Jacob Lawrence
Victor,NY
Summary
Results-driven Regional Sales Manager with 13 years of B2B and Medical Device sales experience. Led a 7-person team and executed 3 successful product launches within major Northeast healthcare systems. Focused on aligning C-Suite stakeholders, developing Key Opinion Leaders, and enhancing team capabilities in complex sales processes. Skilled in strategic planning and market analysis to drive revenue growth and expand market presence.
Overview
13
13
years of professional experience
Work History
Regional Sales Manager
Teleflex Surgical
02.2023 - Current
- Responsible for the growth and development of a 7 person sales team in the Northeast to execute on the sales objectives of new to market, disruptive technology and protection/expansion of a $14 million base of business.
- FY 2025 – Expansion of Corporate High Growth Product (Titan SGS Stapler - Bariatrics) from early majority market to late majority, launch next generation Urology Cancer product (PurplePlus Hemolok), and drive distribution channel partnerships to protect core business.
- Directed the launch of the next generation Urology Cancer portfolio (Hemolok clip), focusing on sales strategy, training, and marketing implementation.
- Ranked 2nd in total percent to quota (98.5%) and 1st in Core Percent to Quota (105.2%) in the nation due to strategic business planning and execution of growth strategy with Titan SGS, Next Generation Hemolok, and core business expansion via clinical and supply chain partnerships.
- 1 Rep Promotion, 1 Rep Achieving Presidents Club, 4 reps achieving Quota, and highest gain of Fully Adopted Surgeons for Titan SGS in the Nation (6).
- FY 2024 – Launch Automatic Hemolok Applier, Drive proctoring’s and trainings of Titan SGS stapler in unpenetrated IDN’s, and Train, Develop, and Promote sales representatives.
- Achieved new surgeon Titan SGS training in 6 of 7 territories with a leading 100% adoption rate, and established 1 regional KOL.
- Led the nation in revenue for the launch of the only commercially available automatic polymer clip applier used for laparoscopic cholecystectomies with adoption in all 7 territories within 1 quarter of launch.
- 1 President club winner, 2 promotions, 3 of 7 territories over achieved total quota, 5 of 7 over achieved legacy quota, region 92% of total quota and achieved over 100% of core quota.
- FY2023 – Build, train, and develop a team of 7 sales representatives to adopt a highly clinical and disruptive sales process capable of achieving growth expectations of the newly acquired Titan SGS surgical stapler for sleeve gastrectomies.
- 10 Total proctoring’s achieved, highest amongst newly formed RSM team. 70% adoption rate, with the first ever cases being performed in the states of New Hampshire, Boston, and Connecticut.
- Creation of 1 National Key Opinion Leader and 1 Regional KOL.
- Exceeded 100% quota in core portfolio, secured 1 promotion, and hired and trained 3 sales representatives to develop new sales team.
Clinical Sales Representative
Intuitive
Rochester, NY
07.2021 - 02.2023
- Managed Customer Success and profitability for Robotic Surgery implementation across Healthcare Systems.
- Delivered quarter-over-quarter procedure growth from 717 in Q3 2021 to 987 in Q4 2022.
- Expanded installation base of robotic systems from 8 to 13 units.
- Led collaboration with University of Rochester to establish da Vinci Surgery Program as a national benchmark.
- Focused strategic efforts on C-Suite engagement to secure investments in Robotic Surgery technology access.
- Developed Upstate NY's sole program achieving full specialty adoption of Robotic Surgery practices.
- Selected as one of 14 CSR members on Academic Advisory Board for driving sales initiative alignment.
- Facilitated comprehensive training for surgeons, fellows, and residents in top U.S. academic accounts.
Senior Surgical Territory Manager/Field Sales Trainer
Teleflex Medical
Upstate, NY
05.2018 - 06.2021
- Responsible for the growth and maintenance of the market leading Weck ligation portfolio as well as the hyper growth of focus products in the areas of Fascial Closure, Percutaneous Instruments, and Clip Appliers.
- Led initiative to create clinical competency across the sales force through a formal National Advanced Clinical Competency Training Program, being a field sales trainer, and delivering YOY quota achievement.
- Territory at 70% in May of 2018, President Club (2019), Rookie of the year (2019), Field Sales Trainer, National Ob/GYN KOL Development, Urology KOL Development, Emerge Manager Training participant.
BioSurgery Territory Manager/Field Sales Trainer
Getinge Group (Atrium)
Upstate, NY
04.2016 - 05.2018
- Aggressively, target, market and sell a full line of surgical mesh implants for hernia repair for new business, while driving and maintaining utilization within existing accounts.
- Consecutive quarterly plan achievement from Q3 2016 – Q2 2018, Top 5 finish 2017 (123%), Field Sales Trainer (2018), Member of BioSurgery Advisory Board (2018).
New Business Development Manager
Elk Environmental Services
Reading, PA
04.2014 - 04.2016
Sales Management Trainee
Enterprise Holdings
Rochester, NY
02.2013 - 04.2014
Education
Bachelor of Arts - History
State University New York at Geneseo
Geneseo, NY12.2012
Skills
- Performance coaching
- Process improvement
- Business development and planning
- Sales Leadership
- C-Suite, Technical, Clinical, and Capital Sales
- Team Building
- Inquisitive
- Solution Oriented
- Driven and Accountable to Results
Timeline
Regional Sales Manager
Teleflex Surgical
02.2023 - Current
Clinical Sales Representative
Intuitive
07.2021 - 02.2023
Senior Surgical Territory Manager/Field Sales Trainer
Teleflex Medical
05.2018 - 06.2021
BioSurgery Territory Manager/Field Sales Trainer
Getinge Group (Atrium)
04.2016 - 05.2018
New Business Development Manager
Elk Environmental Services
04.2014 - 04.2016
Sales Management Trainee
Enterprise Holdings
02.2013 - 04.2014
Bachelor of Arts - History
State University New York at Geneseo