Frederick Munden
Port St. Lucie,FL
Summary
Sales executive with extensive experience building, managing, and leading direct sales teams and distributors at the national and regional level. Experience working with GPO, IDN, IHN contracts. Skilled within all phases of sales, business development, and new product launches. Strong business acumen, adept at defining business strategy, and tactical implementation. Expert product knowledge regarding spine and extremity implants & instrumentation. Full P&L responsibility. Fast-paced and results-oriented. Motivated and strong work ethic.
Overview
29
29
years of professional experience
Work History
Area Sales Director
Medyssey USA
01.2023 - 08.2024
- Added 3 new key distributors. Key Hospital Accounts included USA, Los Angeles, and Parkview Hospital in Fort Wayne, Indiana.
- Assisted with new instrument development and Nanus Technology for surface treatment.
- Conducted regular meetings with sales staff to review progress, discuss challenges, and develop strategies for improvement.
- Performed financial analysis on individual accounts to identify areas for improvement or expansion opportunities.
Vice President Sales USA
Extremity Medical
01.2019 - 12.2022
- Growth from $8MM to $13MM, in US sales of foot/ankle and upper extremity implants
- Developed 3 Areas Sales Manager and Started Clinical Rep Program
- Launched 5 new products, including Kinematx Total Wrist
- Added 8 Key Distributors in the US
- Assisted with Surgeon-to-Surgeon training programs.
Eastern Division Sales Manager
Ellipse Techologies/Nuvasive
10.2012 - 11.2018
- Growth from $0 to $18MM, resulted in Company sale to Nuvasive for $430MM
- 10XSales
- Launched new pediatric magnetic growth rod in April 2014
- Set up initial hospital approvals and covered initial surgeries and distractions with key surgeons
- Set up East Coast distribution with Stryker, Biomet, Depuy and other independents
- Attained 100% of sales quota for 2014 to 2016
- Transition distribution to Nuvasive representative to include product training and clinical coverage.
VP New Business Development/ Area Director Southeast
OrthoHelix
01.2009 - 09.2012
- $23MM privately held orthopedic implant company focused on small bone extremity products
- Responsible for sales, new business development and development of national surgeon advisory board consisting of 12 surgeons
- Managed 12 distributors and 60 independent reps covering the upper south and southeast (10 states)
- Represents $5.2MM out of $29MM projected company wide sales in 2012
- Full regional P&L responsibility
- Growth in 2011 from $1.2MM to $2.5MM
- Responsible for negotiating contracts with two of the largest distributor agreements (Biomet and Orthofix) in the company’s history
- Grew national distribution network from 25 to 45
- Result: Grew 2009 sales from $5M to $10.1MM and 2010 sales from $10.1MM to $17.0MM
- 2011 sales $23MM, 2012 on track for $30MM
- Responsible for the development of the sales training program.
VP of Sales/New Business Development
Lanx
10.2006 - 12.2008
- $70MM privately held spine implant manufacturer
- Launched the industry’s first interspinous fusion device (Aspen) which is now generating over $50MM annual revenue
- Worked closely with Regulatory, Marketing, Engineering and UPMC personnel regarding 510(k) activities
- Hired and managed (2) new Division Managers and (6) Regional Managers
- Maintained full P&L responsibility
- Also helped establish Marketing department
- Grew distributor network from 18 to 36
- Result: Grew revenue from $5M to $17.7MM
- Negotiated exclusive licensing agreement with Bacterin Biologics
- Result: Grew sales from 0 to $2.5M in 12 months.
Division Sales Manager (Eastern US)
Blackstone Medical (now Orthofix)
03.2003 - 09.2006
- $85MM spine implant and biologic manufacturer
- Sold to Orthofix in 2006 for $333MM
- Full P&L responsibility of approx
- $42MM
- Territory included all states east of the Mississippi
- Managed 3 Regional Managers and 28 distributors
- Result: Grew division sales from $3M to $42MM
- Responsible for sales and marketing launch activities of new stem cell biologic (Trinity) in 2005
- Final run rate of $4M annually.
East Area, Spine Manager
Stryker Spine
01.1996 - 02.2003
- $350MM spine division of Stryker Corporation
- Part of the original sales executive team to launch Stryker Spine
- Worked closely with Division President in regards to strategic and tactical sales, marketing, and business development
- Managed sales and product transition programs related to Howmedica and Surgical Dynamics M&A
- Built initial sales force consisting 3 Regional Managers and a total staff 8 direct sales reps and 20 distributors
- Result: Grew division sales from $0 to $40MM
- Established and managed sales training program for direct sales reps and distributors
- Designed and implemented surgeon-to-surgeon training program
- Result: 95% conversion rate to new product usage.
Education
B.S. Major Biology/Chemistry -
Florida Southern College
Skills
- New Territory Development/Management
- Account Acquisitions/Expansion
- Sales Forecasting
- Budgeting
- Strategic/Tactical Planning
- Surgeon/Clinical Interface
- Risk Management/Compliance
- Market Analysis
- Training/Development
- Cross Functional Interface
- Staff Management/Retention
- Contract Negotiation
Military Service
U.S. Army, Captain (Nuclear, Biologic & Chemical Warfare), 4 years Active Duty / 6 years Reserves
Training
- Karass Negotiation Course
- Wharton School of Business - Managing People
- Wharton School of Business - Leading the Effective Sales Force
- Dale Carnegie Sales Course - Participant & Instructor
Timeline
Area Sales Director
Medyssey USA
01.2023 - 08.2024
Vice President Sales USA
Extremity Medical
01.2019 - 12.2022
Eastern Division Sales Manager
Ellipse Techologies/Nuvasive
10.2012 - 11.2018
VP New Business Development/ Area Director Southeast
OrthoHelix
01.2009 - 09.2012
VP of Sales/New Business Development
Lanx
10.2006 - 12.2008
Division Sales Manager (Eastern US)
Blackstone Medical (now Orthofix)
03.2003 - 09.2006
East Area, Spine Manager
Stryker Spine
01.1996 - 02.2003
B.S. Major Biology/Chemistry -
Florida Southern College
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