KEN KUPFRIAN

• Lead an $8M electrophysiology territory across ECU Health, CarolinaEast Medical Center, and Novant New Hanover, directing commercial strategy, account growth, and physician adoption
• Developed five clinical specialists, aligning case coverage with training and clinical execution to enhance service delivery across territory
• Navigated IDN, GPO, VAC, and contracting pathways to expand access and facilitate transition of evaluations into repeat procedural use
• Partnered cross-functionally with regional leadership, marketing, training, and clinical teams to support product launches and deliver customer education

• Led multi-state commercial strategy, managing six Regional Account Managers to drive early commercialization of innovative AF technology
• Established seven new accounts, including Duke, UNC, MUSC, Grandview, and Ochsner Health
• Built strategic partnerships with GE Healthcare, overseeing KOL engagement, VAC approvals, contracting, and adoption strategy to enhance market presence

• Facilitated national market development for implantable and wearable cardiac-device remote monitoring by engaging KOLs, implementing GPO strategy, and establishing commercial partnerships
• Collaborated with company leadership to refine commercialization strategy, enhance customer messaging, and initiate early account development
• Self-motivated, with a strong sense of personal responsibility.
• Worked effectively in fast-paced environments.
• Skilled at working independently and collaboratively in a team environment.

• Increased territory revenue from $800K to $2.1M by driving hybrid AF procedural adoption in North and South Carolina
• Transformed product-based relationships into procedure-based programs with EP, cardiology, and CT surgery stakeholders, generating steady weekly case volume
• Developed strategic account plans to enhance client relationships and drive revenue growth.
• Collaborated with sales teams to identify new business opportunities within regional markets.
• Analyzed market trends to provide insights for product positioning and competitive differentiation.

• Built and led national sales team of six in six months, collaborating with CEO on commercial strategy
• Opened six new accounts and negotiated contracts, contributing to revenue growth
• Led strategic sales initiatives to penetrate new markets and drive revenue growth.
• Developed and implemented comprehensive sales training programs for team members.
• Cultivated key client relationships, enhancing customer satisfaction and retention rates.

• Scaled national organization of 20 territory managers and 8 clinical specialists, enhancing regional coverage and support
• Closed six capital-equipment agreements generating $1.2M during early commercialization
• Closed six capital-equipment agreements, contributing $1.2M in early commercialization revenue
• Opened dozens of centers nationwide, facilitating IDN, GPO, and VAC discussions to penetrate competitive markets

• Commercialized advanced electrophysiology mapping technology across seven-state region, engaging EPs, cardiologists, C-suite stakeholders to drive adoption and enhance patient outcomes
• Achieved 122% of quota in 2016 while facilitating smooth acquisition and integration into Abbott, ensuring continuity of service and stakeholder alignment
• Developed and executed territory sales strategies to drive market growth and enhance customer engagement.
• Collaborated with cross-functional teams to implement product training and support for healthcare providers.
• Analyzed market trends and competitor activities to identify opportunities for business expansion.

• Built and managed new regional sales team, generating $1M in revenue before company’s U.S. market exit
• Developed New Jersey territory from zero to $600K in first year, achieving growth in legacy-held markets
• Achieved competitive positioning against Medtronic, St. Jude Medical, Boston Scientific, and Biotronik

• Expanded territory revenue to $6M, consistently exceeded quota, and contributed to teams earning multiple President’s Club honors
• Provided intra-procedural support and device follow-ups in New York and New Jersey, ensuring seamless operations and client satisfaction
• Led strategic territory planning to optimize market penetration and customer engagement.
• Developed and implemented sales strategies to enhance product visibility within assigned territories.
• Mentored junior team members, fostering skill development and improving overall sales performance.

Student with credits toward a degree in business