Dennis LaScala
The Ruhof Corporation
Nesconset,USA
31
years of professional experience
Results-driven medical sales professional with 30 years in hospital and healthcare settings. Expertise in capital equipment, surgical devices, and infection prevention solutions. Proven success in building executive-level relationships, expanding health system accounts, negotiating GPO contracts, and providing clinical support.
Work History
Regional Sales Account Manager
10 Years 8 Months- Secured major health system accounts including NYU Langone Health, Memorial Sloan Kettering, and Stamford Hospital.
- Increased annual territory revenue from $2.1M to more than $3.4M.
- Managed hospitals, surgery centers, VA facilities, and physician offices across New York, enhancing customer engagement and support.
- Sell capital equipment, ATP contamination monitoring systems, enzymatic detergents, endoscope reprocessing solutions, and sterile processing technologies.
- Conducted product demonstrations and clinical evaluations, providing in-service education for Sterile Processing, Endoscopy, Infection Prevention, and Operating Room personnel to improve product understanding.
- Negotiated GPO pricing and collaborated with Supply Chain and hospital leadership to align procurement strategies with operational needs.
- Install, support, and maintain capital equipment while developing long-term customer relationships.
- Key Achievements
Regional Sales Manager – Northeast
1 Year- Presented value analysis proposals and negotiated purchasing agreements with hospital leadership.
- Collaborated with neurosurgeons and critical care teams to enhance patient outcomes.
- Developed and presented value analysis proposals, negotiating purchasing agreements with hospital leadership to secure buy-in.
Sales Representative
2 Years- Promoted cardiovascular pharmacogenetic diagnostic testing to enhance patient care and treatment outcomes.
- Developed strategic relationships with Cardiologists, Internal Medicine physicians, and healthcare administrators to drive adoption of diagnostic testing.
- Cultivated relationships with healthcare professionals to drive product awareness and customer loyalty.
- Delivered product presentations and demonstrations, effectively communicating benefits to clients.
- Analyzed market trends to identify new sales opportunities and refine sales strategies.
Neurological Senior Sales Specialist
4 Years- Ranked Top Regional Sales Representative in Neurocritical Care.
- Generated $350K in capital equipment and service agreements, enhancing product accessibility.
- Increased territory revenue from $1.4M to $1.9M (36% growth).
- Secured over $100K in new epilepsy business, expanding market share in neurology.
- Supported neurosurgical procedures and provided intraoperative clinical expertise.
- Negotiated GPO agreements with major hospital systems, improving product distribution and collaboration.
- Career Highlights
Orthopedic Sales Representative
1 Year- Achieved 154% of annual sales quota.
- Facilitated orthopedic trauma procedures by promoting implants, fixation systems, and bone stimulation products to enhance surgical outcomes.
- Grew business by educating surgeons and managing strategic accounts to strengthen relationships and drive product adoption.
Chronic Kidney Disease Specialist
1 Year- Launched Aranesp in collaboration with healthcare professionals.
- Achieved #3 ranking in district for prescriber growth, contributing to overall market share expansion.
- Educated physicians on anemia management and reimbursement, enhancing their ability to provide effective patient care.
Pharmaceutical Sales Specialist
9 Years- Drove respiratory market share growth, leading district performance.
- Led district in respiratory market share growth.
- Managed the highest-performing territory on Long Island.
- Oversaw highest-performing territory on Long Island, achieving top sales results.
- Documented key achievements in sales
Education
Bachelor of Science - Marketing
Skills
Medical Device Sales
Capital Equipment
GPO Contract Negotiations
Contract Negotiation
Strategic Account Management
Executive Relationship Management
Territory Development
Business Development
Product Training
Value Analysis Committees
Clinical Education & In-Services
GPO negotiations
Cost-Effectiveness Analysis
Executive relationships
Contract management
PROFESSIONAL DEVELOPMENT
- Sandler Sales Training
- District Trainer – AstraZeneca Pharmaceuticals
Timeline
Regional Sales Account Manager
The Ruhof Corporation
01.2016 - CurrentRead More
Regional Sales Manager – Northeast
Ornim Medical
01.2014 - 01.2015Read More
Sales Representative
Intermedix, LLC
01.2012 - 01.2014Read More
Neurological Senior Sales Specialist
Integra LifeSciences
01.2008 - 01.2012Read More
Orthopedic Sales Representative
Biomet Trauma
01.2007 - 01.2008Read More
Chronic Kidney Disease Specialist
Publicis Selling Solutions (Amgen)
01.2005 - 01.2006Read More
Pharmaceutical Sales Specialist
AstraZeneca Pharmaceuticals
01.1996 - 01.2005Read More
State University of New York at Oswego
Bachelor of Science from Marketing
Read More