Frank Potucek, MBA
Smithtown,NY
Summary
Goal-oriented manager with distinguished experience in highly complex areas of healthcare and proven leadership abilities. Expert in finding innovative methods to reach new customers and grow existing business.
Overview
19
19
years of professional experience
Work History
Senior District Sales Manager
Cook Medical, Inc
01.2016 - Current
- Sourced new leads and developed deep client relationships to promote sales.
- Maximized sales performance by cultivating performance-oriented culture with well-structured individual and team targets.
- Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings.
- Grew YOY sales over 10% by consistently meeting and exceeding quotas.
- Built new business avenues by applying direct sales and channel-based strategies, bringing in more than $10M in annual sales.
- 2016 - 2020 > 10% Growth (At plan 2.5%) Ranked top 5 Nationally. 2017 Ranked #1; 2021 Ranked #2 nationally.
Strategic Accounts Manager, Pre-Hospital Market
Cook Medical, Inc.
01.2011 - 01.2017
- Identified a new business opportunity for our products in Pre-Hospital and asked VP if I could manage the business.
- Worked with finance, sales management and marketing to develop a new market channel and create new sales portfolio.
- Took over the EMS channel for all of North America and managed the customers, distributors and municipalities in the space.
- Attended trade-shows to promote our products and business relationships with regional and national distributors.
- Simultaneously, still responsible for Acute Care Hospital territory in NYC, Long Island. Was Awarded Rep of the Year 2013.
District Sales Manager
Cook Medical, Inc
04.2010 - 01.2016
- Developed sales strategy based on research of consumer buying trends and market conditions.
- Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
- Devised strategies for retaining accounts, delivering polished sales presentations and promoting brands and products.
- Consulted with physicians pre-operative to determine appropriate devices for surgery. Observed and instructed peri-operative procedure and offered technical support. Provided post-operative consultation to surgeons and staff, if needed.
- 2011-2015 averaged >10% Growth. At Plan 2.5% growth. 2013 Ranked #1 nationally.
Regional Sales Manager
Rochester Medical Corporation
01.2008 - 03.2010
- Conducted product demonstrations and presentations to potential clients to capture more sales.
- Finalized sales contracts with high-value customers.
- Executed successful promotional events and trade shows.
- Built relationships with customers and community to establish long-term business growth.
- Prepared sales presentations for clients showing success and credibility of products.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
Territory Sales Manager
DAXOR
01.2007 - 01.2008
- Presented novel products and services to physicians, converting 25% to purchase capital equipment and weekly disposables. Top customers include Columbia, NYU, Northwell Health.
- Collaborated cross-functionally with product development and marketing teams to bring physician ideas to engineering.
- Modeled strong negotiation skills to help team members close tough deals.
- Communicated regularly with territory, regional, and strategic managers for daily support and strategic planning for accounts.
Territory Assistant
Synthes USA
09.2004 - 01.2007
- Provided support to Sales Consultants in designated territory. Delivered equipment, stocked shelves, ordered parts.
- Observed cases and, in some instances, provided technical support when needed.
- 24hr, 7 days a week availability for case coverage
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
- Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
Education
Executive MBA - Organizational Leadership
Kelley School of Business
Bloomington, IN12.2022
MBA - Management
Stony Brook University School of Business
Stony Brook, NY05.2015
Bachelor of Arts - Pre-Medicine
Johns Hopkins University
Baltimore, MD05.2004
Skills
- Interventional/ Wire Catheter Experience
- Clinical Background/ Pre-Medicine
- Interpersonal/ Negotiating Skills
- Proactive mindset/ Goal-Focused/ Competitive
- Solution-based Approach to Selling
- Highly Accountable with experience selling complex disruptive technologies
Accomplishments
- 2013 Salesperson of the Year ($180k; 17% Growth; #1 in the nation)
- 2017 Salesperson of the Year ($260k; 13% Growth; #1 in the Nation; 1st multi-year in division history)
- 2020 Quintuple-Double Exceptional Sales Award for five consecutive years of double digit growth. (2015-2020)
- Inventor on Patent for Novel Percutaneous Chest Tube (held by COOK)
- Founder and Manager of multi-year internal COOK incubator called Innovation Teams. Launched globally in 2018.
Invited Talks
National
March 2014 Bloomington, IN. Novel strategies to increase physician retention and idea generation for product development. COOK National Sales Meeting.
October 2017 Bloomington, IN. Innovation in the medical device space and the process behind COOK Medical’s inventions to commercialization. Presented to executive Leadership team.
International
March 2016 Tokyo, Japan. Sales team training for a new product launch. Disruptive technology (translated)
July 2020 Virtual. COVID's impact on COOK Medical’s business: a story about how Blue Rhino Percutaneous Tracheostomy saved hundreds of lives in New York City.
March 2021 Virtual. Go for growth strategies to promote new sales pathways after the impacts of COVID. Presented at global sales meeting.
Timeline
Senior District Sales Manager
Cook Medical, Inc
01.2016 - Current
Strategic Accounts Manager, Pre-Hospital Market
Cook Medical, Inc.
01.2011 - 01.2017
District Sales Manager
Cook Medical, Inc
04.2010 - 01.2016
Regional Sales Manager
Rochester Medical Corporation
01.2008 - 03.2010
Territory Sales Manager
DAXOR
01.2007 - 01.2008
Territory Assistant
Synthes USA
09.2004 - 01.2007
Executive MBA - Organizational Leadership
Kelley School of Business
MBA - Management
Stony Brook University School of Business
Bachelor of Arts - Pre-Medicine
Johns Hopkins University
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