Fernando Acuna

• Managing complex customer relationships with key decision-makers at multiple levels with the assigned accounts, C suite, supply chain leadership, legal, financial, and clinical buyers
• Leading the negotiations, developing the contract strategies for bi-lateral contracts that are mutually beneficial for both the customer and within assigned GPO/IDN’s
• Drive, create and negotiate complex contract structures with Global Accounts, IDNs, IHNs, Academic Centers, Payers, and multi-hospital systems
• Providing strategic direction in assigned accounts for the field commercial organization, which leads to increased compliance, market share, and competitive capture
• Spearhead the development and execution of comprehensive supply chain strategies, resulting in a 20% reduction in operational costs within the first year
• Implement advanced technology solutions, including blockchain and AI-driven analytics, to enhance supply chain visibility and streamline processes
• Lead a cross-functional team of supply chain professionals, fostering a culture of collaboration and continuous improvement
• Negotiate and manage strategic partnerships with key suppliers, resulting in improved pricing, delivery reliability, and overall supplier performance.

• Oversaw a $300M+ portfolio encompassing cardiovascular, cardiac rhythm management, electrophysiology, heart failure, vascular, and structural heart medical devices for the US, Canada, and Latin America.
• Led a team of Enterprise Accounts Managers (EAM’s) to achieve expansion and profitability goals by developing and executing short-, mid-, and long-term strategic business plans.
• Executed business plans for assigned accounts, including Payors, GPOs, Independent Delivery Networks (IDN), Independent Hospital Networks (IHN), Global Accounts, Health Ministries, National ASCs, and multi-hospital health systems.
• Negotiated complex contract structures with Global Accounts, IDNs, IHNs, Academic Centers, Payers, and multi-hospital systems.
• Created integrated product agreements and business solutions to drive market share and growth.
• Consistently met or exceeded annual sales objectives for assigned accounts by mobilizing teams across multi-line organizations, catalyzing growth, and exerting influence across diverse business units.
• Influenced organizational thinking on the evolving healthcare landscape and collaborated with customers and key stakeholders to navigate systems and strategies to generate increased demand.

• Managed and led multiple strategic GPO, National, and Regional IDN commercial strategies, including AF-Electrophysiology, CRM, Cardiology, Heart Failure, and Structural Heart contracts.
• Oversaw a $250M portfolio with assigned accounts while leading a Corporate Accounts team in the Southeast US, including P&L management and talent development.
• Secured over $2B in commercial contracts, sales, and renewals during tenure, covering capital equipment, implantable devices, procedure products, and service solutions.
• Established the first risk-sharing partnership in the United States for CRT Heart Failure therapies.
• Designed a branding strategy highlighting portfolio innovation, clinical excellence, and alignment with healthcare economics, executing the OneSJM/Complete Source Strategy.
• Developed over 150+ new product launch plans targeting Health Systems to expand access to the commercial channel and provide ASP and proforma management.