Mike Black

• Consult Ophthalmologists on the benefits and proper surgical application of MST devices for the anterior segment, with an emphasis on micro-invasive glaucoma and cataract procedures.
• Opened four new glaucoma accounts (8 physicians) within first 6 months.
• 103% to Plan in FY2024, 1st amongst tenured sales representatives.
• +$165,641 Glaucoma Device Growth, 1st overall.
• Achieved FY2024 Growth across a diverse range of products. +$73,045 Accutome Durable (+126%), +$36,036 Disposable Cannulas (+55%), +$25,699 Disposable Blades (+123%), +$12,727 I/A Tips (+63%), +$9,762 Allegro (+65%), +9,476 Phaco Repairs (+138%).

• Called on Respiratory Care (RT), Critical Care (RN), and Emergency Departments (MD/RN) across 131 Hospital Accounts to increase product utilization through the placement of capital equipment, in-servicing, and presenting published research.

• Upon leadership recommendation/approval, trained 3 new sales reps under a structured three-month training program. Training consisted of two ride-alongs and bi-weekly calls.

• 1 trainee went on to win Salesperson of the Year and was promoted to Sr. Account Manager. 1 trainee went on to win president’s club and became a field sales trainer.

• 2020: Disposable 99.8% to Quota (-4,318) Controllers 157.6% to Quota (+245 Units) 2021: Disposable 111% to Quota (+129,634) Controllers 270% to Quota (+680 Units) Consistent: Combined 2020 & 2021 Disposable Quota Ranking (#2 of 14), Controller Quota Ranking (#1 of 14)

• Work directly with PNW Sales Consultants to assist in the Sales/Service of craniofacial implants for Oral & Maxillofacial, Head & Neck, Neurosurgical, Cardiothoracic, and Orthopedic surgeons
• Managed $375,000 of samples inventory for case coverage needs and implant set restocks.
• Covered over 220 surgical cases in the OR at 34 Hospitals/Surgery Centers with 61 surgeons.

• Cold called developers, framers, and manufacturing facilities on-site to prospect new business and provide products demos. Averaged 4-6 prospect site visits per day.
• Followed up with engineers after initial builder engagement to get products specified in engineering documents.
• Mentored & Trained 4 sales representatives.
• 2017: 118% to Quota prior to resignation 2016: 112% to quota (Combined, Sr. Field Reps were 102.7% to Quota)