IAN H U T T O N
Boston,MA
Summary
Top-performing medical device sales executive with over 20 years of experience in driving revenue growth, earning multiple Presidents Club distinctions along the way. Uniquely qualified by combining deep MedTech commercialization expertise with a background of coaching highly successful rowing teams at the national and elite levels. Positioned to contribute substantively at the advisory board level. Passionate about building cultures of high performance.
Overview
34
34
years of professional experience
Work History
Territory Sales Manager
IMPERATIVE CARE
Campbell, CA
12.2022 - Current
- Introduced and implemented novel mechanical thrombectomy technology and supported both ischemic stroke and hemorrhagic cases utilizing the Zoom Stroke Solution with Neurosurgeons, Neurointerventional Radiologists, and Interventional Neurologists at every Comprehensive Stroke Center in New England; implemented and supported clinical training of Neurosurgery and Enfolded IR Fellows.
- Singlehandedly increased market share and grew territory revenue by nearly 100% in under 18 months from $579K quarterly to $1.1M quarterly.
- 103% to plan in FY2023 in New England region; achieved elite levels of engagement with key customers and developed strong pipeline to ensure sustained revenue growth in 2024.
Field Sales Trainer
SIRTEX MEDICAL
Woburn, MA
06.2021 - 12.2022
- Responsible for training new hires in the field through comprehensive teaching of all topics relevant to successful sales and effective clinical support, including Area Sales Representatives, Regional Sales Managers and Area Oncology Managers within the organization domestically.
- Appointed to domestic Sales Advisory Board in recognition of sales leadership qualities, sales effectiveness and outstanding contributions to the sales organization.
- Appointed to Global Sales Effectiveness Task Force (one of seven members globally) in recognition of sales excellence, creativity and sales leadership abilities.
Senior Regional Sales Manager
SIRTEX MEDICAL
Woburn, MA
01.2021 - 12.2021
- Promoted to Senior level Regional Sales Manager for outstanding achievement.
- Presidents Club Award winner in 2021.
- Increased sales by 25% over prior year and grew territory revenue to $6.6 million (vs. $5.1 million).
Regional Sales Manager
SIRTEX MEDICAL
Woburn, MA
05.2018 - 01.2021
- Developed and started new hospital-based programs throughout New England for the safe and effective use of implantable microspheres bound to a radioactive isotope (yttrium-90) for the treatment of cancers (both primary and metastatic) of the liver, known as Selective Internal Radiation Therapy (SIRT).
- Worked very closely with Interventional Oncologists and Interventional Radiologists to identify suitable patients, advise same on calculating appropriate doses of beta radiation, provide clinical support on the safe and effective administration of radioactive particles and consult on post-treatment analysis using software-based calculations of dose-volume histograms, isodose curves and other metrics overlaid on co-registered images.
- Consulted with Medical Oncologists, Radiation Oncologists, and Surgical Oncologists in an effort to refer suitable patients more frequently and earlier in the treatment paradigm for SIRT.
- Presidents Club Award winner in 2019.
Director of Sales
SUREFIRE MEDICAL
Westminster, CO
07.2017 - 04.2018
- Managed and developed a team of seven Regional Sales Managers throughout Eastern U.S.
- Played an integral part in driving the organization towards site-specific delivery of immunotherapy.
- Developed sales strategies and tactics to drive increased utilization of technology and subsequent revenue growth in response to rapidly changing market for liver-directed therapies to treat primary liver cancer and secondary hepatic malignancies.
- Worked very closely with all members of the Executive Team to develop quotas, compensation plans, strategic imperatives, marketing campaigns and materials, presentations for Board of Directors and for company-wide meetings including Plan of Action and National Sales Meetings.
Senior Regional Sales Manager
SUREFIRE MEDICAL
Westminster, CO
10.2013 - 07.2017
- Introduced and gained widespread adoption of a disruptive, innovative, cutting-edge embolic therapy infusion system to the New England market by leveraging relationships and breaking down barriers in a medically ultra-conservative geography.
- Grew the New England market from annual revenue of less than $30,000 to $600,000 despite challenges related to premium pricing and ease of use.
- Exceeded Quota in Q1 of FY16 by 8% and recorded highest monthly sales to date in March 2016.
- Consistent achievement and overachievement of Quota in FY15, including 102% to plan in Q1, 100% in Q2 and 137% to plan in Q3.
- Achieved 110% of Quota in FY14, including top performance worldwide of 152% to plan in Q4.
- Highest sales/ revenue growth nationally in FY14 - 1,350% growth over FY13.
Territory Manager - Oncology
ANGIODYNAMICS
Latham, NY
04.2011 - 10.2013
- Sold and provided clinical support to Interventional Radiologists for drug-eluding beads and high-flow microcatheters used in chemo-, radio- and bland embolization procedures for primary liver cancer.
- Sold both capital and disposables for Radiofrequency Ablation (RFA), Microwave Ablation (MWA) and Irreversible Electroporation (IRE), and provided clinical support for same, to Surgical Oncologists and Interventional Radiologists treating both primary and metastatic cancers to the liver.
- Territory revenue of $1.5M annually.
- Finished with national ranking of #3 (out of 28) based on total sales revenue and sales vs. growth metric for FY13, earning President’s Club award honors.
- Achieved 153% of total revenue base in FY13, including 104% of revenue base for RFA in FY13.
- Finished with 102% of revenue base for RFA and 146% of revenue base for chemoembolics in FY12.
- Elevated national rank within Oncology division from 32nd to 15th in first year with the company.
Senior Surgical Device Specialist
COVIDIEN
Norwalk, CT
04.2011 - 04.2013
- Sold and trained surgeons on the safe & effective use of endomechanicals including surgical staplers, trocars, hand instruments and energy-based devices used in open and laparoscopic surgery.
- Trained and supported General, Thoracic, Surgical Oncology, Urology, Gynecology and Gynecological Oncology surgeons on Minimally Invasive procedures and the latest techniques & advancements in surgery.
- Territory revenue of $3M annually.
- 126% of revenue base, 115% of Quota for FY11.
- 128% of revenue base, 118% of Quota for FY10.
- 119% of revenue base, 106% of Quota for FY09.
- 128% of revenue base, 120% of Quota for FY08; Rookie of the Year/ President’s Club award winner for FY08.
Field Sales Specialist
FOREST LABORATORIES
New York, NY
09.2005 - 04.2007
- Sold and promoted Central Nervous Sysytem (CNS) agents to Psychiatrists, Neurologists and Primary Care Physicians throughout Cape Cod and Southcoast MA.
- Responsible for market share growth of Lexapro for depression and anxiety, prescription growth of Combunox for pain and Namenda for Alzheimer’s Disease.
- Consistently achieved all products quotas and was awarded the High Flyer Award in January 2006 as well as Representative of the Quarter in November 2006.
Director of Rowing and Head Coach of Men’s Lightweight Crew
MASSACHUSETTS INSTITUTE OF TECHNOLOGY
Cambridge, MA
08.2000 - 08.2005
- Directed daily operations of MIT’s flagship athletics program, 200 rowers strong, while serving as head coach of its most competitive team – the Men’s Lightweight Crew.
- Recruited the nation’s brightest and top collegiate rowing prospects with an annual yield >75%.
- Created, managed and reconciled annual operating budget of $1.2M and managed staff of 20.
- Coached team to all-time highest national ranking of #10 in 2002.
- Earned a position on the United States National Team coaching staff in 2001.
Head Coach
US NATIONAL ROWING TEAM
Boston, MA
05.2001 - 09.2001
- Recruited prospective national team candidates nationwide and oversaw selection for Development Camp based upon
- Developed training programs for athletes to enhance performance and technique.
- Coordinated team practices and competitions to ensure optimal preparation.
- Mentored assistant coaches and staff in effective coaching strategies.
- Oversaw recruitment processes for new athletes joining the program.
Head Coach of Women’s Crew
UNIVERSITY OF RHODE ISLAND
Kingston, RI
08.1997 - 08.2000
- Directed transition of Women’s Rowing from club sport to Division I varsity athletics program.
- Recruited nation’s top Division I rowing prospects, directed all operations of rapidly expanding athletic program, oversaw construction of new boathouse and conducted highly successful fundraising campaigns for capital equipment such as new racing shells.
- Improved team’s standing from 11th to 4th place within the Atlantic 10 Conference.
- Led team to 2nd place finish at National Championships in 1998.
Head Coach of Girls’ Lightweight Crew
HOLY SPIRIT HIGH SCHOOL
Absecon, NJ
08.1992 - 08.1997
- Served as Head Coach of national powerhouse rowing program (and alma mater); developed athletes and helped students gain recognition from, and admission to, the nation’s top rowing colleges.
- Coached crews to numerous gold-, silver- and bronze-medal winning performances at Scholastic Rowing Association’s National Championship Regatta.
- Led team to record-setting five consecutive victories at City of Philadelphia Championship Regatta.
Education
Bachelor of Arts -
Brown University
Providence, RI05-1992
Swedish language, literature and international relations
Stockholms Universitet
Stockholm, SwedenReferences
Excellent personal and professional references available upon request.
Hobbies and Interests
- Surfing
- Skiing
- Cycling
- Competitive rowing
- Tennis
- Boating
- International travel
- Gourmet food and wine
Awards Recognition
- Global Sales Effectiveness Task Force member (one of seven globally) in 2022.
- Presidents Club Award winner in 2021.
- Presidents Club Award winner in 2019.
- Promoted to Director of Sales for the Eastern half of the US, reporting to VP of Sales, in 2017.
- Grew territory revenue by 2,000% from 2014 to 2017.
- Presidents Club Award winner – Oncology Division – in 2013.
- Winner’s Circle award for outstanding sales performance FY08, FY09, FY10, FY11.
- Appointed to Sales Advisory Council (one of seven reps nationally) in July 2010.
- Promoted to Senior Surgical Device Specialist in January 2010.
- Presidents Club Award (Rookie of the Year) awarded 2008.
- Promoted to Field Sales Trainer for Therapeutics Division in January 2007.
- Representative of the Quarter for outstanding sales performance in 2006.
- High Flyer Award for exceptional performance in all three promoted products in 2006.
- Rookie of the Year Award for outstanding sales of iClub and Body Motion System awarded in 2005.
Advisory Profile
Top-performing medical device sales executive with over 20 years of experience in driving revenue growth, earning multiple Presidents Club distinctions along the way. Uniquely qualified by combining deep MedTech commercialization expertise with a background of coaching highly successful rowing teams at the national and elite levels. Positioned to contribute substantively at the advisory board level. Passionate about building cultures of high performance.
Timeline
Territory Sales Manager
IMPERATIVE CARE
12.2022 - Current
Field Sales Trainer
SIRTEX MEDICAL
06.2021 - 12.2022
Senior Regional Sales Manager
SIRTEX MEDICAL
01.2021 - 12.2021
Regional Sales Manager
SIRTEX MEDICAL
05.2018 - 01.2021
Director of Sales
SUREFIRE MEDICAL
07.2017 - 04.2018
Senior Regional Sales Manager
SUREFIRE MEDICAL
10.2013 - 07.2017
Territory Manager - Oncology
ANGIODYNAMICS
04.2011 - 10.2013
Senior Surgical Device Specialist
COVIDIEN
04.2011 - 04.2013
Field Sales Specialist
FOREST LABORATORIES
09.2005 - 04.2007
Head Coach
US NATIONAL ROWING TEAM
05.2001 - 09.2001
Director of Rowing and Head Coach of Men’s Lightweight Crew
MASSACHUSETTS INSTITUTE OF TECHNOLOGY
08.2000 - 08.2005
Head Coach of Women’s Crew
UNIVERSITY OF RHODE ISLAND
08.1997 - 08.2000
Head Coach of Girls’ Lightweight Crew
HOLY SPIRIT HIGH SCHOOL
08.1992 - 08.1997
Bachelor of Arts -
Brown University
Swedish language, literature and international relations
Stockholms Universitet