 08.2007
- Responsible for selling Implantable ICD’s, CRT-D’s to Electrophysiologists, Interventional Cardiologists, Heart Failure Cardiologists, General Cardiologists, Cath labs, heart failure clinics.
- Responsible for Market Development of CRT/ICD Therapies.
- Lost position due to consolidation.
- Exceeded Quota, 2003, 2004, 2005, 2006, 2007
- Promoted to CRDM Senior Therapy Device Representative, 2006
- # 5 of 135 reps, 2007 (1.5 years into 2 year contest)
- Created 4 HF algorithms that helped to achieve revenue goals consistently
Sales Representative
Bristol Myers Squibb Pharmaceutical
05.1998 - 05.2003
- Responsible for selling Glucophage, Glucovance, Pravachol, Avapro, Plavix, Monopril to Interventional Cardiology, Cardiology, Endocrinology, Internal Medicine, Pharmacy and Cath Labs.
- Exceeded Quota, 1999, 2000, 2001, 2002
- Presidents Club 2000
- Excellence Award Winner, 1999, 2000
- BMS Pride Award Winner, 1999
- Topeka Pharmaceutical Association President, 2000, 2001
- Promoted to Cardiovascular Specialist Representative 2002
Sales Manager
National Health Care, Inc.
01.1990 - 03.1998
- Responsible for selling dental and optical savings plans to business; contracting with physicians to offer services at pre-determined fees; hiring and training of sales reps.
- Lost position due to company closing.
- #6 of 75 reps, 1992
- Presidents Club 1991, 1992, 1994, 1995
- Promoted to Regional Business Director 1993
Education
BS - Advertising/Marketing
Kansas State University
12.1989
Skills
- Sales presentations
- Sales training
- Pipeline management
- Industry networking
- Competitive analysis
- Territory expansion
- Relationship building
- Multitasking and organization
- Strategic business planning
- Business development and planning
- Customer relationship management
- Goal setting
- Sales leadership
Timeline
Senior Territory Sales Manager
BD Medical/Venclose
05.2021 - Current
Sr. Coronary Sales Rep
Medtronic, Inc.
07.2017 - 05.2021
National Director of Sales
IntelligeneCG (Cancer Genomics)
11.2016 - 07.2017
Area Sales Manager
Avinger, Inc.
11.2015 - 11.2016
General Manager, VP of Oncology
Novus HealthCare
11.2012 - 11.2015
Vascular Intervention Specialist
Covidien Vascular Intervention
06.2010 - 10.2012
Sales Representative
Spectranetics Lead Management
10.2007 - 05.2010
Therapy Sales Representative
Medtronic,Inc. - Cardiac Rhythm Disease Management
05.2003 - 08.2007
Sales Representative
Bristol Myers Squibb Pharmaceutical
05.1998 - 05.2003
Sales Manager
National Health Care, Inc.
01.1990 - 03.1998
BS - Advertising/Marketing
Kansas State University