Henry Quinones
Burlington,VT
Summary
Results-oriented Territory Manager with over 20 years in oncology capital equipment and business development. Spearheaded initiatives resulting in significant revenue growth through consultative selling to healthcare professionals. Skilled in territory planning, CRM-driven pipeline management, and collaborating with Clinical Specialists and Marketing to enhance market share in interventional and radiation oncology.
Overview
1
1
Language
28
28
years of professional experience
Work History
Senior Field Service Engineer & Assistant to District Manager
Varian
10.2013 - Current
- Secured $16M in capital equipment revenue as measured by a 5–6 system UVM account win, by leveraging long-standing customer relationships, clinical credibility, and consultative partnership with institutional decision-makers
- Generated $250K+ in incremental revenue as measured by the Dartmouth-Hitchcock Medical Center renewal and expansion (2025), by identifying upgrade opportunities, building the clinical case, and guiding the customer through procurement and implementation
- Protected territory revenue base by translating complex clinical and technical concepts into economic value propositions that informed customer purchasing, renewal, and upgrade decisions
- Reduced territory escalations from highest volume in country by managing customer escalations, de-escalating service crises with hospital leadership, and resolving root-cause service issues before executive review
- Expanded territory pipeline by identifying customer expansion signals during service visits and collaborating with Clinical Specialists and Sales to escalate qualified opportunities
- Supervised Field Service Engineers as measured by team performance, service quality, and response metrics, by mentoring, also managing PTO, reviewing work-order efficiency and parts usage, and holding direct accountability for outcomes
- Optimized district operations and service performance as measured by equipment uptime including PMIs, STBs, upgrade supervision, and district site coverage planning, Splunk and Vida platforms reviews.
- Reduced territory parts inventory overhead as measured by spare storage footprint and parts usage efficiency (2026), by building and deploying a custom spare parts tracking database to monitor team usage and minimize excess stock
- Converted service relationships into capital revenue by acting as trusted clinical-technical liaison between Varian and institutional decision-makers at UVM
- Maintained 100% account retention across the U3K District by fostering executive-level relationships with physicians, physicists, and hospital administrators.
- Accelerated TrueBeam, and Halcyon adoption by delivering on-site clinical education and workflow optimization that increased utilization rates and reduced time-to-first-treatment
Biomedical Engineer
University of Vermont
11.2004 - 10.2013
- Negotiated capital equipment acquisition contracts as measured by contract value, pricing terms, and service agreement scope, by managing specifications, vendor and OEM relationships, and alignment with clinical needs and budget constraints
- Managed a team of up to eight technicians as measured by service quality and coverage across hospital and non-hospital sites, by assigning workflow, prioritizing high-impact equipment, and driving onboarding and process improvements
- Maintained diverse clinical equipment portfolio as measured by uptime and compliance, by managing repairs, calibrations, verifications, troubleshooting, and scheduled maintenance
- Strengthened long-term customer relationships as measured by retention and service satisfaction, by partnering with clinical leadership on service coverage planning and capital equipment priorities
Biomedical Engineer
U.S. Army
11.1998 - 11.2004
- Maintained hospital equipment readiness, ensuring compliance with uptime standards by supervising repair technicians and directing repairs, calibrations, and scheduled maintenance
- Enhanced technical standards and service discipline by enforcing accountability and ensuring disciplined service delivery across the team
Education
Associate of Arts - Business Management
University of Phoenix
Arizona05-2025
Biomedical Electronics Technology -
Department of Defense
Sheppard Air Force BaseSkills
- Management
- New Business Development
- Account Acquisition
- Capital Equipment Sales
- Contract Negotiation
- Consultative Selling
- Clinical Expertise
- CRM Systems
- Forecasting
- Cross-Functional Leadership
- Product Launches
- Escalation Resolution
- Team Leadership
- Talent Development
- Technical Training
- Service Quality Improvement
Additional Qualifications
OEM & Vendor Certifications: Varian & Elekta radiation oncology linear accelerators; medical surgical lasers, ultrasound, X-ray, anesthesia, and ventilators, CRM systems, Microsoft Office, Splunk, Vida, service management platforms, Vendor credentialing, immunizations, background screening — current; U.S. export control eligible, Valid driver's license; available for territory travel, Facilitator Training
Languages
Spanish
Native/ Bilingual
Timeline
Senior Field Service Engineer & Assistant to District Manager
Varian
10.2013 - Current
Biomedical Engineer
University of Vermont
11.2004 - 10.2013
Biomedical Engineer
U.S. Army
11.1998 - 11.2004
Associate of Arts - Business Management
University of Phoenix
Biomedical Electronics Technology -
Department of Defense