Summary
Overview
Work History
Education
Skills
Websites
Timeline
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Fernando Acuña

Miami,FL

Summary

Accomplished executive with a distinguished history in commercial leadership, strategic planning, and performance enhancement. Known for devising and implementing impactful strategies that drive commercial success in global markets. Expertise in generating multimillion-dollar revenue growth by optimizing direct and indirect sales channels. Proficient in fostering therapy adoption, expanding market reach, and utilizing key performance indicators to stimulate growth and profitability. Experienced in constructing high-performing infrastructures, developing top-tier talent, and managing change to achieve measurable results. Excel at building strong relationships with C-suite executives, promoting collaboration with internal and external stakeholders, and leading organizational success through strategic initiatives.

Overview

20
20
years of professional experience

Work History

National Accounts & Program Development Director

INARI MEDICAL
Miami, Florida
01.2022 - Current
  • Excel in managing complex customer relationships and engaging with key decision-makers, including C-suite executives, supply chain leaders, and legal, financial, and clinical buyers
  • Spearhead initiatives focused on Program Building and strategically direct efforts towards VTE Excellence
  • Lead contract negotiations and strategy formulation, ensuring the development of mutually beneficial agreements within assigned GPO/IDN frameworks
  • Provide strategic direction for the field commercial organization within assigned accounts, resulting in improved compliance, expanded market share, and successful competitive capture
  • Key Achievements: Led a cross-functional operations team comprising contracting and operations professionals, fostering a collaborative culture and continuous improvement
  • Managed a $50M corporate portfolio in assigned Area
  • Delivered $8M in IDN sales growth (45% YoY, 2022 vs
  • 2023)
  • Developed VTE Excellence programs that increased treatment pathways
  • Secured 20+ Preferred Vendor Agreements in 2023
  • Grew sales 45% over the prior year, outpacing market growth at 25% in 2023
  • Exceeded annual plan in 2022 and 2023.

General Manager, Enterprise Accounts, Canada & Latin America

ABBOTT MEDICAL
Miami, Florida
01.2017 - 01.2022
  • Oversaw a $350 million Cardiac portfolio spanning Canada and Latin America with a budget of $15 million
  • Led a team of 5 Enterprise Accounts Country Managers, 1 Marketing Manager, 1 Commercial Excellence Manager, and 10 Sales operations and contracting personnel
  • Assumed full P&L responsibility to propel growth and profitability
  • Key Achievements: Redesigned and stabilized a highly complex segment and sales cycle in med tech
  • Developed Strategic Account & Enterprise Solutions Account Management
  • Implemented new processes to improve back office and field support, including Pricing and Contracts, Finance, Marketing and Professional Education, Sales Training & Operations, IT, and Supply Chain
  • Implemented a new talent profile with a predictive index to improve the talent pipeline and align business, market, and cost profile needs
  • Developed Talent Management review and leadership development program for succession of leadership roles within the commercial organization
  • Implemented KPIs to track metrics and improve visibility into field performance
  • Transformed workflow and productivity through smart device cloud-based data analytics and data management
  • Grew sales and division margin sequentially 20% and 35% respectively from 2019-2021
  • Achieved sequential market share gains and market expansion for every quarter during tenure with Global Enterprise Accounts.

Sr. Director, Corporate Accounts, Southeast US

ST. JUDE MEDICAL
Miami, Florida
01.2005 - 01.2017
  • Managed a $280 million Cardiac Rhythm Management, Electrophysiology, Heart Failure, and Neuromodulation portfolio for the Southeast US
  • Led a team of 5 Corporate Account Directors and 5 Sales Operations Personnel
  • Drove efforts to achieve expansion and profitability goals by developing and executing short and long-term strategic key account business plans
  • Key Achievements: Spearheaded a comprehensive branding strategy emphasizing portfolio innovation, clinical excellence, and alignment with healthcare economics
  • Developed and implemented 150+ new product launch plans targeting Health Systems
  • Pioneered the establishment of the first risk-sharing partnership in the United States for CRT Heart Failure therapies
  • Built a 5-member Corporate Accounts team to enhance focus, market development, and portfolio contracting revenues
  • Achieved 100% to plan 11 out of 12 years and captured 10%+ YoY growth, realizing gross margin improvement and increasing year-over-year revenue per head increase of 15%.

Education

Master of Business Administration (MBA) -

Nova Southeastern University
Ft. Lauderdale, FL

Bachelor of Science (Professional Administration) -

Barry University
Miami Shores, FL

Skills

  • Solutions Development & Implementation
  • Portfolio Optimization
  • Opportunity Identification & Revenue Growth
  • Direct & Indirect Channel Optimization
  • Change Management
  • Infrastructure Build & Restructure
  • Process & Performance Improvement
  • Market Profit & Loss
  • Contract Negotiations & Acquisition
  • Organizational and Functional Enhancement
  • Talent Development
  • Product Launch & Commercialization

Timeline

National Accounts & Program Development Director

INARI MEDICAL
01.2022 - Current

General Manager, Enterprise Accounts, Canada & Latin America

ABBOTT MEDICAL
01.2017 - 01.2022

Sr. Director, Corporate Accounts, Southeast US

ST. JUDE MEDICAL
01.2005 - 01.2017

Master of Business Administration (MBA) -

Nova Southeastern University

Bachelor of Science (Professional Administration) -

Barry University

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